Gerardo Dheming
Panchimalco
Summary
A flexible and versatile professional with a passion for strategic planning, project management, process integration, and team leadership. Demonstrated success in delivering complex initiatives and driving organizational growth. Background in finance, order to cash, commercial area, and OPS, providing a deep understanding of market dynamics to identify opportunities and implement innovative solutions for driving revenue, savings, and achieving business goals. Strong analytical skills and critical thinking ability to develop data-driven strategies and make informed decisions. Thrives in fast-paced environments. Collaborative and energetic leader adept at fostering strong relationships with stakeholders at all levels. Seeking new opportunities to apply expertise and contribute to the success of a global dynamic organization.
Overview
14
14
years of professional experience
Work History
B2B and Wholesale Territory Manager
Puma Energy
01.2024 - Current
- Developed strong relationships with key decision-makers, fostering trust and loyalty in the assigned territory.
- Achieved sales goals and service targets by cultivating and securing new customer relationships and integrating corporate structure overview to the local market. This helped to achieve a 140% increase of volume vs budget for 2024 and a duplicate volume budgeted for Q1 2025.
- Cultivated relationships with key accounts and provided support to drive customer satisfaction.
- Established successful account relationships by building rapport and maintaining consistent communication.
- Delivered customized solutions tailored to individual client needs, increasing overall customer satisfaction levels significantly.
- Implemented successful sales strategies to drive revenue growth and exceed quarterly quotas consistently.
Pricing & Supply & Wholesale
Puma Energy
11.2022 - 12.2023
- Managed a team of 2 Pricing & Supply analysts to execute the day-to-day activities for pricing and supply area which is extended widely to margin and business-market analysis and logistics management.
- Trained and develop team who are currently in charge of the fuel Supply and Pricing area.
- Bridge among commercial teams, operations and supporting areas to facilitate the execution of commercial strategies by granting stock availability and fast, reliable and timely execution of pricing policy
- Managing relationships with Wholesale customers, which includes price negotiation, proper follow up of concerns and ease solutions
- Provide market feedback and search for opportunities for Puma to improve volume and margins to align to corporate´s goal
- Also, some of my main duties are to propose and ease win-win initiatives between Puma and Customers
- Proposal and Execution of focused strategies by segmentation of customers based on SWOT Analysis
- Analyzing market trends, competitor pricing, and the company’s cost structure to suggest the proper price for each product by keeping the best balance between profitability and competitiveness-
- Worked well in a team setting, providing support and guidance.
Pricing & Supply Coordinator
Puma Energy
11.2021 - 10.2022
- Ensure that Puma stocks were priced appropriately and were available for sale (Physical and Paper). Zero stockouts reported in my administration.
- Proper execution of commercial pricing initiatives.
- Develop Pricing Strategies: Ensure that priced products are competitive and profitable in coordination with the commercial teams. This led in granting that 100% of prices are fully margin value added and exceptions are properly managed and approved.
- Managing Product Supply: Grant that products are available for sale (Fuels and Lubricants) by arranging forecast demand, inventory management and coordinating with our suppliers’ deliveries on time of stock.
