Pablo Esteban Rojas

Finance professional with 20+ years of experience in all aspects of Administration and Finance, Accounting, Controlling and Business Strategy in leading multinational companies. Recognized achievements in the development and implementation of corporate strategies, changes in organizational structure, working capital optimization, reduction of credit portfolio risk, financial performance improvement, reduction of liabilities and implementation of internal controls. Proficient in all elements of finance, budget control and management control.

Oriented to maximize Cash Flow and EBITDA. Financial reporting under US GAAP, IFRS and implemented SOX internal controls. Strong business orientation, with excellent negotiation skills with clients, suppliers, and banks.

Special experience in building up new entities of multinational companies and successfully participate in M&A in Chile. Result orientation and compliance, detail oriented, self-motivated to achieve operational efficiency and ability to work under pressure with sense of urgency. Critical thinking, strategic vision, and good communication skills.

Learn quickly and a "Plug & Play" executive that requires short training time.

Bilingual Spanish

English.

CEO - Global Value S.A. (Global Value Consulting) - Chile

(2022-02)

The company is a management consulting group, aimed at supporting senior management in Corporate Finance projects, Business Diagnostics, Financial and Risk Assessment, Industrial Analysis, and Off-Shore Services.

• Key General administration of the company, participate in the development of new proposals and consulting projects, development of new businesses and leads. Legal representative of the company and main partner.
• Incorporation in a short time of the company to the supplier portal of SAP user companies called SAP Ariba Discovery Network, Codelco Network, Enel suppliers and others.
• Participation in more than 30 tenders during the first year, 50% success.
• Development of the business in Chile, LA and UK.

Finance Director - RR DONNELLEY CHILE - Chile

(2012-03 - 2022-01)

Leading global printing, communication and logistic company that prints newspapers, books, retail catalogs, magazines, textbooks, and voting ballots. Over 700 employees and US$70M Revenue in Chile. Team of 9 direct reports, total team 30 FTEs. In charge of the financial and accounting of the company. Areas of responsibility which include treasury, costing, credit and collections, HR, domestic and international purchases, cash management, budget preparation and control, internal compliance, IT, negotiation payments with customers and suppliers (national and international). Reports to USA under US GAAP and SOXS compliance.

Experience in working with SAP and Hyperion software.

• Optimization of raw material purchases, achieving a reduction in inventories and accounts payable of US$6 million annually.
• Negotiation with clients and acceleration of collections, reducing DSO from 150 days to 59 days on average, in 3 years.
• Reduction of debt with suppliers from US$15 million to US$7 million in 3 years.
• Reduction of bank debt from US$8 million to US$0 million in 2.5 years.
• Substantial improvement in Liquidity, Working Capital, and Balance Sheet indicators.
• Reduction of the company's internal fixed costs by more than US$9 million in 4 years

General Manager - GEO-MARKET S.A. - Chile

(2010-02 - 2012-02)

Geo-Market S.A. is a limited liability company that sells products and solutions for the mining industry in Chile with imported products from Europe and the Middle East. US$10M revenue in Chile first year. In charge of, the start-up of the company in Chile, business plan development, budget control, P&L performance and due diligence with potential investors, international agreements with foreign suppliers in EU and Israel and roadshow with potential investors.

• In 2 months, Start-up of the company (legal constitution, start of selling activities, board of director constitution, open banks accounts, IRS approval, patents, trademarks, accounting and back office, HR hiring, marketing, website, office rental, and others).
• In 3 months, secured international sales agreements with the most important industrial GRP-CPVC pipes manufacturers in Europe, such as Nessler Kunststoffechnik from Germany and HOBAS Engineering GmbH from Austria.
• In 4 months, during the startup period, won by a public bid the first supply contract with Minera Escondida part BHP Billiton Group for US$3.6 million plus VAT.

Finance Director - SCHERING-PLOUGH CHILE - Chile

(2009-05 - 2010-01)

Leading Pharmaceutical Company of Human Health and Animal Health, acquired by MSD in 2010. Over 200 employees, revenue US$ 80M in Chile. Hired urgently as interim FD to stabilize the company in multiple areas. In charge of the Finance and Accounting activities and external reporting of Schering-Plough Chile and its related companies, as well as finance & legal integration between Schering-Plough Chile and Organon Chile Ltda. Reports to USA in US GAAP and SOX compliance.

