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Work Background
AdaptaHead of B2B Sales
Aug. 2024São Paulo, Brasil - RemoteCommercial Strategy and Processes: Develop and enhance commercial strategy and processes, incorporating new tools and methodologies to keep the area updated and competitive. Sales Funnel Management: Create and maintain a Y-shaped sales funnel, combining Inbound and Outbound strategies to maximize the flow of qualified leads. Commercial Intelligence: Manage commercial intelligence and generate smart lists for opportunity identification and decision-making. Team Training and Development: Train and develop SDR, prospector, and closer teams to achieve sales objectives. Recruitment and Selection: Conduct the hiring process for the inside sales team, ensuring the admission of suitable talent to drive growth. Scalable Training Development: Implement scalable training programs for standardization and operational excellence across all stages of the sales process. Team Management and Meetings: Conduct daily, weekly, and monthly meetings for alignment, development, and performance monitoring of the team. Interdepartmental Integration: Establish effective communication between the sales area and other departments to promote collaboration and alignment of objectives. Performance Management and Compensation: Define compensation policies, including career plans and commission structures, to motivate and retain the sales team. Metrics Definition and Accountability: Establish performance metrics and regularly track results to guide strategic and operational decisions. Conducting or Assisting in Enterprise-Level Deals: Execute end-to-end negotiations for larger companies in the private sector and especially in the public sector.
MundialeHead of Sales - SMB and MId
Feb. 2024 - Jun. 2024Belo Horizonte, Minas Gerais, BrasilCommercial Strategy and Processes: Develop and enhance commercial strategy and processes, incorporating new tools and methodologies to keep the area updated and competitive. Sales Funnel Management: Create and maintain a Y-shaped sales funnel, combining Inbound and Outbound strategies to maximize the flow of qualified leads. Commercial Intelligence: Manage commercial intelligence and generate smart lists for opportunity identification and decision-making. Team Training and Development: Train and develop SDR, prospector, and closer teams to achieve sales objectives. Recruitment and Selection: Conduct the hiring process for the inside sales team, ensuring the admission of suitable talent to drive growth. Scalable Training Development: Implement scalable training programs for standardization and operational excellence across all stages of the sales process. Team Management and Meetings: Conduct daily, weekly, and monthly meetings for alignment, development, and performance monitoring of the team. Interdepartmental Integration: Establish effective communication between the sales area and other departments to promote collaboration and alignment of objectives. Performance Management and Compensation: Define compensation policies, including career plans and commission structures, to motivate and retain the sales team. Metrics Definition and Accountability: Establish performance metrics and regularly track results to guide strategic and operational decisions.
Alinea HelahtSales Director - Head of Sales - Inside Sales at Alinea Health
Jul. 2022 - Feb. 2024São Paulo, Brasil● Building the commercial area from scratch, starting from strategy creation, processes, metrics/KPIs, tools, to hiring and developing members of the commercial intelligence, prospecting, and sales teams.
● Developing the ideal sales pitch.
● Identifying the ideal customer profile.
● Managing commercial intelligence and generating smart lists.
● Assisting in pricing formation and adjustments.
● Training, mentoring, and developing the team (1:1 sessions, continuous technical training, daily execution feedback).
● Developing and executing the hiring process for new members of the inside sales team.
● Maintaining continuous communication with product, marketing, sales, and customer success departments.
● Defining and maintaining the sales team's ramp-up plan, positions, salaries, and commissions.
● Creating and managing sales targets.
● Defining metrics to be monitored and presenting results.
AppmaxHead of Sales - Sales Director - Inside Sales
Sep. 2021 - Jul. 2022Creation and continuous development of the strategy and processes of the commercial area, seeking new tools, processes and methodologies to keep the area updated. Creation, development and maintenance of the Y funnel Inbound+Outbound. Management of Business Intelligence and generation of smart lists for continuous lead source. Training/monitoring/development of SDR's/Prospectors and Closers/Sellers teams. Development and execution of the process of hiring new members for the inside sales team. Create and maintain the ongoing connection between sales and product, marketing, sales and customer success. Definition and maintenance of the sales team's job, salary and commission plan. Creation and management of sales targets. Definition of metrics to be monitored and presentation of results to the presidency. Participation in events for brand dissemination and as a speaker
CreditasSenior B2B Inside Sales Manager
Feb. 2021 - Sep. 2021São PauloEnd-to-end team/process management in Outbound strategy from business intelligence to contract closing. Development of the strategy and processes of the commercial area, seeking new tools, processes and methodologies to keep the area updated. Training/monitoring/development of SDR's/Prospectors and Closers/Sellers teams. Development and execution of the process of hiring new members for the inside sales team. Assistance with events and ways to convert leads. Transmission of content that potential customers can have more adherence to marketing
CreditasTeam Leader - Inside Sales
Mar. 2020 - Sep. 2021São PauloDevelopment of the strategy and processes of the commercial area - Commercial intelligence, prospecting and sales. Training/monitoring/development of the SDR's team. Hiring new members for the inside sales team. Assistance with events and ways to convert leads. Assistance in monitoring the development of the commercial intelligence area.
