Experience

VendPerto

• Brazil
• Retail
• 1 - 100 Employee

• Investor Partner

  • Aug 2020 - Present

  Startup - Implementation of the honest market concept in Brazil. • Modelling of self-service stores where customers carry out the entire purchase process themselves, from choosing the product to paying. • Creation of the business plan and responsible for its financial management, cash flow and P&L as well as the management and monitoring of all KPI´s in the business process. Are you interested? Please, feel free to contact me. Startup - Implementation of the honest market concept in Brazil. • Modelling of self-service stores where customers carry out the entire purchase process themselves, from choosing the product to paying. • Creation of the business plan and responsible for its financial management, cash flow and P&L as well as the management and monitoring of all KPI´s in the business process. Are you interested? Please, feel free to contact me.



Brace Pharma

• Brazil
• Pharmaceutical Manufacturing
• 200 - 300 Employee

• National Sr Sales Manager

  • Feb 2022 - Jan 2023

  Brace pharma is an American company, acquired by the largest pharmaceutical group (NC Group) in Brazil, having started operations in the national territory in 2021. Leader of the medical demand channel, for the Cardiological, Osteometabolic, Endocrinological and Central Nervous System categories. Leading regional and district managers as well as business consultants. • Elaboration of the business plan, focusing on execution efficiency - reach 80% of the market, using 30% less of the sales force. • People management – leading large teams, focusing on execution excellence, regular feedback, training plan and continuous improvement. • Development of the demand/sell out plan, according to market size and growth perspective per molecule/product, according to IQVIA and Close-up. • Implementation of performance indicators, with call to action, for inventory and stockout management. • Elaboration of the approach and connection strategy with doctors and partners. • Definition of the investment plan and strategic partnerships, according to minimum expected returns. • Development of agile and scrum methodology in the management and governance of the company. Achievements: After just over 2 years of operation, the company is already in the top 15 national pharmaceutical companies, with growth of over 40% YTD and positive P&L.



Samsung Electronics

• South Korea
• Computers and Electronics Manufacturing
• 700 & Above Employee

• National Sales Manager

  • Sep 2020 - Feb 2022

  Leader of the Online Sales Channel for home major and small appliance. • Elaboration of the joint business plan for the main online retail channels. • Control and management of the weekly detailed strategic plan both by SKU and client. • Full alignment with S&OP – only produces and ships what is confirmed to be received by the clients. • Development, together with customers, of the promotional calendar for marketing and trade marketing strategies to increase conversion, according to the sales funnel: Acquisition, activation, referral, and revenue. • Initiate and negotiate operations with the major company in Latin America – Mercado Livre.com Achievements – 18% growth in net revenue and 31% reduction in investments, using information intelligence tools, tax knowledge and growth hacking, driving conversion not only based on price, but on consumer perceived value.



Mattel, Inc.

• United States
• Manufacturing
• 700 & Above Employee

• Channel Sales Manager

  • Jan 2020 - Aug 2020

  Leadership: 4 area sales managers, 1 coordinator and 2 analysts. Directly reported to Commercial Director.Led the indirect channel, B2B and specialized retail. Elaboration of the joint business plan and strategic planning, go to market and leadership of the commercial team. • Development of perennial management, with the implementation of all net profit margins in the distribution chain; implementation of minimum prices and portfolio segmentation, according to service channels, region potentials and tax incentives.• Introduction and development of reference wholesalers, such as: Reval, Deycon, Martins and EBD, with full support for product training, sales, and merchandising. This resulted in a real increase in the distribution of cash and carry, hypermarkets, local markets, pharmacies, and conveniences, until then unexplored.• Restructuring of the B2B business model, making it the entry channel for the development of new retail customers, and working with different levels of service according to the profile of the customers.• Trade marketing strategies to optimize shopping experiences, defining tailormade actions, calendar of promotional materials.• Implementation of the Big Data model and information management with the creation of an integrated intelligence and data management team, which resulted in disruptive innovation actions, such as the expansion of distribution routes, the development of the Ideal Salesman project and the replacement of algorithmic automation, according to the cluster size, profile and displays.Results achieved: After years of consecutive decline in sales, growth of close to 20% was achieved in each of the last two years. Resulting in record internal share growth within the company. This growth, combined with the profitability gain caused by the new margin structure in the distribution chain and the replacement of the direct sales force by B2B, made this management a success story of best practices for other countries.

