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.
• Management of global internal stakeholders (cross-functional teams), ensuring that sales teams have all the necessary support and strategic information to achieve results;

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.
• 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.
• 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.

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.
• 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.

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.

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.
• +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