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Work Background
FlexPro SaúdeEntrepreneur
Dec. 2024São Paulo, São Paulo, Brasil
PayssegoCo-Founder & CRO
Jun. 2024 - Nov. 2024São Paulo, São Paulo, BrasilAfter defining the company's growth strategies with our founders, my main role is to work closely with the executive team and be at the center of all revenue-related functions, including marketing, sales, customer support, pricing, and revenue management.
CPV InvestmentsSenior Business Partner
Apr. 2024São Paulo, São Paulo, BrasilPartnership focused on business referrals for CPV Investments I Advisory Services (Buy Side, Sell Side or Fund Raising) and CPV Investments I Venture Builder.
Pluxee BrasilFleet & Mobility VP
Feb. 2021 - Apr. 2024São Paulo, BrasilResponsible for managing the Mobility BU at Pluxee Brasil, including the growth and development of products and services for B2B2C and B2B.
- Reporting level: N2; CEO
- Responsibilities: Growth of the Fleet and Mobility business line. Management of the Commercial team in direct and indirect channels, Products, Operations and Marketing.
o Main results: 3 years of average growth between 25% and 30% per year in revenue and 100% in EBITDA.
BIZUP STRATEGYPartner
Dec. 2020 - Feb. 2021São Paulo, BrasilProjects of Organization Strategy & M&As.
PaylyChief Commercial Officer (CCO)
Feb. 2019 - Aug. 2020São Paulo, São Pauloo Reporting level: N2; CEO
o Responsibilities: Growth of the B2B customer network and implementation of partnerships to increase payment transactions and digital wallet use. Seek product improvements and new features through contact with customers. Manage the business development team to bring new products and projects. Lead the key accounts team and sustain profitable sales and healthy margins. Promote a change in mentality and habit in terms of digital payments and encourage digital transformation in large companies.
o Main results: - Change of strategy for B2B and restructuring at Payly: implementation of the agile methodology (SAFe). - Implementation of the digital wallet in (#16) Tenco Shopping Centers on Payly: onboarding 1 M users on the platform in 12 months.
RaízenHead of Innovation and Development
May. 2017 - Feb. 2019São Paulo e Região, Brasilo Reporting level: N3; HEAD OF CONVENIENCE.
o Responsibilities: Management of innovation and development projects for the Shell Select franchise, including the reformulation of the food service offering, the formatting of the logistics and centralized purchasing model, new store formats, construction of the POS technology platform for the franchisor. To be a franchise with a robust and profitable value proposition for all stakeholders, so that the 5-year Expansion plan is achieved.
o Main results: - Leadership in the Shell Select franchise remodeling project (value proposition, look&feel, logistics and product); - MVP and first 30 stores showed a 10% delta in EBITDA (average for the new format was -3% to 7% in the new format).
RaízenShell Select Expansion Manager
Jul. 2015 - May. 2017São Paulo Area, Brazilo Reporting level: N3; HEAD OF CONVENIENCE.
o Responsibilities: Management of franchise expansion, through support in prospecting and commercial negotiation, as well as management of project implementation including pre-opening training of franchisees and employees. Build a robust prospect pipeline and deploy stores in the shortest possible time and with franchisee satisfaction.
o Main result: reduction in store opening time from 12 to 4 months.
RaízenShell Select Franchise Operations Manager
Dec. 2014 - Jul. 2015São Paulo Area, Brazilo Reporting level: N3; HEAD OF CONVENIENCE.
o Responsibilities: Management of the Operations area composed of food service logistics cells, development of standards and layouts, expansion of new stores, intelligence and performance analysis. KPI management and relationship with Linx, developer of the franchise operating system. Support of franchise operations, monitoring results and main partners (Linx and Comfrio). Implement stores in the shortest possible time. o Main result: Cherto Diagnosis for the Select Franchise and design of the three-year action plan for the business turnaround.
RaízenNational Trade Marketing Manager
Aug. 2013 - Dec. 2014Rio de Janeiro Area, BrazilReporting level: N4; HEAD OF MARKETING.
o Responsibilities: Planning and execution of the marketing strategy in the Shell dealers channel, through BTL campaigns, motivational programs for Shell stations and Shell Select convenience stores and the communication and feedback channel for Shell resellers and Raízen's commercial area. Administration of the Annual Marketing Cycle and BTL Marketing Opex. Operational excellence at stations and stores, using motivational campaigns and programs to maximize the sale of premium fuel products and Shell Select stores.
o Main result: the mix of added gasoline increased by 3 percentage points, representing more than R$800 M in additional margin.
