Andre Gaiofato Email & Phone Number

São Paulo, Sp, Br

São Paulo, Brasil

São Paulo, Brasil

Consultoria de negócios voltada para melhorias de processos comerciais, identificação de poderia de melhorias de performance, produtividade para aumento de receita

São Paulo, Brasil

Responsible for the commercial P&L and redefinition of the new sales-marketing strategy (Hunter) and customer portfolio (cross-sell) in the Corporate and Middle Market segments.Leading a team of eight Senior Sales Managers and seventy-four Business Executives, responsible for R$3.2 billion annual business volume and R$176 million revenue, which represents 46% of the total business value.Main achievements:• Thirty-four percent YoY (year over year) sales growth in 2021, reaching the best performance of the nine previous years, with revenue for the Large Accounts (Corporate) segment with R$150M/year sales volume.• Management of a portfolio of 1,500 customers of the Corporate and Middle Segment with two-digit growth and over achievement of 18% (YoY) in the customer retention rate.• Implementation of the new CRM (Salesforce™) and creation of the KPIs and online business management report.• Development and implementation of sales performance KPIs and the new management methodology of the sales Funnel aligned with the global strategy.• Led the cultural change of expert teams working alone for cross-functional collaborative teamwork using Agile methodology.• Brazilian representative in the Global Committee for Expansion of new businesses for global customers of Sodexo; and• Led the rollout process of the new consultative selling training (Solution Selling™ Methodology).

São Paulo, Brazil

Report to Latam Executive Board, having as main responsibilities P&L and the definition, and execution of the Business Strategy in Brazil.Main achievements:• Increased the annual revenue by over 40% (YoY) and 65% of the final margin (Gross Profit).• Created the commercial team of Inside Sales (Hunters and Farmers) by applying the Winning by Design™ sales methodology; Led the implementation of CRM (Salesforce™).• Led the Digital Marketing Leads (inbound and outbound) Project with the support of the pre-sales team (SDRs); contributed to the increase in the commercial team productivity (Hunter) by 78%.• Implemented the innovative, unique Marketplace in the B2B market for fuel purchase (low-cost, highly profitable solution). The sales revenue has reached 30% representativity of the Business Unit total in one year.• Set up Strategic Alliances and business Partnerships with the biggest fuel dealers in Brazil such as Ipiranga, Shell, Alesat, and Royal Fic, among others.• Restructuring of card acceptance chain along with the team of accrediting and implementation of management of strategic partnerships with Shell, Ipiranga, and Alesat, among others; and• Implementation of leading Partners in Telemetry such as Pointer and Cobli boosting a new positioning of the brand

São Paulo Area, Brazil

Regional Sales and Strategic Alliances manager - Feb/13 – Nov/18Responsible for the strategy and execution of the Business plan (Sales and cross-sell) for the Corporate and Middle Market Segments, being also in charge of managing Strategic Alliances (Partnerships).Main achievements:• Restructuring of the commercial team by separating the Sales team and customer Portfolio management team having the team focusing on consistent annual growth.• Increase of sales and revenue of the Strategic Partnerships by over 30% YoY (Santander Bank, RB Serviços).• Implementation of the Inside Sales and SDR model at the regional office becoming a standard for the entire Brazil commercial team; and• Acknowledgments: Best Regional Sales Manager for four years in a row.

São Paulo Area, Brazil

National Senior Sales Manager – Jan/10 - Dec/12Business Manager for the Strategic Business Unit - Feb/09 - Jan/10Global Senior Relationship Manager – Oct/05 – Feb/09 Responsible for B2B revenue of R$6 billion in the Corporate and Middle Market segments. Management of a team of thirteen Regional Managers, four Senior Managers, and ninety-eight Sales Executives in Brazil.Main achievements: • Creation and implementation of sales model by using the Bank (managers) network with 34% increase in revenue in 2010, above the average of the B2B market.• Consistent increase of YoY revenue in 25% average from 2002 to 2007, and 34% in 2005/2006 through a change in sales process adopting the consultative selling methodology. • Implementation of Amex Distribution Card Project (solution for management of company receivables). • Leadership in strategic alignment with global partners such as American Express, Visa, Mastercard, and Bank of América.• Implementation of improvements in business processes with optimization of resources increased productivity by 25% in 2006.• Implementation of mobile consultative selling methodology where the sales Executive, through an Ipad supplied by a Partner, performed the survey and offered a cross-sell in front of the customer. This has allowed a 40% growth of cross-selling at the existing customer base; and• Acknowledgments: Elected the best Manager of the corporate card area by the Bank’s Executive Committee in the 2006/2007 performance evaluation.

São Paulo Area, Brazil

Global Senior Account Manager – Sept/02 – Sept/05Management of the global account commercial channel and the Corporate Segment. Main activities: global alignment with Amex USA in regular meetings on sales strategy and retention activities. Management in revenue volume (R$1,5billion) at customers such as IBM, Motorola, Ericsson, Cargill, Novartis, HP, J&J, Accenture, and Microsoft. Acknowledgments: Global Sales Award for Outstanding Performance 2002 and 2004.

São Paulo

Senior Account Manager – Sept/00 – Jul/02Responsible at the Software Division for sales and post-sales at customers in the Financial, Retail, and Distribution industry, implementing solutions for Data Management, Content Management, and Business Intelligence including database, connectivity, development tools, and solutions for Mobile Computing. Main customers: Banco Itaú (Itaú Bank), HSBC, BankBoston, Sudameris, Casas Bahia, C&A, Grupo Silvio Santos, Ambev, Serasa and Volkswagen; and Acknowledgments: Latin America Software Award for Outstanding Performance 2001.

São Paulo

Account Manager – Mar/98 – Aug/00Business management of Large Accounts such as HSBC, Itaú, BankBoston, and Sudameris with Data Management solutions. Responsible for Strategic Alliances in Mobile Computing and official lecturer at events in Brazil. Worked as Technical Support Engineer for Data Management solutions for customers with critical operations.

São Paulo, São Paulo, Brazil

Technical Support Engineer - Jul/95 – Feb/98Business management of Large Accounts such as HSBC, Itaú, BankBoston, and Sudameris with Data Management solutions. Responsible for Strategic Alliances in Mobile Computing and official lecturer at events in Brazil. Worked as Technical Support Engineer for Data Management solutions and development tools like Sybase Powerbuilder for customers with critical operations like Credicardm Bank of Boston, Sudameris, and others

Postgraduate Degree, B2B Marketing Strategy

Education record

Tecnologo, Data Processing

Education record