Luciano Candido Do Prado Email & Phone Number

Jacareí, São Paulo, Brasil

o Desenvolvo diagnóstico e análise da estrutura comercial atual das empresas através de avaliação detalhada, identificando pela matriz SWOT os pontos fortes, fraquezas, oportunidades e ameaça.o Criação de planos estratégicos focados no crescimento de receita, otimização de processos aplicando metodologia DEMAIC e expansão de mercado, alinhados com os objetivos de longo prazo da empresa.o Liderança e desenvolvimento de políticas de precificação e propostas comerciais: Estruturação das políticas de precificação e descontos, e elaborar processo para geração de propostas comerciais que agreguem valor e sejam competitivas no mercadoo CRM: Avaliar e implementar sistemas de CRM para que os clientes possam otimizar o relacionamento com os clientes, garantindo maior eficiência e controle nos processos de vendas e pós-vendas.o Desenvolver segmentação de clientes com base em dados coletados e tratados via Power BI, cruzamento com informações da força de vendas e Co-joint Analises com os clientes e identificação do público alvo.o Mapeamento de Processo: Desenvolvimento simultâneo em dois projetos de mapeamento de processos aplicando BPMN, SIPO e Matriz 5W2H e apresentação de Roadmap de melhorias recomendadas.o Ser a interface direta com os clientes e liderar consultores na apresentação de andamento dos projetos de Assessoria e Consultoriao Gestão de Projetos: Atuando como Gerente de Projeto na construção de um novo modelo de canal de vendas para a indústria do segmento de PET e nos projetos institucionais e de construção de uma nova escola.

São Paulo, São Paulo, Brasil

o Regional responsible for the implementation of the methodology and tool POM, DGA, and AdTP in the quotation process in Latam.o Providing training for operational teams.o Leadership in disseminating the pricing culture across robotics business lines to develop effective value-based pricing policies as an integral part of the business model.o Implementation of the “Pricing Improvement Management” process, through the chart of accounts and sales forecast defined in the annual budget (Budget), with the objective of leveraging profitability by 5pp per year.o Be the interface and coordinate the development and implementation of the corporate robotics division's global vision for price excellence in a cross function management with Sales and Product Managerso Responsible for identifying and developing projects to improve local prices and implementing key micro-segmentation and referral discount projects by product type, customer and business unit,o Responsible for the implementation and monitoring of pricing and profitability metrics "NPV and FE GM%" through the analysis of data related to sales realized and lost opportunities, using PBI and "insights" on pricing strategies, policies and performance, as well as predicting impacts and estimating the customer's willingness to pay.o Member of the global “Agreements Management” project (Project in progress). Assessment of the current situation, planning and scoping and development of policies and guidelines for contract harmonization, new contracts and price agreements.o Leadership of the activities of the local pricing teams in Latin America (8 people)o Responsible for the development and execution of training and workshop on pricing methods and tools and analysis of “customer share effect” and “customer price effect”.o Organizer of price review meetings, with global and local managers of robotics lines of business.

São Paulo, São Paulo

o Responsible for developing and implementing the pricing policy and dynamic pricing strategy aligned with commercial policy.o I developed and managed a new annual price increase and LTV program for Latin America, based on the Peer Pricing Strategy.o Analytical Support: I supported the sales team in customer visit for negotiations regarding long-term contracts and public or private bids.o I coordinated the review of the entire customer segmentation in Cross-function with Marketing, FP&A, Customer Experience and Sales focused on developing the right value proposition for each segment.o Project Execution – I leveraged and led pricing projects to maximize profitability and revenue, through new commercial initiatives using massive data analysis via Power BI and Spotfire.o Implementation of KPIs through Dashboards to enable the sales team and the Director by countries to evaluate the evolution and progress by initiative, region, and sales member.o Finance: Member of the finance governance team in revenue performance, costs, and EBITDA. Following the P&L and the Budget.o I was the manager in charge of to implement the Head Quarter’s guidelines provided by USA. Providing regular updates on price performance, converting data into actionable recommendations, and identifying emerging trends and opportunities. Deep interaction and integration with the Global and Local FP&A team to ensure budget results.

