Marcelo Rosa Email & Phone Number

State Of São Paulo, Brazil

São Paulo

As the Commercial Director, Excellence, and Commercial Operations, I am responsible for leading the definition and execution of commercial strategies that drive the company’s sustainable growth. My role spans from strategic planning to the implementation of initiatives that ensure excellence in sales and operational processes, delivering a superior experience for our customers.My key responsibilities include:Developing and leading commercial strategies focused on revenue growth, resource optimization, and market share expansion.Overseeing commercial and operational teams, fostering integration and alignment with the company’s strategic objectives.Analyzing market trends and identifying growth opportunities to ensure the organization stays ahead of industry changes.Implementing digital transformation projects, integrating technology and innovation to optimize processes and enhance operational efficiency.Managing and monitoring key performance indicators (KPIs), leveraging them to identify continuous improvement opportunities and ensure consistent results.Driving commercial excellence practices, optimizing sales and operational processes to enhance productivity and result quality.Strengthening strategic partnerships and establishing new value-driven relationships, contributing to business expansion and opportunities.Ensuring compliance with internal policies and external regulations, maintaining conformity across all commercial operations.

São Paulo, Brasil

I led a team of approximately 12 people, responsible for commercial planning and the sales force incentive program in Brazil (SIP), covering around 750 sales representatives and managers. Aligned with commercial objectives, sales force incentives addressed customer segmentation strategies and value propositions for each segment.I created and conceptualized the Sales Intelligence area, establishing dashboards and business intelligence for the transition of new biotechnologies and products, providing commercial insights that boosted business results. I conducted meetings and events to align market strategies and strengthen relationships with key customers.In long-term strategic planning (Annual Commercial Strategy), I directed more than 40 KPIs and performance metrics with business executives to understand the behavior of the sales force in various segments, including Soybeans, Corn, Crop Protection, Cotton, Climate FieldView, proprietary stores, and Carbon. I ensured the execution and monitoring of market access, finance, and commercial strategies.Aligned with global and regional goals, I executed the breakdown and definition of the budget at national, regional, and district levels. My activities included managing sales metrics (Sell Out, Sell In), financial metrics (credit, payment performance), and new technologies (georeferencing, carbon), ensuring that each business's objectives were aligned with the company's overall strategy.Financial management, simulations, and monthly provisioning of a budget of approximately R$ 100 million, based on the performance monitoring of all businesses. I provided alternatives and strategies to maintain high service levels, promoting a better relationship between the commercial department and customers.

São Paulo, Brasil

I served as Chief of Staff managing Bayer CropScience's main strategic decision-making forums, such as the Country Commercial Committee and the Country Leadership Committee. In this role, I was an integral part of the company's decision-making process, which included executing and monitoring market access strategies, sales and distribution decisions, partners, and customers, etc.In the strategic planning of Bayer CropScience Brazil, I broke down action plans for all businesses and supported the definition and monitoring of goals and objectives. This work included managing the sales portfolio and sales support, ensuring alignment between sales, logistics, and planning.As PMO for Brazil in global strategic and Change Management projects, I established guidelines and implemented organizational changes. In this role, I formed coalitions and communicated Bayer CropScience's future strategic vision, involving, among other activities, managing customer service operations, aligning delivery needs with logistics strategy.I acted as the commercial focal point for corporate communications and the agendas of the President and C-level directors, where I defined priority topics and managed strategic drivers with a focus on commercial activity. My activities involved implementing access policies and processes to support the business strategies of the regions.I was responsible for organizing and conducting strategic commercial events, such as Sales Conventions, Annual Commercial Plans, and Corporate Leadership Meetings. During these events, I directed the entire marketing strategy for the product portfolio, developed strategic and tactical plans, and led regional product management policies.

São Paulo, Brasil

Responsible for Commercial Policy Governance and Direct Involvement in GTM StrategiesGovernance and Commercial Standardization: I established commercial policy governance in Brazil, creating clear guidelines and organizing business rules. I developed and monitored key indicators to improve operational efficiency and ensure regulatory compliance.Go-to-Market (GTM) Strategy Management: I was the focal point in defining the Go-to-Market strategy, establishing policies for cooperatives, distributors, direct sales, and wholesalers. I assisted in creating rebate premises and partner classification, promoting effective alignment with the market strategy.Strategic Direction and Bureaucracy Reduction: I directed strategic plans that delegated decision-making to lower levels, reorganizing approval hierarchies for marketing and commercial orders.Inventory Management and S&OP Cycle: I managed the inventory assessment process in agricultural pesticide distribution channels in Brazil. I implemented new inventory assessment methodologies, resulting in significant improvements in commercial performance and support for the Sales & Operations Planning (S&OP) cycle.Leadership of Strategic Projects and PMO: I acted as PMO in strategic projects, including the implementation of new business models and sales forecasting systems. I defined scopes, developed schedules, and managed budgets, ensuring the delivery of projects aligned with strategic objectives on time.Continuous Improvement and Operational Efficiency: I established a continuous improvement environment, promoting efficient governance and operational practices. I monitored and reviewed processes to maximize productivity and efficiency, collaborating with cross-departmental teams to align business strategy with operational needs.

São Paulo E Região, Brasil

I served as PMO for strategic projects at Bayer CropScience, establishing guidelines and managing organizational changes, resulting in improvements in operational efficiency. As the Lead Business Partner of Risk Management for CropScience Brazil, I implemented risk management practices, developed monitoring dashboards, and provided strategic insights, enhancing organizational resilience.I led the strategic decision agenda of the Risk Management Committees in Brazil (BC-Level), aligning guidelines with global goals and defining KPIs to monitor the effectiveness of risk mitigation strategies. I contributed to the company's operational security and stability.I managed risk mitigation projects for Bayer CropScience, implementing innovative policies and technologies. My customer segmentation strategies and alternatives elevated service levels and strengthened commercial relationships.

São Bernardo Do Campo

Directed cross-functional teams to implement strategic initiatives, promoting collaboration and ensuring alignment with organizational goals.Established frameworks for risk assessment and compliance monitoring, enhancing operational reliability and adherence to regulations.Delivered process optimization solutions that streamlined operations and improved efficiency across various business units.Conducted training sessions to educate teams on compliance standards and risk management practices, fostering a culture of accountability.Oversaw the integration of advanced analytics tools to improve data accuracy and support predictive risk analysis.Collaborated with senior leadership to design and execute roadmaps for long-term strategic projects, driving continuous improvement.Ensured timely reporting of compliance status and risk exposure, enabling proactive adjustments to strategic initiatives.

São Paulo

Alphaville

Rua Cubatão

São Paulo Area, Brazil

Mba Em Data Science E Analytics, Ciência De Dados

Bacharel, Administração De Empesas

Inovações E Transformações No Agronegócio, Agribusiness/Agricultural Business Operations

Mba Controles Internos (Compliance), Controles Internos

Governança, Compliance

Basic Compliance & Ethics Academy, Compliance

English, English

Esl - Advanced, Inglês

Tecnico, Mecânica De Prescisão