Gustavo Maia Email & Phone Number

• Responsible for leading the construction of the sales strategy and market intel build-up for Brazil, Mexico, Argentina and other key countries in Latin America, seeking synergies with global marketing and regional sales.• Help on the construction of product line strategies for Latin America aiming sustainable growth and product portfolio high-grade in the region.• Act as the main link between Regional Sales and Supply Chain/Value Chain Optimization helping us in demand projections with customers and consolidating information with the supply team.• Provide analytical support to the Latin America Region sales team.• Analyze monthly performance results against strategies and business plans.• Highlight issues and recommend actions to regional management team to achieve strategic intents.• Provide analysis to define, prioritize and manage account strategies; actively shares information with internal key stakeholders in order to improve decision making on strategy determination for the business; recommends changes/adjustments in the business model for direct and indirect (distributors) channels throughout Latin America.• Support the Industrial Marketing Manager by providing analytical support and input from region business and market.

São Paulo, São Paulo, Brasil

• Manage five people, providing business and technical knowledge and developing soft and hard skills in commitment with company/area goals. • Support Sales areas strategy and decision-making process, evaluating new business models, analyzing cost of feedstock/COGS/revenue scenarios (current/forecast). • Provide price analysis to support channel revenue management, regarding feedstocks/raw materials and a wide range of economic indicators/indexes.• Consolidate and analyze management reports regarding sales KPIs, including monthly business review presentations. Using Tableau as main tool to manage data. • Provide Profit and Lost (P&L), performance analysis and projections for each main markets, such as Industries, Automotive OEMs and key accounts. • Ensure a closely collaboration between my team and other teams (such as Cost and Revenue Management, Logistics, Supply and Operation) to capture accurate information.

São Paulo, Brasil

• Manage and analyze large datasets to derive practical insights, providing data on emerging opportunities within sectors, industries, or channels, aiming to leverage market share.• Conduct market assessments to capture information about emerging markets (products/regions) to support business strategies with news and facts.• Research and consolidate information about lubricant market and main competitors, looking for gaps and opportunities. • Monitor main markets and competitors moves due to rebalance strategy actions.

São Paulo, Brasil

• Provide valuation of an asset (a region or Distributor Business), using some methods, as discounted cash flow, to determine the market value and drives decision-making process of optimization. • Analyze and redefine Distributors SAP system regarding finance issues, as cash flow, balance sheet, EBITDA, and others. • Support distributors finance teams to organize and report finance data. • Consolidate and report distributors finance information in monthly business reviews (Distributor channel was the most important sales channel).

Rio De Janeiro E Região, Brasil

• Lead three Distributors, spread in eight states of Brazil with more than 50 people in a non-hierarchical structure (from sales teams to senior managers). Responsible for B2B channel (Fleets, Industries and Agriculture sector). Responsible for about 25% of channel sales and 30% of channel revenue in Brazil. • Ensure the correct strategies regarding sales, marketing, and finance. Using persuasion methods and business cases prepared with analytical and presentation tools (Excel and Power Point)• Provide information about Sales and Operation Planning (S&OP) forecast to guarantee the correct allocation and distribution of products. • Improve technical knowledge and sales techniques (as SPIN SELLING®) for sales team and support them to improve revenue and volume sold.

São Paulo, Brazil

Developed during Account Manager• Project leader to create, develop and roll out a system through 13 Distributors, impacting more than 250 salespeople.• Identify sales team routine and define the best processes to organize and guarantee right system scope according to the best practices in sales management and sales pipeline. • Act on interface with service provider to guarantee the progress in accordance as scheduled. • System developed in a Salesforce® software. After launched, system was a milestone about track records and made the sales managers able to consolidate and organize information about pipeline, helping to follow strategy and achieve goals.

Rio De Janeiro E Região, Brasil

• Provide management reports to National Sales Director. • Consolidate and analyze information about revenue and pricing strategy to propose price changing possibilities. • Analyze new business and new accounts, current and projected scenarios of costs and economic indicators. • Analyze historic sales indicators and KPI to provide insights and relevant facts.

Rio De Janeiro E Região, Brasil

• Provide management reports. • Consolidate and analyze information about economic indicators (as exchange rate, and inflation) and about commodities that impact lubricants market (as base oils) • Provide analysis and estimative for feedstock prices to ensure the best scenario for decision-making process. • Analyze historic sales indicators and KPI to provide insights and relevant facts.

Executive Mba, Gestão Estratégica E Econômica De Negócios

Economia, Economia

Bacharel Em Turismo