• Improvement of the Organizational Climate of the finance area, going from a global satisfaction level of 68% to 85% in only 6 months, measured by the external HR consulting firm Target DDI at the beginning and end of the process.
• Optimization of the company's Working Capital and Free Cash Flow, due to improvement of collections, which resulted in a reduction of DSO from 126 days to 80 days in 6 months, recovery of U$2 million pass due >180d and a drastic reduction of DOH inventory from 90 days to 45 days.
• Success in negotiations with main pharmaceutical chains in prepayment discounts.
• Optimization of supplier's payments. Centralization of electronic payments of the 4 companies of the cluster.
• Substantive improvement in the results of financial-accounting Audits, both internal and external with Deloitte.
• Restructure of accounting/finance structure. Identification and development of hidden talents, increase the motivation, confidence, and overall productivity.
• Creation and implementation of a new Logistics and Procurement area inside the Finance organization
• Debt management was improved substantially, bank negotiations revolving credits, financial costs reduction of the credit lines and loans due to successful negotiations of interest rate with the banks.
• Internal reporting was improved, which all contributed positively to operating performance.

Finance Manager - TUBOS Y PLASTICOS ADS CHILE LTDA. (Today ADS Tigre Chile) - Chile

(2002-06 - 2009-01)

Subsidiary of Advanced Drainage Systems, Inc. from USA, the world's largest multinational manufacturer of polyethylene drainage pipes. In Chile, ADS is the main supplier of HDPE corrugated drainage pipes for the mining and sanitary industry for different applications. Revenue US$ 50M in Chile.

Responsible for the startup of the company in Chile. Legal representative, founder and one of the main directors leading the establishment of ADS Chile, subsidiary of ADS Worldwide. Responsible for administrative and financial operations, human resources, and accounting.

In charge of coordination, preparation, and reports to ADS US headquarters of all financial statements (FASB 52) according to US GAAP. These responsibilities cover all accounting, treasure, taxes, controlling, budgets and forecasts, customer credit risk evaluation, audit, and finance related tasks for the new operation. Experienced in exports and imports, production costs, inventory control and valuation.

Corporate legal representative for IRS, Central Bank, Commercial Bank, Customs and operational activities with vendors and customers.

• Implementation of Oracle Financial ERP in half of the time required by other international subsidiaries, saving more than U$250k in consulting services in 6 months.
• Legal, banking, administrative and accounting start-up, which involved the hiring and training of 120 employees,
• Administrative, HR and financial implementation of two manufacturing plants (Santiago and Antofagasta) with 10 active production lines, with intensive COMEX activity (1,000 HQ containers imported in the first year)
• Achieving USD 50 million in annual turnover, with more of 100 clients, mainly from the mining, health, and forestry industries both in Chile and other South American countries.
• Successful M&A process with the main competitor in the industry, going from 5% of Market Share (MS) to 90%, resulting to be the main supplier in Chile.

Senior Consulting Manager - ERNST & YOUNG CONSULTING (South America) - South America

(1998-07 - 2002-05)

Multinational consulting Company of Management Consulting with presence in 130 countries and 300+ offices, today, EY. Specialist in financial and corporate strategy projects. Leading Risk Manager of the company's project for the Southern Cone.

• Lead of the biggest "SAP R/3 Implementation Project" in one of the major wood and pulp producer in Chile. In charge of 22 international senior consultants from India, Venezuela, US, Chile, Argentina, Peru, and Spain.
• Manager of "Working Capital Optimization Project" of one of the main Chilean pasta producers. Identification of working capital optimization for US$ 18 million, resulting in effective savings of US$ 6 million in 8 months. Work was done in Chile, Peru, and Argentina subsidiaries.
• Successfully coordination of Ernst & Young's Directors and Senior Managers of South America´s locations to develop action plans according to the project's financial risk level in each country.

Master in Business Administration - Business Administration - Universidad Adolfo Ibáñez (1997 - 2000)

Auditor Accountant - Audit & Accounting – CPA - Universidad Gabriela Mistral (1992 - 1996)

Commercial Engineering - Commercial Engineering - Universidad Gabriela Mistral (1988 - 1991)

International Management Seminar - International Management - The Anderson School of UCLA (1998-08 - 1998-08)