BETSY R. RIVERA-ORENCH
Vega Baja
Summary
Bilingual sales professional fluent in English and Spanish, recognized for consistently exceeding monthly quotas by 25% and driving sales in key retail multichannel accounts. Surpassed annual targets by over 15%, generating more than $250,000 in annual sales. Expertise in evaluating client requirements and delivering strategic solutions in complex sales, account management, and business development environments. Proven ability to identify strengths and weaknesses in business processes, realizing revenue growth even during sluggish market conditions. A natural closer and consensus builder, adept at creating alliances with C-level decision-makers to deliver incremental sales and foster long-term client partnerships.
Overview
2027
2027
years of professional experience
Work History
Sales Executive II - Applied HVAC
Johnson Controls
Guaynabo, Puerto Rico
09.2025 - Current
- Fostered strong client partnerships to support sales growth initiatives.
- Analyzed market data to identify emerging trends and customer preferences, supporting effective strategic planning.
- Engaged with cross-functional teams to improve product offerings and elevate customer satisfaction.
- Conducted evaluations of competitor actions to inform pricing adjustments and strengthen market positioning.
- Analyzed client requirements and proposed targeted solutions, effectively enhancing value propositions and client satisfaction.
- Forged and maintained strong customer connections to achieve sales targets and enhance service delivery.
- Analyzed market trends and potential leads to optimize sales strategies and maximize profit margins.
- Cultivated strong client relationships and applied strategic sales initiatives to significantly boost revenue.
- Strategically negotiated contract terms with clients, focusing on favorable outcomes and increased profitability.
- Executed CRM system implementation to enhance customer tracking and streamline follow-up processes.
- Leveraged in-depth product knowledge to engage clients effectively, resolving questions and concerns while delivering customized solutions.
- Optimized pipeline management by prioritizing tasks based on urgency and importance.
- Monitored sales performance through data analysis to identify trends and optimize strategies for improved outcomes.
- Identified and engaged with potential partners to boost lead generation and facilitate cross-selling efforts.
- Engaged with potential clients at industry trade shows, strategically generating leads to support long-term business development.
- Purpose-Driven: Provided exceptional after-sales support and maintained regular communication to enhance client satisfaction.
- Developed and maintained relationships with key stakeholders to expand company's market reach.
- Developed and maintained long-term partnerships with key clients to enhance customer loyalty and referrals.
- Implemented targeted sales strategies to expand client base within key industries.
- Cultivated a positive customer experience, leading to increased client referrals and repeat patronage.
- Conducted thorough customer feedback sessions to inform product development and improve overall product quality.
- Analyzed market trends and built professional relationships to uncover and assess potential business opportunities.
- Developed pricing agreements and contracts to facilitate successful sales closures.
- Implemented effective follow-up strategies and resolved issues swiftly to maintain high levels of customer satisfaction.
- Engaged with customers through a consultative sales strategy to thoroughly assess and fulfill their requirements.
- Provided regular support to existing accounts to enhance revenue opportunities.
- Employed CRM software to capture customer interactions and oversee sales activities to enhance follow-up processes.
- Facilitated ongoing communication with clients to ensure robust relationships and effective customer support.
- Executed persuasive presentations to key stakeholders, ensuring alignment on strategic initiatives.
- Engaged with customers and prospects to support company growth objectives through new business generation.
- Engaged in proactive cold-calling and follow-up efforts to convert leads into new revenue streams.
- Coordinated meetings with prospective and existing clients to enhance awareness of new product offerings and services.
- Identified potential leads and fostered client rapport at industry events to expand network and drive growth opportunities.
- Analyzed client and market data to strategically prepare for upcoming appointments.
- Cultivated relationships at events and through phone outreach to drive business growth.
