Hubspot
EDUARDO XAVIER PEÑARANDA ENRIQUEZ
Business Administrator
Las Condes
Work Preference
Summary
Results-driven Business Administrator with extensive experience in consumer goods, retail, and technology sectors in Chile. Specialized in account management, planning, and commercial strategies, with a strong focus on market entry and brand positioning. Committed to enhancing profitability and driving continuous improvement across diverse sales channels.
Overview
5
5
Certifications
16
16
years of professional experience
Work History
Key Account Manager Enterprises
Claro Chile S.A
01.2025 - Current
- Generate business with medium and large companies in mobile portability, IT and mobile broadband.
- B2B sales, MEDDIC and SPIN consultative according to client sizes and objectives.
- Business plans depending on clients' demands.
- Generate commercial alliances to increase client portfolio to the company in the B2B segment.
- Negotiation with C-Levels and decision takers.
- KPI's metrics: ARPU + PAYBACK, EBITDA, TTV, MRR/ARR, NRR, CSAT/NPS
- Achievements: Important negotiations have been reached with companies in the transportation and mining sectors for more than U$2.0MM/YR in portability and internet contracting for operations, with a 2-point increase at the Large Company portfolio level in the first half of 2025 YtoY.
- Multinational Telecommunication company, awarded in 2023 and 2024 to be number one in portability.
Key Account Manager Alliance Issuers
Transbank S.A
07.2023 - 11.2024
- Generate commercial alliances with the different payment card issuers in Chile.
- Evaluation of business cases in high-impact projects, MEDDIC consultative regarding on profitability scenarios.
- Negotiation of SaaS product portfolio to card issuers; Focusing on the strength of partnerships offering new products as QR payment methods or others associated services to the acquisition (ASA) involving the client operational model.
- Works under the agile scrum modality together with the product team in the integration of QR projects
- KPI's metrics: ROI + PAYBACK, TIIR, WACC, ARR, NRR, TTV, LTV, CSAT/NPS
- Achievements: Decisive steps being reached to achieve a strategic commercial alliance with two important banks for the “White Label Project” towards 2027 for about U$75MM/YR in new prospects using Transbank products.
- National company leader in acquiring and payment solutions with a leader presence in Chilean commerce.
Key Account Manager Carriers
Samsung Electronics
08.2021 - 05.2023
- Manage 360 commercial relationships with national telecom client Entel. According to the sales and performance of equipment in mobile experience related to, smartphones, tablets, and wearables.
- Responsible for the entire sales process and the contribution of the product guideline period. In a daily basis supervise the market data and P2P prices, the proper management of PCI, aware of shipping arrivals and products distribution.
- Participate in strategic launches of smartphones, tablets, laptops or any new technology update.
- Works with Product Management and Marketing for product tactics, launches and publicity. With E-commerce and Trade Marketing in the implementation with the client for up or cross-selling campaigns.
- KPI's metrics: SELL IN, SELL OUT, MGN, STK, WOS, MOS, CHANNEL INV, ROI, EBITDA
- Achievements: Healthy and strong billing with the client, important steps for a partnership negotiation in the Trade-In model where made. The first results were projected to be U$10MM/YR revenue related to refurbished equipment.
- Korean company leader in smartphones, tablets, home appliances and technological innovation.
Senior Key Account Manager
Silfa - Dorel S.A
11.2018 - 07.2021
- Senior Key account manager for Jumbo and Tottus supermarkets in modern channel. Leading the entire commercial management of international brands, such as LEGO, Avent, Pyrex, Corningware, Infanti, Safety First, Play Gro.
- Daily analysis of relevant KPIs, monthly sales projections, operational margins and P&L of each line, report directly to managers for decision-making related to commercial agreements.
- Monthly meetings with buyers according to tactics results, channel inventory and sku performance in stores and E-commerce.
- Leader of product selection for next seasons with product management area. Related to new Forecasts and new specs for each sku model, in line with, goals set and the brand strategy
- KPI's metrics: SELL IN, SELL OUT, MGN, STK, FILL RATE (FR), P&L, ROI, EBITDA
- Achievements: Negotiation with resellers according to off-seasons products were made to reduce stock and recover sales. This results in a 15% increase from 1st semester 2020 to 1st semester 2021 in categories such as, toys collection, Baby gears, and sport equipment, up to U$2.0M/MTH
- Multinational company leader distributor of renowned brands in Baby care, Toys and sport equipment products.
