Iván Ochoa Email & Phone Number

Villahermosa, Tabasco, México

Accountable for the Last Mile Delivery, warehousing and control of 244 MM annual Unit Cases in Southeast Mexico. Leading 10 direct reports and 2,500 indirect reports, serving 100,000 retailers through 750 routes in 21 operating units and 5 regions. Reporting to the Distribution Director, Mexico.● Successful implementation of operational efficiency projects and improvements in customer service: Route to Market models, Digital Distribution, and lower primary distribution costs (plant to distribution centers freight), resulting in a 10% decrease in cost-to-serve.● M&A: Participated in the Due Diligence process that concluded with the acquisition of the Cristal Garrafon brand operation from Bepensa, evaluating sales of 60 million Unit Cases, serving 70,000 customers through 277 routes, with an organizational staff of 4,100 employees and in 7 Production Plants & Distribution Centers.● Order Fulfillment of 97.5%, enabling a 5.4% volume growth in 2022 vs. 2021, increasing indexed revenues by 4.8% and achieving a market share of 70.7%, the highest in KOF Mexico.Strategic Projects Deployment:● Implemented the Sales and Distribution Management Model: an operational model that generated high team standards through empowerment and accountability.● Launched of new ventures in the commercial platform: P&G, Diageo, Herdez and Mars.● Digital: Real-Time Routing, Digital Distribution, and WhatsApp Bot + Web.● Successfully launched 142 routes to serve the Direct to Consumer channel (32K households).

Bogotá, D.C., Colombia

Led the Evolution Colombia Plan to develop commercial digital capabilities. Co-designed and implemented an integral solution for the entire value chain, accountable for a team of 100 employees (including 10 directs), reporting to the Operations Director. ● Successfully implementation of SAP and Sales Force Automation; in the first 6 weeks migrated 60% of the country's sales volume, delivering a flawless transition that generated savings of 2.4 MM USD within the first year, which was the crucial element in regaining market leadership the following year.● Led the Fuel for Growth plan, aimed to generate savings to stimulate profitable growth in Colombia. The plan included 3 strategic initiatives:o Transformation and optimization of territories served by third-party logistics: redesigned the operational model, changed the payment scheme, and activated commercial plans, achieving a yearly Variable Contribution increase of 3.2 million USD as a result of the top-line growth.o Service level calibration: reinvestment of unproductive sales force visits, reached additional sales of 8.4 MM unit cases, incorporated 46,000 clients and maintained service level.o Minimum order: defined and assigned a minimum order amount to cover the cost to serve, as 30% of purchase orders did not cover the variable cost of pre-sales and delivery visits, resulting a benefit of 2.4 MM USD in profits.

Panama

In charge of the KOF's operation in Panama generating revenues of 200 MM USD and 36 MM USD of EBIT, leading a team of 1,500 employees (including 10 directs), reporting to the Operations Director.● Designed and executed the Cultural Transformation Plan, achieving the highest KOF's growth in the Organization Health Index Survey. The survey measured Direction, Leadership, Work Environment, Innovation, Motivation, and Control. Increased the result by 10pp.● Successfully implemented the specialized pre-sales route model to capture market potential in new categories, reaching share by 52% for water and achieving 68% for carbonated soft drinks.

San Jose, Costa Rica

Responsible for the commercial management across Costa Rica, Nicaragua, Guatemala, and Panama, serving 100,000 retailers, leading 10 direct reports and 4,500 indirect reports, reporting to the Central America Operations Director.● Recognized with the “Be There Cup” and the “Excellence Cup” in Latincenter awarded by The Coca Cola Company.● Conceptualized and contributed to the transformation of the Operational Model in Guatemala.● Implemented the commercial management model (Standard Sales Cycle).

Ciudad De México

Responsible for the commercial management in Estado de Mexico, one of the most complex operations all around the world

Mexico City

Responsible for the commercial management in Mexico City, the most complex operation all around the world

Veracruz De Ignacio De La Llave, México

Gerente de Distribuidora ZaragozaGerente de Distribuidora OaxacaGerente de Distribuidora Puebla

Veracruz, Mexico

Responsible for the commercial and distribution management in Veracruz State

Maestria En Administración Con Especialidad En Mercadotecnia, Business Administration And Management, General

Accelerated Leaders Program

Diplomado En Dirección Estratégica Centrada En El Mercado

Licenciatura En Administración

Master Of Business Administration - Mba, Business Management

Bachelor Of Business Administration - Bba, Business