Discovering Professional Stories
Jorge is an experienced Sales Director with expertise in various industries, including Retail, CPG, and AI. He is skilled in negotiation, business planning, and CRM, with a proven track record of boosting sales and reducing acquisition costs. He has demonstrated success in driving growth and cutting costs for both global and local companies and excels in leading diverse teams across Latam and beyond.
You recently joined the company as a Regional Sales Director, what has been your first impression of the company and your responsibilities? How does it align with your initial expectations?
My first impression is that the company is multidisciplinary with an experienced team from all over the world, bringing backgrounds from different industries. This team applies the best practices in the company, balancing technical experience, communications, leadership, and execution.
Regarding my expectations, I’m not only going to say that they were aligned; they were exceeded by far due to the warm welcome I received from the team, leaders, and my peers. No matter if we are from different parts of the region and other continents, all of them have shown me trust and interest in our team, experience, and background.
Even though most LATAM countries share Spanish as their main language, there are differences. Based on this, what skills do you find essential for managing various commercial interactions and building strong client relationships?
In my experience, it's really important to be inquisitive, always asking the right questions to gain a comprehensive perspective on every comment, decision, and suggestion. Another key aspect is preparation, to ensure you are bringing proper information and understanding the critical nuances of each culture, as one word in Mexico can mean something completely different in Colombia or Brazil. Preparation is key to making a significant impact on both teammates and clients.
We conduct thorough research to ensure we're well-prepared for each interaction. This includes gathering information about different stakeholders, as well as staying current on relevant industry trends and economic conditions. We also leverage effective communication techniques to facilitate positive engagement.
How do you handle remote or geographically dispersed teams within the LATAM region? What communication strategies do you find effective?
From day one, I actively engaged with the team. After the initial team meeting, individual meetings fostered genuine connections and a deeper understanding of everyone's background and needs. Together, we built 90-day plans reflecting their aspirations and our shared goals.
On the other hand, my communication style emphasizes openness, acknowledging that mistakes happen and no one voice reigns supreme. Obsessively clear communication involves sharing, verifying understanding, and collaborating on execution. I continuously monitor progress and measure results, striving for unwavering commitment and action that aligns with our promises.
How do you approach talent development and retention within your sales team?
Being consistent and maintaining a close relationship with the team, both collectively and individually, is essential. I hold regular sessions, take action items, and share perspectives from various sources, including Latam and peers.
Recognizing behavioral alerts, such as delayed responses or missed meetings, helps identify those challenges we need to deal with. In such cases, I have one-on-one conversations to address concerns. Additionally, I discuss career aspirations with team members: Some wish to maintain their positions, while others aim for different roles or market development. I share these insights with leaders to prepare for potential growth opportunities.
How do you stay updated on market trends and emerging opportunities in the LATAM region?
I gather insights from various official sources and ask the team to share data about markets, trends, and competitors. We ensure information alignment by sharing industry news, trends, and best practices across our team. This allows us to anticipate regional trends. For example, if something happens in Brazil, we can prepare for similar developments in Mexico or Guatemala.
What are your long-term goals for the LATAM region, and how do you plan to achieve them?
I would like to position the Latam region as number one in the company. This is my long-term goal for the region. Additionally, I aim to create a competitive, healthy sales culture within the team. We achieve this by learning and documenting the behaviors behind successful sales individuals.
How do you ensure alignment between sales objectives in LATAM and broader company goals?
Before making suggestions or forming any strategy, we need to understand three things: where we are right now, what we have, and where we want to go. Once we define these, we can create the strategy and the steps or bridges we need to build to be fully aligned.
What techniques do you use to keep yourself motivated and focused, especially during busy or demanding periods?
With 20 years in sales, I view it as the most aggressive component of a company. Rather than focusing on motivational techniques, I prioritize staying informed, prepared, and disciplined. Sales often brings challenges, so I focus on resilience, documenting both successful and unsuccessful projects to learn and improve for the future. Leading a team requires openness and commitment—it's not just a role but a mission. During tough times, I double down on preparation, seeking advice from leaders and team members, and maintaining a positive outlook. This approach helps adapt strategies and energize future conversations.
What do you enjoy most about working at Ailet? Why would you recommend this company to someone seeking a new job opportunity?
I really like the culture here. The emphasis on trust is evident in how openly we share ideas, the positive work environment fosters creativity, and the collaborative attitude makes tackling challenges a rewarding experience. I’ve noticed a lack of egos among leaders, which is refreshing. For instance, when meeting with both the leadership team and clients simultaneously, the focus is always on the clients, which I truly value. The company’s "Clients First" approach stands out to me. The work culture and client-centric mindset are commendable.
This company stands out for its commitment to open communication. You'll be fully heard and considered in decisions and updates. Additionally, processes and decisions are fast, transparent, and well-structured.