Experience

Marsul

• Brazil
• Food and Beverage Services
• 1 - 100 Employee

• Commercial Director (Sales and Marketing)

  • Jul 2014 - Present

  Responsible for Sales and Marketing in Latin América. Among the main responsabilities are: a) Sales management and market share increase with the current customers (such as JBS, BRF, Aurora, etc.), b) Leadership in Joint Business Projects with the key customers; c) Creation and accelerated development of the distributors network in Latin America; d) Sales and Marketing departments re-structuring; e) High performance sales organization; Responsible for Sales and Marketing in Latin América. Among the main responsabilities are: a) Sales management and market share increase with the current customers (such as JBS, BRF, Aurora, etc.), b) Leadership in Joint Business Projects with the key customers; c) Creation and accelerated development of the distributors network in Latin America; d) Sales and Marketing departments re-structuring; e) High performance sales organization;



Own Business

• Porto Alegre Area, Brazil

• Commercial Director and General Manager

  • Jul 2014 - Present

  Consulting, mentoring and coaching. Responsible for the general management, including P&L, Sales and Marketing subjects. Consulting, mentoring and coaching. Responsible for the general management, including P&L, Sales and Marketing subjects.



Sanremo S/A - Uma empresa InBetta

• Brazil
• Manufacturing
• 300 - 400 Employee

• Commercial Director (Sales and Trade Marketing)

  • Oct 2011 - Mar 2014

  Responsible for Sales and Trade Marketing, with strong interaction with Marketing Department, taking part over Marketing Master Plan and Initiatives Design. Responsible for management and development of 01 National Sales Manager, 08 Regional Sales Managers, 01 Trade Marketing Manager, 01 Merchandising Manager, 01 Sales Administration Supervisor and 36 other direct resources among coordinators and sales people. Also responsible for nearly 100 sales representatives and 100 merchandisers. Main contributions: a) Commercial Strategy Design, defining vision, regular focus, long term strategies and key pillars/projects that would deliver the commercial objectives; b) Commercial Policy Re-design that guaranteed the basis for the company’s sustainable growth for the upcoming years (Price list design, New segmentation and Channel discounts design, Promotional Investments policy and support processes); c) High Performance Sales Organization: i) Annual Action Plans by manager and sales coordinator, ii) Commercial Leadership Team regular meetings focused on sales fundamentals, business results, training and development (team effectiveness building); iii) Development Plans by manager and establishment of a Corporative Training Calendar; d) Trade Marketing and Merchandising remodeling in order to support the new culture (from Sell-in to Sell-out); e) Launches qualification with success criteria checklist, registered information, standard videos and presentations, sales kits and launching events to the key costumers; f) Volume and value share leadership (Nielsen) qualifying and penetrating the food channel with a right set of FMCG promotional tools; g) BEST RESULTS EVER in Net Sales, BT Margin and In-store presence in the last two years (2012 / 2013); Show less



Hypera

• Brazil
• Pharmaceutical Manufacturing
• 700 & Above Employee

• National Sales Manager

  • Jan 2011 - Sep 2011

  Responsible for the management and career of 04 Regional Sales Managers and other 10 supervisors throughout the country. Main contributions: a) Key Accounts Revamp: by creating a simple and clear commercial strategy in order to win with the KA’s costumers, could align, enable and motivate the sales team to execute the plans that turned the Key Account business in a very relevant part of the Hypermarcas business. b) In-store Excellence Culture: investing in the in-store presence discipline, delivered a higher and better presence of the sales people in the stores (with assortment recommendation, Nielsen data, PI information and promotional proposals). It delivered a higher in-store presence, with higher share of shelf and merchandising activities, finally resulting in higher patterns of purchases and replenishment. c) Funds Efficiency: in order to guarantee that the Key Accounts could run its regular and additional promotional activities, led successfully a new business platform, presenting business recommendations to the Sales Leadership and Marketing/Trade Marketing Organizations. d) Nine months of Great Results (Always Above the whole Division), putting 2 managers among the 3 prized managers in the 2011 Sales Contest; Show less



Mabesa do Brasil

• Commercial Director

  • Oct 2009 - Dec 2010

  Responsible for management and career of 07 Regional Sales Managers, 01 National Merchandising Coordinator, 02 Regional Sales Coordinators, 01 Sales Administration Supervisor e 08 other resources in addition to 58 Sales Representatives e 96 merchandisers allocated throughout the national territory.Serenity de ArgentinaRegional experience (Southern Cone) collaborating with the start-up of the Argentina’s operation under the responsibility of the Brazilian subsidiary (management and career of 01 National Sales Manager, 02 Regional Managers, 01 Administrative Coordinator and 03 other resources, 01 Export Annalist, 01 Merchandising Coordinator and more 23 Sales Representatives).Main contributions:a) Cremer Disney (children disposable diapers) went from sixth to third position in the market in two years. Only behind Procter & Gamble and Kimberly-Clark.b) Definition of Vision and Commercial Strategy (How to win / where to play);c) Commercial Policy Re-design (pricing, channel discounts, business investments, etc.);d) Order acquisition system with web-platform application;h) Development of a high performance sales team;i) Active participation in the M&A process regarding the negotiation with 2 international players interested in acquiring company. Show less

• National Sales Manager

  • Oct 2008 - Sep 2009

  Responsible for the management of almost 200 people, including regional managers, supervisors, sales people and merchandisers in Brazil.