Sales Advisor-Energy Consultant
Windmar Home
San Juan, PR
01.2024 - Current
CSR- Wage & Investment-Account Management
U.S. Department of Treasury, IRS
San Juan, PR
01.2022 - 01.2024
Lead Transportation Security Officer (LTSO)
Department Of Homeland Security, TSA
DFW And Love Field Airport, Dallas, TX
2018 - 01.2022
- As a Lead Transportation Security Officer (LTSO) within the Office of Security Operations (OSO), Transportation Security Administration (TSA) and Department of Homeland Security (DHS), I was responsible for leading at least 5 full performance level TSOs, and as assigned, trainee, mentoring and apprentice level TSOs. Acting as an LTSO, I identified, distributed, and balanced workloads and tasks among employees (Officers) in accordance with established workflow and skill level I made adjustments to accomplish the workload in accordance with established priorities.
- My duties included:
- Providing input to supervisors and managers concerning a variety of human resources matters including, but not limited to, employee performance, promotions, reassignments, awards, etc.
- Implementing security screening procedures in accordance with TSA objectives and directives.
- Assisting with investigations of incidents, and preparing incident reports or other documents that convey required information.
- Responding to breaches of security and emergency situations. Overseeing screening lanes on a day to day basis when assigned, to include equipment, personnel and the scheduling and rotation.
- Creating rotation sheets to organize such activities on the lane/lanes assigned to me.
- Training team members, monitoring and reporting on the status and progress of work, and representing the team in communications with the supervisor or manager for the purpose of obtaining resources (e.g., computer hardware and software, etc.).
- Working in the field together with a LTSO which included, providing metrics data to the coordination center, identifying, verifying and qualifying forms of alternate identification that would allow passengers to fly by submitting them to additional screening, and contacting IVCC (Identify Verification Call Center) to ensure that individuals without proper identification are vetted through proper identity verification and investigation before boarding an aircraft/flight.
- As a Transportation Security Officers (TSOs) I provided security and protection of air travelers, airports and aircraft in a courteous and professional manner. This includes:
- Operating various screening equipment and technology to identify dangerous objects in baggage, cargo and on passengers, and preventing those objects from being transported onto aircraft.
- Performing searches and screening, which may include physical interaction with passengers (e.g., pat-downs, search of property, etc.), conducting bag searches and lifting/carrying bags, bins, and property weighing up to 50lbs.
- Controlling terminal entry and exit points.
- Interacting with the public, giving directions and responding to inquiries.
- Maintaining focus and awareness while working in a stressful environment which includes noise from alarms, machinery and people, crowd distractions, time pressure, and disruptive and angry passengers, in order to preserve the professional ability to identify and locate potentially life threatening or mass destruction devices, and to make effective decisions in both crisis and routine situations.
- Engaging in continuous development of critical thinking skills, necessary to mitigate actual and potential security threats, by identifying, evaluating, and applying appropriate situational options and approaches. This may include application of risk-based security screening protocols that vary based on program requirements.
- Retaining and implementing knowledge of all applicable Standard Operating Procedures, demonstrating responsible and dependable behavior, and is open to change and adapts to new information or unexpected obstacles.
Worldwide Operations, Fulfillment & Customer Service Team
AMAZON Fulfillment & Distribution Center
Fort Worth, TX
01.2017 - 01.2017
New Business Development Manager
Alpha One Security Solutions Inc.
Carolina, PR
01.2016 - 01.2017
- Manage & develop market position by locating, developing, defining, negotiating, & closing new business. In charge to identify sales leads, pitch goods or services to new clients & maintaining fruitful working relationship with existing & new contacts.
- Main Accountabilities: Researching organisations & individuals online (social media) to identify new leads & potential new markets, researching the needs of other companies & learning who makes decisions about purchasing. Contacting potential clients via email or phone to establish rapport & set up meetings, planning & overseeing new marketing initiatives, attending conferences, meetings & industry events, preparing PowerPoint presentations & sales displays, contacting clients to inform them about new company’s products, developing quotes & proposals, negotiating & renegotiating by phone, email & in person, developing sales goals for the team & ensuring they are met, training personel & helping team members develop their skills, providing management with feedback.
