I've been training teams for years, making people more diligent with their tasks, saving time and orienting them to the results. My value proposition is basically the transference of my knowledge and experience in different sectors of business to my students.
I've been training teams for years, making people more diligent with their tasks, saving time and orienting them to the results. My value proposition is basically the transference of my knowledge and experience in different sectors of business to my students.
BUSINESS/ SALES/ MARKET INTELLIGENCE
SUMMARY
・ Economist; MBA in Financial Management, Auditing, and Controllership; MBA in Market Intelligence; currently, studying International Business (Trade/Commerce) at Centennial College.
・ Hunter sales profile, with networking ability and confidence with senior decision makers.
・ Strong background in complex sales and solutions, leading sales team on pipeline/forecast management.
・ Large experience in implementing processes and sales methodologies (Solutions Selling and Spin Selling
・ Methodologies), leading and training the sales force.
・ Modeling and negotiation of corporate services agreements – spot, short and long-term.
・ Business model and Value Proposition Design.
・ Competitive intelligence analysis: macro and micro-environmental studies, identifying competitive advantages, customers behavior, and needs, strategic groups, internal and external analysis using frameworks and strategic tools (PESTLE, Five Forces, SWOT, VRIO, BCG Matriz, etc.).
・ Market research: NPS, Declared Importance, Derivative Importance, Satisfaction, Quality, Perception of Value, Price Sensitivity Model.
・ Commercial Plan: Market sizing, segmentation, S&OP, product research and development, strategy (drivers and goals), experience with product improvement committees.
・ Large experience with spreadsheet pricing, designing COGS, SG&A, Gross Margin, Taxes, Net Profit, for BID proposals, free cash flow projection, economic and financial feasibility analysis, defense on committees, working on the project evaluation criteria (NPV, IRR, Payback, EBITDA, WACC).
・ Experience with statistics/econometrics, macroeconomic scenarios analysis, following global economy through indicators and market reports.
・ Budget planning, forecast and scenario analysis.
・ Strategic planning: design, implementation, measurement and management (BSC).
・ Experience in restructuring, merger and acquisition (M&A), alliances, joint ventures, change management.
EDUCATION
・ International Business/Trade/Commerce, Centennial College. (Jan/2018 – May/2019)
・ MBA in Market Intelligence – Brazilian Institute of Market Intelligence – at IBRAMERC. (2015)
・ MBA in Financial Management, Auditing and Controllership – at FGV. (2010)
・ Barchelor’s Degree, Economics – at Polifucs. (2006)
LANGUAGES
・ English (Advanced)
・ Portuguese (Native)
・ Spanish (Intermediate)
COURSES AND OTHER EXPERIENCES
・ SPIN Selling (Sales Methodology) - IBRAMERC – Brazilian Institute of Market Intelligence
・ Solutions Selling (Sales Methodology) – RMS Software S/A
・ Course of Geosynthetics - TRI - Texas Research International
・ Negotiation Techniques - IBRAMERC – Brazilian Institute of Market Intelligence
・ Criteria of Excellence in Quality Management - (FNQ – National Foundation of Quality)
・ ISO 9001; ISO 14001; OHSAS 18001.
PROFESSIONAL EXPERIENCE
Nov, 2013 – May, 2017 SANSUY S/A INDÚSTRIA DE PLÁSTICOS
(Brazillian Company, founded by Japanese, Plastic (PVC) Industry)
Business Manager
・ Captured 100% of market share from the largest global manufacturer, from Switzerland, in only two years.
・ Increased sales by 100% by implementing strategies to develop segments/niches.
・ Identified strategic partnerships and gathered market information to gain a competitive advantage.
・ Contacted new and existing customers to discuss how specific products and features could meet their needs, and developed with Engineering and Laboratory departments priorities and strategies.
・ Identified, coordinated and participated in client relationship-building activities and meetings.
・ Created value propositions, national programs and strategic plans.
・ Cultivated relationships with key players in various industries to create mutually beneficial referral systems.
・ Identified issues with existing marketing material to drive process improvements.
・ Developed growth plans by identifying key clients, key targets and priority service lines.
・ Collaborated with sales force to penetrate/identify potential customers and coordinate product demonstrations.
・ Developed innovative business plans and sales strategies for vertical markets.
・ Created and conducted unique marketing proposal presentations.
・ Delivered performance updates, quarterly business reviews and planning meetings.
Apr, 2011 – Oct, 2013 EXTERRAN SERVIÇOS DE ÓLEO E GÁS LTDA.
(Oil and Gas company, from the US)
Business Development Coordinator
・ Generated new accounts by implementing effective networking and content marketing strategies.
・ Identified strategic partnerships and gathered market information to gain a competitive advantage.
・ Delivered performance updates, quarterly business reviews and planning meetings.
・ Targeted new long-term business partner prospects and closed deals.
・ Contacted new and existing customers to discuss how specific products could meet their needs.
・ Identified, coordinated and participated in client relationship-building activities and meetings.
・ Cultivated relationships with key players in various industries to create ongoing and mutually beneficial referral systems.
・ Developed growth plans by identifying key clients, key targets and priority service lines.
・ Generated new sales opportunities through direct and telephone selling and emails.
・ Collaborated with account executives to penetrate new accounts, identify potential customers and coordinate product demonstrations.
・ Developed innovative business plans and sales strategies for vertical markets.
・ Partnered with regional corporations to establish direct marketing channels and streamline company operations.
・ Coordinated and managed major proposal processes from initiation to implementation.
Sales Executive Nov 2010 – Mar 2011
KANDRA DIGITAL MEDIA LTD (Stream media and Digital signage) Salvador-BA, Brazil
Account Manager Apr 2010 – Nov 2010
RMS SOFTWARE S/A (Retail Software ERP) Salvador-BA, Brazil
Consultant Sep 2009 – Mar 2010
ESSENCIAL TECNOLOGY, MANAGEMENT LTD (Data Processing) Salvador-BA, Brazil
Business Manager May 2007 – Sep 2008
SAGA INDUSTRIAL AUTOMATION LTD (Automation) Salvador-BA, Brazil
Commercial Supervisor Sep 2005 – Jun 2007
EXTERRAN S/A (Industrial Maintenance and Gas Compression) Salvador-BA, Brazil
Intern (FX AREA) Aug 2004 – Sep 2005
SANTANDER BANK S/A – CORPORATE (Foreign Financial Products) Salvador-BA, Brazil
This is a mix between a set of methodologies and a bunch of life experience in the Industry, Oil & Gas, Energy, Infrastructure and Construction sectors, built in more than 20 years of experience. It brings concepts related to marketing, negotiation,...
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