Accountable for building new commercial relationships and strong alliances to generate more demand and increase our
market share. Responsible for an annual sales budget of more than 100 mMXN.
• Lead the definition and implementation of the commercial strategy to generate business with new and current
customers but also to increase our presence and brand penetration within the HORECA market.
• Contribute to the implementation of the Specification department to improve our presence in the A&D community
• Lead new ways of doing business through different selling channels: export, one-stop selling, B2C. Wholesale and
retailers like Liverpool, Palacio de Hierro, Home Depot, Sodimac.
INDEPENDENT EXECUTIVE - FREELANCE
Providing professional and executive advice to develop and execute projects related to business and commercial management.

Leading executive projects to structure the operation of organizations, as well as developing the Business Plan and
Commercial Strategy for the companies I did support.
• Business management assuming full control to contribute to the growth and proper operation
• Definition and implementation of the commercial strategy based on a defined business plan.
• Selling decorative products within the A&D community: natural stones (granite, marble, etc), flooring, furniture,
decorative surfaces, coatings and tiles.
FORMICA DE MEXICO / Broadview Holding, Mexico City
World’s largest manufacturer of High-Pressure Laminate (HPL) and surfacing decorative solutions. 250 employees, 300 MUSD annual sales

Lead, develop and execute the sales strategy. Ultimately delivering sales, share and profit results for the group. Accountable
to lead, coach and develop the management team under my responsibility: Territory Managers, A&D specs, Inside Sales,
Customer Service.
Accomplishments:
• Defined and implemented a completely renewed Commercial Organization to place our brand in a better position
in terms of presence and service to the market and customers
• Achieved sales growth of +15%,
• Capitalized an increase of the gross profit by +9% (real) and get an EBITDA by 2.5% above expected
• Region of the year award for reaching outstanding profit and revenue results
• Developed more than 10 strong business relationships within the Architect and & Design community
File: CV Ivhanov Esteves vIE202310i
GRUPO GORSA, Puebla-Tlaxcala and Mexico
Regional Leader in Concrete, aggregates and building materials.50 concrete plants with presence in 15 states of the country.

Head the organizational and operational restructure in the region with the aim of generate drastic changes and positive
results to improve the competitiveness in the market and get better profitability. As well as improve business relationships
with current and potential customers. Responsible for P&L
Accomplishments:
• Define and implement Operational Strategy to manage the business: organization, administration, operations and
commercial: Set proper sales force per segment to increase sales revenue by 300%
LAFARGE MEXICO / ELEMENTIA: Cementos Fortaleza, Mexico City
World leader in building materials; major player in cement, aggregates and concrete businesses. 350 employees, 160 MUSD annual sales

Lead and implement innovative strategies and actions to outperform sales and marketing team performance. Accountable
for P&L performance with a portfolio of 140 customers and about 80 MUSD in annual revenue
Accomplishments:
• Achieved sustainable growth in sales revenues for 3 consecutive years: 2010: 4.4 MUSD (+6%), 2011: 10 MUSD
(+13%), 2012: 2 MUSD (+2%); establishing historical record in sales volume in year 2011
• Improved days sales outstanding (DSO / accounts receivables) from 35 to 21 days
• Successfully implemented a Customer Relationship Management system across all the commercial organization
• Implemented loyalty programs to increase revenue and loyalty from customers
• Key leader and agent of change to carry out the successful merger between companies
• Increased sales revenues by +95 KTon = 8.9 MUSD (15% annualized growth)
• Won 3rd Place Award Worldwide in Working Capital Category by reducing fuel inventories by 2.2 MUSD (~70%)
Leading worldwide provider of flow equipment, systems and services for oil and gas industry. 180 employees, annual sales of 160 MUSD)

/ CORPORATIVO DE MATERIALES, Yucatan Mexico
Regional Leader Group dedicated to purchase & sale building materials. 1500 employees, annual sales of 130 MUSD.

Leading Engineering Group in Tooling, Materials Technology, Mining and Construction

Leading Engineering Group in Tooling, Materials Technology, Mining and Construction