Mariana Zulli Email & Phone Number

➡️ Prospecção de novos clientes e reativação da carteira de clientes inativos.➡️ Desenvolvimento e gestão do ciclo completo de vendas: prospecção, levantamento de necessidades, elaboração de propostas e follow-ups.➡️ Negociação de todos os aspectos do contrato, incluindo custos, prazos, operações e questões jurídicas.➡️ Gerenciamento da equipe comercial e SDRs, garantindo execução de tarefas e cumprimento de metas através de monitoramento de KPIs.➡️ Implementação de estratégias de expansão da base de clientes, com foco no aumento de market share.➡️ Colaboração com departamentos internos para melhorar a eficiência operacional e garantir a entrega de resultados consistentes.➡️ Elaboração de relatórios de desempenho e resultados para a diretoria, sugerindo melhorias e ajustando as estratégias de vendas conforme necessário.Palavras-chave: Prospecção de clientes | Ciclo de vendas | Negociação de contratos | Gestão de equipe | SDRs | Expansão de clientes | Monitoramento de KPIs

• Coordinate printing outsourcing and digital printing services provided by RICOH to national customers, aiming to meet the satisfaction and organizational objectives of the company.• Define processes for the CX area, structuring procedures, work instructions and other supporting documents, ensuring quality and standardization.• Maintain adequate sizing, balancing people and activities, training the team and distributing activities to meet the demands of the project and RICOH, as well as the required quality standard.• Strategic performance in differentiated or high potential clients.• Structure and maintain the area's performance indicators, creating action plans when necessary.• Continuously work towards integration and fluidity between the CX area and other Ricoh areas (Commercial, Back-office, Delivery, etc).• Support in the various stages of projects for new clients.• Guide and develop a team of 10 Managers/Coordinators and 170 Technicians Operators indirect, carrying out performance evaluations and feedback, when necessary.

• Structuring of the relationship area: relationship ruler, satisfaction control dashboard (NPS), Customer Success.• Creation and control of metrics for analysis and improvement of the relationship and related areas.• Crisis management with clients and close contact with key-clients.• Esthetics definition of operational deliveries to customers (assembly of PPT, Excel and form of standard analysis).• Management of a team of relationship analysts.• Conducting external meetings, videoconferencing and onboarding of new customers.• Service follow-up; Alignment of expectations and construction of being the focal point between customer and company.

• Management of national and export sales processes, answering to the commercial boards of Europe, Africa, Asia, Latam, USA and Brazil, responsible for monitoring the areas of Supply Chain, Engineering, Production, Controllership and Finance, customers (Brazil / Abroad), managing the entire workflow, from order entry, sales and billing process, ending with the presentation of monthly Strategic Reports for the Brasil and Matriz Italy Units.• Interface with the Commercial boards in order to obtain the sales forecast favoring other areas for OCF projection, financial projection, raw material and export review, focusing on the calculation for drawback, as well as management of all monthly orders with the area of Supply Chain.• Focal point in Brazil together with the commercial director, for the manufacturing and service processes with offices abroad, for product development, improvement of existing ones, complaint resolution, prospecting and development of new distributors in the domestic market.• Constant follow-ups with customers in Brazil and Abroad, coordinating teams for quick and accurate responses to e-mails, especially with regard to product issues, prices, delivery times and order status.• Monitoring of sales margins determined by the company, through monthly KPIs.• Representative in internal and external audits, control of documents required by the financial department to close payments to suppliers and Exchange.• Management of commercial processes in Oracle, Export Sys and CRM systems, responsible for recruitment, training, development, team engagement.

➡️ Coordenou a equipe de exportação, assegurando a conformidade com as normas internacionais e regulatórias.➡️ Desenvolveu e implementou estratégias de mercado nacional e internacional, resultando em um aumento nas vendas.➡️ Realizou a análise de mercado para identificar novas oportunidades de negócios e produtos.➡️ Gerenciou o processo logístico de exportação, garantindo a entrega pontual e a satisfação do cliente.➡️ Estabeleceu e manteve parcerias com distribuidores e clientes internacionais, melhorando o relacionamento e comunicação.➡️ Criou relatórios de desempenho de vendas, utilizando dados para direcionar ações de marketing e vendas.➡️ Participou de feiras e eventos internacionais, promovendo os produtos da empresa e expandindo a rede de contatos.Palavras-chave: Coordenação de exportação | Estratégias de mercado | Análise de mercado | Logística internacional | Relacionamento com clientes | Relatórios de vendas | Feiras internacionais

• Collaboration in the Transition process of the printing blanket business between the companies Trelleborg and Day Brasil, being a key contact in the export processes with the Project Manager in Brazil.• Responsible for the export routine in several countries / continents, from the receipt of the order until the arrival of the shipment at the final destination, maintaining the control and follow-up of the export processes, in order to guarantee the fulfillment of deadlines and customer satisfaction. Contact with customers from abroad, cargo agents, carrier and dispatchers.• Freight and Customs Clearance Negotiation, making and checking documents, such as Proforma Invoice, Invoice, Packing List, Shipping Instructions, Certificate of Origin, BL, with controls and follow-up of export processes.

➡️ Realizou análises de mercado para avaliar a viabilidade de novos produtos no cenário internacional.➡️ Desenvolveu e implementou processos de logística de exportação, reduzindo custos operacionais em [Y]% e melhorando a eficiência.➡️ Elaborou e revisou toda a documentação necessária para exportação, garantindo a conformidade com as regulamentações internacionais.➡️ Colaborou com equipes de vendas e marketing para definir estratégias de promoção de produtos no exterior.➡️ Negociou condições de transporte e tarifas com fornecedores, buscando as melhores opções para a empresa.➡️ Treinou e orientou novos colaboradores sobre processos de exportação e regulamentações pertinentes.➡️ Monitorou o desempenho das vendas internacionais, identificando tendências e propondo ações corretivas quando necessário.Palavras-chave: Análise de mercado | Logística de exportação | Documentação internacional | Estratégias de promoção | Negociação de transporte | Treinamento de colaboradores | Monitoramento de vendas

• Development of new markets and products in Asia and partners in Brazil, negotiating sales strategies and focal points. Making export documents, in order to authorize the customer to issue the document.• Demand, shipping and financial forecast for the Asia region with the PCP area, controlling production quotas internally for each customer.

Pós-Graduação Lato Sensu - Especialização, Gestão Comercial E Vendas

Mba, Marketing With Emphasis On Strategic Sales Management

Graduation In Administration With Emphasis In Foreign Trade