• Regional Sales Manager

  • Mar 2019 - Jan 2020

  Leadership: 1 manager, 1 coordinator and 2 support analysts. Directly reported to the Channel Sales Manager.Responsible for managing the indirect and B2B channel. • Prospecting and opening of new wholesaler and regional customers. • Creation of the annual joint business plan, with proposals for purchase, sales, net profit margins, and promotional investment calendar. • Responsible for financial management, cash flow and P&L of the business plan as well as the management and monitoring of all KPI´s in the business process. • Responsible for restructuring the B2B project, segmenting and applying different levels of customer service to over 200 customers.Results achieved: Growth of over 20% in 2019, reaching record sales in the channel for the company and recognition as a top talent, being nominated for the 360 ° evaluation program for career management - Korn Ferry.

• Trade Marketing Manager

  • Mar 2018 - Mar 2019

  Leadership: 8 coordinators, 1 analyst and 240 indirect promoters. Reported directly to Country Manager in Brazil.Responsible for managing the execution of trade marketing.• Effective restructuring of the channel through the outsourcing of the internal team of promoters, supervisors, coordinators, and elaboration of the service level agreement, quantifying all aspects and actions performed for monitoring and follow-up.• Segmentation of the stores according to their representativeness and potential for the category, directing the strategic initiatives with differentiated service levels, according to their classification. • Creation of the communication flow and implementation of the merchandising planogram. Development of the BI of information and photos with daily and online updates with the app.• Development and implementation of the Perfect Store methodology, using quantitative methods to evaluate the store and merchandising´s team.• Control and management of the budget and audit process.Results achieved: Through these projects, the best merchandising award of the year was obtained from the largest retail customer in the segment. This project was exported to other countries in South America.

• Area Sales Manager

  • Aug 2015 - Mar 2018

  Leadership: 1 coordinator and 1 analyst. Directly reported to the Regional Sales Manager.Responsible for managing the indirect channel. • Creation of the joint business plan with proposals for purchase, sale, net profit margins, and promotional investment calendar. • Preparation of the semiannual sales forecast with approximately 700 SKUs and 2000 assortments.• Monitoring the sales performance of products and customers, ensuring minimum days of inventory on hand, according to the product category and the customer's cluster. • Development the P&L of the channel, proposing tax gains according to each tax regime and State of sale.• Implementation of regional sales events, through a local show room, expanding the portfolio and the relationship with small local retailers. Results achieved: Recognition and award Latam, for the goals exceeded in 2017



Mabe Global

• Mexico
• Appliances, Electrical, and Electronics Manufacturing
• 700 & Above Employee

• Account Manager Key Account

  • Mar 2013 - Aug 2015

  Reported directly to the Area Sales Manager. Responsible for managing the Magazine Luiza account, brick and mortar and online stores, being the company's second largest customer in sales and the first in profitability. • Preparation of joint business plan. • Defining of the product portfolio according to region, net profit margins applied per item and promotional calendar. • Daily monitoring of sales KPI´s through Neogrid and Euromonitor. • Product training for the sales team. • Direction the trade marketing and merchandising strategies. • Product replacement for distribution centers according to the regional performance of the stores. Results achieved: Increase in sales participation within Magazine Luiza, in 25 months, the goal was achieved or exceeded in 24 months.



Barão Distribuidor

• Brazil
• Wholesale
• 1 - 100 Employee

• Marketing Manager

  • Mar 2008 - Mar 2013

  Leadership: 1 designer and 4 analysts. Directly reported to the Commercial Director. • The start of my professional career as a commercial intern. • Development of the marketing area with a focus on strategic management for distribution and market intelligence. • Defining and monitoring of metrics for the monitoring of sales performance. • Evaluation of market potential linked to profitability for the opening new areas. • Implementation of events at product fairs and training of the sales team. • Creating and implementing of the new visual identity. • Customer portfolio management. • Coordination of the product catalog. • Creation of the annual promotional calendar. • Coordination of the customer service center. • Implementing the e-commerce channel. • Participation in the main fairs and events in the sector, internationally. Startup - Fun Brand • Creation and elaboration of the business plan through the study of market potential by price category and age group. • Product proposals and pricing considering the distribution chain. • Contacting several manufacturers in China, Argentina, Germany, United States and Brazil, for product development. • Approvals for licensing, samples, and certifications. • 360 ° communication´s plan linked to the launch dates. • Training of the sales team of wholesalers and retailers. • Monitoring the product life cycle according to sales performance and profitability. Results achieved: Gain in the leadership of toy distribution at a national level being awarded the prominent distributor in Brazil in 2008. New visual identity and the creation of the Fun brand when after two years, 215 products were developed, with only 3 items discontinued due to low performance of sales. The Fun brand won several awards and was the toy brand that grew the most in 2016 and 2017 according to NPD.