Hugo Infante

Evaluator
DISC Type : CDS

Director, Sales Operations (Commercial Operations - Transformation) at Johnson Controls

Boca Raton, Florida, United States

Overview

Hugo is a Director of Sales Operations at Johnson Controls, focused on improving seller productivity and forecast accuracy. A former sales leader with a Lean Six Sigma Black Belt, he leverages his experience to align cross-functional teams for scalable growth. People who have worked with him describe him as organized, methodical, and trustworthy.

Outside of his primary role, Hugo is committed to continuous learning, recently enrolling in UC Berkeleys executive program on AI business strategies. He maintains a strong connection to his Colombian heritage and has a passion for his home countrys culture and coffee.

During his time as a Global Account Executive, he was a key leader behind the Harvard Business School case “Fast Fashion” featuring his client, Inditex (Zara).

Personality Overview

Fast But Analytical

Hard To Convince

Thorough Evaluator

They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical  They are not very likely to become strong advocates of your product or service They focus on the results, but can still be quite procedural and analytical about how to get there

Topics They Care About

AI Business Strategy
Demonstrates a commitment to continuous learning by recently enrolling in a UC Berkeley Executive Education program on Artificial Intelligence and its business applications.
Commercial Operations
Focuses on GTM transformation, process optimization, and building AI-ready processes. He has extensive experience with Salesforce, CPQ, and ERP systems to drive growth.
Process Optimization
Holds a Lean Six Sigma Black Belt and consistently emphasizes creating scalable, efficient, and consistent go-to-market execution models in his work.

Media Appearances

Hugo has no verified media appearances

Work History

4-2023
Director, Sales Operations (Commercial Operations - Transformation) at Johnson Controls
2-2021 - 4-2023
Director, Global Process Owner, Commercial (Commercial Operations - Transformation) at Johnson Controls
10-2018 - 2-2021
Senior Manager Global Sales Operations at Johnson Controls
6-2011 - 10-2018
Global Account Executive, Inditex / Zara at Johnson Controls
10-2008 - 10-2011
Retail Sensormatic Sales Manager at Johnson Controls

Education

Master of Business Administration INALDE (M.B.A.) from INALDE Business School
Bachelor’s Degree from Universidad del Rosario

More Information

Social Presence :

Prographics :

Exp : 20 Location : Boca Raton, Florida, United States Job Level : Mid-senior Designation : Director, Sales Operations (Commercial Operations - Transformation) at Johnson Controls
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Insights For Selling To Hugo

During A Call Or A Meeting

DO's

  • Help them see both - the ‘big picture’ impact and the ROI of the investment
  • Showcase your competitive superiority clearly when possible or address it at the minimum
  • Help them weigh the risks by sharing objective proof points instead of anecdotes and examples

DONT's

  • Avoid self-deprecating references or general informality, it could decrease their trust in you
  • Avoid too much small talk, just a few formal pleasantries should be fine
  • Avoid making strong statements, instead invite them to agree with you by asking them questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Hugo is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Hugo

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Hugo move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Hugo take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Hugo

Personality Compatibility


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