Fernando Coelho Costa Email & Phone Number

Brasil

Brasil

Investidor: ETC JUST GROUP: Franqueadora de Intercambio Cultural, focada em educação internacional (viagens de estudo e trabalho ao exterior), com linhas de receita fundadas em:- FRANQUIAS: taxas + Fee;- UNIDADES PROPRIAS: comissião de vendas dos programas de estudo e trabalho no exterior;- OUTRAS: Spread cambial, seguro viagem, passagem aérea, etc

Brasil

- Management of the sales team for PRESTIGE & LIFESTYLE fragrances:PR: Carolina Herrera, Paco Rabanne, Jean Paul Gaultier & Nina RicciLFS: Antonio Banderas, Benetton, Shakira, Victorio & Lucchino and Adolfo Dominguez.- In charge of Indirect Channel, focused on Distribution and KPIs: sellin, sellout, stock coverage, frequency/recurrence of sales, profitability (P&L, ROI), forecast accuracy- Responsible for Distributors and Wholesalers and BR Borders: sell-in to Distributors Paraguay with sell-out through Border Countries: Paraguay, Argentina, Uruguay, Brazil

Brasil

Commercial attendance of main Brazilian Retail Chains, on Wine category, including - but not limited to:- elaboration of business plan for wine Import - from CHI & ARG;- definition of strategy for lauching new products; - private label developments, - hunting for major clients all over the country in the most important channels: RETAIL, WHOLESALE, E-COMMERCE;- presentations at TOP to TOP meetings,- managment of Sales Reps (RCAs), - commercial support for Key Account clients, such as: Cencosud, SAMs, BIG, DECMINAS, Verdemar, Muffato, Zona Sul, Makro, Carrefour, HNT, etc

São Paulo E Região, Brasil

- Sales Manager focused on New Business Development, expansion of sales distribution, increase amplitude of the product mix and also, recovering inactive clients - New dealers: DUFRY (Travel Retail), Cencosud, Shell Select, LASA, etc.- Main national clients: GPA, Carrefour, Walmart - SAMs Club, Atacadao, Makro, S. Marche, Emp. Sao Paulo, Spani, Semar, Shibata, Savegnago, Tauste, Confiança, Jau Serve, Covabra, Pague Menos, OBA, BOA, Dalben, Sakashita, Proença, Condor, Beal, Festval, Angeloni, Imperatriz, Hippo, Muffato, Zaffari, Sonda, Dia%, Mambo - GIGA, Roldão, Zona Sul, Guanabara, Prezunic, Mundial, Hortifruti, São Luis, Perim, G. Barbosa, Hiper Ideal, Perini, Carone, Verdemar, Sup BH, Supernosso, Martminas, ABC, EPA, etcwww.cantuimportadora.com.brwww.cantu.com.br

São Paulo Area, Brazil

- In charge of sales management of the National Key Account retailers, being responsible for the whole process envolved on sales of coffee machines on dealers stores (sell-in, sell-out/Trade Mkt).- Managing sales team on the commercial attendance of main B2C clients, in all channels, such as Electro (FAST SHOP, POLISHOP, FNAC, VIA VAREJO, MAGAZINE LUIZA, MAQUINA DE VENDAS), Gift Shops (CAMICADO, SPICY, ETNA, etc), e-commerce (B2W, CNOVA), Travel Retail (DUFRY / DUTY FREE) and also Corporate Deals (B2B).

São Paulo Area, Brazil

- Leading commercial team (~150 people, including Regional Mgrs, KA Mgrs, Sales Reps, Trade Mkt Coordinators, Analysts and Business Intelligence);- Restructuring the sales department in order to prepare it for the implementation of a new philosophy of focusing the business, increase the sales volume and its profitability;- Restructuring the general policy of sales goals, with a focus on profitability;- Developing and implementing of sales policy, considering each channel, its clients and their potentials, with a view to profitability target. Main channels, all over Brazil:- Retail/Electro-Magazines: Via Varejo/ (Casas Bahia + Ponto Frio), Fast Shop, Mag. Luiza, Máq. de Vendas, Colombo, etc.Hypermarkets: CRF, Wal-Mart, CBD-Extra, Angeloni, Muffato, Zaffari, Y Yamada, etc.Depart Stores: Lojas Americanas, Pernambucanas, Havan, etc.Distributors: Martins, Fujioka, Gazin, etc.E-Commerce: B2W, Nova Ponto Com, Máquina de Vendas, Mag Luiza, etc.Home Centers: F. Costa, Carajás, Potiguar, D&D, Cassol, C&C, etcPharmacies: Araujo, RD, Rosário, Panvel, São João, Nissei, etc.- Developing and implementing the Category Management (analysis of sell-in, sell-out and stock level).- Sales turnaround, increasing market share in all categories (hair-dryers, straighteners, cutting machines, modelers). as a result of implementation of professional mgt and corporate governance policies, such as:- Redefining of the scope of activities of salesman;- Redefining product line-up and implementing product segmentation;- Restructuring Trade Mkt team - Creating the Wholesale Project (nationals and regionals distribut.);- Creating KPIs focused on managing the business;- Creating the Business Intelligence Dept;- Redefining of sales forecast process and implementing PCP meetings with factory;- Creating of performance evaluation and forced ranking (vitality curve).- Special assignment LATAM: development of the personal care category for retail clients in ARG, CHI, URU, PER and BOL

