Marcelo Mamud Email & Phone Number

Madrid, Es

MainRail, a Spanish high-tech startup, sought to drive digital transformation in the railway sector across Latin America, Europe, and Asia. The objective was to develop a sales strategy tailored to the unique needs of customers in these regions, fostering modernization and improving operational efficiency.My primary responsibilities included building strong, trust-based relationships with key customers and providing consultancy to develop a comprehensive product roadmap aligned with their digital transformation goals. I supported the entire sales cycle, from initial marketing efforts to the preparation of detailed technical proposals and established strategic partnerships with local engineering firms to enhance our market presence.To achieve these goals, I closely engaged with key customers to understand the specific needs of railway operators across different regions. I collaborated with internal teams to design a product roadmap that addressed these requirements and led the development of marketing materials that clearly communicated our value proposition.Results:* Enhanced our sales pipeline and strengthened our presence in key international markets.* Established partnerships with local engineering firms, which significantly boosted our commercial efforts.* Achieved successful project bids and improved customer satisfaction through these strategic collaborations.

In my role as Strategic Account Manager for Latin America, with a primary focus on Brazil, Chile, and Peru, my objective at Progress Rail was to rebuild trust and establish long-term partnerships with key customers in the region.My core responsibilities included managing and nurturing key accounts, identifying new business opportunities, and developing strategies to introduce innovative, customer-centric solutions. I was accountable for achieving key financial targets, including margin, revenue, and sales growth, while ensuring the competitiveness and effectiveness of our service offerings.I worked closely with key stakeholders, actively listening to their concerns and needs, and delivered tailored, value-added solutions that directly addressed their specific challenges. This included developing detailed business cases for the introduction of innovative technologies, such as the first hybrid locomotives. Furthermore, I spearheaded continuous improvements in our service offerings through comprehensive life cycle cost analysis and championed engineering and manufacturing enhancements to strengthen our competitive edge.Results:* Acquired MRS (Brazil) as a new customer, securing the first-ever sales of both used and new locomotives.* Facilitated the introduction of the first hybrid locomotives for mainline operations with Rumo (Brazil), driving innovation in the market.* Managed the first refurbishment project of used locomotives for Fepasa (Chile), enhancing operational efficiency.* Led the development of strategic parts agreements with key customers across Brazil, Chile, and Peru.* Consistently exceeded margin, revenue, and sales targets by executing these high-impact initiatives.

An EduTech startup aimed to enhance its commercial operations by establishing a new sales department to drive revenue growth.As an external consultant, I was tasked with structuring the new sales department and designing an internal training program for the sales team.To structure the department, I developed an organizational chart with clear job descriptions, reallocated roles among existing employees, and hired new talent. I also established seamless collaboration between the sales and marketing teams to ensure alignment in strategy. On the training front, I implemented a mentoring program following the guidelines of IESE Business School, focusing on both hard and soft skill development for the sales team.Results:* Improved alignment between digital marketing campaigns and sales efforts, leading to more effective lead conversion.* Evaluation and selection of digital marketing and sales platforms and tools.* Significant growth in subscription sales for the study plan platform and mentoring services.* Established a new and highly proactive sales function, delivering a return of 2.5 BRL for every 1 BRL invested.* Received positive feedback on the mentoring program, with employees benefiting from enhanced skill development and career growth opportunities.

ST Engineering aimed to assess the feasibility of entering the Latin American market, with a focus on supporting the strategic growth of its Smart City division. The primary objective was to develop a comprehensive understanding of the region's market dynamics and refine the company’s strategic approach.I was responsible for developing a comprehensive business plan to support ST Engineering's Smart City initiatives in Latin America. This involved enhancing market intelligence through detailed competitor analysis and identifying key industry trends. Additionally, I prioritized building strong customer relationships to gain deeper insights into their unique needs and preferences.Results:* Formulated a tailored business strategy for Smart City initiatives, aligning with company goals and addressing the specific demands of key Latin American markets, focusing on Brazil, Chile, Argentina, Peru, and Colombia.Execution of the business plan:* Provided local support to the Singapore engineering team, contributing to technical improvements in PSD products and achieving SIL 3 safety certification.* Implemented a Human Resources program to facilitate knowledge transfer, hiring and training 3 Brazilian engineers in Singapore to strengthen the local engineering team.* Planned the establishment of an ST Engineering branch in Chile, building commercial alliances and coordinating with local law firms for legal support.

