Delano Castro Email & Phone Number

São Paulo, Brasil

Develop and deliver online and presencial training for Corporate sales teams.The training includes, but is not limited to, developing sales process, sales team routines, improving prospecting techniques and objection handling, task prioritization and productivity enhancement, and emotional intelligence.Professor at VENDE-C Online sales platform.

São Paulo, Brasil

Selling Hive and Hyper products through both online and offline direct sales channels, and leverage sales volume through recruiting and training independent sales representatives.

Global

Main activities/projects:• Work along with Jeunesse Global Direct Selling companies in Anti-Aging and Wellness segment.• Recruit, train, coach and lead a team of over 9.000 independent distributors in 23 countries which produces an annual sales revenue of up to US$ 1 Millions.• Execution of the entire sales process: lead generation, lead qualification, prospecting, approach, presentation, handling objections, closing, follow-up and after sales.• Development of online tools for training, organization of webinars and seminars for up to 1000 people.• Responsible for the development of regional leadership in over 10 states of Brazil and 5 countries. • Sales data and KPIs.• Creation of campaigns, promotional incentives and training events to sales forces.Acquired knowledge: Direct selling, oratory, coaching, negotiation, NLP, events organization, sales and leadership training.

Latin America (Remote)

Objetives:- Increase Latin America customer portfolio in three main segments: Energy, Mining, Oil & Gas- Support Sales team on pre-sale activitiesMain Activities:- Find new Corporate potential customers in Latin America- Understand how customers manage and use their publications and scientific database- Find product fit for customers and run demo sessions of the online platform - Find decision makers to purchase publications and scientific database- Schedule meeting for Sales to negotiateOutcomes:- 44 new companies mapped in 8 different segments - 19 companies from the three main segments being contact- 8 companies showing strong interest on the products/services to be followed-up by SalesAcquired knowledge: Scientific publication and databases business models.

Joinville – Sc – Brazil

Main activities/projects:• Manage the area in charge of managing the global portfolio of a product category and lead a time with 3 direct reports (Brazilians and Italians) and 2 indirect reports (Italian and Chinese).• Coordinate the implementation of 2 new products with payback of less than 1 year and responsible for: 1) Enable addition sales volume of up to 9% in North America; 2) Capture up to 3% of addition revenues in Latin America.• Align with regional Sales and Marketing teams the market needs for the next 5 years as well as build future scenarios for the competitors’ portfolio.• Build product roadmap for the next 5 years, present and approve along with the executive board.• Maintenance of the SKU control in order to reduce production complexity.• Coaching meetings with two employees in Brazil.Acquired knowledge: Development of team’s autonomy, coaching technics and strategic vision of competitors’ movements.

Joinville – Sc – Brazil

Started at the area as Business Development Specialist.As Interim Manager reported directly to the global Sales Director.Main activities/projects:• Business assessment, competitors analysis and price definition for building a business case to create a new product family in a new production plant bring IOP/CAPEX = 3.1, payback of 1.3 year and reducing US$ 900.000 in working capital. Definition of promotional material to be presented in business fair in Germany (Chilventa 2012) and coordinate the phase-in process with customers.• Search and implement global opportunities to minimize idle production capacities.• Host and coordinate customer visits to the Headquarter.• Global restructuring of the internal and external communication process of product alterations with the objective of: 1) Evaluate the technical and financial feasibility of project prior to the resource allocation; 2) Provide visibility to all regions about cost reduction opportunities; 3) Enhance communication to customers prior to the change implementation.• Global restructuring of the product phase-in/phase-out process in order to reduce the production complexity by reducing the number of active SKUs in 11% in 4 months.• Coordinate the Business Development area – Selection, hiring and training of national and international interns.Acquired knowledge: Project variables and financial calculation, business cases development, planning, negotiation strategies, price composition, process structuring and leadership.

Joinville – Sc – Brazil

Started at the area as Trainee.Main activities/projects: • Technical support to the major customer in Latin America (responsible for 11% of the company’s global revenue) and to the South Africa and Middle East market.• Support on the co-development and approval of 5 new products along with the major customer which represent 45% of the total volume bought by the customer.• Coordinate the development of a new portable tool for data acquisition to optimize electric motors in order to reduce costs up to 20%.• Identification and analysis of the potential to increase in 43% the use of aluminum instead of copper in the product portfolio produced in Brazil reducing costs.• Coordinate a volunteer action between Whirlpool and Joinville city that replaced 152 refrigerators in health centers in order to reduce 12% of energy consumption of this appliances. The project consisted in: 1) Coordinate a volunteer team to map the appliances conditions in each center; 2) Analyze the potential of energy consumption reduction with the replacement; 3) Define the portfolio to be used in the replacement.Acquired knowledge: Customer focus mindset, posture for customer service, analytical guidance, ability to argument, statistics, six sigma methodology for failure analysis and Excel advanced functions.

Valencia - Spain

Main activities/projects: • Software development to visualize the dynamic pressures distribution on the foot in order to improve footwear comfort.• Analysis of the propulsion and shock absorption of athletic shoes with new sole geometry in order to improve athletes’ performance.• Capture and digitalization of movements for pathologies diagnosis and pace dysfunction.Acquired knowledge: Self-learning, Spanish language, planning, biomechanics, anatomy and movements analysis.

Joinville - Brazil

Main activities/projects: • Instrumentation, data acquisition, fan curves analysis, frost formation in Frost-Free refrigerators, analysis of fan influence on the frost formation.Acquired knowledge: Initiative, reports structure, applicable thermodynamics fluid dynamics.

Graduation, Mechanical Engineering

Master Of Business Administration (Mba), Marketing With Enphasis In Sales

Post-Graduation, Product Development And Innovation