- Setting Pricing Policies: Developed in coordination with commercial team and management the pricing guidelines, policies, processes and controls to be aligned with the corporate´s commercial goal
- Market Business Intelligence: Communicate effectively with the main stakeholders of market inputs, trends and opportunities and help business decision making (especially with priced stock and spot price opportunities)
- Main Point of Contact among Regional Supply Team, Operations and Commercial Team to coordinate activities related to: Vessel discharges, Transfer of product among tanks, Quality Assurance, Custom activities, Demurrages and Inventory controls and reconciliation
- Responsible for main supply deals in the country and abroad (e.g Buy&Sell agreements, pipeline sales, trucking operations to the region)
Business Support Manager
Puma Energy
06.2020 - 11.2021
- Business support means the heart of the company, the integration of commercial, finance, operations and the customer itself and being ready to assist the company in whichever necessity arises
- Managed a team of 6 specialists in the Business Support area and 1 CSC supervisor
- Main point of contact of the country to validate and ground the designed solutions to Puma El Salvador's real processes for a successful deployment of ePUMA program which is the new enhanced transformation tools that facilitate and move to the next level the digital processes which involve: Finance (Navision) , Commercial Processes (ePuma Portal), Scheduling (WinDMS), Pricing (NAVPE), Terminal Management System (TMS), Salesforce (CRM and Customer Portal)
- Supervise and guide the execution of continuous improvement and running the integrated Order to Cash processes that include Supply, Pricing, Scheduling, Invoicing, Customer Service, Reconciliation-Monitoring cycle and Management of Supply deals in the country
- Support on the restructuring model operation which included constant training, processes review, monitoring and transferring of Customer Service activities into a 3rd party Shared Service Center in Costa Rica
Supply Analyst
Puma Energy
06.2017 - 05.2020
- Help supply chain operations to avoid product stock outs at terminals ensuring prompt feedback and offering suggestions to supply and operations by providing correct demand forecast on a weekly basis
- During 2017 we reduced demurrage costs by more than 50% vs Budget influenced by good forecasts and OPS coordination
- Savings ~$300k vs 2015 and aligned with 2016 results
- 2018 had the same low-cost tendency
- Maintain constant & prompt communication among all interfaces (Ops, Finance, Supply, Commercial Teams and Business Support) to keep enough purchased inventory available to cover product demand all the time
- Support to create necessary conditions and processes to execute local deals with other suppliers that have provided $1 MMUSD in margins during 2017-2018
- Encourage to change operation storage (Fuel Tank reorganization) to avoid trucking operations from Guatemala, providing operational savings by $225 kUSD/year
- Collaborated with cross-functional teams to develop and implement sourcing strategies, aligning supply chain objectives with organizational goals.
Pricing Analyst
Puma Energy
03.2016 - 05.2017
- Provide feedback and consociate to Retail and B2B and Wholesale segments about pricing strategies to achieve corporate goals
- Review, control and advice about Puma Prices vs Markers to keep competitiveness among our national price zones
- Communicate opportunities in the spot market to the commercial team so as provide special offerings to customers guaranteeing margins
- Improved and developed pricing tools for an integral analysis for decision making and pricing strategies
- Updated Asphalts pricing segment to ensure profitability through identifying cost reduction and product and gross margin analysis
- Planned and coordinate a smooth migration of old pricing method to a new and a more automatized model (Advanced Pricing) without issues for the company
- Reduced discrepancies in financial reporting by implementing strict quality control measures for pricing data.
- Streamlined pricing processes through automation, increasing efficiency and accuracy of data management.
Reporting Analyst El Salvador & Belize
Puma Energy
01.2014 - 02.2016
- Help Business Lines with an effective margin review on a weekly basis.
- Looked for opportunities to simplify practices and processes to have faster, updated and reliable information to report
- Development of automated Jet Reports for the diversified areas of the organization: CSC, IT, Accounting, Taxes, FA, Costs and Inventory, Payables, Receivables, etc. to address specific business needs and support decision-making processes. More than 100 reports automatized during my administration.
- Preparation of Weekly and Monthly Consolidated Corporate Reports via Hyperion Financial Management (Profit and Loss Statement, Balance Sheet, Commercial Information, Forecast, etc.)
- Support to Change Forecast on a Monthly Basis
- Navision/HFM/Jet Report Support to End Users
- Improved existing reporting by researching data sources, compiling data and designing output.
Commercial Support Project "Leader 360" LCG
Puma Energy
08.2013 - 12.2013
- Structural Development of the Sales Force
- Development of Process of the Commercial area
- Accompaniment shoulder to shoulder with Territory Managers (Search Opportunities)
- Implementation of Strategic Management and Operating KPIs
- Development and Implementation of Software to follow up and control results adequate for the Management needs and for the operating Sales Force
- Structure of an organized Schedule for customer visits and sales pipeline.
