Diego Fernandez

With a solid track record in the technology sector, I excel at developing and executing commercial strategies that drive growth and profitability in international markets. My key responsibilities include: Sales leadership: Setting ambitious sales targets, developing tactical plans, and overseeing their implementation to ensure goal achievement. Channel management: Building and strengthening strategic partnerships with business partners, designing joint business plans, and optimizing their performance. Market development: Identifying new business opportunities, penetrating untapped markets, and maximizing market share through proactive commercial actions. Market and competitive analysis: Conducting in-depth market and competitive analyses to identify trends, adjust strategies, and maintain a competitive advantage. Team development: Training and mentoring sales teams, fostering a high-performance, results-oriented culture.

Responsibilities IDENTIFIES NEW SALES OPPORTUNITIES: Grows consumables sales by identifying accounts through a balanced approach integrating independent lead generation (direct contact with end users) or through Channel Partners, using a mix of available tools. (e.g. SLX, Channel Partner feedback, web-based search engines, industry associations, market segment analysis and end user/channel partner referrals). T&C PRODUCT TRAINING: Provides and/or organizes training on the advantages of T&C products and services in order to maintain and develop the skill and knowledge levels of channel partners, including: •Plasma and Laser 101 •Effective consumables selling techniques and strategies •Consumables product features, benefits and values CHANNEL PARTNER SELLING: Supports the Hypertherm business model by collaboratively identifying Channel Partner sales opportunities existing in the region and growing consumables sales through lead list generation and referrals. Determines Hypertherm’s level of involvement in the sales process in support of Channel Partner. Executes consumable programs and mitigates channel conflict to best serve the end-user and Hypertherm. END USER SELLING: Formulates and delivers Distinctive Value Proposition (DVP) by leveraging available marketing tools and programs. MARKET INTELLIGENCE COLLECTION AND REPORTING: Maintain updated information and reports in customer relations management database (SalesLogix) to include relevant data for channel partners, end-users and installed base including: •New Accounts •Contacts •Activities and communications •Hypertherm and competitive products and technologies used •End user data •Channel Partner Associations •Gather competitive product information (e.g. capabilities, pricing, sales strategies) and share with sales team members and the respective business team in order to update competitive sales tools and strengthen Distinctive Value Proposition (DVP).

New Product Development: Provides input to the Business Teams during new product development and change processes, pulling from worldwide technical service knowledge, in order to give input into product design decisions that will further distinguish Hypertherm as the Technology Leader. Training and Support: Design, constructs and delivers content and materials in support of new product development for training regional Technical Service Engineers to ensure the Service Organization is fully prepared to support all new products prior to launch. Quality: Collects and analyzes field data (e.g. trip reports, saleslogix tickets) to assess quality, application and/or integration issues that need to be communicated back to the Business Teams – QST for Engineering evaluation and potential redesign of products. Knowledgebase: Partners with field-based associates and Business Teams to capture any and all technical product information for new or existing products, to assist in the creation of service announcements, technical tips and instruction manuals for dissemination to associates, channel partners and end users to ensure timely and accurate information is available as needed. Ensures data is classified and imported into knowledgebase to be accessible for general dissemination (i.e. internal Hypertherm, channel partners and end users) and maintains the integrity of the data on an ongoing basis through obsolescence and archiving of materials. Troubleshooting Tools and Techniques: Research, develop and document troubleshooting tools and techniques that will be used by the Technical Service Organization and/or Channel Partners to effectively diagnose problems while on the phone or in the field to expedite problem resolution.

IDENTIFIES NEW SALES OPPORTUNITIES: Grows consumables sales by identifying accounts through a balanced approach integrating independent lead generation (direct contact with end users) or through Channel Partners, using a mix of available tools. (e.g. SLX, Channel Partner feedback, web-based search engines, industry associations, market segment analysis and end user/channel partner referrals). PRODUCT TRAINING: Provides and/or organizes training on the advantages of T&C products and services in order to maintain and develop the skill and knowledge levels of channel partners, including: •Plasma and Laser 101 •Effective consumables selling techniques and strategies •Consumables product features, benefits and values CHANNEL PARTNER SELLING: Supports the Hypertherm business model by collaboratively identifying Channel Partner sales opportunities existing in the region and growing consumables sales through lead list generation and referrals. Determines Hypertherm’s level of involvement in the sales process in support of Channel Partner. Executes consumable programs and mitigates channel conflict to best serve the end-user and Hypertherm. END USER SELLING: Formulates and delivers Distinctive Value Proposition (DVP) by leveraging available marketing tools and programs. MARKET INTELLIGENCE COLLECTION AND REPORTING: Maintain updated information and reports in customer relations management database (SalesLogix) to include relevant data for channel partners, end-users and installed base including: •New Accounts •Contacts •Activities and communications •Hypertherm and competitive products and technologies used •End user data •Channel Partner Associations •Gather competitive product information (e.g. capabilities, pricing, sales strategies) and share with sales team members and the respective business team in order to update competitive sales tools and strengthen Distinctive Value Proposition (DVP).

-Coordinate the maintenance of the machinery and the revampings on the facilities -Work in laser developments for pills perforations -Coordination and review of the calibrations & validations of the instruments and equipments (FAT/IQ/OQ/PQ), software, Creation and update of anuals plan and SOPs

-Coordinate and review calibrations & Validation of the instruments and equipments -SOP Writter -Internal auditor for ISO9001 and GMP -Coordinate the production of asceptical areas

Desarrollar Competencias de Liderazgo que potencien la Efectividad en la Conducción de personas. Métodos y Técnicas avanzadas de Negociación y Resolución de Conflictos aplicados a la Toma de Decisiones. Metodología de Negociación WIN WIN de la Universidad de Harvard. Estimular las Inteligencias Múltiples y la Creatividad. Programación Neurolingüística (PNL). Conceptos avanzados sobre el Desarrollo del Talento