Key Acount Manager (KAM) WM Team
Caribbean Produce Exchange
Catano, PR
01.2016 - 01.2016
- Monitored the execution & implementation customer plans sales strategy to capture the assigned accounts (Sam's Club, Walmart and Local Independent Supermarkets) business potential. Achieve Excellence in availability & a sustainable business growth through the business relationship with buyers decision makers. Effective direction & monitoring of 3rd party merchandisers retail team & direct communication with supervisor regarding execution of plans in a consistent basis. Provides solutions & alternatives to promote sales growth, market leadership & business development.
- Main Accountabilities: Achieve Sales Target, Achieve/Maintain Distribution, Sucessful Launch of New Items, Outstanding Execution of Key Events, Deal Funds Management (complying with deal spending & allocation policy, monitoring fund balance), Forecast Compliance, Account Planning, Business Reviews, Develop Customer Business Relationship, Account P&L Management (must dully f/up & manage the actual results are in line with targets & develop an appropriate action plan to correct any deviation from expected results), Trade Visits (to properly monitor & manage execution).
Key Account Manager (KAM) WM Team, CPG
SC Johnson & Son of Puerto Rico Inc
San Juan, PR
01.2014 - 01.2015
- Developed & Monitored the execution & implementation customer plans sales strategy to capture the assigned accounts (Sam's Club, Costco, Home Depot, Supermax, Pueblo) business potential. Achieve Excellence in availability & a sustainable business growth through the business relationship with buyers decision makers. Effective direction & monitoring of 3rd party merchandisers retail team & direct communication with supervisor regarding execution of plans in a consistent basis. Provides solutions & alternatives to promote sales growth, market leadership & business development.
- Main Accountabilities: Achieve Sales Target, Achieve/Maintain Distribution, Sucessful Launch of New Items, Outstanding Execution of Key Events, Deal Funds Management (complying with deal spending & allocation policy, monitoring fund balance), Forecast Compliance, Account Planning, Business Reviews, Develop Customer Business Relationship, Account P&L Management (must dully f/up & manage the actual results are in line with targets & develop an appropriate action plan to correct any deviation from expected results), Trade Visits (to properly monitor & manage execution).
- Effectively manage negotiation & direct store delivery-Sams Club’s Holiday Pallets 2014 generating Net Sales by $320k vs Plan (OPL) of $370k, % sold of 86%.
Key Account Manager (KAM) Beauty-Cosmetic Industry
COTY Puerto Rico Inc
San Juan, PR
01.2014 - 01.2014
- Performed sales planning process (forecast, demand) & evaluation of sales to ensure flawless execution of national & regional customer business plans & trade marketing strategies based on Brand/Category (cosmetics, fragrances, personal care, body & depilators) & Trade Channel strategies for all company brands like eg. Sally Hansen, NYC, Rimmel, Nautica, Beyonce, Adidas Fragances. Implement Key Account sales management process by developing major Customer Accounts e.g. CVS, Kmart & All National Ind Drugs. Also manage, control TTS=total trade spending invested for each accounts. Responsible to achieve KPIs Sales targets e.g. sales evolution, TTS, A/R, Sales Concentration, for all national & regional accounts.
Self Employed Food & Beverage Industry
Sales & Marketing Consultant
San Juan, PR
01.2012 - 01.2014
- Manage & implement marketing plans. Lead the sales planning process & evaluation of sales performance to ensure the execution of the plan thru new potential consumer target & execution of POP material. Drives sales through B2B outside sales by developing & selling new concepts, products & services to potential prospects e.g. executives, investors, business owners. Prepare & review proposals & contracts according to customer specific pricing & standards. Developed & maintain relationship with customer executive for each chain/brand. Ensure long term customer retention & profitable relationship by monitoring execution of business model & customer satisfaction level.
Key Account Manager (KAM) & Jr. Brand Manager
NESTLE Puerto Rico Inc
San Juan, PR
01.2007 - 01.2011
- Initially hired into the commercial sales group to manage, develop and drives sales to an assigned group of National, Key Retailers Accounts & upon providing sales & trade marketing savvy, took over all sales responsibilities. Found innovative ways to market Food, Beverage & Nutrition brands, including a highly successful & implementation of strategic trade promotions. Promoted to Customer Development & Brand Manager in 2009 as a result of consistently exceeding monthly quotas & driving sales in Key Retail Multichannel Accounts exceeding annual target by 15%+, and due to keen ability to understand client’s specific needs & by creating a tactical brand trade marketing strategies.
