WILLIAM A. KOTAS 719 Roselawn Avenue, N.E. Warren, Ohio 44483 Phone: (330) 399-6216 E-mail: wkotas1986@alum.kellogg.nwu.edu SUMMARY International marketing and sales executive with 12 years post-MBA experience (7 in Latin America, 4 in Europe), all in service industries (travel, financial services, retailing and consulting). Specialized skills: new business development, integrated marketing campaigns, direct and database marketing, customer satisfaction programs and launching new services. Bilingual (English/Spanish) with intermediate fluency in Portuguese. MBA from Northwestern University's J.L. Kellogg Graduate School of Management. Very flexible concerning relocation. WORK EXPERIENCE 09/97- KELLOGG MARKETING SERVICES (Lima, Peru) Owner/President. Salesforce management and database marketing consulting projects. 02/97-09/97 AEROPERU (Lima, Peru) Vice President/Marketing and Planning. In charge of advertising, strategic alliances, scheduling, new business development, a frequent flyer program, promotions and long term planning. Responsible for a US$5 million budget and a staff of twenty. Organized a staff of 24 into functional departments. Implemented operational benchmarking and cuantitative analysis of sales promotions. Negotiated code share agreements with Lufthansa, Air France and Pan Am. Championed new weekly (and highly successful) service between Miami and Iquitos. Produced route-specific passenger profiles. Helped overhaul system-wide agency commission structure. 10/93-01/97 ORION CORPORACION DE CREDITO (Lima, Peru) Vice President/Marketing. Launched a consumer credit company that gained 64% national market share (and over 200,000 clients) in its first year of existence. Managed corporate image of Orion's owner, the Grupo Carsa (sales of over $400 million in Peru, Colombia, Ecuador and Bolivia). In charge of a US$3 million budget and a staff of ten. Increased the Group's customer retention rate by over 200% through the use of pre-approved credits, relationship marketship and customer satisfaction programs. Introduced direct mail as a sales tool (with response rates of up to 26%) for a sister company (Peru's leading home appliances retailer), producing US$45 million in revenues. Designed customer satisfaction programs tied to management compensation. 05/92-09/93 BANCO DE CHILE (Santiago, Chile) Marketing Consultant. Introduced database marketing for cross-selling of financial services. Led projects dealing with profitable client retention and "member-get-member" program. 12/89-12/91 A.T. KEARNEY (Madrid, Spain) Associate. Participated in consulting projects dealing with customer satisfaction, distribution channels, vertical integration and software customization. Clients included chocolate manufacturers, passenger airlines and mining/smelting conglomerates. 07/86-11/89 UNITED AIRLINES (AND SUBSIDIARIES): 10/87-11/89: Galileo International (Amsterdam, Holland and Swindon, England) Marketing Information Manager. Created and managed a three-person unit responsible for market analysis and competitive intelligence within the GDS (global distribution systems) industry. Led committee that defined corporate image. Participated in design of trade show presence. Designed databases for marketing purposes. 07/86-10/87: United Airlines (Elk Grove Village and Rosemont, Illinois) Business Development Associate. Analyzed expansion opportunities for Apollo (United's GDS)in Asian markets. Evaluated third party software, telecommunications costs and competitive environments. Re-designed airline participation policy to close loopholes, producing more than US$200,000 in incremental annual revenues. 06/85-09/85 AGENCY FOR INTERNATIONAL DEVELOPMENT (Asuncion, Paraguay) Short term consultant. Evaluated the Paraguayan private sector's training needs (between years of graduate studies at Northwestern University). 07/80-10/82 PEACE CORPS (Chone and Salcedo, Ecuador) Small Animal Husbandry specialist. Managed rabbitry and guinea pig projects for Ecuador's Ministry of Agriculture (after training in Alajuela, Costa Rica). ACADEMIC BACKGROUND 09/84-06/86 J.L.. KELLOGG GRADUATE SCHOOL OF MANAGEMENT / NORTHWESTERN UNIVERSITY (Evanston, Illinois) Master in Management (MBA). Focus on marketing with concentrations also earned in transportation, managerial economics and international business. Selected for PhD seminar on marketing taught by Prof. Phil Kotler. . Granted and maintained academic scholarship. Graduated with honors. (Part time employment as an ESL instructor at City Colleges of Chicago and management of a condominium complex to fund studies:.) 06/83-06/84 YOUNGSTOWN STATE UNIVERSITY (Youngstown, Ohio) Business administration coursework. Classwork towards waivers of Kellogg core courses. Granted and maintained academic scholarship. (Part time employment as a civics and ESL instructor at the International Institute to fund studies.) 09/76-06/80 OHIO UNIVERSITY (Athens, Ohio) Dual B.A. in Political Science and International Relations. Graduated with honors. Attended the Universidad Veracruzana in Jalapa, Mexico for one quarter. (Part time employment at Ohio University Food Services and tutoring of history and political science to fund studies.) ADDITIONAL INFORMATION Bilingual (English/Spanish) with intermediate fluency in Portuguese. Designed and taught marketing courses at the BA and MBA levels at leading Latin American universities such as the Universidad Catolica (Chile) and the Universidad del Pacifico (Peru). Only speaker ever invited twice to the Instituto Peruano de Marketing's annual event "Marketing Success Stories". Named one of Peru's top five marketing executives in a nationwide survey by "Marketing Estrategico" magazine. Treasurer of Kellogg Alumni Club of Peru. Member of the Mashonaland Flying Club. Interests include piloting Cessna 172's, world travels (over 50 countries visited), eastern european history, baseball and the Internet. Very PC literate. American citizen. July 1998