Outbound MarketingSenior Account Executive
Jun. 2017 - Mar. 2020Belo Horizonte Area, Brazil• Understand the needs of potential customers and demonstrate how inbound marketing and outbound marketing could solve today's challenges. • Conduct meetings and negotiations online and in person developing commercial proposals and keep up with the goals! • Educate clients about the importance of consolidating inbond marketing and outbound marketing processes in marketing and sales teams according to the current lead scenario. • Work with marketing opportunities using CRM, email streams, FUP leads and prospecting.
ReevSenior Account Executive
Jun. 2017 - Mar. 2020Belo Horizonte• Entender as necessidades dos potenciais clientes e demonstrar como o sales engement auxilia na melhoria contínua de processos comerciais.
• Realizar reuniões/negociações online e presenciais junto do desenvolvimento de propostas comerciais.
• Educar clientes perante a importância de se consolidar os processos de sales engagement aliados ao inbond marketing e outbound marketing nas equipes de marketing e vendas. • Trabalhar oportunidades providas pelo marketing e inteligência comercial.
Solides TecnologiaBusiness Consultant
Mar. 2017 - Jun. 2017Belo Horizonte Area, Brazil• Demonstrate to potential clients how a behavioral management software can increase productivity and reduce various costs. • Conduct online and in-person meetings and negotiations, developing business proposals. • Educate clients on the importance of having HR with behavioral analysis and the results that this type of analysis can bring. • Work on opportunities generated by marketing and keep sales goals on track.
Ingage - Digital BrandingInbound Marketing Consultant
Jul. 2016 - Nov. 2016Belo Horizonte Area, Brazil
- Consultant and negotiator in sales processes of inbound marketing plans, building processes for our clients to obtain the best results in marketing and sales. - Business intelligence applied to digital campaigns, marketing channels and sales funnel to generate competitiveness and new business opportunities for the sales department. - Education and qualification of prospects, analysis of strategic decisions, consulting of inbound sales for clients and maintainer of the practices of inbound marketing sales in all the processes of sale, respecting the journey of purchase of the client. Consult qualified leads daily on your key marketing challenges, generating new business opportunities with a focus on inbound digital marketing strategies.
Rock ContentContent Marketing Specialist
Apr. 2016 - Jul. 2016Belo Horizonte Area, Brazil• Understand the needs of potential customers and demonstrate how content marketing can genarete new sales oportunitys. • Conduct meetings and negotiations online and in person developing commercial proposals and keep up with the goals! • Educate clients about the importance of consolidating inbond marketing to a real and profit web presence. • Work with marketing opportunities using CRM, email streams, FUP leads and continuous prospecting.
Fiat Production Engineering Trainee
Mar. 2012 - Oct. 2013Betim MG• Follow-up of preventive and programmed maintenance of the area.
• Identify vehicles with anomalies and send for diagnosis.
• Update, control and repair of electrical diagnostics software.
• Control of the operation of equipment, computers and machines in the sector.
• Follow-up of production loss due to equipment breakdown.
• Monitor internal and external sector audits
• Preparation of tables to analyze daily, weekly, monthly and annual production.
• Assist in the control of technical cleaning of the sector.
• Ensure calibration of all equipment in the industry.
Alfaconsig Credit Agent
Apr. 2010 - May. 2011Belo Horizonte MG• Consignment loan for public servants through Branco do Brasil. • Opening of accounts of Public Servants and several companies through Banco do Brasil. • Realization and control of the process of opening accounts at Banco do Brasil. • Conduct visits and negotiations between Banco do Brasil and companies to open accounts on a large scale. • Generate weekly and monthly reports for account opening control.
Geo EstruturarProduction engineering intern
Aug. 2008 - Apr. 2009Belo Horizonte MG• Development of copywriting activities using AutoCAD 2D and 3D. • Shape and frame designs (Reinforced concrete parts).
USIMINASIntern in administration
Jan. 2008 - Jul. 2008Belo Horizonte MG
• Help in the execution of consultation processes to the activities of purchase and sale of technology, observing as the contractual and auxiliary relationship in the collection and organization of data. • Monitoring of internal and external administrative activities of intellectual property. • Contacts with other areas of the company, such as board and legal service.
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