- Key Account Manager (KAM) & Jr. Brand Manager Meal Solutions Culinary, Frozen and Pizza Foods Division- CPG (2009 – 2011) Manage & develop the sales planning process & evaluation sales performance for the Culinary and Frozen Foods Categories. Accountable for all aspects of operational plan, strategic marketing planning, sales & business development, including planning, forecasting, preparing annual budgets and P&L by category to achieve strategies & objectives for the assigned FF brands (Maggi, Stouffers, Lean Cuisine, Hot Pockets, DiGiorno & Tombstone). Built & maintained business relationships at all levels of the organization; developed unique ways to grow the business with customers & provided thoughtful solutions to management in the face of challenges. Review annual sales plans & financials against existing business, analyzed markets, performed analysis of external environments including general trends impacting the business, competitive assessment and developed strategies to optimize revenue and establishes weekly metrics for success and to satisfy corporate sales goals. Strategically expanded to lead the Frozen Foods sales distribution channel through (3) local & (1) Caribbean distributors by working in a high aggressive quota-driven environment. Consistently performed monthly gap & customer business review with Distributors e.g. sales, market analysis, competition, product mix, in-store inventory levels, forecast scenarios resulting in category sales increase.
- Established a monthly quota by distributor by integrating the commercial plan results in consistently exceeding monthly quota of 10% + of target and goals by distributor.
- Develop & lead Special pilot project intro of FF brands (Stouffers, Lean Cuisine & Hot Pocket) to Dominicana tru Twyn Food Dist. By 2 Q’s 2011 in a row increased distribution in “Supermercados Nacional” by 35%.
- Effectively managed the Inventory Levels & In-store out of stock by executing an sku rationalization, changing the sourcing locations and intro of new products in a timely basis for Culinary & FF’s which delivered the right mix of products and generate & increase of 68% in-store shelf stock (changing minimum shelf stock) increasing in demand & sales by 25% for both categories.
- Developed and implemented for Q2, Q4 2010 & Q2 2011, a new seasonal tactical trade (POS) promotional activities (on-packs or gift w/purchase strategies) & established a right pricing strategies generating an increase of 65% in sales in 3 months of activities & drives market share for Culinary by 4% and FF’s snacks by 6 points.
- Lead and manage through promotional agencies the execution of the first consumer promotion campaign (integrating social media like facebook) for the DiGiorno pizza Brand increasing in consumer demand and loyalty by 12% as per AC Nielsen and IRI reading 2010-11.
- Performed flawless execution of tactical trade activities plans for the assigned brands by implementing a monthly reviews of pre & pos evaluations through advertising & promotional agencies vs KPI by brand.
- Led weekly cross-functional team conference calls with USA team members from multiple divisions (sales national accounts, marketing, finance) leading up to each event, solving logistical issues, reviewing brand plans, forecast & coordinating the preparation of POP communication materials.
