Curriculum Vitae

Luis F. Longhi

2 Pence Road

Succasunna, New Jersey  07876

Wk Tel:     973.599.7528

Cell:          201.665.9874

HM Tel:     973.252.1297

HM Fax:   973.252.1284

E mail:    lf@longhi.com

Web Page:    www.longhi.com

Education

1984 - 1986

US Air Force Academy

Colorado Springs, Colorado

Major:  Aerospace Engineering

1988 - 1989

US Air Force Technical Training School

Chanute Air Force Base, Illinois

Weather Forecaster

1989 – 1993

Seton Hall University

W. Paul Stillman School of Business

South Orange, New Jersey

Cum Laude

BS in Business Administration

Major:  Management

Other Military

US Air National Guard

McGuire Air Force Base, New Jersey

Skill level 5:  Weather Forecaster

Highest Rank achieved:  Staff Sergeant

Honorable Discharge - retired:  May 18, 1997  13 years total service

          Ribbons Awarded:    Basic Military Training Ribbon

                                              BMT Honor Graduate

                                              Expert Marksman M-16 Automatic Rifle

                                              National Defense Ribbon – Persian Gulf War

                                              Good Conduct Medal - twice received

                                              Longevity Ribbon - twice received

Professional Training and Seminars:

1993   "Spin Selling" – CSI Complex Systems Inc.

1994         Advanced Large Account Sales Methodology

1995         Sales Management – "International Field Sales Management"

1996          "Combat Marketing", "Territorial Development"

1997          "Advanced Sales Management and MIS" – Taught this course

1998          "Sun Tzu and the Art of Business as applied to Major Accounts" – Taught this course to new recruits

1999         "Leadership and Management Development Program" - GEAC Computers in Toronto, Canada.

"Major Account and Relationship Sales" - Client Focus, London, England.

2000    "Spin Selling and Major Account Sales Strategy" – Taught this course, US

        and UK new sales recruits

Skills:

Language – Speak, write, and read fluently in Spanish.

Computer Literate:

Fully understand the business benefits and risks related to diverse technological platforms such as, IBM Mainframes, AS/400, UNIX (IBM AIX RS6000, HPUX HP 9000, Sun Solaris, DEC Alpha, and Windows NT Based Client Server Solutions including the multiple RDBMS utilized such as Oracle, Sybase and SQL Server.

Fully literate in Windows operating systems and applications including but not limited to MS Office 97 ( Powerpoint, Word, Excel, Outlook, Access ), MS Project, Crystal Reports, ACT 2000, Lotus, and MS Frontpage 2000.

Employment History

1988 – 1994  International Trading Enterprises, Ltd. – Partner / Owner – During the same time period as above I started an Import / Export company dedicated to the profitable wholesale Designer fragrance industry. 

My wife handled the day to day activities while I managed the legal, accounting, and finance area of the business.  The company provided me with invaluable experience in starting and running all aspects of a business albeit on a small scale.  Activities included everything from negotiating major deals with large manufacturers to dealing with the New York wholesalers and distributor networks overseas.  On the financial side, most of the activities involved cash flow analysis, marketing, business plans, and trade financing.  In 1994, I sold the company to a major distributor from Abu Dhabi, United Arab Emirates for a profit to further pursue my business goals.

1993 – 1999    CSI Complex Systems Inc., New York, NY USA - CSI Complex Systems Inc. is the largest company devoted entirely to innovative trade finance solutions. CSI's products include BANKTRADE, the market leader in TF back office automation platforms, and the Customer Bridge suite of electronic delivery vehicles for banks' corporate customers. Founded in 1978, CSI has over 170 employees. In addition to the corporate headquarters at 33 Maiden Lane in New York City, CSI has offices and representatives in London, Paris, Cairo, Bangkok, Bogota and Buenos Aires.

1993 - 1994  Marketing Executive

Responsibilities included: Market analysis, product positioning and introduction, mass mailings, cold calling, Trade Show identification, planning and attendance, and general support of the direct sales team.

 

1994 – 1995  Promoted to Sales Executive, Latin American Division ( New

                        Division)

 

Description:  To develop the Latin American territory (from Mexico to Argentina) into a well-organized and profitable business unit.

 

Responsibilities:  Included all aspects of this project.  I was the only member of the team.  Mission named PROLAT or Project Latin America.  Market analysis through direct and indirect means resulting in an initial target market in the Andean Pact nations.  Translating all marketing material to Spanish, analyzing local competitors and setting up Strategic Regional Partnerships.

 

Results:  First year’s objective was to gain first hand knowledge of the territory and to ensure corporate and name brand recognition in the territory.  All goals were met by the end of 1994 including $2.2 million of products and services sold.  This is significant since all prior attempts to penetrate this market by CSI and other related corporations, had failed or had limited results.

 

 

1995 – 1996  Promoted to Regional Sales Manager, Latin American Division

 

Description:  To continue the development of the Latin American Territory and insure that the competition does not succeed to make an entry and gain market share.