RaízenProject Manager
Nov. 2012 - Aug. 2013Rio de Janeiro Area, BrazilReporting level: N4; REGIONAL SALES MANAGER.
o Responsibilities: Management of the implementation of the new Trade Marketing organization. Structure design, definition of roles and responsibilities, PDCA, development of the mobile field tool, monitoring the results of implementation pilots in the focus markets. Obtain buy-in from the commercial and marketing area for a new way of working, with the objective of maximizing sales results and margins for the distributor and reseller.
o Main result: Development and startup of the Trade Mkt organization, with its processes, KPIs, budget and campaigns.
Raizen SARetail Operations Manager
Nov. 2011 - Nov. 2012Rio de Janeiro Area, BrazilReporting level: N4; RETAIL PRACTICES MANAGER.
o Responsibilities: Management of processes in the commercial area, analysis and development of tools to optimize performance and results, implementation of the CRM platform (Salesforce.com), design of the field routine through PDCA and interface with IT. Maximize the performance of the commercial team on the field, with agenda and execution discipline. Strengthen relationships with Shell resellers.
o Main result: Implementation of the Salesforce platform for the Sales team.
Raizen SASpecial Projects Coordinator
Apr. 2011 - Nov. 2011Reporting level: N4; RETAIL PRACTICES MANAGER.
o Responsibilities: Preparation of the marketing plan for the Raízen startup, a Joint Venture between Shell and Cosan. Analysis of all programs from both companies in the integration team of both companies. Build an integrated marketing area using the best tools and initiatives on both sides. o Main result: Completion of the JV transition plan on time and within the agreed budget.
COSAN Combustíveis e Lubrificantes S/AMarketing Manager
Jan. 2009 - Apr. 2011Reporting level: N4, MARKETING DIRECTOR.
o Responsibilities: Development and management of the motivational program for resellers and employees, the mystery consumer program, sales campaigns at POS, support in communicating the launch of the credit card in partnership with Santander, creation and management of the loyalty program and from the rewards website for Esso station consumers. Creation of a strong value proposition (Value Proposition) for the Esso brand, after a change in shareholding control, to recover its value with partners and end consumers. o Main result: Development of the value proposition for the Esso brand, increasing reseller engagement with marketing programs and platforms.
ExxonMobilSales manager
Nov. 2006 - Jan. 2009Reporting level: N2; President.
o Responsibilities: Commercial management for the states of RJ/ES, Sul de Minas and BA, customer relationships, credit administration, negotiation of new customers, negotiation of new contracts, development of new partnerships.
o Main result: Reopening of the 11 largest Esso stations in RJ that had been closed for 2 (two) years, recovering market share and renewing Esso's image in the Rio market.
ExxonMobilPlanning Analyst
Feb. 2004 - Nov. 2006Reporting level: N4, AmSul Regional structure.
o Responsibilities: Financial analysis of investments, ROCE management of projects, direct reporting to the President of the subsidiary, annual budget management, portfolio analysis.
In the last 12 months in the role, international experience in investment management for the Southern Cone. Participation in the strategic study for Latin America, based in Fairfax, USA. Efficient portfolio and return on investment management for Brazil and Cone Sul affiliates.
ExxonMobilPricing Analyst
Apr. 2002 - Feb. 2004Responsibilities: Price and market analysis, management of pricing at gas stations, analysis of market practices and analysis of competition, implementation of new regulations. Developed the competitiveness strategy for retail Esso gas stations in Brazil. This strategy was later used to develop the price management tool for other countries in South America.
o Challenges: Maximizing margin on fuel sales and increasing market share.
ExxonMobilCredit Analyst
Aug. 2001 - Apr. 2002Responsibilities: Analysis and proposals to be negotiated with debtor clients. Preparation of the internal approval process and implementation of the agreement, often judicial.
o Challenge: Reduction of the company's credit exposure and legal collection actions.
ExxonMobilPower User SAP Deployment
Feb. 2001 - Aug. 2001Responsibility: Power user in SAP implementation. Responsible for testing the tool and training the entire Sales team.
o Challenge: Make SAP a more user-friendly tool for the field team to use for their main needs.
ExxonMobilCommercial Advisor
Jan. 1996 - Feb. 2001Responsibilities: Account management (35-40 positions), customer relationship, sales results, credit administration, new business development, advising customers on different administrative and managerial aspects (marketing, promotions, price positioning, recruiting people , between others). o Challenges: Maximizing the volume of fuel sold, increasing market share with profitability.
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