Food, Beverage, Dairy, Confectionary & Nutrition OTC Retail Sales Division-CG
Key Account Manager (KAM)
01.2007 - 01.2009
- Main Accountabilities: Performed sales planning process (forecast, demand) & evaluation of sales to ensure flawless execution of national & regional account business plans & trade marketing strategies- based on Brand/Category & Trade Channel strategies-CCSDs- for all company products and achieve or exceeds KPIs Sales targets e.g. sales, profit & market share objectives, for all national & regional accounts & or programs. Implemented Key Account sales management process by developing major Customer Accounts (Big supermarket chains: Grande & Pueblo Supermarkets; Large independent supermarkets: Pitusa Tiendas por Departamento, Pitusa & Selectos Supermarkets; National Mass Merchant Accounts: WM, Kmart; Club/Warehouse Accounts: Sams, Costco Wholesalers & National Drug Stores like Walgreens, CVS). Executed yearly Trade terms, contract negotiation, volume discounts, billbacks. Monitored A/R by working closely with Credit Dept collection plans by account/objectives to manage customer debt/aging to ensure accounts payments are received on a timely basis. Also manage, control budget & TTS=total trade spend invested for each accounts. Responsible to achieve and then respective Customer Contribution Statement levels. Review main KPIs (Sales Evolution, TTS, A/R, Sales Concentration), create, execute & follow-up the implementation of new tactical & strategic Trade activities by customer & aligned with Trade/Channel plan & Category Sales Reps to ensure a flawless execution. Supervise & coach Category Sales Reps, to ensure coherence of category strategy in main accounts. Lead & conducts collaborative regular meetings & performed monthly business reviews with key customers, to look for opportunities & to ensure objectives are being met, and adjustments made to deliver the plan to remain within financial budgets. Prepare & present quarterly/annual business reviews to Field Sales Team for each assigned customer. Consistently exceeding monthly sales quotas, which, like key account volume, increased 15-25% as a result of having been recruited to this position.
- Increased 2008-09 Net Sales Volume Big chain & large independent supermarkets accounts by 10% vs. last year 2007 by negotiating new secondary exposition for Dairy & Beverage categories.
- Increased 2008-09 Retail Sales in Walgreens account by 15% vs. last year 2007 by participating for the first time in “Mega Savers” (an in-store special products offers sheet) for 2Q’s in a row.
- Created & implemented an ROP (run on paper) for the first time in KMART account that include special offers for all F&B & Nutrition family products, also launched & installed in (5) stores a promotional multibrand display that resulted in SKU expansion generating an incremental sales of 25% vs. last year 2007.
KAM Retail WM Team Leader & Marketing Executive- Mechanical/Industrial Engineering
Johnson Controls, Inc. YORK Retail Distribution Sales
Carolina, PR
2005 - 01.2007
- Manages & drives sales by developing Customer Business Sales Plan, SWOT & conduct market penetration analysis to be presented annually at Wal-Mart JBP’s. Implemented sales planning process and tactical marketing strategies to maintain and generate incremental, new retail business & exceeds KPI’s sales & financial target for the unitary products (HVAC) retail sales channel in PR & Caribbean market region (Pitusa Tiendas por Departamento, Pitusa Muebles y Enseres, Wal-Mart, Sam’s Club, Sears, Home Depot). Ensure compliance with category/product market specifications & regulatory Agencies ARI. Developed & implemented for the first time at Club level intro window air conditioning unit Energy Star certified and new retail business at Sam’s Club for the first time York Brand sponsored & participate two years consecutive with an exhibition of a complete line of domestic air conditioning products at the annual Exhibition Feria named “Expo Hogar” at the Coliseum Clemente San Juan, PR, increasing our brand awareness. Manage & review retail business results vs plan & customer satisfaction goals to ensure objectives are being met & adjustments made to deliver the plan and remain within financial budgets. Ensure alignment of business plans with marketing & sales strategies by concentrating on business management, planning, and data analysis. Reviews financial plans & profit goals and establishes weekly metrics for success.
- Increased retail business (mass merchant) accounts portfolio by 50%.
- Closed three new business category/ products market agreement with Wal-Mart, Sam’s Club, Amigo & Sears annual average sales volume of $2.9 MM.
