María De Lourdes Vázquez Merchant
Kapellenweg 18, Egling
Summary
Maria is a seasoned international sales and business development professional with over 20 years of experience in global B2B technology-driven industries (railways, manufacturing and metal components). Proven track record in realizing business plans and developing winning strategies in public tenders and customer needs analysis. Focused on identifying and implementing "win-win" and cost-effective solutions. Expertise in building and leading key account organizations and acquiring new customers in the mobility sector and industrial goods (OEM, Tier-1 supplier). Strong leadership and coaching experience with interdisciplinary and virtual teams in matrix organizations.
Overview
17
17
years of professional experience
Work History
Maganig Director
Ámatee.de
01.2021 - 01.2024
- Purchased, improved and sold out a manufacturer for certified organic skin care.
- Negotiated five favourable contracts with vendors for reduced costs and improved service quality.
Head of Sales Latin America - Bus Division
Hübner GmbH & Co KG
01.2020 - 01.2021
- Structured and developed the commercial expansion of the Latin American market targeting projects worth € 10 M In after sales
- Negotiated contracts with major clients, securing long-term partnerships that generated significant revenue streams.
Head of Sales Latin America
Hübner GmbH & Co KG
01.2016 - 01.2019
- Calculated and realized sales budget and order intake for Hübner's Transport Division (Bus, Rail, and Services business units), resulting in new sales of € 6 Mn.
- Led and won Hübner's first public tender in Latin America for Metro de Santiago worth € 3.2 Mn, positioning the company as a technology leader in the segment.
- Managed major accounts effectively, ensuring ongoing satisfaction while identifying upsell opportunities to drive additional revenue growth.
- Negotiated contracts with major clients, securing long-term partnerships that generated significant revenue streams.
- Targeted and won the largest bus replacement project in Bogota, worth € 5 Mn, securing Hübner's prevalence in Colombia's new and after-sales market.
- Won first order in Peru for spare parts worth € 500k, capturing significant market share in the country.
- Built a profitable network with government, public institutions and private operators, securing Hübner's competitive advantage in the region against the competition.
Business Development Manager
Hübner GmbH & Co KG
01.2015 - 01.2016
- Initiated and built new customer relations with three bus operators in Bogotá resulting in the closure of the first major contract for spare parts supply worth € 1 Mn.
- Planned and rolled-out the strategic roadmap to identify new business areas highlighting new market opportunities, specifically for after-sales services in Latin America.
- Structured and organized the tender process to participate in the first public tender for the Metro de Santiago giving Hübner exposure to a new major client in the region
- Increased client base by identifying new business opportunities and cultivating strong relationships with key decision makers.
- Represented company and promoted products at conferences and industry events.
Senior Account Manager, International Sales
SMA Railway Technology GmbH (today Dinghan SMART)
01.2014 - 01.2015
- Established service partners and channels for after-sales business in Latin America resulting in the realization of € 20 Mn order intake.
- Planned and managed all strategic activities and contract negotiations with a major Spanish rail vehicle manufacturer in the field of converters/electrical engineering resulting in successful business closure worth € 2 Mn and collection of over € 1 Mn due payments.
- Sold new products and services and developed new accounts to maximize revenue potential.
Business Development Director (Railway – European Market)
Guangxi Alnan Aluminum Fabrication Co. Ltd.
01.2012 - 01.2014
- Planned strategic sales and marketing activities, acquiring two key European accounts in rail and commercial vehicles.
- Certified the Chinese plant as the supplier for the most significant Spanish manufacturer of high-speed trains, elevating the production and quality standards and closing first contracts for the construction of prototypes and serial production.
- Acted as the business interpreter between China and Europe, trained and managed the Chinese team on European business best practices.
- Completed and submitted monthly and yearly reports to support executive decision-making.
- Mentored junior team members, facilitating professional growth and increasing overall team performance.
Global Account Manager for Bombardier Transportation
SAPA Profiles AB (today Norsk Hydro)
01.2009 - 01.2012
- Won new orders worldwide > € 10 M and managed order book of > €20 Mn.
- Mapped all business opportunities for the Global account to better plan resources and costs across geographies and guarantee customer satisfaction at all stages of the projects.
- Negotiated annual Terms & Conditions positioning Sapa as one of Bombardier’s ten preferred suppliers (out of 400).
- Planned and introduced the market entry strategy of the “Mass Transportation” segment in India resulting in the supply of interior components for Delhi Metro worth € 500K
- Oversaw global product development and partner relationships, enabling footprint expansion into new markets.
Business Development & Marketing-Manager
Bombardier Transportation GmbH (Services Division)
01.2007 - 01.2008
- Planned and controlled the bid and sales budget worth € 200 Mn providing visibility to decide winning / no winning targets.
- Analyzed and monitored the market for after sales services in the European rail market supplying intelligence to senior management to better allocation of resources
- Enhanced competitor intelligence gathering efforts through diligent analysis of market trends, allowing the organization to stay ahead of rivals in terms of innovation and service offerings.
Education
MBA - General Management
ESMT – European School of Management And Technology
Berlin, Germany12.2008
BBA - International Business
London Guildhall University / Eberhard Karl University Tübingen
London01.1996
Skills
- MS Office
- SalesForce
- Canva
- Social Media for B2B applications
- Strategic Planning
- Team Management
- Business Planning
- Negotiation
- Business Development
- Contract Management
- Relationship Building
- Customer Relations
Languages
Spanish
German
English
Italian
Continuing Education
- 2021, Oxford University – Said Business School, Certificate in Digital Marketing (UK)
- 2018-2020, INSEAD, Certificate in Global Management Women’s Leadership Program (France)
- 2014, Copenhagen Business School, Executive Education – Diploma in Chinese Studies (Denmark)
- 2012, ESMT, Certificate in Contract Management in International Projects (Germany)
- 2009, Sapa Academy, Certified Key Account Manager upon Prof. Capon Method (HBS)
References
Upon request
Timeline
Maganig Director
Ámatee.de
01.2021 - 01.2024
Head of Sales Latin America - Bus Division
Hübner GmbH & Co KG
01.2020 - 01.2021
Head of Sales Latin America
Hübner GmbH & Co KG
01.2016 - 01.2019
Business Development Manager
Hübner GmbH & Co KG
01.2015 - 01.2016
Senior Account Manager, International Sales
SMA Railway Technology GmbH (today Dinghan SMART)
01.2014 - 01.2015
Business Development Director (Railway – European Market)
Guangxi Alnan Aluminum Fabrication Co. Ltd.
01.2012 - 01.2014
Global Account Manager for Bombardier Transportation
SAPA Profiles AB (today Norsk Hydro)
01.2009 - 01.2012
Business Development & Marketing-Manager
Bombardier Transportation GmbH (Services Division)
01.2007 - 01.2008
MBA - General Management
ESMT – European School of Management And Technology
BBA - International Business
London Guildhall University / Eberhard Karl University Tübingen
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