Marcelas’ journey with Pepperl+Fuchs dates back to 2018 when the Colombian Pepperl+Fuchs subsidiary in Bogota was established. In the interview she describes what her position as Colombia Sales Manager involves, what it takes to succeed in the role, and how she is making an impact in the industry as a woman. Keep on reading to find out more.
Hello Marcela, what has your career path been?
Marcela: I am a mechatronics engineer and have been working in the commercial field for over ten years. Before joining Pepperl+Fuchs, I was regional manager with another international company in Colombia. I started at Pepperl+Fuchs almost four years ago when the subsidiary in Colombia opened. In my role as a Sales Manager I manage key clients in Colombia, lead the whole commercial team, and legally represent the company in Colombia.
Why did you decide to work in sales engineering?
Marcela: From the beginning, studying and working in this field was a challenge as it is typically male-dominated. But I have always liked challenges. And I also like in working sales, interacting with people, and knowing that I have the technical expertise to advise and help them solve their applications. At the beginning, many clients were surprised to see a woman in the position. However, they quickly dropped their prejudices once their requirements were met.
Why did you decide to work in sales engineering?
Marcela: From the beginning, studying and working in this field was a challenge as it is typically male-dominated. But I have always liked challenges. And I also like in working sales, interacting with people, and knowing that I have the technical expertise to advise and help them solve their applications. At the beginning, many clients were surprised to see a woman in the position. However, they quickly dropped their prejudices once their requirements were met.
Promotion of a positive working environment
Do you feel like you are making a difference in your job?
Marcela: I do feel that I’m making a difference by implementing a management style based on trust and hard work as well as by leading the team in a collaboration-based way. We all give our best and grow and develop professionally. I like to motivate my team to treat each other constructively and to create an optimistic work environment characterized by respect and inclusion. Since my team is the only one in the Americas that is mostly composed by female sales engineers, I know that I inspire the women in my team to achieve what they set out to do and reach higher and higher.
What does an average week look like for you?
Marcela: In the past two years, with ongoing Coronavirus quarantines, I have got up very early in the morning and prepared my children for their virtual classes before starting my day. Once a week I meet with my team to discuss the work that has been completed during the week, the most important projects, and the planning of the week for each region. I usually plan business meetings with my clients during the week, and if possible I like to meet them in person.
Twice a month, I participate in our LATAM meeting, where we review potential clients in the region and work collaboratively to advance the key accounts. I usually join the weekly Americas meeting, where we share useful information on strategy development in each country. Once a month we hold a meeting with all sales engineers of LATAM where we present success stories, which involves reviewing successful projects and special applications so that they can be replicated in other countries.
Three qualities of a sales manager to be successful
Which skills are the most crucial to succeeding in this career?
Marcela: There are several key traits, but I would like to highlight the three that I think are the most important. The most important trait is discipline – discipline in setting objectives and pursuing a path to achieve them. The second is perseverance, since sometimes things do not go as we wish and we have to stay positive and move on. And finally, humility. Working in sales means that you provide a service to other people, which involves being kind, showing empathy, and respecting others. All these traits are the foundation for building good and long-lasting client relationships.
What do you like to do outside of work?
Marcela: In my spare time, I am studying for my Global MBA and I work in my foundation, which is called “Ceiba Munay”— the name signifies “love of life and nature.” We are working in two main areas – aid and education – to achieve a more sustainable world. We have several programs directed towards the environment and communities. With “Agua para Todos” we bring filtration systems to communities that do not have drinking water. Another program is called “Paca Digestora Silva,” which is a waste management system invented in Colombia to prevent organic waste from ending up in landfills.
We also have a foundation store where we sell organic items and support small local entrepreneurs by distributing their products. Our educational program is targeted at a group of children called “Ceiba Munay Kids,” to which my children also belong. We provide educational tasks for children to learn about nature and to become more aware of the actions they can take to improve our world.
Profile
Name: Marcela
Occupation: Sales Manager
Working for Pepperl+Fuchs since: 2018
Weakness due to: Outdoor activities
I’m especially good at: Knitting
Favorite movie: Wall-E