Education
MBA - Global Business Management
University of Phoenix
Guaynabo, PRProject Management Diploma & Strategic Decision Making Certification - undefined
Alison Certified Learning
Auditor Interno ISO 9001:20110-11 NQMS - Quality Management System Certification Program
Suprema Qualitas
SMEI Certified Sales Executive Preparatory Course Program - undefined
SME Asociacion de Ejecutivos de Ventas y Mercadeo de Puerto Rico
BA, Business Administration, B.B.A. - Accounting, Marketing
Inter American University of PR
San GermanMissionary, Full-Time - undefined
The Church Of Jesus Christ Of Latter Day Saints
Skills
- Strategic account growth
- Integrated sales and marketing approach
- Sales and distribution management
- Budgeting and forecasting
- B2B sales expertise
- Market trend analysis
- Customer demand evaluation
- Inspire, Mentor and Motivate Others
- Strengthen collaborative partnerships
- Quickly Gain Trust of Key Decision Makers
- Accelerate sales performance
- Influential negotiation techniques
- Effective problem resolution
- Customer service
- Product knowledge
- Sales expertise
- Sales presentations
- Relationship building
- Decision-making
- Lead generation
- CRM software proficiency
- Business networking
- Pipeline management
- Persuasive selling
- Report writing skills
- Strategic alliances
- Performance metrics
- Quota achievement
Accomplishments
- Achieved 2010 annual business category KPI’S targets, sales drivers & Financials through the development & establishment of an effective tactical trade marketing, customer business plans, team action plan & flawless execution.
- Exceeds Net Sales of $3,481,000 vs Plan (OPL) of $2,659,000 an increase of 31%.
- Exceeds Tons/Volume of 532 vs Plan (OPL) of 337 an increase of 58%.
- Exceeds Marginal Contribution (MC) of 34.5% vs Plan (OPL) of 25.8% an increase of 8.7%.
- Exceeds EBIT of 13.9% vs Plan (OPL) (-4.9%) an increase of 9%.
Technical Proficiencies
MS PowerPoint, MS Excel, MS Word, MS Access, MS Outlook, SAP Globe, WM Retail Link, Kmart Vendor Portal (IMA & Workbench), CVS Supplier Portal
Corporate Training
Public Speaking Presentations, Antitrust, Ethics Policy & Conduct Principle, Profitability Management, Basic Management Techniques, Effective Sales Negotiations, Improving your Sales Strategies, and Fact-Based Selling
Timeline
Sales Executive II - Applied HVAC
Johnson Controls
09.2025 - Current
Sales Advisor-Energy Consultant
Windmar Home
01.2024 - Current
CSR- Wage & Investment-Account Management
U.S. Department of Treasury, IRS
01.2022 - 01.2024
Worldwide Operations, Fulfillment & Customer Service Team
AMAZON Fulfillment & Distribution Center
01.2017 - 01.2017
New Business Development Manager
Alpha One Security Solutions Inc.
01.2016 - 01.2017
Key Acount Manager (KAM) WM Team
Caribbean Produce Exchange
01.2016 - 01.2016
Key Account Manager (KAM) WM Team, CPG
SC Johnson & Son of Puerto Rico Inc
01.2014 - 01.2015
Key Account Manager (KAM) Beauty-Cosmetic Industry
COTY Puerto Rico Inc
01.2014 - 01.2014
Self Employed Food & Beverage Industry
Sales & Marketing Consultant
01.2012 - 01.2014
Key Account Manager (KAM) & Jr. Brand Manager
NESTLE Puerto Rico Inc
01.2007 - 01.2011
Food, Beverage, Dairy, Confectionary & Nutrition OTC Retail Sales Division-CG
Key Account Manager (KAM)
01.2007 - 01.2009
Missionary, Full-Time - undefined
The Church Of Jesus Christ Of Latter Day Saints
BA, Business Administration, B.B.A. - Accounting, Marketing
Inter American University of PR
SMEI Certified Sales Executive Preparatory Course Program - undefined
SME Asociacion de Ejecutivos de Ventas y Mercadeo de Puerto Rico
Auditor Interno ISO 9001:20110-11 NQMS - Quality Management System Certification Program
Suprema Qualitas
Project Management Diploma & Strategic Decision Making Certification - undefined
Alison Certified Learning
Lead Transportation Security Officer (LTSO)
Department Of Homeland Security, TSA
2018 - 01.2022
KAM Retail WM Team Leader & Marketing Executive- Mechanical/Industrial Engineering
Johnson Controls, Inc. YORK Retail Distribution Sales
2005 - 01.2007
MBA - Global Business Management
University of Phoenix