CHRISTIAN DIANNE DARDO ORO
Cebu City,CEB
Summary
Technical sales professional with proven track record in driving revenue through innovative sales strategies and technical expertise. Highly reliable team player with focus on collaboration and results. Known for adaptability and leveraging technical skills to meet client needs and exceed expectations.
Overview
11
11
years of professional experience
Work History
Technical Sales Engineer
Spirax Sarco Philippines Inc.
04.2023 - Current
- Achieved consistent sales and profit growth by managing a portfolio of value-added customers within a designated territory using a consultative selling approach.
- Built and maintained strong relationships with stakeholders through on-site visits (Walk the Plant) and creating tailored solutions.
- Delivered superior customer value by identifying opportunities for growth, addressing customer pain points, and promoting solutions aligned with their needs.
- Consistently met or exceeded sales targets through proactive pipeline management, effective pricing strategies, and accurate sales forecasting.
- Developed and executed territory and account plans, contributing to key sectors such as sustainability, energy efficiency, and process productivity.
- Collaborated with cross-functional teams (service, and audit ) to deliver comprehensive product, solution, and service offerings.
- Demonstrated strong adherence to health, safety, and quality standards while aligning with company values and strategic objectives.
- Routinely manages the OPPORTUNITY PIPELINE: focusing on those opportunities with the greatest likelihood of success, disqualifying low viability opportunities, tracking the accuracy of the pipeline, opportunity conversion rates, quotation conversion rates, the proportion of new business derived from self-generated opportunities and the pricing performance of each converted opportunity in terms of Effective Pricing Increase (EPI) performance.
- Led technical training sessions for clients, ensuring a thorough understanding of steam engineering and product capabilities.
- Managing opportunities in the CRM as either won or lost, recording accurately the reason for the win or loss and either the order value or best estimate of the likely order value to better understand win-loss performance
Sales Engineer
KPI Elevators, Inc.
09.2021 - 04.2023
- Managed sales activities for new equipment business (NEB), driving revenue growth through strategic account management and client acquisition.
- Developed and nurtured relationships with clients across various sectors, ensuring alignment with their requirements and delivering tailored solutions.
- Conducted market research and analysis to identify new opportunities, creating detailed proposals and presentations to support sales objectives.
- Collaborated with internal teams, including operations and technical support, to ensure successful project implementation and customer satisfaction.
- Maintained compliance with company policies, health and safety standards, and KONE’s Code of Conduct.
- Provided exceptional service while promoting KONE’s reputation for innovation, reliability, and quality in vertical transportation solutions.
- Maintained and developed relationships with new and existing clients, proactively building connections with influential decision-makers across Visayas Region to drive business growth.
- Handled volume sales and consistently met or exceeded targeted KPIs through strategic customer engagement and a consultative approach.
- Built rapport and resolved customer issues effectively, establishing trust with Project Managers, Architects, Developers, Building Owners, and Builders.
- Conducted needs assessments to understand client requirements, capitalizing on lead opportunities, orders, and contracts to maximize revenue.
- Spearheaded project estimation, tendering, and quoting processes for both small and large-scale submissions, actively following up to secure contracts.
- Fostered alignment with internal stakeholders to ensure seamless project execution and customer satisfaction.
- Delivered solutions-focused presentations and proposals to customers, leveraging strong communication, negotiation, and presentation skills.
- Used CRM and Salesforce tools for effective reporting, forecasting, and pricing strategies to enhance decision-making and track performance.
- Demonstrated a strong customer focus and passion for sales, thriving under remote guidance and achieving success in a business-to-business (B2B) environment.
- Regularly traveled to meet clients on-site, leveraging extensive knowledge in construction equipment and materials to provide tailored solutions.
Sales Engineer II
Unilox Industrial Corporation
10.2018 - 11.2019
- Grows existing and seeks new accounts by identifying potential customers
- Planning and organizing sales call schedule to cement, mining, power-gen, industrial and manufacturing companies in Mindanao Region.
- Prepares cost estimates by studying blueprints, plans, and related customer documents; consulting with engineers, and other professional and technical personnel
- Designs and evaluates maintenance system requirements
- Carrying out project site visits and ocular inspection
- Prepares technical and commercial proposals to clients; assessing competition, and anticipates sales objections
- Communicates and justifies project valuation and negotiates if necessary
- Monitors project management and deliverables till project completion
Sales Engineer
Concepcion Carrier Air-conditioning Company (CCAC)
08.2016 - 09.2017
- Generated sales leads from direct and project accounts, expanding business opportunities and driving revenue growth.
- Conducted product presentations with direct clients and attended technical meetings to address client needs and showcase HVAC solutions.
- Performed site visits for ongoing projects, ensuring alignment with client expectations and project specifications.
- Submitted monthly sales forecasts, providing accurate and actionable insights to inform sales strategies and performance goals.
- Maintained regular follow-ups and visits to clients, building strong relationships with AC Specialists, General Contractors, and Developers.
- Coordinated with the product division to address product-related issues and concerns effectively and efficiently.
- Assisted the Order-to-Cash (OTC) team in facilitating collections for closed projects, ensuring smooth transactions and timely payments.
