Fabio Massaru Narahara Email & Phone Number

The Hague, Zh, Nl

Sterling, Va, Us

Leader of a multifunctional, talented, diverse, global, and high skilled team of professionals in Marketing and Demand Generation who drives long term commercial success for OTT HydroMet’s (a Veralto Operating Company) portfolio of environmental solutions. Direct report to the Vice President of Global Marketing and member of the VES Funnel Management Experts forum.- Executed Commercial and Campaign Planning, including go-to-market and demand generation activities, resulting in 135% Funnel and 114% Bookings growth, improving ROAS from 2.2 to 13, through the implementation of lean tools from Veralto Enterprise System (VES).- Owned Leads to Order process, involving Marketing, Commercial Operations and Sales functions. Updated process, adjusted tools, trained Associates in Lead Qualification and Opportunity/Funnel Management, and sustained process.- Refreshed Funnel Management process by training more than 30 Sales Leaders and owned CRM Salesforce.com governance, including data quality and reporting.- Delivered “Lead to Engage”, a 12 month long leadership training comprising communication, goal setting & performance management, giving & seeking feedback and change management, to 25 European senior managers as an extended assignment as senior people leader.- Co-lead company-wide Engagement activities and owned Marketing Engagement activities. Improved Associate Engagement in 23 points and Supervisor Effectiveness in 30 points to 100%.

Washington, District Of Columbia, Us

Leader of a team of 10 direct associates, peer and coach of 4 Sales Directors, and indirect leader of 14 Salesforce.com Champions spread over Latin America under Danaher’s Water Quality Platform. Responsible to enable a $125 Million business of laboratory, process, and environmental equipment by delivering measurable and predicted results. Direct report to Executive Director of Marketing, LatAm.- Installed Commercial Excellence program, improving Bookings accuracy to ±3% and Win Rate in 3 points, by coaching Sales Directors and Sales Managers of Latin America and improving Funnel Management, Sales Productivity and Forecasting capabilities.- Led and executed Commercial and Campaign planning, resulting in 46% Funnel and 22% Bookings growth, by executing demand generation activities that includes digital marketing (organic, paid, email marketing, social) activities and events (tradeshows, conferences and seminars).- Managed Chilean Sales team as interim Sales Director during subsidiary restructuring for 12 months, improving Funnel health and Forecast accuracy.- Achieved Advanced Certified Practitioner status of Danaher’s Funnel Management tool by training more than 80 Associates in different Operating Companies.

Davidson, North Carolina, Us

Leader of a high-performance regional team that exceeded predicted and measurable results, with strong interaction with several functional areas (Sales, Operations, Finance, HR, and IT). Direct report to Vice President & General Manager of Latin America and dotted line report to Global Marketing Vice President.- Supported a $135 Million industrial B2B business by delivering $4 Million in incremental Bookings from marketing activities (digital and offline), $3 Million from new product launches (equipment and aftermarket) and $1 Million in price realization (transactional excellence).- Led Communications, Demand Generation, Product Management, Sales Enablement, Account Management, and Business Intelligence functions. Implemented the Sales Excellence program, implemented the CRM Salesforce.com and trained more than 50 users.- Refreshed the Channel Partner Management Program, including Marketing Co-Op programs, which supported ~15 strategic partners with sellout activities.- Increased the Employee Engagement Index by more than 25 points from 2014 to 2018 by creating annual engagement plans to improve organizational environment.- Supported the installation of the Women Employee Network (WEN) in Latin America and became a mentor to women employees of the organization.- Served as Vice-President of the sectorial chamber at ABIMAQ (Brazilian Machinery Manufacturers Association), representing Ingersoll Rand, and Vice-Coordinator of the organizational committee for FEIMEC 2018.

Sao Paulo, Sp, Br

Leader of a team of 30 employees in Latin America with focus on B2C, including Marketing Communications, Product Management, e-Commerce, and Trade Marketing. Direct report to Vice President & General Manager Latin America.- Restructured marketing team, implemented digital marketing activities (including new website and e-commerce portal launch), repositioned the brand, and reorganized trade marketing activities.- Supported the expansion of market share in 3 points, keeping market share leadership of category.- Managed relationship with Latin American large retailers and specialized dealers.- Sponsored Brazil’s highest visibility fashion show (SP Fashion Week) and graduation events of leading Fashion schools.- Served as Board Advisor & Head of the Marketing Committee at the Brazilian trade association of Sewing Machines, representing the company.

Sao Paulo, Sp, Br

Leader of the global business unit of Industrial Products, directly managing technical teams in Asia and supporting sales teams in Asia Pacific, Europe, Latin America and Middle East.- Restructured the Industrial Products division and launched 20 new products.- Grew global revenues to $25 Million through direct and indirect channels, defining and executing go-to-market activities and supporting regional offices with product launches.- Developed OEM suppliers in Asia, and set up a Technical Sourcing and Quality Assurance team in Singapore and China.

Munich, De

- Developed and managed OEM accounts in packaging, pharma, printing and converting segments in the Brazilian market.- Launched a new product line (SIMOTION drive control system) in the Brazilian market, generating $5 Million in incremental sales.- Provided application support to Siemens' regional sales teams and acted as liaison with European OEMs between their headquarters and regional offices.

Munich, De

- Supported $35 Million sales and business development activities in Latin America with focus in industrial automation and drive control systems.- Provided application technical expertise to Brazil, Mexico and Argentina offices.

Munich, De

- Managed European OEM accounts in automotive and plastic & rubber segments.- Supported product management and application activities of industrial automation products and drive systems.

Specialization, Marketing

Mba, Business Administration

Bachelor Of Science (Bsc), Electrical Engineering