Adrian Rojas Chaves
Costa Rica
Summary
Experienced in identifying and developing new business opportunities, implementing growth strategies, and driving revenue growth through dynamic market opportunities. Skilled in market analysis, managing relationships with key clients, and leading multidisciplinary teams. Accomplished in exceeding targets with a results-driven approach, while also improving profitability.
Overview
4
4
years of professional experience
Work History
Business Development Manager
Phillip Morris Costa Rica
04.2024 - Current
- Lead and define the strategy of the markets working cross-functionally with the commercial team to drive and contribute towards the final commercial multicategory strategy ensuring appropriate and timely adjustments based on data driven analysis of all relevant KPIS and breakdowns
- Data analysis and insights from different sources to understand business opportunities and develop strategies for specific channels, territories, zones based on KPIs
- Create building blocks to meet the commercial targets for channels and territories working with sales managers, GM, Deployment Managers and Distribution managers as main stakeholders
- Ensure strategic alignment of the commercial team with cluster based on portfolio, profitability and priorities
- Lead the Business Builders team to develop top tier clients and reach commercial targets
- Desing Go To Market strategy to ensure profitability and competitive cost to serve
- Lead performance and commercial reviews, monthly results newsletter and communications towards the organization
- Develop commercial projects and tools (digitalization tools project manager).
Distribution & Commercial Services Supervisor
Phillip Morris Costa Rica
06.2020 - 03.2024
- Lead the team focus on commercial support to CR, Nicaragua, and Panama
- Ensure growth, profitability, efficiency, sales, and volume targets both for PMI and clients emphasizing in data analytics and KPI as fundamentals
- Responsible for Route to market in Costa Rica and profitability (distribution cost)
- Construction and definition of KPI´s and monthly targets for each route and territory
- Assignment of sales targets for direct and indirect channels, KA, and GT routes
- Follow up of on promotion season, promotional windows of KA, discounts, and incentive programs
- Control of Allowances budget for commercial initiatives
- Create strategic programs and support, track and ensure execution of Marketing and Trade programs with B2B clients, Key Accounts, Wholesalers and General trade
- Ecommerce Manager (E-Ordering)
- Responsible for accruals and overhead expenses
- Active role in the management team for CAM South supporting the teams of Nicaragua and Panama also that have distribution models.
Country Manager
Thule Colombia
- Define, design and present strategic plans for the board of directors
- Plan and control budget
- Responsible for sales forecast and demand plan
- Define price structures and margins for products for retail, sellers, and distributors
- Sales analysis, purchase orders, costing and import process responsible
- Cash flow, Accounts payable, accounts receivable
- Responsible for all channel sales for Colombia
- Retail, wholesaler, distributors, and sellers
- Define and deploy marketing and digital marketing campaigns
- Develop training programs for 3rd party sales force
- Supervise import and export processes.
Commercial Manager
Thule de Centro América S.A.
Sales Trainee
Grupo Bimbo
01.2012
Operations Supervisor
Thule de Centro América S.A.
Credit and Collections Supervisor
British American Tobacco (BATCCA)
Master Data Analyst
British American Tobacco (BATCCA)
Thule Partner Coordinator
Thule de Centro América S.A.
Education
Licenciatura in Business - Marketing
Universidad Latina de Costa Rica
Heredia, Costa RicaBusiness Degree - Marketing
Universidad Interamericana de Costa Rica
Heredia, Costa RicaSaint Paul Bilingual High School
Alajuela, Costa RicaSkills
- Strategic Planning and strategy development
- Data Analysis & Results driven
- Leadership, excellent communicator and fast learner
- Project leader and management
- Business development and planning
- Sales and Marketing
- Goals and performance oriented
- Cost Management
- Performance Metrics and KPI oriented
Languages
Spanish
Native language
English
Proficient
C2
Timeline
Business Development Manager
Phillip Morris Costa Rica
04.2024 - Current
Distribution & Commercial Services Supervisor
Phillip Morris Costa Rica
06.2020 - 03.2024
Sales Trainee
Grupo Bimbo
01.2012
Country Manager
Thule Colombia
Commercial Manager
Thule de Centro América S.A.
Operations Supervisor
Thule de Centro América S.A.
Credit and Collections Supervisor
British American Tobacco (BATCCA)
Master Data Analyst
British American Tobacco (BATCCA)
Thule Partner Coordinator
Thule de Centro América S.A.
Licenciatura in Business - Marketing
Universidad Latina de Costa Rica
Business Degree - Marketing
Universidad Interamericana de Costa Rica
Saint Paul Bilingual High School
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