São Paulo, São Paulo, Brazil
A área comercial é a área que puxa o restante da empresa. Empresas bem conduzidas crescem e são lucrativas. Empresas lucrativas geram riqueza para a sociedade, gerando empregos e impostos, diretos e indiretos. O meio corporativo está mudando na mesma velocidade que muda nosso mundo, cada vez mais rapidamente. A área de vendas precisa ser mais ágil que as outras áreas na empresa, pois é quem recebe primeiro os impactos das mudanças. E os profissionais comerciais precisam estar sempre atualizados com as novidades, ferramentas, modelos e conceitos de gestão comercial. Aprender todos os dias. E aplicar seu conhecimento. Acertar, errar, corrigir o erro e aprender com ele. Ajustar, aprender mais, acertar, errar novamente, ajustar, testar, aprender. Cada vez mais rápido. Apoiar empresas neste processo contínuo de geração de riqueza é uma missão importante e realizadora.
Sales management specialist: Sales planning, sales pipeline management and CRM, sales incentive / variable compensation, training, KPIs, sales channels, sales productivity, mentoring of sales managers, commercial best practices; Account plan and sales territory plan; Sales management with state-of-the-art tools; Strategic Consulting, business plan & sales strategy development;
Member of the board
Implementation in Brazil of DHL´s new global sales process. Implementation of sales force automation tool Siebel. Definition and implementation of Sales approach strategy. Standardization of sales management process through Regional and Station Managers. Negotiation of strategic alliances. Management of 28 customer assistance professionals with “hunters” and “farmers” approach In charge of annual sales Budget and bi-monthly Reforecasts.
Responsible in Latin America for product with US$ 15M in revenue. Responsible for DHL Brazils 5-year Strategic Plan. Member of the group in charge of elaborating DHL Latin Americas 5-year Strategic Plan.
Leader of the most successful of 9 regional projects of 2002, having brought to DHL Latin America a profit equivalent to the one of DHL Brazil. Reporting to Regional Office in Fort Lauderdale FL, leader of team responsible for implementing project in the Latin American region, composed of 3 sub-regions and 49 countries, with over 7k employees, 778 offices and an approximate revenue of US$ 500 M. Initial target was exceeded by over 350%.
Salesperson of Matsushita Electric Works, business unit within Panasonic Brazil in charge of sales to construction industry and electronic components. Reporting directly to country manager, managed sales to a broad sales wallet of large companies in the telecom and construction industries.