Natalia Suman Martins Email & Phone Number

State Of São Paulo, Brazil

Sao Paulo, Brazil

Sao Paulo, Brazil

• Leadership of the top-of-funnel commercial operation for Latam, focusing on customer activation and onboarding, ensuring optimal customer service, operational and strategic guidance, retention, and loyalty;• Development of commercial strategies aligned with business objectives, metrics, and KPIs (Revenue, Engagement, and Product), creating action plans, incentive campaigns, and continuous improvement projects;• Business Owner of 2 outsourced sales teams, responsible for LATAM clients (BR, MX, CH, PE, EC, CO), located in Portugal and Texas, with over 20 people, including managers and TLs;• Remote leadership of teams, conducting quarterly in-person meetings to ensure alignment, engagement, motivation, and team development, providing close management and support for optimal performance;• Continuous strategic analysis of processes, tools, resources, and structures used by the teams, implementing updates, adjustments, and training to ensure the achievement of goals and KPIs, both internally and for clients;• Management of global internal stakeholders (cross-functional teams), ensuring that sales teams have all the necessary support and strategic information to achieve results;• Structuring of reports and participation in strategic management meetings with Marketing, Commercial, and LATAM Sales teams for results analysis, action definition, and decision-making;Key achievements:2023: exceeded quarterly targets with consistent revenue growth, achieving 100%, 107%, and 110% of Q2, Q3, and Q4 targets respectively.Increased connected calls by 161%, with the implementation project of full-time working hours for the Lisbon team, with minimal attrition.+$400k revenue in Q4/23 from increasing BR Onb engagement rate increased by 10 p.p. QoQ and Acc by 9 p.p., with the implementation project of WhatsApp as a business tool.+20% quarterly revenue from the team, with the introduction project of a sales-oriented approach through weekly/biweekly competitions.

São Paulo, Brazil

• Management and oversight of the company's main projects (IT, Product, HR, BI, Sales, Credit), providing periodic reporting to investors (Goldman Sachs);• Responsible for weekly reports to the board, based on receiving and verifying reports from all areas, ensuring timely delivery and compliance with project specifications;• Leadership of alignment and OKR monitoring meetings with all project teams, ensuring prioritization, evaluation, and necessary financial validation for schedule compliance and achievement of results.

São Paulo, Brazil

• Structuring of the churn/engagement area for SumUp Brazil, conducting studies and research, test development, project creation, and internal team setup optimization for customer service and demand maximization;• Development and management of projects and initiatives for revenue generation and customer retention, by improving the customer experience and solving churn-causing issues;• Team management (7 employees) and cross-area stakeholders involved in projects, including strategic leadership (payout, shipping, hardware, rates, operations, consultants, risk), ensuring quality results;• Personalization of communication channels and language with customers according to their profile, ensuring the effectiveness of messages conveyed, both regarding promotions and actions, and regarding product updates;Key achievements:• Preservation of 70% of TPV ($1.4 million) - through a project to update card machines.• Mass adoption of new rates by customers through hyper-personalized email campaigns.

São Paulo, Brazil

• Support for the Partner Success area – Sales Representatives, developing and executing campaigns and actions to address issues, gaps, and continuous improvement of results;• Performance and financial management, conducting ROI and Payback analysis, as well as post-mortem, ensuring the identification of lessons learned and successes achieved;• Restructuring of programs and creation of new products, in partnership with the commercial area, conducting analysis and tests to identify the best model, with the greatest result and engagement;• Key projects and products developed: New Incentive Program (14,000 active consultants), New Products in the Commercial Area (NPS, Card Activation, Card Activation in Active Base), Small Merchant (negotiation of exclusive rates), etc.;Key results achieved:• Increment of $0.3m in payback, 10% uplift in sales, and initial savings of $250k by placing T&C on the internal access platform - from the New Incentive Program.• Churn - 10 p.p., Activations +33 p.p. - with the implementation of new products in the commercial area.• Capture of over 1,000 new sales representatives.

São Paulo Area, Brazil

• Portfolio management of sales representatives (approximately 50 consultants - located throughout Brazil), conducting daily relationship management, ensuring a strong and effective communication channel and alignment;• Comprehensive and highly efficient support for representatives, identifying and resolving conflicts, issues, and challenges, as well as mapping growth opportunities, ensuring increased sales and achievement of individual goals;• Development of strategic projects and incentive campaigns, in partnership with other areas of the company to facilitate and contribute to the increase in representative results.NPS Q2/2019 - 73 NPS Q3/2019 - 82 NPS Q4/2019 - 100

São Paulo Area, Brazil

- Sales management and analysis – evaluation, optimization, and implementation of processes, indicators, and monthly targets based on best market practices;- Structuring and managing financial and commercial planning, with the implementation of a financial system and development of strategic analyses for short, medium, and long-term evaluation;- Establishing processes and creating periodic KPIs, facilitating the development and monitoring of performance reports;- Managing relationships with banks, suppliers, and clients;- Main result achieved: a 30% increase in monthly revenue.

Kitchener, Canada Area

- Support to the Sales Operations team in the development of strategies, processes, and decision-making: developing analyses, studies, and different reporting models for KPI tracking;- Structuring reports and data manipulation in Salesforce (SFDC), training new employees in Canada and LATAM for SFDC adoption;- Preparation and reporting of the weekly forecast, creating short, medium, and long-term sales projections;- Analysis, screening, and qualification of inbound leads from LATAM, North America, and Brazil;Key achievements:• +100k closed won deals for Brazil in less than one year • More than USD 1.5 million generated in the pipeline• FY17, Q4 - attained 156% of quota• FY18, Q1 - attained 264% of quota

São Paulo, Brazil

- Restructuring the outbound lead prospecting and pre-sales process for inbound and outbound leads;- Training the sales team in: Sandler Training – Cold Call, BANT, Objection Handling, and prospecting;- Development and implementation of standards for CRM usage;- Structuring KPIs and market mapping to identify trends, opportunities, and risks.

São Paulo E Região, Brasil

• Qualify and develop outbound sales leads and respond to product inquiries• Run email campaigns to generate new sales prospects• Drive attendance for marketing campaigns and events• Complete accurate tracking of communication with current and potential customers in SalesForce.com• Cold calling prospects regarding LinkedIn Corporate Solutions products• Work with upper level managers and directors to design region specific outbound efforts

Brazil

- Management and development of the sales team for AdWords (Google Ads) pre-sales through cold calling;- Development of weekly results reports for leadership;- Talent retention, with motivation strategies and performance improvement plans.

Brazil

Master Of Business Administration - Mba, Sales

Master’S Degree, International Business Management

Postgraduate, Sales And Negotiation Management

Bachelor’S Degree, Business Administration And Management, General