Gustavo Cossa Email & Phone Number

São Paulo, Brazil

São Paulo, Brazil

• IT Consulting SAP ERP Partner, specializing in process automation for large corporations.
• Orchestrated the successful engagement of 100 net new Ideal Customer Profile clients within just six months, forecasting 5 new contracts on year one with Average Ticket Price of USD 80k/year.
• Drove business growth through strategic sales initiatives as a Hunter-Farmer hybrid, managing client relationships and end-to-end sales pipeline.
• Conducted impactful business meetings to identify client needs and customize technical estimates, commercial proposals, innovation accounting metrics, KPIs, and contracts.
• These efforts fostered recurring revenue, enduring growth, ambitious deals, and meaningful long-term client relationships.

São Paulo, Brazil

• Pioneer CRM SaaS with artificial intelligence and machine learning for large corporations.
• Led the restructuring of the sales department, conducted thorough market mapping (TAM, SAM, SOM), successfully rebuilded the internal CRM system, and introduced the Sales Machine/Predictable Revenue methodology, what.
• Skillfully recruited and managed a sales team (LDRs and BDRs), covering training, supervision, and continuous mentoring.
• Advocated for Sandler, SPIN, and BANT selling techniques, while also spearheading a data-driven sales department that consistently monitors KPIs, OKRs, and sales dashboards.
• The results of these initiatives and their substantial impact were regularly communicated to partner-directors, managers, and coordinators on a weekly basis. This not only fostered engagement but also made them.

Sao Paulo, Brasil

• Technology SaaS startup to empower retail chains marketing department.
• I skillfully crafted go-to-market strategies by conducting market mapping, defining the Ideal Customer Profile, and developing compelling sales pitches. These efforts culminated in the creation of a dynamic sales.
• Efficiently implemented the internal CRM system, creating and managing the sales pipeline and forecast, tracking KPIs, OKRs, and dashboards, optimizing processes from prospecting to contract closure, yielding 150.
• Fostered transparency by consistently providing updates on progress, challenges, and recommendations to the managing partners, aligning strategies with organizational objectives, which ultimately led to tangible.

Sao Paulo, Brasil

• Pioneer Brazilian agribusiness company, producing and selling premium meat commodities worldwide.
• I transformed the sales team's mindset from 'order takers' to customer-centric experts, equipping the team with the latest industry knowledge, sales techniques, and cost of goods sold (COGS) calculations, effectively.
• Implemented KPIs, OKRs, and dashboards, monitoring them daily, enabling agile decision-making and immediate strategic adjustments, aligning the sales department with the hyper-dynamics of its market.
• In response to a heavy reliance on the foodservice market, I successfully shifted 20% of the company's revenue to the grocery market, addressing a challenge brought about by COVID-19.
• These efforts resulted in a remarkable 3% increase in gross profit, showcasing my strong commitment to revenue optimization and problem-solving prowess.

Sao Paulo, Brasil

• Large American multinational and global leader in the food service and real estate market.
• I pivoted the business model for Taco Bell's expansion in Brazil. I achieved the goal through exhaustive analysis and action plans regarding CAPEX and OPEX, their shortcomings, and opportunities. The new model resulted.
• Developed a comprehensive Project Feasibility Analysis portfolio, incorporating financial and accounting models. This enabled us to steer our time and financial resources in the most fast, strategic, and profitable.
• Led Salesforce deployment, streamlined sales pipeline and forecast, and managed a bidding process for a digital marketing agency, resulting in the generation of hundreds of qualified leads.
• Directed a team of eight professionals with diverse skills, including engineers, architects, sales, and real estate. Local report to GM Brazil and matrix report to director USA.

São Paulo, Brasil

• Importer, and distributor of food commodities for the foodservice market.
• Developed and implemented the market entry strategy, growing revenue by 37% annually for 9 years, resulting in a total revenue of R$ 50 million in this period.
• Managed a team of 15 sales representatives and achieved an average sales quota attainment of 110%.
• Grew and closed key suppliers that provided exclusive product lines with favorable terms and conditions, increasing market share and competitive advantage.
• Modernized and implemented a daily pricing strategy, maximizing profit margin and maintaining competitiveness in a challenging market.

Sao Paulo, Brasil

• Large American multinational in the financial sector.
• Hunting and Farming of corporate clients, Middle Market size.
• Prior analysis of commercial interest based on future profitability.
• Exceeded 200% of the new business target.
• Background Check: credit analysis, scoring, liquidity and risk versus profitability.
• Internal negotiation with credit and legal departments for the defense and approval of the viability of new businesses.

Sao Paulo, Brasil

• Brazilian large financial institution.
• Successfully achieved 150% of goals, catching the attention of the bank's board of directors and leading to selection to develop and implement innovative pilot project envisioned by vice president.
• Created and launched new business unit that marketed all existing financial products and services in the holding's portfolio, promoting cross-selling to existing corporate clients and driving significant revenue growth.
• Collaborated with McKinsey & Company Consulting to develop and deliver prior in-person training at holding's subsidiaries.
• Implemented first phase of pilot project, successfully achieving all planned results.

Master Of Business Administration - Mba, Information Technology Administration And Management, 9

In-person format spanning 432 hours. The Getulio Vargas Foundation (FGV) is a renowned institution of education and research, its.

Bachelor’S, Marketing, 8

In-person format spanning 4years.