- Provide guidelines to commercial teams on priorities for quick wins.
- Provide the Sales Force tools to know well their customers and their performance
Credit and Collections Assistant (Aviation)
Puma Energy
03.2012 - 07.2013
- Support provided to 6 countries: Belize, El Salvador, Guatemala, Nicaragua, St Croix and Puerto Rico.
- Maintain an effective payment application in each country.
- Control of Regional Credit Limits per customer Group.
- Prepare and report sales forecast for prepayment customers to keep enough credit availability.
- Reporting Credit and Collections KPIs on a weekly basis (DSO and Ageing Receivables) for the Region.
- Coordination of Cash Repatriation to each country as per collections.
- Control Intercompany balance among all entities involved in the Americas Aviation Business.
- Support to CSC to help resolution of issues on invoicing.
- Provide consolidated account statements to customers to avoid overdue and to help clients with the follow-up of any issue they might have.
- Assisted in training new Collections Assistants, sharing best practices for successful debt recovery and client relations.
Accounting Clerk
Puma Energy
11.2010 - 02.2012
- Accounting of Opex and Capex entries.
- Responsible to arrange and controlling payments to vendors.
- Control and clearing of Accounts Payables.
- Responsible to agree and balancing with intercompany group or related parties.
- Support to upload results monthly to headquarters.
Education
Negotiation Techniques For Senior Management
Monica Herrera Executive Education
San Salvador08-2024
Software Development with Python Full Stack, Computer Software Engineering
Centro de Formación Avanzado para Profesionales (FORMÁS)
12.2022
Logistics and Operations Specialization, Logistics, Materials, and Supply Chain Management
Universidad Francisco Gavidia
El Salvador11.2020
BBA - Business Administration
Universidad Francisco Gavidia
El Salvador01.2020
Bilingual Technical Assistant - Specialization
Centro Cultural Salvadoreño Americano
01.2010
High School Degree - General Studies
Centro Cultural Salvadoreño Americano
01.2009
Skills
- Logistics management expertise
- Leadership in OTC operations
- Relationship-building expertise
- Pricing strategy development
- Effective communication
- Strategic development
- Project execution management
- Customer relationship management
- Team collaboration and leadership
- International and Complex Operation Oversight
Languages
English (Professional Working)
Spanish (Native or Bilingual)
Timeline
B2B and Wholesale Territory Manager
Puma Energy
01.2024 - Current
Pricing & Supply & Wholesale
Puma Energy
11.2022 - 12.2023
Pricing & Supply Coordinator
Puma Energy
11.2021 - 10.2022
Business Support Manager
Puma Energy
06.2020 - 11.2021
Supply Analyst
Puma Energy
06.2017 - 05.2020
Pricing Analyst
Puma Energy
03.2016 - 05.2017
Reporting Analyst El Salvador & Belize
Puma Energy
01.2014 - 02.2016
Commercial Support Project "Leader 360" LCG
Puma Energy
08.2013 - 12.2013
Credit and Collections Assistant (Aviation)
Puma Energy
03.2012 - 07.2013
Accounting Clerk
Puma Energy
11.2010 - 02.2012
Software Development with Python Full Stack, Computer Software Engineering
Centro de Formación Avanzado para Profesionales (FORMÁS)
Bilingual Technical Assistant - Specialization
Centro Cultural Salvadoreño Americano
High School Degree - General Studies
Centro Cultural Salvadoreño Americano
Negotiation Techniques For Senior Management
Monica Herrera Executive Education
Logistics and Operations Specialization, Logistics, Materials, and Supply Chain Management
Universidad Francisco Gavidia
BBA - Business Administration
Universidad Francisco Gavidia
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