Experience

Cellular.com | Lojas Claro

• Brazil
• Telecommunications
• 100 - 200 Employee

• National Sales Director

  • Mar 2022 - Present



SSI – Strategic and Financial Consultancy

• São Paulo e Região

• Commercial Director

  • Mar 2021 - Present

  Provides consultancy in strategic planning and business plans development, while helping the organizations achieve stronger performance. Extensive experience in the action plan execution phase, focusing on operational improvements and collaborative action in opening new sales channels. Recent projects for the solar energy, exchange brokers and international remittance sectors. Expert advice on project financing and asset management. Connecting international funds with local companies seeking funding for robust long-term projects in terms not available anywhere in regular financial markets (>U$4MM/3%per year/12 years). We have been active in the business plan for real estate development, cosmetics, and international trading sectors. Show less



VITÓRIA HOSPITALAR

• Brazil
• Medical Equipment Manufacturing
• 1 - 100 Employee

• Commercial Director

  • Jun 2016 - Jan 2021

  Head of the business area responsible for sales, marketing, strategic planning, negotiations with international suppliers, development of new services, and primarily P&L and budget (R$110MM/year). Leading a team of 5 Regional Managers, 2 Product Managers, 1 Planning Manager and 32 Sales Consultants, reporting directly to the CEO; within 4 offices spread in the southeast region attending 300 hospitals and health plans; providing clinical, technical and logistics consultancy, selling high value medical devices. Major Accomplishment: - Restructured the commercial area, created the commercial planning and market intelligence divisions, redesigned the commercial models, achieving commercial cost improvement and boosting performance indicators. The Endovascular net margin from -7% to +14 pp. in 2017 and Coronary market share +10pp.vs previous years. - Negotiated and implemented 6 new business units (Abbot Amplatzer, Abbott PCIO, Abbott CAHF EP / CRM, Merit, Hartmann and Cryolife), increasing 25% over the gross sales forecast. - Award Philips IGTD Latam Best Distribution since 2017 in the PCIO segment. Re-launched of the operation in 2016, innovating the commercial model and itinerant service. Gross sales +180% in 2017, +37% in 2018 and +34% in 2019. Creating a spin-off business in 2020 that generates a gross sales of R$12MM/year. Show less



Eurocentres

• United Kingdom
• Education Management
• 1 - 100 Employee

• Student

  • Nov 2015 - Dec 2015

  Business English Business English



Nextel Brasil

• Brazil
• Telecommunications
• 700 & Above Employee

• National Operations and Consumer Channels Manager

  • Jul 2012 - Oct 2015

  In charge of strategic planning for the consumer segment, newly created for acquisitions of natural customers in the 3G/4G network, launched in January 2013 (it was before restricted to corporate - Iden SME). Direct report to the Channel Development Director, I led a 12 employee team for 3 business areas. Responsible for the consumer channel development architecture and prepaid credit business focused on revenue growth, new channels, new payment methods, promotions and incentives. In charge of the commercial strategy (Go To Market) in order to launch into new regional markets, covering all the business plan and its execution (PMO). Major Accomplishment - New commercial model for Indirect Channels focused on sales quality and high-value rate plans, supply chain system and process optimization, capillarity plan with new typology of PoS and customer experience. In 2015 the consumer channels achieved 70% of the total gross add (vs. 30% 2013) with 500 exclusive PoS, activating higher revenue per customer (R$100 arpu), the lowest cost per activation (R$400 cpga) and the best company payback (6-7 months). Show less



GOL Linhas Aéreas

• Brazil
• Airlines and Aviation
• 700 & Above Employee

• New Business Commercial Manager

  • Sep 2010 - Jul 2012

  Created a new business department to develop the Go To Market strategy, focused on the new middle class (C/D income). Team building, development of new B2C sales channels, product and service customization, payment methods, loyalty programs, offers and communication. Direct report to the Sales Director and leading a sales team with 92 employees. Major Accomplishments: - Developed a direct physical channel, Lojas Voegol, which achieved the best historic results for the segment (R$800k a month per PoS) through innovative formats and services with kiosks at subway stations and theme stores at low income malls and shopping areas. - Redesigned a financial private label product called Cartão Voe Fácil, an innovative online credit approval system focused on installment plans for low-income consumers, with a 1.5 million customer portfolio and R$40mm annual revenue. - Developed a new business department focused on cross selling for the tourist business segment, integrated into Voegol’s own website. Organized the business model with global partners to sell hotel bookings, travel assistance, car rentals and other hospitality services, bringing in R$3mm net revenue a month. Show less



