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Work Background
Xminds InstituteSales Strategist & Founder XMinds Institute
Apr. 2024São Paulo, Brasil
BigDataCorpHead of Sales Planning & Operations
Sep. 2022 - Dec. 2023BrasilManage and oversee the sales operations in an organization. Their main duties include designing plans to meet sales targets, developing and cultivating relationships with clients and evaluating costs to determine their products’ pricing when selling to customers.
- Develop and execute strategic plans to achieve sales targets.
- Create and communicate sales goals and ensure C-level executives are informed on the progress of those goals.
- Build and maintain long-lasting, strong relationships with customers while partnering with them to better understand their business objectives and needs.
- Understand industry-specific trends and landscapes.
- Effectively communicate value propositions through presentations and proposals.
- Report on forces that shift strategic directions of accounts and tactical budgets.
- Lead the annual planning for Brazil;
- Develop and execute strategy to ensure growth and achievement of key accounts and revenue objectives;
- Budget development and management;
- Defining sales territories and deploying the sales force optimally across territories;
- Align selling resources with the greatest opportunities in the most cost-effective ways;
- Design and management of quotas for Sales Representatives, Regional Directors and Head of Sales;
- Headcount development, analysis and management;
- Forecast revenue trends in conjunction with Finance;
- Responsible for coordinating business planning process and outputs as part of managing the
operating rhythms of the sales teams. - Drives agenda for operation review meetings.
- Partner with sales management to oversee day-to-day process execution and adherence to policies, identify problems, recommend/take corrective action and communicate performance results and/or changes throughout sales organization and cross-functional business unit team.
Owns Sales Teams, Customer Success, Architecture Solution, Sales Operations and BDR's
unico IDtechSr Manager Revenue Operations
Sep. 2021 - Sep. 2022São Paulo, Brasil- Coordinates sales forecasting, planning, and budgeting processes used within the sales organization. - - Proactively monitors and strives to maintain high levels of quality, accuracy, and process consistency in the sales organization’s planning efforts. - As needed, coordinates planning activities with other functions and stakeholders within the firm.
- Supports the equitable assignment of sales force quotas and ensures quotas are optimally allocated to all sales channels and resources. - Works to ensure all sales organization objectives are assigned in a timely fashion.
- Proactively identifies opportunities for sales process improvement.
- Works closely with sales management to inspect sales process quality and prioritize opportunities for improvement. - Assists sales management in understanding process bottlenecks and inconsistencies. - Facilitates an organization of continuous process improvement.
- Monitors the accuracy and efficient distribution of sales reports and other intelligence essential to the sales organization. - Recommends revisions to existing reports, iin the development of new reporting tools as needed. - Monitors the assigned sales organization’s compliance with required standards for maintaining CRM data. - Works closely with sales management to optimize the effectiveness of the firm’s technology investments.
- Coordinates training delivery to sales, sales management, and sales support personnel in the sales organization supported.
- Provide input to senior leadership in the development and administration of sales incentive compensation programs.
- Working with Accounting, Finance, and Human Resources, provides assistance with sales incentive compensation administration on an as-needed basis, or when required to arbitrate or clarify the application of sales compensation program policies and procedures.
- Directs and supports OKRs;
- Builds peer support and strong internal-company relationships with other key management personnel.
