AINHOA MALANDA

Develop profitable business and maximize UAE Hilti market share in Industry segment by developing and implementing strategic plan through bundled solutions.
Achievements:
• Target appropriate customer groups ensuring a stable business for the company.
• Overachieve assigned trimester targets.
• Built fruitful working relationship with all departments of the customer.
• Introduction of new products and solutions in strategic Accounts.
Duties:
• Sales growth development through specifying Hilti systems and application solutions in each different Industries achieving long-term relationships.
• Accountable the development and implementation of the strategy of Industry Segment.
• Understand customer’s manufacturing and installation process to support and increase their profit through creative and tailored solutions.
• Responsible to build up and extend Customer satisfaction on Global/Key accounts.
• Market thoroughly understanding by obtaining information on competition, market price levels, new launches, seminars, new outlets, quality issues, product deliveries and monthly reports.
• Ensure the appropriate level of coverage is given to both Buying and Potential customers to develop profitable growth.

A professional role demanding strong success in exceeding annual targets and developing partnerships with existing and new OEM customers worldwide.
Achievements: Increased customer loyalty and volume of turnover by reducing unit cost through increased contract portfolio of new materials:
• Increased contract portfolio from 8 million units to 10 million units per year (9 million € of annual turnover).
• Introduction of new strategic products made by new materials, reducing the unit cost for the Group.
• Responsible for winning back key clients: TEKA, ROCA, BOSCH Group, Ezcazibasi and MATEL SEREL.
• Successful sign on of the following new clients: Villeroy & Boch Gustavsberg, Viessman (Germany & Turkey) and Ideal Standard.
Duties:
• Sale, negotiation and annual agreement closure for the supply of flexible hoses to Faucet, HVAC, Boiler manufacturers and PV Modules manufacturers and Installers worldwide.
• Submit the monthly sales reports and as well as the monthly forecast of the products.
• Management of the OEM sales department: coordination of Sales, Technical, Quality and Production departments.
• Supervision and validation the pricing & product policy of our Chinese factory for OEM clients.
• International Exhibition experience, new product launch and support to the Marketing Department.
• Extensive experience in Market Research and Development identifying and pursuing new business opportunities.

A key Sales engineering role demanding results in the expansion of market share in Support Systems Solutions and Acoustic Insulation for Air Conditioning, Industrial, Installation and Construction companies throughout Catalonia (Spain).
Achievements:
Increased annual sales by 5 times in less than one year through signing on of new Clients.
Duties:
• Regional Marketing Plan Development that includes trimester sales goals, objectives and success strategies.
• Prospecting and qualifying customers, identifying their needs, and helping to design client oriented solutions.
• Client liaison to identify opportunities for sales.
• Presentation of pricing and solution proposals to Client.
• Negotiation with customers to implement long-term supply contracts.
• Provide Technical expertise to Engineering, Architect and Public Administration markets.
• Assist in managing the execution of the installation:
o Pre-bid site visits to verify design and cost estimation details.
o Job progress visits to ensure proper design execution.
• Inform and advise on current mechanical codes, standards, reg&trends.
• Maintain complete and comprehensive records via CRM.
• Reporting and monitoring business activity and measurement of market activity.

Responsible for identifying and opening new business opportunities to offer and service complete Acoustic Solutions in civil and residential buildings. Services involved engineering, manufacturing and assembly on site for Construction companies and the Industry sectors.
Achievements:
• Rapid increase in market share of more than 50% in one year, closing important contracts with the biggest Construction Companies in Spain (Dragados, ACCIONA, OHL, FCC & COMSA) for acoustical insulation of the high-speed train line in all Catalonia.
• Reached an agreement with a key German Fitness Center (McFit, the largest chain of gyms in Europe) for the acoustic insulation of all their new openings and renovations in Catalonia and Balearic Islands.
Duties:
Exclusive representation agreement for Catalonia and Balearic Islands with the following synergised companies:
• AISTEC SOLUCIONES ACÚSTICAS: Acoustic Engineering and Installer.
• NORTEN PREFABRICADOS DE HORMIGÓN, S.L.: Manufacturer and installer of different types of Acoustic Barriers (reinforced concrete, galvanised steel, aluminium & methacrylate) and wide range of precast concrete products.
• SERVICIOS Y OBRAS GOVIMAR, S.L.: Construction Company.

Achievements:
• Boost in the volume of turnover of more than 30% in the period between 2007 and 2011, with 0% of payment defaults.
• Increased customer loyalty and generated higher profits, building strong relationships with Public Administration. • Increased from 1% to 10% in the contribution of the new unit to consolidated profit of the Group.
• Preparation of the Business Plan in 2007 achieving and exceeding the goals indicated in it.
• Establishment of strong relations with key suppliers, with price reductions of up 50% and improvement in delivery dates as strategic partners.
Duties:
• Responsible for the Profit and Loss Account and profitability of stock holder´s investments.
• Sale of products and services, and contract and prices negotiation with Building Companies, Engineering/ Architecture, Industry and Public Administration.
• Coordination with and leadership of the Sales and Technical Departments (11 people): clear definition and monitoring of objectives and indicators of achievement.
• Development, implementation and follow-up of the Annual Marketing Plan.
• Cost, delivery time, and quality control.
• Detection of trend changes and market research to offer new products according to the Client’s needs.
• Prescription of products in Engineering, Architecture and Public Administration.
• Corrective and Preventive Action Management to eliminate the causes of Nonconformities.

Duties:
• In charge of achievement of sales goals for pre-cast concrete products for Civil Works throughout the North of Spain (6 million € of turnover).
o Follow up and support to Commercial Representatives of the different regions.
o Sales and negotiation of large Works. o Inspecting and supervising the supply and installation of pre-cast concrete products.
o Cost monitoring and control, and after sale activities.
• Marketing, Image and Communication Manager.
o Market Research to identify target markets and/or costumers and test the viability of new products.
o Design of the new webpage in order to improve the companies Brand Image and offer new services to the Clients.
o Trade fair and congress representative.

Duties:
• Leader of the Innovation, Customer Loyalty and Quality Assurance Committee.
• In charge of Market Research, identifying New Business possibilities in the Power Sector (Reclosers and switches).
• Communication and Image Manager.
• Development of new Clients and strategic alliances in the Power Sector.