- Supported the After-Sales Service Team by addressing unit troubleshooting calls and attending to service-related issues as needed.
- Demonstrated expertise in HVAC principles and applied this knowledge to deliver tailored solutions to meet client requirements.
- Managed time and project schedules effectively, ensuring timely completion of tasks and adherence to project timelines.
- Exhibited outstanding negotiation skills, consistently achieving favorable outcomes for both the company and clients.
- Performed additional tasks assigned by superiors, contributing to the overall success of sales and project initiatives.
Design Engineer
Dash Engineering Philippines, Inc.
11.2015 - 02.2016
- Responsible in drafting and arranging equipment and pipelines inside the machinery area of the vessels built for Mitsui Engineering Shipbuilders (MES), Japan
- Utilizes design CAD software, (P-CAD, Autodesk Solidworks, Revit MEP)
- Responsible in designing pipeline routing and sizing
- Accountable in checking pipe line clashes occurrence below the standard clearance
- Drafts the equipment maker's drawings and specifications to be placed and arranged inside the machinery area
- Responsible in observing Japanese design standards, i.e
- Flange to flange clearances, flange to pipe, pipe to pipe, valve installation height, deck coaming rules, etc
Student Engineer Trainee
KOMATSU LTD.
04.2014 - 06.2014
- Trained in basic mechatronics of KOMATSU heavy equipment
- Familiar in the different systems of the Diesel Engine, i.e Mechatronics and powertrain for heavy machineries
- Received driving lessons for KOMATSU Bulldozers, forklifts, excavators, and pay-loaders
Education
Bachelor of Science - Mechanical Engineering
MINDANAO STATE UNIVERSITY
General Santos City, South Cotabato04-2015
NOTRE DAME OF SURALA
Surallah, South Cotabato01.2009
Skills
- Steam Engineering
- Elevator System Design
- Mechanical HVAC refrigeration System
- Sales Force CRM
- Computer Aided Drawing (CAD) 2D and 3D Modelling
- Productivity software
Accomplishments
SPIRAX SARCO PHILIPPINES
- 99% Order Target Completion YTD November 2024.
- 14.14% EPI vs 3.92% Plan (261% above target) YTD Nov 2024
- 66% Overall Gross Margin vs 61.8% Plan YTD Nov 2024 (6.8% above target)
- Q1 and Q2 2024 Quarter Sales Excellence Awardee
- Exceeded Order Achievement targets by 107% in 2023.
- Exceed Invoiced Sales targets by 108% in 2023.
- EPI above target at 4.8%
- Exceeds SGS (Self Generated Sales) Target and Orange Belt (SXS Academy) Completion in 2023
- 2023 Annual Sales Excellence Awardee
Affiliations
- Philippine Society of Ventilating, Air Conditioning & Refrigerating Engineers, Inc. (PSVARE), Cebu Chapter
- Volunteer - Chariots for the Homeless
- Philippine Society of Mechanical Engineers (PSME)
- Philippine Student Alliance Lay Movement (PSALM), General Santos City Chapter
Languages
English
Tagalog
Cebuano
Ilonggo
Publishedwork
- https://www.electronicspecifier.com/companies/matmatch
- https://www.htworld.co.uk/news/the-imminent-rise-of-antibacterial-and-antimicrobial-materials/
References
- Engr. Christian De Guzman, General Manager, Spirax Sarco Philippines Inc., Makati City, christian.deguzman@ph.spiraxsarco.com
- Engr. Charlaine Gene Bonite, NEB Sales Engineer, KPI Elevators Inc., 19th Floor, Latitude, Cebu City, 6000, charlainegenebonite@kone.com
- Jinky Nacion, Talent Acquisition Specialist, Human Resources, Concepcion Carrier Airconditioning Company, jinky.nacion@ccac.com.ph
- Engr. Dreamers Alvez, Machinery Outfitting Group Leader, DASH Engineering Phils. Inc., 8th Floor, i1 Bldg., Jose Ma. Del Mar Ave., Asiantown IT Park, Apas, 6000, Dreamers-alvez@dash.com.ph
- Engr. Stephen Alim, Service Engineer/Student Traineeship Program Supervisor, KOMATSU Ltd., Brgy. Salawag, Dasmarinas, Cavite, +639335446155
Personal Information
- Age: 30
- Height: 5'2"
- Weight: 68 kg
- Date of Birth: 04/15/94
- Gender: Female
- Marital Status: Single
Hobbies
Plays music, Watching Sports, Photography
Timeline
Technical Sales Engineer
Spirax Sarco Philippines Inc.
04.2023 - Current
Sales Engineer
KPI Elevators, Inc.
09.2021 - 04.2023
Sales Engineer II
Unilox Industrial Corporation
10.2018 - 11.2019
Sales Engineer
Concepcion Carrier Air-conditioning Company (CCAC)
08.2016 - 09.2017
Design Engineer
Dash Engineering Philippines, Inc.
11.2015 - 02.2016
Student Engineer Trainee
KOMATSU LTD.
04.2014 - 06.2014
Bachelor of Science - Mechanical Engineering
MINDANAO STATE UNIVERSITY
NOTRE DAME OF SURALA
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