Over 23 years of experience in multinational companies at Top Level Management (Xerox, Diveo Broadband Networks, Comsat International and Telespazio Brasil) managing and selling information technology, telecom, software and services. Being responsible to: sales business unit management; develop and implement the short, medium and long term commercial and strategic plans; develop and implement commercial strategies with the direct sales and indirect sales (partners and distributors) teams to reach out the company’s results; plan and implement orders objectives to the sales team in accordance with the companies goals; projects evaluation in terms of margin, ebit, costs, investment, revenue, cash flow to reach out the companies and customers objectives; work with the pre-sales team to design the most viable solution to the customers and with the aftersales team to ensure that the client services and products will be delivered in timely way; manage the sales team to ensure that they will get the results in the customers base and get new customers. As the main characteristics: Team builder, expertise in structuring cross functional teams, excellent communication skills, full understanding on the corporative dynamics of multinational companies, great ability and sensibility in identifying , analyzing and exploiting business opportunities and threats, as well as company’s weaknesses and strengths. Strong track record of negotiations including large contracts in Public, Telecom, Financial, Oil & Gas, Maritime, Mining and Retail Sectors.
B2B Sales and Mkt Strategy Management;
Management of Direct Sales, Channels and Distributors;
Sales Cycle Management;
Market Analysis and Competition;
P&L and Balance Sheet Management;
Experience in Leading Teams;
Innovation (Internet of Things, M2M and Digital Transformation);
Building Partners Ecosystem;
On contracts, agreements and public tenders;
Startups and Turnaround;
Conduct activities for office including hiring, discipline and evaluating performance of team and labor scheduling; identifies areas for development as well as future competencies;
General Management of Corporate Marketing & Sales;
Solve major customers conflicts, subcontractor and/or external issues;
Coach functional area staff on their timeliness and project time frames. Prioritizes projects and initiatives in accordance with organizational goals;
Excellent Relationship with C-Levels of the most important companies from Oil & Gas, Maritime, Telecom, Public (Federal and State Level), Defense, Mining, Financial and Retail Sectors.
2006, July - present TELESPAZIO BRASIL (www.telespazio.net.br)
· Mkt and Sales Director (Statutory Director)
Reporting to the CEO, responsible to develop and implement all the commercial and mkt strategies at Brazil. Profit and Loss Management .Organization of the commercial team to achieve the budget (New Contracts, Revenue and Ebit); management of the commercial team (Sales Forecast and Funnel);negotiation with supplying partners/to make viable customized projects; administrative and financial management of the area.
2003, March – 2006, July COMSAT INTERNATIONAL / current British Telecom (www.bt.com)
· Regional Sales Director
Reporting to the CEO, Responsible for Sales in the regions of Rio de Janeiro, Espirito Santo, Minas Gerais, Center-West, North and Northeast. Organization of the commercial team (Base and Hunter) to achieve the budget; management of the commercial team (Sales Funnel);negotiation with supplying partners/to make possible customizing projects; administrative and financial management of the regional; development partnerships with representatives (dealers) to performance in regions, where does not exist sales team. Participated directly in the merger of Comsat International with Vicom to become a single operator to gain scale in Brazilian Satellite Market.
2000, August – 2003, February DIVEO BROADBAND NETWORKS (www.diveo.net.br)
Reporting to the Vice-President, Responsible for Diveo Operation startup at Rio de Janeiro, implementing all the processes, building relationship with the market, development commercial strategies to sell "Last Mile using Digital Radio Access" for telecommunications operators. Management sales team (Hunters) with focus in the prospection of medium and large accounts (Souza Cruz, White Martins, Shell, Ipiranga and Chevron) to sell solutions as: Internet Access, Date Center and Data/Voice Networks.
1994, July – 2000, July XEROX DO BRASIL (www.xerox.com)
Senior Account Manager
Reporting to the Regional Director, Responsible to implement the “Knockout Project” that had as objective to convince medium and large companies to change of supplier (Xerox Competitors). This project was created because Xerox was losing market share.
Responsible to selling technology, software and services to most important customers of Xerox and management the sales team who was responsible to attend Key companies (prospects and customers). Development and implantation commercial strategies. Identifying new opportunities and this team was responsible to keep/increase the main revenue of Xerox’s Rio de Janeiro.
Master Business Administration in Trade Market and International Business (2008)
Master Business Administration in Telecom Management by FGV-RJ (2003)
Master Business of Administration in E-Business by FGV-RJ (2002)
Graduated in Electronic Engineering by CEFET-RJ (1997)
LANGUAGES / INFORMATION TECHNOLOGY KNOWLEDGE
English – Fluent
Spanish – Advanced Level
Italian – Basic Knowledge
MS-Office (Word, Excel, PowerPoint), Internet and others specific software’s.
TOP Management / Open Mind – Telespazio Italy
ITP (Integration Transnational Path) – Telespazio Italy
Administrative Procedures – UNITED STATES AGRICULTURE DEPT.
CBV (Basic Sales Course) – XEROX BRASIL
PSS (Professional Sales Skills) – XEROX BRASIL
BFS (Buyer Focused Sales) – XEROX BRASIL
Advisory Sales I e II – XEROX BRASIL
Key Accounts Sales – XEROX BRASIL
Advisory Sales for Telecom Market (Supra) - DIVEO BROADBAND NETWORKS
STS III (Advisory Sales) – DIVEO BROADBAND NETWORKS
Project Management – FUNDAÇÃO GETÚLIO VARGAS
Strategy Planning – FUNDAÇÃO GETÚLIO VARGAS
Contracts – IDEMP - RJ
· Sports: Volleyball, Running and Tennis
· Watching movies
Date of birth: June 30th, 1970,
Civil Status: Married
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