Fernando Garcés Castiella Email & Phone Number

Argentina

Responsable del negocio de lubricantes y combustibles enfocado a los mercados Oil & Gas, Industria y Marinos. Representaciones de las marcas BP - Castrol, Chevron, Lukoil, Total y Gulf.Logros destacados:- Generación del negocio Marino en el Caribe en conjunto con Chevron USA y del negocio de Upstream en Argentina con Castrol USA, incrementando un 40% el volumen de ventas y 20% las ganancias.- Reestructuracion del proceso de ventas y administración

Argentina

ABBEY SEA & ABADIA del MAR S.A.Desarrollo e implementación del nuevo negocio de venta de combustibles y de flete marítimo para su transporte enfocado a los mercados Oil & Gas y MarinosCosto anual: usd 6 millonesDesarrollo e implementación del negocio de combustible y lubricantes marinosFacturación anual aprox.: usd 21 millones Cant. Clientes internacionales: 480 por año

Argentina

Feasibility study, implementation and development of new business of Fuels and LubricantsAprox. Customer Quantity: 700 per year

Argentina

Dimensions- Volume: 210.000 MT for Fuels and 4.000 MT for Lubs- Annual Contribution: U$S 18 mln- Annual Expenditure: U$S 0.5 mln- 9 staff with direct report line. I manage all the sales process beginning with the sales, introducing the order in the system and finally to collect the moneyHighlights:- Increase the profit of the business unit from $ 6 mln usd to 18 bln current and implemented taking into account the needs of customers.- Managing the global… Show more Dimensions- Volume: 210.000 MT for Fuels and 4.000 MT for Lubs- Annual Contribution: U$S 18 mln- Annual Expenditure: U$S 0.5 mln- 9 staff with direct report line. I manage all the sales process beginning with the sales, introducing the order in the system and finally to collect the moneyHighlights:- Increase the profit of the business unit from $ 6 mln usd to 18 bln current and implemented taking into account the needs of customers.- Managing the global structure with customers in our country and also internationals.- Close a commercial agreement between Shell Argentina and Petrobras Uruguay when Shell decided to quit from Uruguay. Dimensions: 10.000 MT for Fuels and 600 MT for Lubs. annual Contribution: U$S 1 mln- Improved customer relations and local and international suppliers, aligned incentives and sales force and management with business tagerts, implementation of improved business controls, after suffering a 15 mln usd fraud .- New product development and implementation of 2.5 mln usd investment in the refinery, with an additional margin of 15 USD / ton, with a payback in 10 months. - Development and implementation of various agreements with suppliers of river transport with an investment of 4 mln usd and a 6 mln annual spending to achieve increased sales of the business unit by 40%. Show less

Capital Federal, Argentina

I worked in the final step to implement the best practices for Global Commercial Strategy and to deploy to all B2B Customer Promise with the final Offer Book.Global Commercial Strategy: Implement in Argentine all the best practices made in other countries like Brazil, Chile and Central AmericaDimensions- Grow Fuel market: C3 U$S 300 K- Increase share in current customers: C3 U$S 200 K- Pricing Management Fuel Oil: C3 U$S 200 K- Pricing Management Gas Oil: C3 U$S 50… Show more I worked in the final step to implement the best practices for Global Commercial Strategy and to deploy to all B2B Customer Promise with the final Offer Book.Global Commercial Strategy: Implement in Argentine all the best practices made in other countries like Brazil, Chile and Central AmericaDimensions- Grow Fuel market: C3 U$S 300 K- Increase share in current customers: C3 U$S 200 K- Pricing Management Fuel Oil: C3 U$S 200 K- Pricing Management Gas Oil: C3 U$S 50 K- Implement Banding for customers and to use for internal decisions, reduce working capital to increase the C5, improve business with the new design of processesCustomer Promise in Argentine: Implement the project of the offer book (customer promise) for Argentine in line with Streamline concepts involving all B2B (Commercial Fuels, Bitumen, Lubricants transport and Industry).Principles Steps:- Analysis current offer mapping- Design phase new offers- Analysis of the impact to be in line with Streamline concepts- Elaborate a plan of migration- Implementation of proposed offers- Deployment and train all the people involve Show less

Argentina

I achieved all the goals as targets in sales as managed the customer service center regarding the difficult situation because in 2004 I closed the service center in Argentina.Telemarketing and Customer Service Center: Managing all the relationship between Shell and our direct customers (LoB: Bitumen, Fuels and Lubricants) from take orders till the payment. This responsabilities included all the order to cash process, manage two telemarketers with direct relation with customers and all… Show more I achieved all the goals as targets in sales as managed the customer service center regarding the difficult situation because in 2004 I closed the service center in Argentina.Telemarketing and Customer Service Center: Managing all the relationship between Shell and our direct customers (LoB: Bitumen, Fuels and Lubricants) from take orders till the payment. This responsabilities included all the order to cash process, manage two telemarketers with direct relation with customers and all the transactions with collect cash.Dimensions- 12 staff with direct report line- Telemarketers: C3: U$S 1.7 mln- Budget Annual: U$S 0.130 mln- Customers: 2.000- Volume: 80.000 MT/month of Fuels, Bitumen and Lubricants- Managing money treasury: 12 mln U$S/month Show less

Argentina

Proyect: Responsability to design, develop and install only one Customer Service Center for all the Cone SouthDimensions:- Proyect and implement the centralization all the Customer Services Centers (Commercial Office) in only one for all the cone south in Chile: Argentine (5 centers), Uruguay (3 centers) y Paraguay (3 centers) - Budget Plan: U$S 1.500.000- Customer cone south: 10.000 aprox.

