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Ricardo Pena

Ricardo Pena

Curriculum Vitae

54 years old
Driving License
ricardopscl@gmail.com +59177790085
Condomino Equipetrol Norte , Piso 6 F Santa Cruz de la SierraBolivia
Professional with over 24 years of experience in the freight forwarding and shipping industry. Strong communicator with exceptional negotiation skills and a proven track record in leadership, team building, and change management. Highly responsible with expertise in delegation, coaching, and P&L management, consistently delivering successful results.
Skills

International Bussiness Managment

  • Strategic Thinking
  • Problem Solving
  • Reactive decision making
  • Multicultural managment
  • Comunication and negotation skills
  • Logistics
Experiences
  • Took responsibility for increasing the company’s market share in Bolivia, identifying and improving internal processes to correct deviations. Actively sought commercial opportunities in northern Chile and southern Peru to drive business growth.
  • Led the successful establishment of HL in Bolivia, taking the company from the ground up to develop a strong administrative and commercial organization. Managed all aspects of the setup, including strategy development, team building, and operational execution, ensuring a solid foundation for sustained growth and success.
  • Establish and maintain fluid and solid communication with government authorities, port terminals, international land transport associations, port agencies.
  • Increase our market share from 6% to 25% since the opening up today.
  • Import and export trucking development.
  • Promoting and driving digital transformation in the Bolivian market, accelerating the adoption of the company's e-tools to enhance operational efficiency and customer engagement.
  • -Startup of the company in the Bolivian market.
    -General management of the company.
    • Business development.
    • Organization optimization.
    • Procurement & Contract negotiations.
    • New business developments.
    • Improve relation with port ( Arica & Iquique) authorities, Bolivian and Chilean Customs authorities, Bolivian Transport unions, others.
  • Leading the company as Commercial Director and Legal Representative since 2012, responsible for overseeing all aspects of the agency's operations. This includes managing commercial strategies, driving business growth, ensuring legal compliance, and coordinating day-to-day activities to achieve organizational goals.
  • In charge of team building and process restructuring for the different areas of the company: Commercial, Administration, Finance, Logistics, Operation and intermodal.
  • Implemented a commercial strategy which resulted in the company maintaining a steady growth in market and increase total volumes in a 120% during my period of management.
  • Continual analysis and implementation of cost cutting procedures
  • •In charge of the export traffics of a portofolio of Chilean freight forwarders, traders and other companies.
    •Sell CMA CGM lines products, services and solutions by partnering with established and prospective customers to ensure the achievement of individual and company sales.
    •Collaborate cross functionally with colleagues to ensure achievement of team and corporate sales goals.
    •Negociations with the customers and the lines, quotations .
    •Managing disputes with customers, along with close day-to-day relationship with the regional office, and the operational parties, to resolve them appropriately and on time.
    •Develop a quality relationship with the customers, by mails, in- and out-bound calls, outside visits.
  • In charge of sales and customer service department, its admistration , management and productivity.
  • Developed a network of qualified and well know agents wordwide for the company, such as CMA CGM LOGISTIC CHINA, Cool Chain Group, others.
  • Implementation of a CRM for commercial team.
    Implementation of KPI for commercial and customer service teams.
  • Reorganized and structured the company (Sales and Logistics’ departments) to boost revenues and cost savings
  • Develop and expand the freight forwarders portfolio, with a focus on Global and Key Accounts, achieving targets in terms of volume and profitability.
  • Responsible for increasing sales and ensuring customer loyalty.
  • Identified new business opportunities in the frozen cargo and project cargo segments.
  • Led the commercial team, ensuring high-quality customer service.
  • Monitored client visits, commercial activities, and performance results.
  • Implemented corrective actions to address deviations and ensure goal achievement.
  • Led the startup of the Iquique, Chile office.
  • Responsible for managing legal matters, overseeing the hiring process, and developing the commercial plan.
  • Develop of truck service between Iquique and Arica port to main destinations in Bolivia.
  • Develop FCL & LCL ( Import & Export)
  • Startup of the company in the Bolivian market.
  • Responsible for managing legal aspects, overseeing the hiring process, and developing a comprehensive commercial plan.
  • Develop of truck service between Arica port to main destinations in Bolivia and vice versa.
  • Develop FCL & LCL ( Import & Export)
Interests

Deportes

  • RUNNING
  • MOUNTAINBIKE
  • TRAVELING
Education

Marketing & Digital Innovation

The Power Business School (Spain)

Since June 2022
Currently pursuing an online comprehensive business program to gain a 360-degree understanding of tools, methodologies, and concepts in Marketing and Digital Innovation.

Permanent Learning

Hapag lloyd Learning Campus

Since 2019
Permanent learning, with the latest updates in the industry. (260 courses completed)

Diploma in Engineering and Integrated Logistics Support

Chilean Military Polytechnic Academy.

June 2006 to July 2007

Diploma in Business Management and Sales

Universidad del Desarrollo

March 2010 to June 2010
Through his training in commercial management and sales, he gained advanced skills in leading sales teams and driving growth across organizations of various sizes. He learned to design and execute agile strategies, improve market penetration, and strengthen relationships with key clients. He also developed expertise in managing and motivating teams, as well as designing training, incentive, and compensation programs to enhance performance. Additionally, he learned to anticipate market trends and adapt commercial strategies accordingly.

Army Officer finance & logistics

Chilean Military School

January 1989 to December 1992
The Military School trains leaders who apply critical and creative thinking to solve complex professional challenges, utilizing the principles learned in their training. They design military instruction processes following operational doctrine, developing personnel potential, and manage human and material resources to enhance unit efficiency and capabilities, in line with institutional doctrine and state regulations.
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