JAIR SKARI RIVAS LUNA

1. 1997 – 1998              Universidad Hispano Mexicana (UHM)     México 
2. Total Quality Managment Graduate
3. 1993 – 1997              Universidad Hispano Mexicana (UHM)     México                           
4. International Relations Bachelor Degree 

April 2021- Current

Purchasing / Category / Foreign Trade and Logistics Manager

Durandco / Blue Marine / Rethcil Group

Main Responsabilities: 

• Management of Categories of Direct and Indirect Expenses (Materials, Consumables, Spare Parts, Tools, Services, Leases, Equipment and Corporate Services).

 • Responsible for managing the Expenditure on Acquisitions of USD $ 160,000,000 • Procurement Management of the Pemex Construction and Maintenance Contract. • Development and implementation of supply strategies by categories, including contracts and agreements. 

• Responsible for the purchase and replacement of materials at the Americas region level (USA, Mexico and Brazil). For oil projects in alliances, establishing different strategies to improve the inventory mix in the three subregions with the aim of reducing inventory in overstock and/or slow-moving. Ensure sufficient availability of components, spare parts, hydrocarbons from all suppliers worldwide through the correct parameterization of the MRP system 

Main achievements:

 • Implementation and change of structure in the purchasing area based on the organization and categorization of all purchases. • Develop negotiations, purchase and import of shipping vessels successfully. 

• Reduction of overstock and slow-moving by 35% 

• Stabilization and improvement of the Fill-rate in 4 years (from 85% to 93.5%) 

• Implementation of the continuous improvement methodology (Lean/Kanban) achieving savings of +2 million pesos 

• Develop strategies and processes in foreign trade for the positive compliance of the organization with the responsibilities in foreign trade with Customs, SAT, Inspection 

• Savings due to purchase variation for more than 30 MUSD in the Vessels purchased (PPV)

Dicember  2014 – March 2021Export and New Business Development Manager / LABORATORIOS CARNOT México | Mexico City

Main Responsibilities:

• Serve as a lead on out-licensing, in-licensing and Maquilas projects associated with the Mexican afiliate, driving projects from identification, evaluation, due diligence, valuations, through internal approval, external negotiations to deal consummation and as key member of the BD&L leadership team.

• Responsible for the area of ​​Exports, Imports, Logistics and New Business Development, with the main activity of operations, Export sales and medical promotion to Central, South America, Caribbean, Europe, Middle East (Hosting / Licenses).

• Develop and implement the Business Plan for new and developing products.

• Coordinate the development of business feasibility for products and new businesses.

• Develop and Coordinate the Program of search and negotiation of products for licensing (sell in)

• Develop the Strategic Plan for licensing products abroad (sell out)

• Responsible for monitoring the Product Launch Program in the subsidiaries in Colombia, Peru, Brazil and Argentina

• Develop and implement the penetration program for local and New Markets and that of current export markets (Central and South America and the Caribbean / sell out)

• Define participation in International Fairs and Events of the Pharmaceutical Industry in order to give continuity to the Alliance Management and Licensing program (sell in / Sell out)

• Design corporate Policies and Procedures for the activities of defining new products in their pre-project stages in conjunction with the new product development committee.

• Responsible for the development of license business (sell in) in Mexico, in front of pharmaceutical laboratories interested in jointly marketing product lines that strengthen the sale in Mexico such as Abbott, Silanes, Italmex, Pisa among others

• Representative before Canifarma, and government agencies for the close relationship for the commercialization of the products

• Responsible for P&L, results, preparation of the business portfolio, market analysis based on audits, such as logistics projects for investment analysis to determine export sales prices and commercial conditions related to credit and payment method for the achievement of the profitability and profit of the business unit

Main achievements:

• Increased gross export sales from $7,000,000 usd to $19,000,000 usd in 6 years with effective commercial strategies at the private and government level for more than 85 new products in new geographies for LATAM. 

• Development of more than 35 new clients with business permanence for more than 10 years in portfolio for export.

January 2011- Dicember 2014
Country Manager/Laboratorios Carnot/Techesphere | Lima, Perú

Main Responsibilities:

• Lead and respond to the achievement of profitability indicators, sales, growth, market share of the business in the Pharmaceutical market (Private and Institutional Channels) of the subsidiary.

• In charge of the commercial development by geography of new regional businesses, import as Export in the Andean Region.

• Lead in the definition and execution of commercial and competitive strategies in the affiliate's business units.

• Responsible for the administration of purchasing categories, managing an annual expense of MXN $ 400,000,000

• Management of bids and electronic auctions for purchases and sales of exports and imports

Main achievements:

• New products were launched for sale with the main Distributors, Pharmacies and Pharmacies of the country.

• I achieved a growth of + 22% through the development of a new Category Management strategy for the product category of the Respiratory Line and Line in Gastroenterology locally, avoiding the importation of products from Mexico.

• Entry and development of new businesses in the National Request to supply the country's Social Security Institutions (EsSalud / Cenares / Ministry of Health) in the main National and private Hospitals in the country

May 2009 - January 2011
Export  and Maquilas Manager | LABORATORIOS CARNOT | México 

Main Responsibilities:

• Responsible for safeguarding current clients and increasing and developing new businesses for Export sales with the main activity in the Middle East, Central, South America and the Caribbean.Analysis of the company's potential and possible positioning on international markets
• Developed and implemented the Business Plan for existing products (organic), as well as new and under development.

• Responsible for determining export sales prices for licensing and distribution of products.

• Develop the search and negotiation program in new geographies for private and government markets (sell out/sell in).

• Responsible for the Strategic Plan for licensing products abroad (License in / out)

• Responsible for monitoring the Product Launch Program in the subsidiaries of Colombia, Peru, Brazil and Argentina.

• Develop and implement the New Markets Penetration Program and the current export markets (Central and South America and the Caribbean in sell in / sell out)

• Define participation in International Fairs and Events of the Pharmaceutical Industry in order to continue the Alliance Management and Licensing program (License in/out).

• Design corporate Policies and Procedures for activities to define new products in their pre-project stages in conjunction with the new product development committee (R&D).

• Responsible for P&L, results, preparation of the business portfolio, market analysis based on audits, such as logistics projects for investment analysis to determine export sales prices and commercial conditions related to credit and form of payment for the achievements of the profitability and profit of the business unit.

Main achievements:

• Increase in gross sales from $ 2,500,000 usd to $ 7,000,000 usd.

• Development of new businesses in the Middle East (Arab World) African countries. Central and South America and Caribbean countries

May 2008 – May 2009
Procurement & Logistics Head / Alberto Culver de México/Unilever/ Mexico / LATAM

Main Responsibilities:

• In charge of National Purchases and Imports of direct and indirect materials.
• Management of the Purchasing budget for $ 31,500,000.
• Preparation of local and global purchasing strategies (RFI, RFP, RFQ).

Main achievements:

• Annual savings due to purchase price variations of $ 800,000 and $ 200,000 in logistics.
• Negotiation of better payment terms with suppliers, improving the Company's cash flow.
• Development and implementation of purchasing policies and procedures.
• Reached Fill rate 98% costumer satisfaction 

Other Work Experiences:

March 2005 - May 2008
Purchasing and logistic Head / Graham Packaging de México.

July 2003 - March 2005
Purchasing,logistic,Production Planning Supply Chain Head./ Amcor Pet Packaging de México 

April 2002 - March 2003
Export and Logistic Head / Abbott Laboratories de México 

Diciember 1998 - April 2002
Import.Export. and Logistic coordinator/ Laboratorios Pfizer S.A. de C.V. | México