Fabiano Luz Email & Phone Number

United Arab Emirates

Dubai, United Arab Emirates

 Responsible for a USD 15M Food Service P&L in the UAE and Lower Gulf including direct and indirect distribution Accountable for a USD 26M retail P&L in Oman managing 3 distributors in the country Record sales in FS in February and May 2024

United Arab Emirates

- Spearheaded the establishment and management of the Commercial Center of Excellence, driving alignment across sales, marketing, and operations functions.- Led the development and implementation of best-in-class route to market strategies, resulting in enhanced market penetration and optimized distribution channels.- Oversaw revenue growth management initiatives, leveraging data insights to design and execute pricing, promotion, and product strategies resulting in $1.4M savings for the company.- Successfully developed and executed planograms that improved product visibility and customer engagement, leading to a 4% increase in sales.- Collaborated with cross-functional teams to design and implement an efficient sales process that streamlined customer interactions and increased conversion rates.- Designed and implemented a sales commission structure that incentivized performance and aligned with business objectives.

United Arab Emirates

Dubai, United Arab Emirates

Reporting to International Commercial Director and CEO with 5 direct reports Responsible for:- Retail operations in GCC and Africa;- Developing and executing strategic business plan to achieve sales target and expand the distribution base;- Establishing sales objectives, forecasting and developing short and long term sales quotas, projecting expected sales volume and profit for existing and new products;- Defining and implementing the price structure for all the distributors;- Defining the go to market strategy in all the countries which the company operates including shifting distributors in 6 of them;- Developing the new visual identity and brand guidelines;- Development of new products based on co packing model;- Negotiation and implementation of Minions licensing with Universal Studios;- Marketing strategy plan including change of the marketing agency and budget control;- Development of trade market structure and process. Main achievements:- 15% CAGR from 2017 to 2019 increasing the sales in 50% in this period;- Carrefour Private label tender implementation worth more than USD 2mm and 14 countries;- USD 300,000 saving in promos with the new promo scheme in 2017;

Dubai, United Arab Emirates

Dubai Airport Free Zone

Responsible for:- P&L worth to USD 47 million in UAE, Kuwait, Lebanon, Jordan and Palestine;- Developing and executing strategic business plan to achieve sales target and expand the distribution base;- Establishing sales objectives, forecasting and developing short and long term sales quotas, projecting expected sales volume and profit for existing and new products;- Implementing the launching of 42 new sku’s in 2016 with more than 75% weighted distribution in the market;- Maintaining sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors;- Maintaining sales staff job results by counseling and disciplining employees; planning, monitoring, and appraising job results.

United Arab Emirates

Responsible for developing a Business Plan for a startup poultry business in the Middle East including building P&L and Cash Flow statements, organizational structure development, Go To Market strategy, marketing plan and supply development.

United Arab Emirates

Responsible for:- P&L worth to US$ 185 million and 61,000 Mt/year in the Middle East;- Establishing sales objectives, forecasting and developing short and long term sales quotas, projecting expected sales volume and profit for existing and new products;- Pricing strategy definition among different operations, incoterms and pricing models; - Planning and executing the Go to Market for the Company’s first factory in the Middle East. The factory will allow the company to multiply by three the value added volumes performed in the region in 4 years;- Category management of retail oriented product (value added products and poultry parts in trays) including portfolio management, profitability analysis and new products development.- Leader of a sales team responsible for defining and implementing sales strategies and trade marketing activities through company’s distribution network; - Project leader for development and implementation of the first formal contract with a new distributor in Bahrain, which became the base for all the contracts in the region;

United Arab Emirates

Responsible for:- Price and volume negotiation with the distributors;- Analysis and development of market strategies seeking to increase the company’s market share and profitability;- Perform monthly follow up and control plan with the distributors, for the performance and targets achievements;- Implementation of the company’s strategies, policies and procedures;- Planning and guaranteeing the execution of trade marketing activities according to company's policies.

United Arab Emirates

Part of a team responsible for the development and implementation of a new Modus Operandi for BRF’s distributors in the international market, coming from a trading model to a collaborative distribution system with standardized procedures.

São Paulo Area, Brazil

Responsible for:- Implementation of Management/ HR products in the Commercial Department in Brazil, helping it to reach its goals;- Development and implementation of the Excellence Award Program in all the 18 regional sales offices in Brazil;- Development and implementation of a new sales team remuneration.

Responsible for National Accounts of the following networks: Carrefour, Ponto Frio, Home Video and Leader;Responsible for volumes and prices negotiation, development and implementation of a commercial strategy on the chains.

São Paulo Area, Brazil

Leader of a sales team with 42 salespersons, 7 sales supervisors and 1 Marketing supervisor;Responsible for:Achievement of sales and prices targets in the Sao Paulo region, accounting for an average monthly turnover of U$$ 3 million and around 3,300 clients;Trade market implementation for all the company’s brands in the region;Training the sales team aiming to reach the company’s goals.

Belo Horizonte Area, Brazil

Responsible for:Leading a team of 42 salesperson, 6 sales supervisors and 1 trade marketing supervisor for the achievement of sales and prices targets in Sao Paulo region, accounting for an average monthly turnover of U$$ 3 million and around 3,300 clients;Trade market implementation for all the company’s brands in the region;Training the sales team aiming to reach the company’s goals.

Master'S Degree, Marketing

Bachelor Of Business Administration (Bba), Business Administration And Management, General