Procter & Gamble

• United States
• Manufacturing
• 700 & Above Employee

• Drug Channel Department Manager

  • Mar 2008 - Oct 2008

  Responsible for the whole P&G Business in the South region regarding Drug direct and indirect channels.Main contributions:a) Building, customization and execution of annual business plan with the key customers. Led a 34% growth in sales in his unit comparing with 3% growth of the national drug channel organization.b) Development of new projects and successful product launches with the Marketing and Trade Marketing areas, delivering important results in sales, distribution, sales fundamentals and brand exposition.c) Led cross-functional projects like the Joint Business Plan with key customers in the region. The first customer in the project could change a negative result of 4% drop in Jul’08 to an impressive 16% growth by Sep’08. d) Training, development and career management of 03 Sales Supervisors and 01 Merchandising Coordinator; Show less

• National Trade Marketing Manager – Baby Care Category / Pampers

  • Jul 2006 - Mar 2008

  Responsible for definition and customization of new initiatives for the Pampers brand in Brazil, reporting directly to three directors (Trade Marketing, Sales and Marketing) and managing around 300 sales people in that subjects related to the Baby Care category.Main contributions:a) Setting of strategies and plans, long term and short term, related to the market share objectives for Pampers in Brazil;b) Leadership consolidation in value share and leadership in volume share during his passage for the trade marketing;c) Setting of objectives, tracking and management over the sales fundamentals, indirect measures responsible for the market growth (distribution, shelving, merchandising and price);d) Initiatives design and customization of the marketing plans to the national reality given all the plans were regionally developed (Chile/Category Regional HQ); Show less

• Walmart South Account Executive / Sonae Account Executive

  • Aug 2004 - Jun 2006

  Responsible for the management of the whole P&G business with Sonae, a strategic commercial player in the south region, and, afterwards, with Walmart South that finally acquired the entire Sonae’s operation in Brazil.Main Contributions:a) Promotional Calendar Design and Control, managing special funds and regular budget defined for the business;b) Extremely successful business case at SONAE, where a truly Join Value Creation process was implemented with the customer. The model was based on openly exchanging all type of information (sales, turnover, profitability) within a given set of categories (even competition data), to produce an annual activity grid with pre-aligned targets and a robust scorecarding system behind. Led several Top to top meetings and working sessions, which ultimately ended up delivering relevant business results (a 38% sales growth in the business unit vs 10% sales growth in the company) and becoming a best in class case for all Latin America region.c) Well succeed and no-boycotts integration when the Sonae’s operation was acquired by Walmart;d) Successful Joint Business Planning with Walmat South that could maintain and, more than this, accelerate that results delivered by the JVC process already running at Sonae. Show less

• Distributors and Wholesalers Regional Manager (RS/SC/PR)

  • Nov 2003 - Jul 2004

  Responsible for the whole P&G Business regarding the indirect channel (Distributors and Wholesalers).Main contributions:a) Best results in terms of reduction of the period for payment of customers as part of a specific finance project;b) Volume and net sales growth always above the whole indirect channel organization;c) Management of cross-functional team support to specific projects in the customers;d) Management of the indirect sales teams of exclusive distributors in each state (about 150 people); Show less

• Distributors and Wholesalers Supervisor (MT/RO/AC + PR + RS States)

  • Dec 1998 - Oct 2003

  Responsible for the regional coordination of P&G business in the MT, RO and AC States (1998-2000), PR State (2000-2002) e RS State (2002-2003).Main contributions:a) Sell-in and Sell-out management;b) Distributors financial management in order to reduce operational costs;c) Cross-functional management, leading the distributors in marketing, HR, sales, logistics and financial specific projects;d) Management and control of the key performance indicators for the distributors and establishment of correction plans in order to deliver the needed results;e) Broker Project - deployment and execution: presentation/training of P&G trade terms and sales processes to the distributors’ selected key customers and indirect sales force (broker sales force);f) Development of the Wholesalers structure while qualifying and growing the distributors organization;g) Several Successful Top to Top Business Reviews envolving distributors and P&G Top Management in order to commit the needed actions plans to deliver the objectives. Show less



Stahl

• Chemical Manufacturing
• 700 & Above Employee

• Technical Research and Development

  • Mar 1997 - Feb 1998

  Research and development of innovative products for application in leather and shoe industry (adhesives, dyes and pigments). Technical assistance to clients seeking changes and optimization of properties in products already commercialized. Research and development of innovative products for application in leather and shoe industry (adhesives, dyes and pigments). Technical assistance to clients seeking changes and optimization of properties in products already commercialized.