1. MIGUEL COTAMO
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1960 Andromeda Lane Mobile: +1 (786) 393-2035
Weston, Florida 33327 Email: cotamomiguel@yahoo.com
B2B SEGMENTS GROWTH DIRECTOR
Creative, forward–thinking Business Senior Executive with more than 15 years of experience and demonstrated
success in strategy development and implementation to drive profitable revenue growth within competitive
industries and international markets. A decisive leader with strong analytical and strategic thinking abilities to identify
opportunities and threats, develop, integrate and execute profitable solutions in high growth and high risk markets.
Strategic and alignment focused with proven ability to create a compelling vision, engage and create alignment across
functions and stakeholders, and find the right resources to effectively implement the strategy.
CORE STRENGTHS
• Start-Up and Turnaround Strategy Development P&L and Operations Management
• Strategic Planning and Execution Procedure Improvement Sales & Business Development
• Contract Negotiations Proactive Management Profitability Improvement
• Market Segmentation and Assessment Forecasting and Budgeting Team Building
PROFESSIONAL EXPERIENCE
MILLICOM Sep 2012 - Present
Millicom is a leading telecommunications and media company uniquely dedicated to emerging markets in Latin America
and Africa. We provide mobile, financial, cable and satellite services to over 56 million customers in 14 countries,
primarily under the Tigo brand.
Director of B2B Segments Growth, Miami, FL Nov 2016 –
Present Building from the success of the SMB team (previous executive position), have been asked to lead a new and
expanded Segments Growth role in the Tigo Business Unit. Our mission is to design and drive global execution of
strategic growth initiatives and programs, focused on specific categories, segments, and countries that maximize
productivity while ensuring profitable growth. Responsible for the strategy and performance management of all B2B
segments overseeing the 8 countries operations in LATAM, being accountable for US$600M revenue.
Director of SMB and B2B Customer Experience, Miami, FL Sep 2014 – Oct 2016
Responsible for building and driving a startup SMB segment (up to 50 employees) bringing additional US$120 M in 5
years and contributing to the organization’s momentum growth by executing the strategy and overseeing the 8 countries
operations in LATAM for the Small/Medium Business team. Accountable for the segment recurrent revenue in the region
(~US$300M per year)
• Developed and executed a strategic plan for the SMB segment and created reliable revenue that exceed the growth
expectations in 2 years from $240M in 2014 to $299M in 2016
• Developed and circulated the set of best practices that will be the foundation of this growing segment.
• Successfully executed the strategy that positioned TIGO business as a differentiated competitor in the SMB
market, enabling this startup to effectively reach a large but under-served B2B segment with a high potential
growth for the next 5 years
• Created and implemented regional business tactics helping the BU grow in accounts by 30K SMB customers
• Effectively led Latin America teams to successfully hitting annual sales goals
• Successfully created and led the launch of the first formal SMB Forum in El Salvador which was followed by the
whole region opening doors for company participation in events with social responsibility for this market segment
where usually only governments provide same initiatives

2. • Implemented service model standardization and customer interaction framework which assisted B2B offer in
becoming an ideal experience for each segment by finding way of in-depth ‘voice of the customer’ data and
focusing on customers’ interactions with Tigo Business (Functional, Economical, Emotional, Brand Identity)
• As a B2B Country Manager -Acting- Led the turn around and growth of Honduras Tigo Business revenue from
$86.5M in 20015 to $89M in 2016, achieved Contribution Margin growth of more than 10% from 2015 to 2016
Head of B2B Customer Experience, Miami, FL Sep 2012 – Aug 2014
• Lead the B2B Strategy for the next 5 years including market sizing process, internal capabilities assessment and
strategy development for Latin America and Africa
• Conducted action plan implementation of the B2B Strategy in the LATAM region for the next 5 years.
• Built in Latin America countries a Customer Experience organization
• Changed Customer Experience Structure from non-organization to a Value Segmentation
• Developed a churn toolkit that represented annual revenue savings by US$5M
• Designed and Developed the digital on-line experience including a self-care platform (web and mobile) and
discovery website for B2B customers
• Designed and implemented a B2B integral training program through the Millicom University Platform
• Honduras B2B Country Manager – Acting - Supported for six months the operations in developing and executing
the strategy.
BRIGHTSTAR CORP May 2009 - Aug 2012
Brightstar Corp. is the world’s largest specialized wireless distributor and a leading provider of diversified services
focused on enhancing the performance and profitability of manufacturers, wireless operators and retailers. With a
local presence in 50+ countries, Brightstar operates in 100+ countries across six continents
Sr. Sales & Marketing Finance Manager, Latin America (Miami, FL)
• Development and management of the annual operating budget US$3000M
• Reduced NWC by establishment key metrics and inventory control of the BUs (Black Berry, Motorola, Apple)
• Assisted the negotiation of more profitable agreements for Black Berry , Motorola and Apple
• Awarded “Latin America Excellence Award by good performance, support and excellence relationship with the
Black Berry stakeholders”
• Supervised a staff of 3 and supported 20 countries ensuring accomplishment of region sales forecast
IBERIA FOOD CORPORATION Aug 2008 – April 2009
Iberia Food Corp is in the groceries and related products, N.E.C. Industry. The Iberia/BBC group currently services over
10,000 supermarkets, club stores, wholesalers and distributors in the East Coast.
Independent Contractor (Miami, FL)
• Strategic Consulting, including business plan & sales strategy development.
ASESORIAS INTEGRALES, LTDA. March 2005 – April 2008
Sr. Consultant, (Bogotá, Colombia)
• Provided support to medium and small companies in projects evaluation, reengineering, cost reduction, internal
audit and marketing.

3. AVIANCA HOLDINGS May 1995 – Sep 2002
Avianca is the second largest airline holding company in Latin America by revenue, after the Brazilian-Chilean LATAM
Airlines Group, and the second largest by fleet size. With a fleet of 157 aircraft and more than 19,000 employees, Avianca
serves over 100 destinations in America and Europe.
Europe General Manager, Madrid, Spain Jan 2001 – Sep
2002
• Legal representative for Europe
• Led and supported 12 General Sales Agents ensuring accomplishment of region sales forecast
• Prepared and executed the region sales plan of US$100 million
• Reactivated neglected key markets upgrading productivity by 66%
• Expanded sales revenues 40% for Madrid’s flight by implementing new commercial policies and channel margins
in Spain, France, Germany and England
• Supervised a staff of 30
Europe Administrative and Finance Manager, Madrid, Spain Jan 2000 – Dec 2000
• Assisted the negotiation of more profitable agreements for Germany, France and Belgium General Sales Agents
• Restructured bank networks giving the company control of the credit card system
• Developed and executed plan to reorganize cost budget resulting in annual savings of more than USD$ 0.8M
• Supervised a staff of 14
Sr. Internal Auditor, Bogotá, Colombia May 1995 – Dec 1999
• Worked in South America and Europe
• Provided support to various departments (Budgets, Forecasts, Cost Accounting, Revenue, Audit, Legal Affairs,
Commercial, Administration and Imports)
• Carried out feasibility study to perform strategic alliances with foreign companies
• Promoted to Administrative and Finance Manager in Europe
Education:
University Carlos III of Madrid. Madrid, Spain. MBA-GPA 3.8/4.0
University of Ibague. Ibague, Colombia. Industrial Engineer, GPA 3.8/5.0