Key Account Manager major accounts
Doite International S.A
05.2016 - 11.2018
- Key Account Manager, leading the commercial management in accounts such as Walmart, Jumbo, Easy, La Polar, and Paris.
- Control and management of crucial KPI's and planning commercial strategies.
- Market analysis to identify business opportunities, new clients, and the introduction of new products. Leads seasonal forecast meetings with clients and the sales department.
- KPI's metrics: SELL IN, SELL OUT, MGN, STK, FILL RATE (FR), P&L, ROI, EBITDA
- Achievements: Renegotiation of the Mix in Walmart results in the recovery of presence in stores and sales. After a long-term negotiation, sales in the category increased from U$2.0MM in 2016 to U$3.5MM million in 2018.
- National company leader in outdoor equipment and camping accessories.
Product Manager Kingsbury and Pan Pierre brands
Bredenmaster Chile S.A
05.2010 - 04.2016
- Product manager for the “Pan Pierre” and “Kingsbury” brands.
- Led and managed Trade-Marketing and BTL initiatives for brands in collaboration with external agency.
- Managed CLP$20MM budget for advertising and promotional activities, negotiating effectively with suppliers.
- Conducted market research, presentations, and testing to identify characteristics of potential new bakery and mass market products.
- Participate in market research, presentations, and testing to determine the characteristics of potential new products for the bakery and mass markets.
- National company owned of leader brands in bakery and pastry products.
Education
Marketing Specialist Degree -
Australian government agency VETASSESS
Perth, Australia04-2015
Marketing Specialization - undefined
Gabriela Mistral University
Santiago, Chile12-2007
Commercial Engineering - business administration
Gabriela Mistral University
Santiago, Chile12-2006
Skills
Microsoft Office, Google Suite, Power BI Advanced Level
Client relationship building
Business development
Key account management
Contract negotiation
CRM Zendesk, Ariba, Hubspot, Salesforce, Tableau Advanced Level
Accomplishments
- Collaborated with team of 10 in the development of white label project with Itaú and Scotiabank bank in the acquisition for their clients.
- Supervised team of 10 staff members.
- Achieved new clients by introducing One Click and QR for Fintech's apps in mobile payment tasks.
Certification
Business Analyst. Certification granted by Transbank S.A. for professional use in Qliksense platform. September 2024.
ADDITIONAL INFORMATION
- Own transportation. Class B license
- Valid passport.
- Willing to relocate.
OTE – MONTHLY PAYMENT
U$3.000
Golf, soccer, functional trainning
I use to play golf on weekends, do functional training three times a week besides gather with friends to play soccer ever Thursday night in a sport club. Spent weekends visiting my bothers as I'm the uncle of one and there are many nephews. I also like to be aware about launches of new technologies using different platforms of communication in internet and a regularly IA apps to investigate and now different things in technology, sales techniques and new customer behavior's, among other subjects.
Affiliations
- Alumni Gabriela Mistral University
- Member Golf club Centro médico La Dehesa
- Member sport club Universidad Catolica
Quote
The way to get started is to quit talking and begin doing.
Walt Disney
Software
Salesforce
Slack
Google suite
Apollo io
Microsoft tools
Zendesk
Work Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Languages
English
Advanced (C1)
Spanish
Bilingual or Proficient (C2)
Portuguese
Elementary (A2)
Interests
Golf
Soocer
Training
Investigation
Reading
Timeline
Key Account Manager Enterprises
Claro Chile S.A
01.2025 - Current
Key Account Manager Alliance Issuers
Transbank S.A
07.2023 - 11.2024
Key Account Manager Carriers
Samsung Electronics
08.2021 - 05.2023
Senior Key Account Manager
Silfa - Dorel S.A
11.2018 - 07.2021
Key Account Manager major accounts
Doite International S.A
05.2016 - 11.2018
Product Manager Kingsbury and Pan Pierre brands
Bredenmaster Chile S.A
05.2010 - 04.2016
Commercial Engineering - business administration
Gabriela Mistral University
Marketing Specialization - undefined
Gabriela Mistral University
Marketing Specialist Degree -
Australian government agency VETASSESS