GE aimed to expand its presence in the public transport sector, with a particular focus on signaling systems. Additionally, a comprehensive market plan was required to promote GE’s optimization software solutions in this space.The primary responsibilities included identifying and securing new business opportunities in the public transport sector, with a strong emphasis on promoting the newly developed CBTC signaling system. Additionally, I was tasked with ensuring the satisfaction of the existing client, Metro Rio, by developing a comprehensive customer success plan to drive long-term client retention and continuous solution improvement. Lastly, I was responsible for creating a marketing plan to effectively position GE’s SaaS optimization solutions in the market.To accelerate sales growth, I implemented a provocative selling strategy to effectively showcase the Digital Transformation suite of SaaS solutions to potential clients. For Metro Rio, I developed a comprehensive customer success plan that prioritized continuous customer engagement, actively addressing their needs and pain points while identifying opportunities to further enhance GE’s solutions and strengthen the partnership.Results:* Achieved significant sales growth in the public transport sector by securing key deals with Metro Rio and Metro Fortaleza.* Played a crucial role in GE's regional expansion through successful business development for SaaS solutions, including: Conducted 5 due diligences with strategic customers; Initiated discussions for a pilot project focused on railway asset maintenance management.* Implemented a comprehensive customer success plan for Metro Rio, leading to continuous improvement of GE's solutions and strengthening customer relationships. This resulted in additional orders worth approximately 2 million EUR from Metro Rio.* Established a strategic partnership with an EPC firm to explore GE’s participation in future PPP tenders within the metro market.

Telvent Brazil Transportation aimed to strategically expand its market presence in the infrastructure sector by securing high-impact projects poised to drive substantial revenue growth. The company identified several high-potential opportunities across key areas such as railways, ports, telecommunications, and urban traffic control, addressing critical applications within the infrastructure industry.The key tasks in this initiative included developing a strategic plan for market penetration, securing contracts for critical projects, and ensuring the successful execution of each project in line with client specifications and deadlines.To achieve these objectives, I developed a comprehensive strategic plan focused on market analysis, competitor benchmarking, and identifying customer needs, as well as forming global alliances. I actively engaged in negotiations and relationship-building with key stakeholders to secure critical contracts. Additionally, I contributed to the design and implementation of a project management framework to oversee project execution, ensuring strict adherence to timelines, budget constraints, and quality standards.Results:* Increased sales by over 25 million EUR within three years through key projects.* Secured major contracts with: Metro São Paulo (metro operator); Rumo Logística; CPTM (commuter train operator)* Established a new Railway business vertical that became a critical revenue stream.* Significantly enhanced the company’s market presence and financial performance in Brazil.

As both an undergraduate and master's student, my research unfolded in two key phases. Initially, I examined how artificial intelligence and information technology could enhance the learning process in higher education. Building on those insights, I developed an adaptive learning tool that utilized AI techniques to cater to the diverse backgrounds of junior researchers at Mackenzie University's School of Engineering telecommunications lab. My work earned multiple awards and scholarships in recognition of its innovation and impact.

Master'S Degree In Governance And Culture Of Organizations

Pós-Graduação Lato Sensu - Especialização, Tutoring In Education

Master Of Business Administration (M.B.A.), Business Administration And Management, General

Master'S Degree, Electrical And Electronics Engineering

Bachelor Of Engineering (B.Eng.), Electrical And Electronics Engineering