Mariana Maciel, Msc Email & Phone Number

State Of São Paulo, Brazil

São Paulo, Brazil

* Leadership of strategic studies and analysis to provide insights to accelerate sellout at the same time of building a data-driven culture in clients’ commercial teams: Sales, Trade Marketing, Marketing and RGM.* Implementation of an analytical routine within clients through training sessions and development of cases based on analysis and action plans driven by the sellout levers (share, sellout, mix, distribution, price and price index and promotion).* Work with the data engineering team in defining and developing tailored analysis and dashboards to meet clients' needs and business management.* Responsible to increase the engagement of users of platform in clients and to understand their needs to bring new and extra Scanntech solutions for their businesses.* Account management of key clients such as Danone, Kimberly Clark, Brown Forman and Integralmedica. And medium-sized national companies: Jundiá Sorvetes and Zuppani

São Paulo, Brazil

* Leadership of projects for small and medium-sized companies with a focus on developing the value proposition, brand positioning, digital marketing, channel and portfolio strategies, and action plans tailored to the client's context.

Brazil

* Leadership of workshops to identify insights and to develop action plans for the Marketing and Trade Marketing areas, in order to design and organize the consumer/shopper journey and to develop strategies for distribution channels and product categories. Workshops conducted in pharma and beauty industries.

São Paulo, Brazil

* Responsible for structuring the Marketing and Trade Marketing areas, transforming the industrial vision focused on product to a perspective focused on the consumer / shopper.* Review of brand architecture and product portfolio to strengthen the company's position as the leader in the alcohol category and to expand the company’s operations in the cleaning market.* Leadership of the NPI process, including the implementation of innovation funnel and the development of strategic partnerships and suppliers.* Implementation of the distribuition channel and category strategies to accelerate the company's revenue growth and to increase the presence of the main brands in different Brazilian regions, adjusting the mix to the new GTM.

São Paulo

* Responsible for channel and category management (strategies and development) and field force, leading 45 headcounts directly and more than 1000 indirectly (merchandising team).* Leadership of the recovery of the strategic role of Trade Marketing area and the planning cycles with sales team, integrating the external view (customer and field) to the development process of brand and channel strategies, with the objective of improving P&L productivity and resuming revenue and Market Share growth.* Implementation of a sales planning process with a systemic view of the business and inclusion of functional areas such as finance, logistics, sales operations and marketing.* Revamping of the commercial culture to be focused on sellout (+5% in 2019), redefining the Perfect Store/Merchandising model (budget savings and labor risk mitigation - R$ 14M)* Leadership of the execution of the two big launchings in Brazil: Johnson's Baby and Listerine Tabs (new category).

São Paulo Area, Brazil

• Executive committee member and responsible for developing and implementing the strategic initiatives and projects to protect and shield market share and to improve P&L productivity.• Management of an initiative focused on the main brands and implementation of a structured governance to track results, reporting to the C-level of the company and engaging the middle management team in a new way of working and organizational culture (War Game).• Implementation of an efficient decision-making process with discipline and to monitor the execution of the pricing strategy at the POS and the brands and channels activations to recover the Market Share: +0.6 pp in 2017• Leadership of the 4 main strategic projects of the Consumer Health business, managing the third consulting companies to guarantee synergies across all project’s outcomes. • Head of the Women Leadership Committee for the three business of J&J Brazil, including all sectors and functional areas, engaging a team of 30 people including VPs, directors, managers and analysts and becoming a benchmark and inspiration for other diversity and inclusion groups, such as LGBT.

São Paulo Area, Brazil

• Head of Category Management, centralizing the responsibility of shopper solutions for the entire consumer goods portfolio: channel distribution strategies, product launchings and activations with the objective to improve shopper experience and POS execution. • Development and implementation of an innovative governance of product launchings and new promotional items through analytical insights and stakeholder management from concept to execution, identifying critical drivers for an effectiveness distribution and for an optimization of the campaign investment.• Leadership of sellout planning of OGX brand launching in Brazil and of the new activation model for Stayfree/Carefree (sellout: category: +5.4%/Carefree: +26%, small retail distribution: 34%, share: +2.1 pp)

São Paulo Area, Brazil

• Responsible for the commercial excellence areas of the SP regional: Sales Intelligence, Merchandising and Trade Marketing for Drug and Food channels (42% of the total revenue).• Implementation of a new field force management model, including KPIs focused on the POS execution, transforming the Merchandising team of the São Paulo regional into a national execution benchmark within the company. • Implementation and negotiation of the activations for all brands and categories in the Food channel, including Global Accounts (Walmart, Casino/GPA and Carrefour) and the main customers of regional retail.• Leadership and governance of the sales team and functional areas to deploy the brands strategies and to track the KPIs of execution. • Introduction of an approach to engage stakeholders from other functional areas of the company in a culture focused on sellout, encouraging the participation of the employees to visit stores more often.

São Paulo Area, Brazil

• Responsible for Go-to-Market initiatives and improvement of the execution processes of the commercial area.• Leadership of project to improve the performance on the Drug channel (GTM), leading 9 executives in the definition and implementation of an new service model. The results were the growth of sellout (+15%) and the creation of two new internal teams: Transfer Pharma and Beauty Advisors (additional 60 and 30 headcounts respectively) focused on Drug Channel.

São Paulo Area, Brazil

• Responsible for the Merchandising and Channel Development of the Audio and Video division.• Transformation of the Merchandising area including the following capabilities: 1) organizational – review the processes, policies and procedures of external merchandising agency to optimize POS service level, reducing costs in R$200K/month and 2) strategical – led a project of changing agencies, finalizing the implementation in 2 months, involving the entire field force (12 channel activators, 2 national coordinators, 50 supervisors and 400 promoters). The result of the new model was the growth of 3p.p. of floorshare.

Benton Harbor, Michigan Area

• Management of the 2009-2010 promotional program to increase the presence and, consequently, the sales of the brands in American retail and to adapt the portfolio of products sold in stores to the profile of the shopper of the main customers.• Coordination of audits with the Market Intelligence area to monitor the results of the program, such as the presence and turnover of products in stores, with the goal of properly driving marketing budget to commercial activations. The result was a saving of US $ 1M in investments of store displays.• Implementation of new compensation model for the Sales team, shifting the focus of measurement KPIs from revenue to profitability and product mix execution.

São Paulo Area, Brazil

• Responsible for demand planning, sales and marketing budget planning and control and sales force compensation and incentive programs.• Development and implementation of the promotional actions management system and process, with the objective of optimizing the investment made in the distribution channels and brands and creating an integrated planning process with the financial team, improving the credibility and reliability of the P&L analysis.

São Paulo Area, Brazil

Managed projects on supply chain management processes for companies in the consumer goods sector.

São Paulo Area, Brazil

Managed projects focused on processes redesigns and systems implementations for companies in the airlines and telecommunications sectors

Master Of Science

Education record

Education record

Education record

Education record

Visitor Scholar

Bachelor Of Science

Women’S Global Leaders Program | Fundação Dom Cabral