Fernando Maciel Email & Phone Number

São Paulo, Brasil

São Paulo, Brasil

Reporte ao Diretor PresidenteResponsável integral pelo P&LReestruturar a áreas comercial, merchandising e administrativaAmpliar a base de clientes, prospectando clientes e representantes nas área brancas com abrangência nacional e atuação multicanal.Estreitar e maximizar a relação comercial com os clientes chaves da empresa B2B e B2C.Preencher mensalmente o plano de demanda de vendas, objetivando acurácia acima de 95%.Capacitar, treinar, desenvolver equipe comercial .Atuação próxima em todas as áreas internas .

São Paulo E Região, Brasil

• Reporte ao Diretor Nacional de Vendas.• Responsável em reestruturar a área comercial no Brasil, ampliando a força de vendas e merchandising, principalmente com foco nas áreas brancas, construindo uma equipe multidisciplinar de alta performance, sendo esta híbrida entre profissionais CLT e PJ.• Estreitar a parceria comercial via planos de negócios nas redes nacionais de autosserviço como: GPA, Carrefour, Big, Bompreço, Sam´s e Makro.• Aumentar a base de clientes ativos como foco nas redes regionais de autosserviço, atacados, cash & care do país, iniciando pelas regiões sudeste e sul.• Desenvolver planos de negócios " JBP" através de calendários promocionais visando aumento de sell out, cadastro de novos sku, melhoria de mix rentável.• Desenvolver projetos de marca própria e fomentar parcerias via co-packing com clientes e indústrias.

São Paulo E Região, Brasil

• Direct report to the Sales Director• Major focus on building a new sales structure to a new brand, implement segmentation (Nilza and Italac) with focus on wholesale, retail, key account and food service• Develop a business plan in order to add gross profit without jeopardize the exiting brands (Italac)• Implement a go to market, redesign a sales structure, hired and training salesman• Create am account planning as well as work with the sales time in order to implement trade analysis.• The major accomplishment was growing 48,7% in revenue from Jan to July 2019 against 2018 and 50,1% in volume.

Sāo Paulo, Sp

Large experience in develop an annual budget (margins, cost, profit by customer) as well as define the channels strategies• Responsible for all channels in Sao Paulo state, wholesales, key account, national and local retailers.• Full responsibilities for PL on Sao Paulo state, including merchandising, trade marketing allowances as well as strategies in order to increase sales.• Co participate on Pricing Project, set priorities among channels, training sales force and implement in the market.• Develop a JBP in the major customers, set targets and review quarterly in the T2T meeting.• Main accomplish were grew Market Share in 5 of 7 categories in 2018 vs 2017, reduce sales turnover from 15% to 10%, increase sales in 8%.

São Paulo E Região, Brasil

• Implement the go to market in Sao Paulo state, strategies, sales structure and trade marketing analysis for all channels distributors, wholesales, retail and key account.• Mapping the blank areas in SP and product mix in order to close de distribution gaps (weight and numeric distribution)• Major Accomplishments: increase the sales structure from 13 to 31 salesmen, increase revenue from R$ 4.5 MM in 2014 to R$ 25 MM in 2018

São Paulo E Região, Brasil

• Implement the go to market in Sao Paulo state, strategies, sales structure and trade marketing analysis for all channels distributors, wholesales, retail and key account.• Implement a go to market, redesign sales structure, hired and training salesmen• S&OP implementation together with logistics team, leading to better forecast accuracy• Worked with the Sales Manager in order to define sales and marketing strategies by region.• Focused on increasing distribution based on good execution in the point of sales.• Focused on increase profitability in the region through improving the trade spending analysis as well as drive investment in the correct channel.• Developed annual strategic plan to increase the productivity and to manage the accounts effectively. Set up account P&L to understand appropriate allocation of resources and maximize profitability. Experience in agreement negotiation with good results for all accounts, freezing agreements in unconditional terms.• Major Accomplishment: increase sales in 47% 2012 vs 2011, achieve the leadership in SP in major category.

São Paulo E Região, Brasil

KEY ACCOUNT MANAGER – NATIONAL ACCOUNTS (3 years)• Responsible for National Retail accounts management: GPA, Carrefour, Wal Mart Supercenter, “Wal Mart Todo Dia”, Mart Maxxi, Wal Mart Sam’s, Wal Mart Bompreço, Atacadão, defining business plans for each network, seeking counterparts that ensure revenue maximization through trade marketing actions.• Aim to improve the quality of negotiations, targeting to increase the sales volume of items with higher margin profitability.• Monthly National Revenue between processed products and fresh products in excess of R $ 11 million.SALES MANEGER (4 years)• Team with 106 salesperson, 8 supervisors and 1sales analyst • Main challenges: raising profitability indicators: Ebtida, revenue, volume, contribution margin, increase ticket price, trade amount, return.• Responsible for ensuring sales force routine execution

São Paulo E Região, Brasil

TRADE MARKETING COORDINATOR (1 year)• Report to marketing director responsible for merchandising and all sales support as sales campaign, product mix by channel and support with annual agreement with costumers.SALES SUPERVISOR (9 years)• Responsible for overlook a structure of 12 direct sellers operating in the Sāo Paulo coast region.• Ensure excellence in merchandising execution standards at points of sale in various marketing channels such as: Auto Service, Traditional Retail, Convenience Stores, others.SALESMAN (1 year)

Santos

Pós Graduação Marketing

Graduação, Business Administration And Management, General