Experience

• 

  ACE Startups

  • São Paulo, Brazil

  • Private Investor

    • Dec 2019 - Present
    • São Paulo, Brazil

    Venture Capital investment in early stage startups with strong bias technological and disruptive. Accelerate and supporting through business management advisory, networking expansion and financial support.

• 

  Grupo Pereira

  • São Paulo, São Paulo, Brazil

  • Sales and Commercial Director - Divisão Atacado

    • Oct 2020 - Nov 2023
    • São Paulo, São Paulo, Brazil

    ✓ Leadership sales and commercial teams (Sales & Commercial Managers, Trade & Marketing, HR), responsible for the main kpi’s of the business, ensuring growth above the market and recognition as the best wholesaler distributor in SP;✓ Leadership the strategic business plan aimed at market trends, development of the digital channel, support the market-place platform implementation, planning and implementation of new customer relationship platforms, develop skills and adapt the commercial team to support the strategic plan;✓ Support the implementation and management new business and sales subsidiaries.

• 

  Bombril

  • São Paulo

  • Commercial Director

    • Mar 2018 - Nov 2019
    • São Paulo

    Responsible for completely reviewing the strategy of the commercial area and channels, recovering growth and profitability. My responsibilities included leadership and reorganization of the commercial team, improve execution at the POS, implement the business plan model and recover commercial partnership and relevance in key customers and channels increasing market share in key categories. Management the commercial budget with focus on finance and cash flow constraints focused on business growth reporting to the company's CEO.- Implemented the cost to serve model and the price policy review essential to recover 2 p.p. in the contribution margin, significant increment of the average price and reduction in the price dispersion;- Complete revision of commercial policy and implemented the business plans model important to recover annual revenue growth by 12% in average generating market share gains in important business categories (Steel Wool, Detergents, Concentrated Softeners, Household Cleaners and Saponaceous);- Redesigned channels plans, implemented the commercial routine and revision of the POS execution strategy reducing by half OOS in all regions of the country;- Complete review of the distributors segment model implementing a new pay for performance model, redefining the coverage areas and shared execution at POS, ensuring substantial increase in revenue by 32% and 38% in the number of customers covered;- Improved the GTM model in order to maximize the commercial structure (Sales, Trade Marketing and Execution Teams) reviewing service line and customers frequency strategy generating additional profit of 1.2 p.p. for the entire business.

• 

  Essity

  • São Paulo Area, Brazil

  • National Sales Director

    • Apr 2015 - Feb 2018
    • São Paulo Area, Brazil

    Lead, develop and reshape the entire sales area of the company in the personal care segment (cellulose based products), mainly in the category of incontinence. My responsibilities included commercial team leadership, sales strategy, POS execution, business plans and customers partnerships, market penetration and sales budget management with a focus on business development, reporting to the General Manager of Brazil.- Utilized a top-line sales strategy supported by a POS execution improvement to rapidly recover sales and profitability alined to the targets resulting in an increase in market share from 20.3% to 22.8% through a new approach in the strategic business plan;- Fully revised the company's GTM strategy which resulted in a weighted distribution gain from 57% to 82%. Expanding the commercial partnerships in important customers of the segment and implementing a semi dedicated distributors network;- Led the process to replace sales reps model hiring and training a sales team 100% new and implementing a new business processes and commercial routines.- Implemented a successful strategy focused on premium innovation products and strategic products in the past 3 years, duplicating their participation in the company revenue and growing two times faster than the market.- Redesign the POS execution strategy according to the new customers segmentation increasing the coverage by 30% and reducing by 10 p.p. the levels of OOS.

• 

  Colgate Palmolive

  • United States
  • Manufacturing
  • 700 & Above Employee

  • Direct Channel Sales Director

    • Jun 2012 - Mar 2015

    - Lead the sales multifunctional team for Direct channel (Hypers/Supers) and C&C responsible for 38% of the company revenue and main kpi’s of the channels reporting directly to the Sales Vice President;- Implementation the new service teams for Top Regional Customers (regional retailers) and C&C’s, built the new commercial strategy, focusing on the development of commercial alliances and the implementation of a new business plan and services model targeted to channels that generated average annual growth responsible for 43% of the total company's revenue growth;- In parallel ensure the Project BZ 2015 flawless and effective implementation, a new GTM model and organizational structure (Sales Team and POS Execution). Leading and coordinating the organizational changes in the departments involved and the implementation of a new organizational mind set and new commercial processes.

  • Go to Market Leader - Sales Director

    • Jul 2010 - Jul 2012

    - Leadership of the project's commercial team (internal multifunctional team and external advisories) responsible for reviewing and redirecting the GTM strategy, accessing and defining internal and external business opportunities for the Brazilian subsidiary, future growth drivers and structure demands that ensure growth performance ahead of the market until 2.015;- Redesign of the customer segmentation matrix, defining new roles in the channel's growth strategy and completely revision of the customer service platform and the commercial investment model;- Review and implementation of the new organizational structure, optimizing service to customers by reviewing the call strategy optimizing costs by 1.1 p.p.;- In parallel, as one of the strategies of the new commercial model, implemented the semi-dedicated distributors network responsible for improving distribution and POS execution with an annual average gain of 6 p.p. in numerical distribution in small and medium retailers;- Advisory and support to Latam team in GTM process review in the Colombia and Mexico subsidiaries;

  • Assoc. Director - Customer Development Team Leader Indirect Channel

    • Sep 2004 - Jul 2010

  • Customer Development Manager

    • Jul 2003 - Aug 2004

  • Business Unit Manager

    • Apr 2001 - Jun 2003

  • Divisional Manager

    • Mar 1999 - Mar 2001

• 

  Wella Company

  • Rio de Janeiro - Brazil

  • Strategic Channel Manager

    • 1997 - 1999
    • Rio de Janeiro - Brazil

• 

  Unilever

  • Key Account / Regional Manager

    • 1987 - 1997