São Paulo Area, Brazil

o Responsible for developing and implementing the pricing strategy by product line, as well as the pursuit of price excellence in line with global guidelines.o I supported the Market Access Manager to develop and implement pricing strategies, commercial programs in Brazil related to the business channel with Distributors, OEM and System Integrators to increase revenue, price contribution and profitability, for existing products and new products.o I performed the management with the FP&A team for financial and strategic control and volume based on the evaluation of the Multi-Year Plan and Price Budget, LTV and Price Dilution (Deviation, Book and Off Book Business).o I managed trainings and meetings with different stakeholders, such as sales, channels to get and align dynamic pricing, pricing erosion and analytics model competence.o Deal Desk Management: Negotiating win-win deals with B2B and B2B2C to convert one-shot or spot deals, protecting the price reference using the price per package method, target price and peer pricing strategy.o Responsible for the annual adjustment and governance of the exchange rate harmonization by international agreements, and the discounts policy application.o Responsible for managing and publishing the Std Rate Card to sales organization, distributors, and key customers.o Implemented the control and monitoring of competition via Deal Desk system to apply elasticity analysis as a study of the price profile based on market levels and customer segmentation.o Profitability management calculating LOR & LOP to recover std gross profit and margin.o I implemented KPIs or metrics in order to measure pricing performance, discount level, book vs off book business revenue, price deviation by customer segmentations and average price and price performance.o I led and trained the Pricing team: more than 11 members in several years.

São Paulo Area, Brazil

o Responsible for Pricing Strategy in Brazil managing Long Term Agreements and Short Term Agreements. Report to the LA Pricing & Negotiation Manager at RA-USA. o Responsible to support sales force in negotiations in Brazil and Southern Cone Region.o Implement and maintain Published Pricing and discount policy within the Region;o Set and negotiate prices based on competitive levels according to the Business Unit Strategy; o Distributors pricing policies management and relationship in order to convert win win negotiations; o Develop and evaluate discounts profile study based on market levels, ASP and MPE (market price estimator)o Margin analysis based LOR & LOP evaluation and Additional Revenue needed to recover profitability. o Pricing Maintenance and Commercial Program, reviewed based on sales and product managers feedbacko Special negotiations for quotations spot, discount over agreements and customer conversion;o Established Pricing and Negotiations Metrics in order to measure negotiations effectiveness. Corporate and Local Agreements implementation and Management. o Team management, hiring and training.o Main Goal: Top 200 Long Term Agreement Project implemented in Brazil, which the outcome were 171 new Agreements and Contracts assigned based on Std T&C. It allowed reducing spot negotiations from 1100 to 300 per month in average.

São Paulo, São Paulo, Brasil

o Responsible for the implementation, Standard Rate Card Management, published process such as: ERP system update, sales organization, distributors and key customers.o Define and negotiate prices based on competitive levels according to market value research and statistical analysis via Spotifre by Business Unit.o Develop and evaluate the price profile study based on market levels and competitor price level versus MPE (Market Price Estimator)o Profitability Assessment Margin assessment based on LOR & LOP and Additional Revenue analysis required to recover profitability.o Maintenance and implementation of the Commercial Program, trainings, review based on feedback from sales and product managerso o Price metrics and established negotiations to measure book vs off book business, price deviation by customer type and location, Average sales price and Price Realization.

o Led the logistics team (9 members, 5 Logistics Analyst and 4 Import/Export Analysts), in the activities related to import and material planning of both the company, as well as the entire distribution channel.o Forecasting material planning for large OEM customers, achieving the best support by following high-level availability requirementso Planning of Asset Management Materials implemented for serviceable and consumable products.o Support to supply chain and quality areas, for corrections and product improvements

Mba, Project Management, 8,2

Bacharelado Em Administração, Business Administration, Management And Operations, 8,15