Thomson ReutersHead of Sales Strategy & Operations
Jan. 2020 - Sep. 2021São Paulo, BrasilLegal Professionals
TransUnionHead of Sales Strategy & Operations Brazil
Sep. 2018 - Jul. 2019São Paulo, São Paulo
EquinixHead of Sales Strategy, Analytics & Operations / Chief Of Staff
Mar. 2013 - Sep. 2018São Paulo Area, Brazil- Lead the annual planning for Brazil (~ 500M in annual revenue);
- Develop and execute strategy to ensure growth and achievement of key accounts and revenue objectives;
- Budget development and management;
- Defining sales territories and deploying the sales force optimally across territories;
- Align selling resources with the greatest opportunities in the most cost effective ways;
- Design and management of quotas for Sales Representatives, Regional Directors and Head of Sales;
- Headcount development, analysis and management;
- Forecast revenue trends in conjunction with Finance;
- Develop and manage sales force incentive compensations plans;
- Maintain and track bonus performance;
- Bookings and Churns management;
- Train sales and sales management on acquisition impact
- Channel management and develop better ways of dealing with partners;
- Work with management, Billing, Sales and Customer Service to resolve and/or escalate commission issues;
- Flexibility and adaptability in responding to ad-hoc and time-sensitive requests;
- Order Entry System and Process Redesign and Deployment;
- Lead Integration in Brazil, following, testing and make sure all changes should work;
- Streamline tools & processes to minimize sales drag
- Responsible to manage all Sales tools
- Provide research, analysis, and insight on issues ranging from people to organizations to strategy;
- Define key metrics and dashboards;
- Deliver weekly, monthly and quarterly performance reports;
- Convert data into insight via best-in-class analytics;
- Strong analytical and financial modeling skills, including Excel;
- Improve churn forecasts and plan to reduce it;
- Experience working in high-growth, performance focused environments;
- Deep interest in analyzing data and the ability to see beyond the numbers to drive sound decision-making;
- Administrative tasks such as reporting book collating, responding to sales inquiries, etc;
Avis Rent a CarAccount Executive
Dec. 2009 - Aug. 2012São Paulo Area, Brazil- Preparation and projection studies of market with a focus on new development business;
- Presentation for CEOs of sales planning;
- Preparation of market projection studies with focus on new business development;
- Presentation of business planning and manage meetings for CEOs;
- Monitoring from purchase to delivery new vehicles for fleets engaged;
- Acting with the purchasing area in order to guarantee adequate delivery of vehicles rented;
- Responsible for attending the customers portfolio and maintaining the excellence level of satisfaction;;
- Conducting visits, seeking improved information management and business registration of each customer;
- Preparation and presentation of proposals to prospect new customers, customers for renewal, modification and contracts extension;
- Hand over proposals for contract customers, control returns, checking signature approvals and routing to departments for financial and legal continuity of the process;
- Negotiation of contract details, solving doubts, equating incompatibilities and, if necessary, request the appropriate adjustments to the legal department;
- Prepare visits reports, activities and look for new opportunities for the customer;
- Manage internal sheets of the commercial area (Forecast, Margin and Consolidated Management);
- Control the total fleet of cars available;
- Elaborate and manage the budget;
- Keep updated CRM;
- Training the trade area;
FaureciaSales Operations/Trade Marketing
Jan. 2003 - Nov. 2009Santo André, SP, BR- Implement tactical plan for diversification of segments and response to moves by competitors;
- Disputes Analysis and Evaluation of Variable Pricing;
- Control of the sales tax;
- Analysis Notes Debt;
- Analysis retroactive to receive supplementary estimates;
- Preparation of management reports;
- Preparation of monthly BTI Index (sales price);
- Budget Analysis and Forecast;
- Preparation and analysis of Study Margin (by product line and plant) and Market Sharing;
- Management Support;
- Analysis Profit & Loss;
- Preparation of Cost Breakdown;
- Analysis and Implementation of Price (Sales, Comex);
- Attention to internal clients (foreign trade, logistics, billing, financial, tax, accounts payable and receivable, costs and budgets);
- Estimating Sales and Verification Program (Customer Supplier x);
- Drafting Statements of Origin / Certificate of Origin;
- Analysis of invoices;
- Analysis of RE (export request) / Packing List / BL (Bill of Landing);
- Conference Incoterms used in selling prices;
- Exchange Closing;
- Prospecting for new foreign markets, legal procedures to export;
- Control of sales to overseas customers through applications via integrated (Brazil and Argentina);
- Pilot ERP operating system from the commercial and training of users;
- Domain in SAP, BPCS, QAD and SISCOMEX (Integrated System of Foreign Trade);
Johnson ControlsAdministration Intern
Jan. 2003 - Dec. 2004Brazil- Analysis of daily sales;
- Training new employees;
- Teaching English course for employees;
- Control and soliciting purchases nonproductive.
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