 

Results:  Recruited a team of highly capable sales executives, support personnel, project managers, systems personnel, a global Strategic Partnerships staffer, and administrative personnel.  Continued to expand the business into Central America, the Caribbean and the Mercosur nations.

 

During this year, I increased my business and technical skills tremendously, especially as related to the skill set required to manage an autonomous business unit in an International territory with multiple different legal, financial and technical environments.

 

The result was a fully funded and well organized Latin American Division with 50% market share and $5.6 million in new sales revenue.  The significance of this is that the number is equivalent to 50% of the corporation’s total revenue and equivalent to approximately 25% of the total market value in 1995 for this territory.

 

 

1996 - 1997  Promoted to Assistant Vice President, Sales and Marketing

 

Description: Upper management wanted me to duplicate my results of Latin America in other emerging or failing markets.  My territory was increased to include Africa and the Middle East. Mission was to organize and build the sales department structure as per the specific business realities and Sales goal was set at $7.5 million.

 

Results:  CSI was the first US company in Trade Finance Banking software to penetrate Middle Eastern territory.  After market analysis, planning and execution, revenue from the Middle East totaled $3 million from Saudi Arabia and Kuwait alone.  Further, other countries developed included; Turkey, Jordan, Egypt, Israel, Dubai, and Morocco.  Revenue from Africa leveled at 2.4 million, primarily from South Africa.

 

CSI becomes defacto standard trade Finance solution provider for Latin America with 95% market share.

 

 

1997 – 1998  Promoted to Vice President, Director of International Sales

 

Description:  Repair and grow the ASPAC Division ( Asia Pacific Region ).  Total Revenue target is increased to a total of $8.5 million.  Mission to continue business development in other remaining regions.  Continue recruiting campaign and start off-site advanced sales training center.

 

Results:  All revenue targets surpassed.  Asia is repaired and new sales in the region are $2.5 million.  Off-site Sales Training center established with Major Account Sales Methodology being formalized and implemented.

 

 

1998– 1999   Promoted to Vice President, Director of Global Sales and Marketing

 

Description:  Responsible for all corporate revenue.  To work directly with the President, C.O.O. and C.E.O. for Strategic Business planning, Revenue forecasting, and Cost budegting ( P&L ).  To Initiate the launch of 2 new subsidiary corporations with the new product lines. 

 

Results:  Two new companies were developed according to project plan.  European region turned around with new growth areas, mostly related to Y2K and EURO initiatives.

 

1999 – Prst   GEAC Computers Inc., East Hanover, NJ – Director - SBS Americas Region - Geac is a provider of mission critical enterprise applications, supplying industry specific software to libraries, construction and property management companies, hotels, restaurants, banks, publishers, emergency response organizations and manufacturing and distribution companies.  Geac is also a major ERP supplier.  Headquartered in Markham, Canada, Geac has over 70 offices in 16 countries and with our partners, serve customers in over 40 countries worldwide.  Currently employing about 6,000 employees worldwide.

 

Description: As the Director of the Americas Region for the Reconciliation product business unit, I am responsible for all operations in that territory. I manage the entire P&L, and directly manage the Sales, Professional Services and Support departments for both North and Latin America.  In addition, I work closely with worldwide and corporate colleagues to ensure the success of the business on a global scale.

Personal:

Flight

        FAA Licensed - Commercial Pilot - Single Engine Land

      Instrument Rated ( IFR )

Scuba

        NAUI Master Diver Certified

Golf

        Hacker

Associations:

American Management Association

Air Force Association – Life member

AOPA – Aircraft Owners and Pilots Association

EAA - Experimental Aircraft Association

CAP - Civil Air Patrol - Captain - Mission Transport Pilot / Cadet Orientation Pilot

END NOTES:

Although much can be learned about Sales and Business in the theoretical sense, it is my belief that some of the most important ingredients are usually a natural part of some individuals.  My 6 years at CSI taught me about people and the corporate world.  Besides the culturally influenced business nuances from all around the world, more importantly, I have learned how to understand how the differing cultures interact in a business environment.  This experience has benefited me tremendously in many ways, from knowing from a simple interview whether a new recruit will work out, to utilizing this intuitiveness during pricing or contract negotiations.

I have worn just about every hat in the Sales and Marketing departments and even in many other departments, whether collecting on accounts receivables to performing customer service and relationship job functions.

I adapt easily to changing environments … and actually prefer this situation.  Chaos always seems to create opportunity rather than disorient me.  Since CSI was a small company and later, medium sized, my experience is primarily of being able to function and succeed in the midst of a dynamic organization.

GEAC was a major change as I went from the more entrepreneurial world and jumped into the more structured large corporate world.  The challenges were more administrative and the managerial and finance skills I've obtained made me a significantly more focused business manager (e.g. PL management and control, financial reporting, public relations ).

Overall, I am driven and work far more hours than probably should ( Self motivated, highly independent).  I hire the right people than build them through a mentoring process, ensuring consistency and success to increase exponentially over time.

I am persistent and creative in finding solutions that work for all involved.

I am detail and results oriented.

I am well organized.

And above all, I make sure that I am always above reproach in all aspects of my life ( Integrity ).