Recife-Pe, Bh-Mg E Porto Alegre-Rs

- Leading commercial team on attendance of electronics key accounts dealers. During the period of approximately two years, I have managed three important Regional Sales Areas in Brazil, contributing to increase the market-share in Audio and Video categories (Brown Goods) and Digital Image (digital cameras and camcorders), and introducing Mobile category in major dealers of N-NE (tablet, smartphone and feature fone).- Managing Regional Teams and major clients as informed below:NORTH-NORTHEAST: Team: 7 Key Account Managers, 3 Trade Marketing Coordinators and around 50 sales promoters (indirect). Clients: Eletroshopping, Laser Eletro, Nagem, Lojas Maia (current Mag Luiza), Armazem Paraíba, C. Rabelo, Bemol, Ramsons, Superm. DB, Tvlar, Lojas Visão, Sol Inf, Domestilar, G. Barbosa / Censcosud, Leolar, Y. Yamada, Formosa, Lider, etc..MIDWEST SOUTHEAST + (except SP): Team: 5 Key Account Managers, 2 Trade Marketing Coordinators with approximately 40 promoters (indirect): Clients: Fujioka, Novo Mundo, City Lar, Maquina de Vendas (Ricardo Eletro and Insinuante), B2W, LASA, Casa & Video, Eletrocity, DLD-Dadalto, Eletrosom, Eletrozema, Martins, etc.SOUTH: Team of 2 Key Account Managers, with 2 Trade Mkt coordinators and approximately 30 sales promoters (indirect): Clients: Colombo, Angeloni, Havan, Taqi, Becker, Benoit, Volpato, DB-Berlanda, Deltasul, Quero-quero, Salfer, Muffato, Gazin, Zaffari, Multisom, Condor, Mercadomoveis, Multiloja, Koerich, etc..- Strong market Share expansion and brand awareness increase;- Implementing change management, from Sales Representatives to Key Account Managers (KAM), with financial gains for the company and quality improvement on sales management (improving KPIs);- Opening of new customers (in the North, Northeast, Midwest and South Regionals).

Belo Horizonte-Mg E Vitoria-Es

- Managing the 4th largest customer of Sony Brazil: Ricardo Eletro (2008/2009).- Responsible for the sell-in to the 5 Distribution Centers (MG / BA / ES / RJ / GO).- Coordinating 20 Trade Mkt Promoters and 2 supervisors, working in POS/Point of Sale;Planning and coordination of merchandising actions in major stores: sales and marketing campaigns, promotions, product display at key points and other actions aimed at increasing sales growth and product mix;- Market analysis, including assessment of prices and sell-out of competitors for fast decision making in order to avoiding negative impact and loss of market share in the 250 stores Ricardo Eletro present in 8 states + DF;- Monitoring inventory (stock level), sell-out and implementation of re-supply according to sell-out.Implementing sales forecast and tri-monthly plan;- Main achievements: Mix expansion / introduction of key products of SONY line-up; Strong sales growth in FY07 and FY08, Recognition in Brazil Sales Award (3rd place in 2007 and 2nd place in 2008); Classified as High Potential on Human Resources Department.

Salvador-Ba E Rio De Janeiro-Rj

- Business consultant, responsible for commercial contact between ESSO and dealers (owners of gas stations and convenience stores);- Price negotiation, credit analysis, evaluation of the entire business results;- Consultancy to improve operational and financial results (P&L);- Defining sales strategies for micro-region, contract reviews, implementation of promotions, evaluations of investments, new business/new service stations, etc);- Main achievements:- Prize Award: World Cup 2006 - 1st Place Brazil, National Sales Contest;- Recognition Award "Service Heroes" (LATAM), due to the success in solving complex cases in a short time;- Recognition Award (Oct-2003 to Apr-2004) due to the emphasis in trade negotiations to resume service stations purchases;-Lubricants Prize Awards: Travels to Formula 1 on 2003, 2004 and 2005 due to the achievement of the sales target of Lubricants;

Vitoria-Es

- Coordinating on Price Collections, receiving proposals, doing technical and commercial analysis, price negotiations, contracting and doing report analyses.- Main Achievement, after TRAINEE Program: assumption of large contracts to perform Collections of Pricing for services structural and of great relevance to the company (transportation, cleaning, renovation of Porto de Tubarão, etc).

Mba, Negocios Do Varejo: Estrategia E Gestao

Activities and Societies: MBA in Retail ManagementVarejo e mercado de consumo

Bachelor Of Science, Business

Activities and Societies: Administracao, UFES

Workshop, Retail Management, Specialization

Activities and Societies: International MBA Workshop on Retail Innovations

On-Line Specialization, Marketing Essentials

Activities and Societies: online course from a partnership program between Harvard and Samsung

Wset 2, Beverage

English Language Course, English Language And Literature/Letters

Activities and Societies: Lived for 1 month in Vancouver-Canada to improve English language skills