Claro Brasil

• Brazil
• Telecommunications
• 700 & Above Employee

• Regional Sales Manager – São Paulo DDD 11

  • Oct 2008 - Feb 2010

  In charge of Claro Brazil’s largest regional market, 450 point of sales and responsible for 35% of state sales, lead a team of 20 direct and 300 indirect employees, and reported directly to the Regional Director. Head of sales force, acquisition results, training and incentive, marketing budget, supply chain, commissions, operational model, capillarity and sales channel productivity.Major Accomplishments:- Started a new Sales Branch with team and structure dedicated to 64 peripheral cities around SP Capital. Implemented a new distribution network with itinerant PoS at universities and other shopping areas without ongoing capillarity and low penetration. This cluster’s sales increased regional results from 18% to 23%. (New Filial Grande São Paulo).- Successful productivity program execution for retail chains through onsite strategies and specialized promoters (Tropa de Elite). Increased the sales market share from 13% to 48% YOY.- After I left the company, my responsibilities were given to 5 managers, who were previously Coordinators who reported to me. Show less

• Indirect Channel Sales Manager

  • Sep 2007 - Sep 2008

  Responsible for developing the strategy for the indirect channels focused on high-valued rate plans. Led a team of 3 Key Account Managers and 3 Planning Specialists.Major Accomplishments:- Successful implementation of the Excellence Program core on creating policies, processes and operational improvements for the 500 exclusive PoS in SP state, which resulted in capillarity, productivity and profitability growth. The channel productivity increased 18% and partners’ profitability from 9% to 14% in 2008.- Developed a new business model based on promotional offers (Buy & Get free) to pursue commercial areas with high seasonal flow. This model was responsible for 50% of Control-Plan sales in 2008. Show less

• Large Retail Channel Manager SP

  • Mar 2006 - Aug 2007

  In charge of the large retail strategy, covering commercial policies, supply chain, commissions and marketing budget to cater to our 22 retail chains partnerships, spread out in 1500 PoS. Led a team of 5 Senior Key Account Managers, 4 Planning Specialists, and 1200 Promoters.Major Accomplishments:- Reorganized the commission compensation and financial process, decreasing by 30% the credit constraints and supply disruptions.

• Key Account Manager SP

  • Mar 2005 - Feb 2006

  Responsible for taking care of Casas Bahia, Grupo Pão de Açúcar and Carrefour partners, raising productivity by 23% YOY and exceeded the channel growth by 5pp.

• Indirect Channel Supervisor

  • Feb 2002 - Feb 2005

  In charge of the prepaid credit business and indirect channels in São Paulo coastal region (DDDs 12 and 13). Led a team of 5 sales reps.



Novartis

• Switzerland
• Pharmaceutical Manufacturing
• 700 & Above Employee

• Territory Sales Representative

  • Mar 2000 - Feb 2002

  Responsible for large accounts, distributors, drugstore chains, hospitals, and partnerships with Doctors in Espírito Santo state. 1st place on the 2001 and 2nd for 2000 national sales ranking, from 110 professionals. Responsible for large accounts, distributors, drugstore chains, hospitals, and partnerships with Doctors in Espírito Santo state. 1st place on the 2001 and 2nd for 2000 national sales ranking, from 110 professionals.



Ticket

• Brazil
• Financial Services
• 700 & Above Employee

• Territory Sales Representative

  • Sep 1999 - Feb 2000

  Responsible for new technology implementation (electronic ticket) for our POS partners covering ES and RJ. Machine rental negotiation (electronic terminals), team training, prospecting an originating new partners. Responsible for new technology implementation (electronic ticket) for our POS partners covering ES and RJ. Machine rental negotiation (electronic terminals), team training, prospecting an originating new partners.



Fazenda São Lourenço Ltda

• Juiz de Fora Area, Brazil

• Co-Owner

  • Nov 1997 - Aug 1999

  Planning and implementation of commercial-scale agribusiness. Planning and implementation of commercial-scale agribusiness.