About

News

26 Mar 2012 BE Techniques Deliver Business Results

Global Sales Study

Is your sales force world class? How do your salespeople compare to other companies in your segment?

Sales Effectiveness

Rate the sales effectiveness of your own organisation.
Download free audit tool.

Why Imparta

When founder Richard Barkey started Imparta in 1997, the goal was to provide an antidote to an industry that was – and remains – focused on delivering events rather than results.

Expert Coaching

Reinforce learning at work through expert coaching.

Business Impact

What clients say about our impact on their business.

Edgar Gutiérrez

Edgar is a General Director and Senior Partner of a Colombian consulting firm focusing in Strategy and BSC development and implementation, Sales Effectiveness, Processes Improvement and Change Management; associate consultant of several international consulting firms for L.A. countries.

Over 7 years in ”Sales Management and Development” in different industries and countries as follows: Sales Operation Mgr. in Unilever Andina; Andean Plastics & Rubber Chemicals Sales Mgr. and Agricultural Chemical Sales & Marketing Mgr. in Monsanto Inc.; Office Equipment Regional Sales Mgr. in Carvajal S.A.

Worked 3 years in Operation & Logistics in Monsanto and in Unilever Andina; 6 years in Finance in Exxon-Mobil and in Unilever Andina; 3 years as Senior Consultant in Strategy, Sales and Supply Chain in Unilever PLC-UK and in some European, American (USA & L.A.) and African countries.

Training experience: 4 years in Sales (Tools, techniques & behaviours),in KAM, in Trade Marketing and delivering proprietary clients sales programs; 1 year in Commercial Coaching; 2 years in Strategy & BSC development and implementation; 2 years of Supply Chain Management and 1 year of Finance for non Financial Mgrs.; and appointed 2 years as L.A. training coordinator in Unilever.

Worked in the following industries: FMCG (Fast Moving Consumer Goods) in Home and Personal Care, and Foods in some L.A., African and European countries and in the USA; in other industries worked mainly in Andean Countries - Oil & Gas and their Chemical products; in Agricultural and several synthetic chemical Products; and in Office Supply products.

Qualifications: degree in Business Administration of Rosario University, and an M.B.A. in Finance of Andes University, Colombia. International courses in Strategy (e.g. Implementing Deliverable Strategies & BSC-Balanced Scorecard, Crandfield, UK); in Sales (e.g. SPIN Sales, Sales Effectiveness, Integrity Selling, and Persuasive Sales); in Change Management, Foreign Commerce and Negotiation, and Financial Management. Has been part time professor and invited speaker in Colombian Universities and some professional associations.

Has leaded consulting and training projects in L.A. and in Colombia in BP-Castrol, DuPont, Roche, Shell, SAB-Miller Bavaria, UNDP, Tetra Pak, Corona, “Alcadía de Bogota”-IFC-World Bank, Telefonica-Movistar, among others.