Ana Carolina Castro
Livingston,NJ
Summary
Accomplished Regional Sales Manager of 20-years offering sales solutions expertise for B2B sales of ingredients. Recognized for effective leadership across high-performing teams, business development initiatives. Consistent track record of managing and penetrating complex accounts and delivering results over the years. Activities in direct customers and distributors. Strong negotiation, management and problem solving skills. Multicultural people manager able to build solid long term relationships that brought continuous sales. Resilient, self-motivated, determined and dedicated in reaching results, responsible, ethical in commercial relationship.
Overview
24
24
years of professional experience
Work History
Regional Sales Manager
Dsm-firmenich
01.2022 - Current
- Achieved regional sales objectives by coordinating sales team, developing successful strategies, and servicing accounts to strengthen business relationships.
- Responsible for segment Baking, Brewing, Confectionery and Ingredients Processing business in North America, managing team of 10 people, that works across portfolio of: Enzymes, Nutritional ingredients, pectins, gums.
- Exceeded sales goals through effective time management and resource allocations.
- Hired, trained and built high-performing team of account managers.
- Drove team of 10 direct reports in new item distribution, merchandising and supply management.
- Achieved regional sales objectives by coordinating sales team, developing successful strategies, and servicing accounts to strengthen business relationships.
- Developed and maintained positive relationships with clients in assigned sales territories.
- Participated in sales calls with direct reports to strengthen customer relationships and uncover possible opportunities for growth.
- Contacted key accounts regularly and achieved high satisfaction scores by routinely re-assessing needs and resolving conflicts.
- Collaborated with senior executives to evaluate performance in regional area and develop strategies to expand revenue generation.
- Managed team of six account managers and consistently achieved high sales targets.
LATAM Distribution Manager
DSM Nutritional Products
08.2015 - 12.2021
- Manager for Dairy, Baking & Beverage, responsible for sales targets of >10distributors in LATAM;
- Identified and solved complex strategy obstacles to promote growth and guide business direction.
- Set up contracts with distributors limiting liabilities.
- Managed performance through reports and bimonthly calls;
- Guaranteed new launches aligned through distributors, attending regulatory requirements.
- Managed sales of Antibiotic residue tests and natural preservation systems across Latin America.
Sales Manager
Innophos
01.2014 - 07.2015
- Business development for Dairy & Low Sodium meat for 3 South American countries, through portfolio of phosphates.
- Grew sales by 50% and boosted profits, applying proactive management strategies and enhancing sales training.
Account Manager
MINTEL, Intelligence Company
12.2012 - 12.2013
- Sales of market intelligence. Global Accounts in Brazil and Argentina; Management of 30+ accounts of ingredients, CPG – Food, Drink, Beauty, Personal Care, Household targeting to retain existing customers and add new market intelligence tools.
Southern Cone Sales Manager
Fonterra Co-operative Group
04.2000 - 10.2011
- Sales management of locally produced milk solids via the joint-venture between Fonterra /Nestle + sales of NZ imported protein + milk solids produced in Chile by operation partially owned.
Education
MBA - BA And Management
Ibmec
Brazil07.2007
Bachelor Of Applied Science - Nutrition
USP - University of São Paulo
Brazil12.1994
Skills
- Account and Territory Management
- Sales Process, B to B Sale, Consultative Selling
- Interdepartmental Collaboration
- Multidisciplinary Team Leadership, Multitasking
- Sales Records Management
- CRM Software
- Sales Territory Growth
- Staff Management
- Complex Problem-Solving
- International Markets Familiarity
- Recruiting and Hiring
- Cross-Cultural Sales
- Social Perceptiveness
- Client Base Retention
Accomplishments
- Acknowledged with the 2006 FonterraCEO Award's with a team multi country team for the best customer solution to Danone for their processed cheese using an innovative dairy protein that allowed savings to customer and profitable sales to Fonterra.
Languages
Portuguese
Native or Bilingual
Spanish
Native or Bilingual
English
Native or Bilingual
Timeline
Regional Sales Manager
Dsm-firmenich
01.2022 - Current
LATAM Distribution Manager
DSM Nutritional Products
08.2015 - 12.2021
Sales Manager
Innophos
01.2014 - 07.2015
Account Manager
MINTEL, Intelligence Company
12.2012 - 12.2013
Southern Cone Sales Manager
Fonterra Co-operative Group
04.2000 - 10.2011
MBA - BA And Management
Ibmec
Bachelor Of Applied Science - Nutrition
USP - University of São Paulo
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