Danilo Rocha Email & Phone Number

São Paulo, Brasil

Responsible for the strategy and results of the commercial area, focusing on the value proposition of the Cayena marketplace, working on the development of suppliers and new businesses with a direct impact on the company's global objectives (GMV and Take Rate). • Created the action plan for the category, with negotiation of pre-existing contracts and search for new partners with a complementary mix and profitability. 412% increase in revenue and 206% increase in profitability.• Created the performance plan for the category, with negotiation of pre-existing contracts and search for new partners with complementary mix and profitability. Increase of 412% in revenue and 206% in profitability.• Developed the structure for prospecting and managing suppliers (hunter and farmer), from the design of the structure to recruitment, team training and team performance management.• Created 2 demand initiatives (Bank as a Service and Atacayena), which boosts the results of suppliers and represent 43% of revenue and 62% of profitability in the company.

São Paulo

Management of the performance levers of the main accounts in the state of São Paulo (GPA, Dia%, Carrefour, BIG, St Marché, Mambo, Amazon and Magalu), leading a team of 6 direct professionals, over 600 indirect professionals and reporting to the Commercial Director of São Paulo.• Elaborated the strategy for restructuring promotional models, promoting a 173% growth in the profitability of National Accounts.• Created E-commerce service structure, with dedicated KAM (Key Account Manager) and KPIs aligned with the needs of new players.• Conducted NPS - Net Promoter Score and relationship with networks, going from 20% in 2020 to 67% in Sep/21.

São Paulo

Management of the main accounts in Brazil (BIG, GPA, Dia% and Cencosud), focusing on structuring the JBP with performance, sellout, trade marketing and profitability levers, reporting to the Corporate Key Accounts Director.• Built, in partnership with the chains, the levers and goals that adresses the results needs of both Companies.• Collaborative leadership, involving different areas, both in AmBev and in the network structure, ensuring the engagement and performance of the JBP.• Development of the team, with more than 20 KAMs (Key Account Managers) and 50 Execution Managers spread across Brazil, ensuring corporate strategy at the field.• Management of P&L, with adoption of new promotional models, ensuring a 37% growth in annual profitability in 2019.

São Paulo

Responsible for developing the non-alcoholic strategy in the state of São Paulo, managing 57 accounts divided into National Retail, Regional Retail and Cash and Carry, performance and indirect management of a team of 10 KAMs (Key Account Manager), 4 Execution Managers and more than 1000 promoters, reporting to the Off Trade Commercial Management.• Optimized profitability through the management of P&L, with more profitable packaging and development of the category in chains with greater opportunity, reaching a All Time High of market share in Soft Drinks (Jun/2016).• Management of the correct execution of trade products and materials, through the elaboration of the planogram, team training and monitoring the field in loco.

São Paulo

Responsible for developing the beer strategy for 10,000 supermarkets in the state of São Paulo, from large structured chains to small supermarkets. Performance and indirect management of a team of 28 Sales Managers, reporting to the Off-Trade Commercial Management.• Developed a segmentation strategy, identifying the main characteristics of customers from the base to segregation (bars and restaurants), increasing the supermarket base by 5000 POCs, engaging and training the teams, ensuring personalized service and all time high market share of Beer (2016) and Soft Drinks (2015).• Elaborated packaging and promotions strategies, ensuring better profitability and gained market share.

São Paulo

Reporting to the Commercial Management of the Distribution Center, responsible for managing Sales Rooms with an average of 5000 customers, in the On Trade segments - Bars, Bakeries, Supermarkets and Convenience Stores, with a focus on service quality, trade marketing levers and process management.• Geography volume and market share management through sales focuses.• Productivity management (sales, visitation, satisfaction, logistics and trade marketing).

São Paulo

Responsible for opening accounts in the high-income segment, focusing on selling credit and investment products.

Master Of Business Administration - Mba, Commercial Management

Pocket Mba, Leadership, Leading Change In Turbulent Times

Pocket Mba, Management, Gestión De Empresas Y Negocios - Esb - Escola Superior Balear

Bachelor'S Degree, Business Administration