Argentina

I managed the difficult situation between Shell and the government keeping the relationship with our customers and improving our profits. The main problem that I managed was to keep the relationship with the railway companies that involved the image of Shell with government. For that quarter I achieve the goals for volume, C3 and opex cost.Managing all the B2B sales for the Commercial market for Argentine and Paraguay. Perfect knowledge about the negotiations between government and… Show more I managed the difficult situation between Shell and the government keeping the relationship with our customers and improving our profits. The main problem that I managed was to keep the relationship with the railway companies that involved the image of Shell with government. For that quarter I achieve the goals for volume, C3 and opex cost.Managing all the B2B sales for the Commercial market for Argentine and Paraguay. Perfect knowledge about the negotiations between government and petrol companies about crude and the other between the government, petrol and CRT companies about the benefit of Gas-Oil DimensionsProceeds: U$S 150 mlnC3: U$S 10 mlnVolume Fuels: 360.000 MTVolumen Lubricants: 2.880 MT5 staff with direct report line Show less

Argentina

I achieved the goals to grow the quantity of customers improving the profit for Commercial. My sales zone was new so I began without customers to managed 150. Dimensions- Volume Lubricants: 4.300 MT- Proceeds: U$S 3 mln- C3: U$S 1 mlnPrinciples Goals:- Negotiate for the renewal of the agreement with General Motors for 2 years- Alliance with Cobel for Isuzu, Saab, Rover y MG, with Hyundai y and Subaru.- Renewal the agreement with Deutz ( Agco ) for 5… Show more I achieved the goals to grow the quantity of customers improving the profit for Commercial. My sales zone was new so I began without customers to managed 150. Dimensions- Volume Lubricants: 4.300 MT- Proceeds: U$S 3 mln- C3: U$S 1 mlnPrinciples Goals:- Negotiate for the renewal of the agreement with General Motors for 2 years- Alliance with Cobel for Isuzu, Saab, Rover y MG, with Hyundai y and Subaru.- Renewal the agreement with Deutz ( Agco ) for 5 years- Penetration in the Workshops markets and Automotive factories- Develop, implement and install 78 lubrication centers in franchise workshops General Motors, Suzuki, Isuzu, Saab, Rover, MG, Hyundai Mercedes Benz and Honda- Annual Investment in franchise workshops: U$S 250.000- Develop and implement all the promotions and marketings campaigns for General Motors, Isuzu, Hyundai and Subaru Show less

Argentina

I had the responsabilities for all the projects to improve the process, reduce the cost to serve, cost of the distribution and HSE regulations involving 11 depotsPrinciples Goals- Improve facilities for the dock ( Dep. Arroyo Seco ): Construction of an extension of the dock including HSE facilities to be cover with the regulations. Investment: U$S 500.000- Construction new dolphines to moor the small ships (Vilelas Depot). Investment: U$S 150.000- Tracking and control for… Show more I had the responsabilities for all the projects to improve the process, reduce the cost to serve, cost of the distribution and HSE regulations involving 11 depotsPrinciples Goals- Improve facilities for the dock ( Dep. Arroyo Seco ): Construction of an extension of the dock including HSE facilities to be cover with the regulations. Investment: U$S 500.000- Construction new dolphines to moor the small ships (Vilelas Depot). Investment: U$S 150.000- Tracking and control for the Bottom Loading Project. Investment: U$S 20.000.000- Re-opening Puerto Galván Depot to rent to Petrobras. This responsability include repairing tanks, all the facilities HSE according with the regulations. Investment: U$S 100.000- Design and implement the construction facilities to elaborate, warehaouse and dispatch Alcohol Fuels to General Motors ( Arroyo Seco Depot). Investment: U$S 50.000- Construction a warehouse for lubricants to extend the capacity ( Puerto Vilelas Depot). Investment:U$S 50.000- Support, coordination and remedation in all the trucks accidents trasnsportating our products in line with all the company controls and valid laws. Show less

Argentina

I worked with both managers so I had an overall vision of the company and use to increase our income and to decrease our costs Principles GoalsProduction:- Design the lay - out for the new plant Yoghurt, Desserts and Cheese ( Longchamps ), investment 7 U$S mln. - Production Program System involving the sales plan to define the best and low cost to produce- Automatic system for the warehouse to replace the raw materials- Lay - out and operative circuits of the… Show more I worked with both managers so I had an overall vision of the company and use to increase our income and to decrease our costs Principles GoalsProduction:- Design the lay - out for the new plant Yoghurt, Desserts and Cheese ( Longchamps ), investment 7 U$S mln. - Production Program System involving the sales plan to define the best and low cost to produce- Automatic system for the warehouse to replace the raw materials- Lay - out and operative circuits of the warehouseCommercial:- Improve sales zones, asign the resources and implementation. - Analysis the products launching in the supermarkets/market. - Analysis the behaviour of the products in the supermarket / market.- Analysis of all the sales zones results. Show less

FIAT / PEUGEOT (SEVEL - Factories Martìn Coronado y Berazategui )Principles Goals:- Analysis and implement Just In Time for the factory- Evaluation and develop the suppliers- Functional Organization: analysis of the administrative functional improving the process and the time respond for internal customers- Process Develop: analysis of all production process to know the low productive sites and the sites that didnt add value to the productive processBOSCH:-… Show more FIAT / PEUGEOT (SEVEL - Factories Martìn Coronado y Berazategui )Principles Goals:- Analysis and implement Just In Time for the factory- Evaluation and develop the suppliers- Functional Organization: analysis of the administrative functional improving the process and the time respond for internal customers- Process Develop: analysis of all production process to know the low productive sites and the sites that didnt add value to the productive processBOSCH:- Analysis the Lay - out and reestruct the administrative system Show less

Argentina

- Engineering of all the system for purchasing

Energy Transition

Mba - Master In Business Administration (Without Thesis)

Industrial Engineer