Commercial Director & Global Customers Latin America
Tate & Lyle
Total des années d'expérience :33 years, 8 Mois
Reported directly to the Latin America General Manager. Implemented a new business structure to drive clear change in profitability. Managed sales for Global Key Accounts. Managed customer service, logistical operations, warehousing, distribution, importing and exporting, and new product registration with Health Ministers. Directed team of Account Managers and Distribution and New Business Manager, with sales of 14.000 MT per year.
Responsible for BID process management in response to a Request for Proposal (RFP) from Global Customers in Latin America, as well as direct marketing activity plan (sampling), participation in congress, tradeshow and summits.
Coordinated technical service and application lab team in association with Technical Service Director regarding prototype production, training, technical seminar and special projects, as well as implementation of the new SAP system, integrated with CRM.
Achievements:
• Increased the market share from zero to 18% in a very competitive market.
• Introduced new innovative application for the current portfolio of products increasing the revenue in US$ 2.8 MM per year.
• Achieved incremental business by introducing the European product portfolio in Latin American markets, which generated US$ 4.2 MM per year of revenue.
• Expansion of the new ingredient application, doubling the market revenue.
• Implemented a customer service excellence program focused on satisfaction and loyalty, which achieved a significant reduction in the number of complaints.
Reported to Global Marketing Vice-President and General Manager Latin America. Responsible for company image management and launching Health & Wellness platform, including fiber line. Managed all administrative activity, planning, sales & marketing, with a team of 26 people and budget of US$ 230 MM.
Achievements:
• Increased sales in US$ 37.3 MM, introduced and developed a new line of product in a new segment.
• Generated profit of US$ 67.3 MM by expanding this new application to other countries and regions.
• Coordinated, registered and managed approval of new products for Latin America.
Development, Marketing & Pricing Strategy Director Latin America - 2008 - 2010
Reported to Global Marketing Vice-President and General Manager Latin America. Responsible for company image management and launching Health & Wellness platform, including fiber line. Managed all administrative activity, planning, sales & marketing, with a team of 26 people and budget of US$ 230 MM.
• Increased sales in US$ 37.3 MM, introduced and developed a new line of product in a new segment.
• Generated profit of US$ 67.3 MM by expanding this new application to other countries and regions.
• Coordinated, registered and managed approval of new products for Latin America.
Responsible for developing new ingredients, marketing action plans, and trade media. Monitored and evaluated market trends to determinate tactical plans and budget recommendations in accordance with customer needs. Prepared, reviewed and issued technical brochures, article and technical speeches. Budget of US$ 154 MM per year.
Developed new applications for UHT milk, obtained technical approval with the Agriculture Minister and Mercosur, for a market of US$ 12.3 MM.
Organized strategic plan to sell plant´s residual acid in the industrial market. Created marketing, sales channel distribution and publicity programs to achieve annual revenue of US$ 1.1 MM.
Responsible for developing new market build and new business revenue of US$ 2.8 MM, as well as participation in Mercosur commission team in the new regulation discussion as a specialist with the Agriculture Minister
Developed strategies to create new packaging, increasing productivity 16%, and developed technical application in the Dairy Market.
Product Specialist - 1990 - 1996
Developed strategies to create new packaging, increasing productivity 16%, and developed technical application in the Dairy Market.
Developed Northeast market, won the award of the best salesman achieving 130% of the target.
\{Started career in 1981 at Exxon Chemical as Production Supervisor. Hired in 1986 by Tate & Lyle e Bayer to work as a Technical Salesman achieving the directorship position\}
Technical Sales - 1986 - 1990
Developed Northeast market, won the award of the best salesman achieving 130% of the target.
\{Started career in 1981 at Exxon Chemical as Production Supervisor. Hired in 1986 by Tate & Lyle e Bayer to work as a Technical Salesman achieving the directorship position\}
Plant Supervisor, 12 coworks
Startup new business unit
MBA
• Leadership Training for Manager- Dale Carnegie (Brazil, 2012)
• High Impact Presentation - Dale Carnegie (Brazil, 2012)
• Marketing Industrial School (Brazil, 2008)