Ricardo Gobatto Email & Phone Number

São Paulo E Região, Brasil

São Paulo Area, Brazil

Reported to the GM and led a team with 90 people: 8 Sales Managers, 80 salespeople, 1 Trade Mkt Manager, and 2 Analysts. Business Unit Director with annual revenues of over R$ 500 million, being responsible for the Go-To-Market strategy, defining the marketing investments, the pipeline of innovations/promotional actions, and for the P&L and S&OP. Was responsible for building, preparing, and carrying out the sales commercial policy, for negotiating contracts with national and regional Key Accounts, for the annual plans, T2T meetings, and business reviews with customers.• Grew sales by 75% in 2018x2015 and by 17% for 2018x2017 by increasing the distribution and mix.• Reached a contribution margin gain of 7% and of 223% in the margin mass - 2018x2015 and 20% - 2018x2017. • Grew the market share with the brand Mat Inset from 3% to 8% and ASSIM from 2% to 5% - 2018x2015.• Increased the numeric distribution by 42,000 stores 2018x2015, doubling the DN in Brazil.• Implemented and consolidated the network of distributors, causing it to become the main sales channel representing 26% of total revenue.• Created and developed the private label business, increasing revenues by 70 million in 2018. • Implemented the Total Quality Program with the sales team, improving productivity by 27%. • Reduced the lead-time by 11 days and the logistics cost by 2.2% with the Itapeva project that changed the invoicing and shipping of insecticides from Itajaí/SC to the Itapeva/MG DC, which was more geographically strategic.

São Paulo Area, Brazil

Reported to the Sales VP and to the Sales Global Director at headquarters with a team of 42 employees. Was responsible for annual revenues of over R$ 1.5 billion (54% of RBB), for leading and building the Excellence Plan with the customers and team, for the Go-To-Market strategy, and for the construction of the numeric and weighted distribution in the traditional channels and 1 to 9 CK. Was responsible for the P&L, for preparing the business plans, investments, and promotional activities while serving as an interface with Trade marketing. • Grew Sales by 25% 2014x2013 (RBB grew by 11%) and increased the Gross Margin by 2.2%.• Increased 44,000 new stores with the Captare affirmation program.• Built a network of complementary Top wholesalers with a 1-4 CK and traditional customer profile, reducing the overlap of these same stores from the Distributors, reaching a sales growth of 18% 2013x2012.• Reduced the Trade Spend (investment in customers) by 1.5%, converting the investments in clients balancing items and the Indirect Channel grew by 330 bpts in market share. • Implemented a national program for training 2,000 salespeople for wholesalers. • Launched a web platform to encourage the formula to win, a 360° incentive plan. • Automated the sellout monitoring tool and inventories, an information system that measured daily the individual sellout of distributors and wholesalers with a 100% accuracy.

Sao Paulo

Reported to the Sales Director and had a team with 50 employees. Was responsible for managing the P&L, preparing the business plans, making investments, as well as for the promotional activities with national and global retail customers, reaching annual sales of over R$ 500 million (29% of RBB). Led innovation projects in sales focused on profitability and weighted distribution, in addition to developing Speed-To-Market projects. • Grew sales by 28% and the trade margin by 5 pp through an Excellence Program. • Worked with the Direct Retail Channel that became the largest Channel and with the best profitability in RBB in 2009 and 2010.• Led multifunctional teams in strategic projects such as o A strategic plan or Inter-channels that minimized the price war and defined customer service profiles and improved the margin by 3 pp. o Led the “Order to Deliver" Project that standardized all the processes since receiving orders all the way to their delivery, reducing the lead-time by 8 days and reduced logistics cost by 1.5%.• Developed programs with a Fast-In-Shelf focus, reducing the arrival to the supermarket shelves from launch date by 15 days.

Sao Paulo

Reported to the Sales Director with a regional team of 12 employees and annual revenues of over R$ 160 million (12% of RBB). Was responsible for managing the P&L, preparing the JBP business plan, negotiating annual investment contracts, preparing the promotional calendar, carrying out global agreement projects of innovation, and organizing "Top to Top” meetings. Managed a multi-functional cell of logistics, marketing, finance, and sales. • Reached a Compound Annual Growth Rate of 18% (2004x2007). • Carrefour became RBB’s largest customer and with the best profitability among the Key Accounts.• Led strategic projects such as Double Shelf that doubled Vanish’s space in the shelves with a 325% increase in sales and the "I hate out-of-stock" project that reduced out-of-stock by 21% and brought a 43% sales growth.

Porto Alegre Area, Brazil

Key Account Manager Wallmart in South of Brazil

Porto Alegre Area, Brazil

SC/RS Regional Manager (Aug/98 to Apr/04).

Porto Alegre Area, Brazil

Curitiba Area, Brazil

Trade Marketing Manager (Oct/94 to Sep/96) PR/SC Regional Manager (Jun/91 to Sep/94)

Master Of Business Administration, Specialized Sales, Merchandising And Marketing Operations

• Bachelor’S Degree In Business Administration, Business Administration And Management, General

• Bachelor'S Degree In Accounting, Accounting