Rafael Leite Email & Phone Number

Brazil

São Paulo Area, Brazil

✔ Management of the commercial team, leading country managers for the regional goals and objectives.✔ Analysis with the VP and the Controller of the economic, cultural, sales landscape for Latam, develop the business strategy, being responsible for managing sales expectations with the Headquarter.✔ Demand Manager for Latam, responsible for the prognostic of 24 months and its realization, composed by: projection of volume, supply capacity (aligned to the global), control and negotiation of allocation.✔ Management of the implementation of Integrated Business Planning (IBP). Portfolio Management / Phase In / Phase Out.✔ Responsible for regional Marketing Intelligence, considering the global cascade and developing strategies for product / family portfolios.✔ Definition of the pricing strategy in line with the market and global guidelines, considering factors such as: Global supply, market trends, political economic situation and capabilities of competitors.✔ Daily sales management with the Sales Directors team.✔ Responsible for the Budget process. Definitions of Quarter Review Estimation (QRE) and Review Annual Forecasting (RAF), aligning the regional forecast and settlement with global expectations (definition, update and report).✔ Responsible for the structure of large and high complexity agreements and contracts, guaranteeing sales and profitability expectations in the region.✉ rafaelpbl@hotmail.com📞 11 94158-8358

Guadalajara Area, Mexico

✔ Manage Top Global Account for Infant Nutrition, Cereal, Beverage & Dairy Market, leading ten+ people sales team and coordinate multifunctional (QA, R&D, Mkt) and multicultural teams in order to align global strategy, customer expectations and local markets.✔ Responsible for negotiation with Top Global Account, which allowed the change of the procurement model from the regional to the global level, which resulted in a 75% growth in the business over 3 years for DSM. This enabled the customer to generate huge savings, as it now centralized the procurement operation, while significantly increasing the growth and share (from 65% to 85% market share), assuring a long-term contract and a predictable cash flow.✔ Report to Vice President of Human Nutrition and Global Relationship Lead VP. ✔ Pipeline growth and management. Global Strategy and R&D Projects rollout responsible.

Zapopan Area, Mexico

✔ After a year working at DSM HNH Brazil, I was invited to be expatriated to México to manage distributors sales channel. Sales Manager of five sales coordinator, with over twenty sales representatives.✔ Led a complete remodelling of the distributor channel in Mexico, which resulted in a business growth of 180% from Jan2014 to Dec2018.✔ The reform was carried out after a thorough analysis of the current operation model and the results generated by the distributors, which highlighted the need for standardization, optimization and unified management (which was carried out allowing competition between distributors without jeopardizing the results for the company), in addition, definition of annual goals, pipeline of potential segments, commercial excellence implementation and operation itself.✔ Distributors case in México was chosen as one of the top 10 finalists on the DSM Global Marketing & Sales Award 2015 and presented in real time https://www.youtube.com/watch?v=Hex8XfsMv2w

Guadalajara Area - Mexico

✔ Due to the results generated as a Distributor Manager in Mexico and the broad and solid knowledge of the Latin American market, in addition to continuing the work from previous experience, I was chosen to lead the team (composed by DSM and McKinsey & Company Consulting) of the Commercial Excellence project to develop, standardize and optimize the distribution channel in the Latin America region.✔ An assessment of the situation of the distribution channel of all countries was carried out and, from there, a strategic plan was created for each channel, which resulted in the development of the entire distribution channel for Latin America, in order to cover geographic, markets and segments gaps.✔ Responsible for the legal regularization of distributors contracts and accountable for the development and reporting project progress for the global steering board.✔ Responsible for setting growth expectations for the channel with standard KPI’s, Operational Standardization and training program development acting as trainer as well.

São Paulo Area, Brazil

✔ Responsible for attending 3 Key Accounts for LATAM, in addition to the local Key Accounts and managing a group of 6 Account Managers spread across the region.✔ Responsible for global strategy roll out in LATAM, ensuring the region's growth and interests.✔ RFP Manager responsible for negotiation with the objective of maintaining and expanding the Market Share, aligned with the company's global strategy and ensuring regional interests, acting on factors such as: supply, value, price, quality and sustainability.✔ Responsible for monitoring supply contracts, ensuring that they were fulfilled through analysis of the proposed cost structure, monitoring contracted volumes x sold x forecast, profitability and renegotiating when necessary.✔ Development of a new business model based on the production of products, whole chain, for DSM customers.✔ Qualification, contracting and monitoring of new suppliers from different segments (such as: encapsulators, tablets manufacturers and packaging) as co-manufacturers to deliver solutions to customers.✔ Results: Business increase of 25% from Jul2012 to Dec2013.

São Paulo Area, Brazil

✔ In addition to the experience below as a Global & Key Account Manager for South America, as of September 2010 I also held the position of sales manager for South America.✔ Management and monitoring of the sales team with more than ten account managers.✔ Main contact for all Global and Key Accounts in South America. Supplying Contract Manager, RFP Manager for Global & Key Accounts.✔ Responsible for Budget monitoring, Trouble Shooting management, representation at shows and events.✔ Supervision of Microsoft Dynamics CRM Implementation.✔ Idealization and management of the implementation of Nestlé's production line within Fortitech (co-manufactory), which expanded the company's production beyond nutrient premixes. Due to the success of this initiative, this model was expanded to serve others Fortitech customers.✔ Results: Business increase of 50% from Sep2010 to Jul2012.

São Paulo Area, Brazil

✔ South America Sales Manager for Global & Key Accounts, managing over ten sales representatives in South American markets. Align strategy for each customer in different cultures and markets.✔ Reporting to General Director South America and Global Sales Directors in US, responsible for project pipeline, budget achievement and manager for customer´s RFP.✔ Leadership in the development of the first global outsourcing services business.✔ Management of first expansion of the global accounts from USA Headquarters to the South American market, being responsible for the definition of protocols, processes and development of new products in new markets according to the global requirements of transactional customers.✔ Results: Business increase of 600% in six years, which represented 75% of the company's revenue.

São Paulo Area, Brazil

✔ Manager of six distributors in South America, except Brazil, coordinating six sales managers, with over twenty sales representatives.✔ Responsible for the analysis and implementation of a new network of distributors in South America during 2006 with an independent structure for each country.✔ After the restructuring, our business increased by 300% in four years, in addition, there was a great decentralization and focus on the development of the markets of: Chile, Uruguay, Argentina, Colombia and Peru.✔ Development of new products for customers accordingly to marketing appeal and trends for the countries, with customized raw materials (nutrients premixes). Regulatory support when required.✔ Visit to the customer in all countries in Latam and USA (50% of the time outside Brazil), budget manager for all distributors and responsible for sales reports for the headquarters in the USA (Fortitech Inc.).✔ Extensive support in the development and construction of the Nutrients Premix concept (customized product) for Latin America, increasing this market representation from 35% to 60% in the region.

✔ First Trainee of the Company, training in all departments: Supply Chain, Sales, Finance, R&D (Research and development), QA (Quality Assurance), QC (Quality Control) and Production.✔ The objective of this program was to develop knowledge in all areas to assume the position of sales manager.✔ Support to all activities of Supply Chain, Production and QA routines.

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