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Work Background
ALAGCommercial Manager
Dec. 2023 - Apr. 2025Departamento Alto Paraná, Paraguay• Direct management of a team of 14 Technical Sales Representatives (TSRs), fostering individual development and high field performance.
• Responsible for planning and leading strategic commercial campaigns focused on revenue growth, profitability, and market expansion.
• Development and control of the commercial budget, including the construction of the Annual Plan, growth targets definition, and contribution margin management.
• Definition and monitoring of sales targets related to events, prospecting new partners, and acquiring strategic (target) clients.
• In charge of technical and behavioral training for the TSR team, with a focus on value-based sales and consultative selling techniques.
• Responsible for cascading and tracking regional and individual TSR sales targets using performance indicators (KPIs) for analysis and decision-making.
• Led the implementation of new product lines in the portfolio, notably foliar and specialty fertilizers, overseeing launch strategy, pricing, and market positioning. Key Achievements:
• Expanded the portfolio with new lines of specialty and foliar nutrition fertilizers.
• Strengthened the strategic client portfolio ("Top 10").
• Improved commercial margins and increased annual revenue.
Louis Dreyfus CompanyTechnical Sales Specialist
Jun. 2023 - Nov. 2023• Designed and delivered technical and commercial training for a team of five consultants, focusing on enhancing consultative sales skills and aligning performance with strategic goals.
• Managed key accounts, leading the full B2B sales cycle and addressing customer complaints related to product quality.
• Prospected new clients, targeting high-tier (Segment A) accounts to expand the customer base and increase market share.
• Developed annual action plans, aligning commercial strategies with the specific dynamics of the regional market.
• Conducted market analysis for pricing of chemical products, ensuring competitiveness and profitability.
• Created and executed sales campaigns focused on key accounts, driving sales volume and strengthening relationships with strategic clients. Key Achievements:
• Reduced quality complaints and improved customer loyalty through the implementation of effective post-sales processes.
• Achieved a significant increase in sales volume and market penetration through targeted campaigns aimed at key accounts.
Rural Partners B&BAgricultural Engineer
May. 2020 - Jan. 2022• Actively prospected new clients and business partners, expanding the company’s customer base.
• Conducted strategic visits to producers, partners, retailers, and cooperatives to promote the service portfolio.
• Participated in commercial initiatives and marketing strategies, including the organization and delivery of lectures and workshops.
• Strengthened the company’s market presence through field days and related industry events.
I.Riedi Grãos e InsumosRegional Commercial Manager
Apr. 2018 - Mar. 2019• Managed a team of 11 branch managers, fostering strategic leadership, alignment with corporate goals, and development of managerial competencies.
• Assessed the performance of 11 managers and 30 field consultants (agronomist sales representatives) based on commercial KPIs, productivity, and regional outcomes.
• Acted as Head of Key Accounts, leading high-impact negotiations, managing relationships with strategic clients, and defining commercial policies.
• Implemented the Annual Sales and Grain Purchasing Plan at the branch management level, aligning tactical actions with national strategy.
• Led major commercial negotiations with a focus on margin, client retention, and operational sustainability, involving key agribusiness stakeholders.
• Managed the overall profitability of the units under responsibility through P&L analysis, contribution margin, and operational cost control.
• Designed and executed the Regional Annual Action Plan, focusing on market expansion, revenue growth, and operational efficiency.
• Actively participated in the selection and hiring of new branch managers, emphasizing technical expertise, leadership skills, and cultural fit.
• Member of the Key Accounts Credit Committee, assessing risks, defining credit limits, and contributing to strategic credit decisions.
I.Riedi Grãos e InsumosStrategic Purchasing and Market Intelligence Specialist
Apr. 2016 - Apr. 2018• Prepared weekly market intelligence reports focused on trend analysis and decision-making support for the commercial team, branch managers, and executive board.
• Analyzed the agricultural inputs market to support purchasing decisions and strategic negotiations, considering pricing, seasonality, and competitiveness.
• Executed strategic purchases of agrochemicals, seeds, corn, and fertilizers, negotiating with suppliers to ensure cost-effectiveness and adherence to the supply plan.
• Defined product portfolio pricing strategies aligned with profitability policies by segment, considering margin, market positioning, and competitiveness.
• Managed margins on major commercial negotiations exceeding USD 200,000, ensuring profitability and business sustainability.
• Managed and strengthened strategic commercial partnerships, contributing to the growth of the supplier portfolio and business opportunities.
• Controlled financial costs of the purchasing department, focusing on operational efficiency and working capital optimization.
• Evaluated and implemented new products into the portfolio based on technical feasibility, market demand, and margin potential.
• Participated as a member of the Key Accounts Credit Committee, contributing to risk analysis and strategic credit approval decisions.
I.Riedi Grãos e InsumosSenior Sales Manager
Mar. 2013 - Apr. 2016• Implemented sales strategies aligned with the annual strategic plan, focusing on maximizing results and operational efficiency.
• Led high-value negotiations with strategic clients, aiming to close contracts and drive market expansion.
• Developed and executed targeted sales campaigns, emphasizing prospecting and retention of key accounts.
• Managed cross-functional teams, including agronomists and branch managers, with a focus on structuring and expanding business regions.
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