LEONARDO CARNEIRO
Celebration,USA
Summary
Dynamic leader with a proven track record at EBSCO Information Services, excelling in sales and marketing strategies and operational management. Spearheaded regional growth by over 300%, leveraging international relations and business development acumen. Skilled in capital expense oversight and building strong, strategic partnerships, demonstrating exceptional sales achievements and regional planning expertise.
Overview
31
31
years of professional experience
Work History
Regional Manager
Sunrise Systems LLC
08.2020 - Current
- Representing Sunrise in the Americas and reporting directly to the UK office.
- Creating sales strategies and initiatives.
- Managing and developing strategic partner relationships to drive sales growth and mutual revenue increase in the Americas.
- The business grew in the first year by 150%, and in the following years by more than 300%.
- Demonstrating to prospective clients in the assigned territory.
- Quoting, negotiating, and closing deals.
- Actively building a network in the Americas, developing relationships with key decision-makers, including C-level executives.
- Uncovering prospective clients' needs, goals, and challenges to determine the right solution.
- Providing technical support by partnering with the UK office.
- Attending local trade shows in Latin America and the USA.
- Cultivated and maintained solid partner relationships to drive mutually beneficial collaboration and bottom-line profits.
Regional Sales Manager for California and Hawaii
EBSCO Information Services
Los Angeles
01.2018 - 07.2020
- Responsible for closing new accounts and renewing 100%.
- Responsible for the GOBI and EBSCONET platforms for libraries as a solution.
- Knowledge of SaaS, eBooks, print books, and serials, as well as API and EDI, to integrate with ILS.
- Knowledge of all consortia in California.
- Training all clients on how to use our products by conducting workshops.
- Managing direct reports in our headquarters.
- Identified opportunities for cross-selling and up-selling within existing customer base.
- Hired and motivated high-performing sales team.
Regional Sales Manager Brazil
EBSCO Information Services
09.2011 - 01.2018
- Product knowledge of databases, evidence-based databases, discovery services, electronic books, audiobooks, print, library systems, and SaaS.
- Training all clients on how to use our products by conducting workshops.
- Building a strong team and coaching them consistently.
- Exceeding my goals, budgeted for the last seven fiscal years, growing 100% per year on average.
- Awarded 100% and 300% sales club.
- Prospecting and acquiring new accounts in my territory through cold calls, events, leads from current customers, and other methods.
- Renewing all accounts from existing customers, and servicing them to upgrade.
- Retention over 98% on renewals in the past eight years, and consistent growth with upgrades.
- Analyzing contracts from governmental institutions to acquire new accounts and to renew them, legal knowledge of contracts is necessary, as well as solid product knowledge.
- Participating in the bidding process with public institutions.
- Prospecting in the corporate market and medical market.
Coordinator
Cetelem a Company of BNP
01.2010 - 12.2011
- Responsible for accounts with gross revenue over USD10 million per year
- Coordinating 11 employees
- Prospecting new clients to be a new channel of businesses for private labels
- Exceeding my sales goals by 100% in new accounts and sales volume
- Relationship development with our clients, Owners, Directors, and Managers
- Presentation to clients focusing on results and plans to achieve the best results at every point of sale
Financial Analyst
Computer Science Corporation
Alexandria, USA
01.2008 - 12.2010
- Responsible for accurate revenue recognition monthly
- Validate costs/earnings in Costpoint for accuracy and compliance with internal and external policies
- Analysis, preparation, and assurance of financial reports to CSC internal management
- Serve as the Business Area's Time and Labor coordinator (process timecard corrections, conduct audits, and ensure employees' compliance with internal and external policies and procedures related to timekeeping)
- Provide support to the annual budget process; including directs and indirects
- Interface with program managers, contracts, and subcontracts
- Accounts payable/receivable to ensure program contractual, cost, and scheduled objectives are being met
- Problem identification and resolution of financial transactions
Lending Consultant
Citigroup- CitiMortgage, Inc.
Fairfax, USA
01.2004 - 12.2007
- Mortgage loan origination in the prime market
- Fannie Mae loans, private investors, and CitiMortgage portfolio
- Underwriting knowledge according to investors' guidelines
- Servicing loans sold to investors
- Analyzing portfolio retention after origination
- Analyzing default ratios by the program
- Pricing knowledge according to the bond market
- Advising builders regarding collateral requirements
- Identification of cross-selling opportunities within Citigroup, investments, and insurance
- Seminar at work with Citi Clients and first-time homebuyers
- Relationship development with six Financial Centers and one not-for-profit organization
- Training Personal Bankers in lending practices, and credit reports
Relationship Manager
Unibanco S/A
Rio de Janeiro, Brazil
01.2002 - 12.2004
- Managed 54 points of sale (retail outlets) in four States: Rio de Janeiro, Pernambuco, Bahia, and Ceará
- Responsible for management of credit card operations (private label) for one of the largest supermarket chains in Brazil
- Conducted continuous training of 80 sales associates and supervisors
- Risk management, credit analysis role related to lending portfolio
- Managing marketing budget and allocating resources to the client
- P&L Analysis performed variance analysis and identified variance drivers
- Responsible for meeting my annual goals budgeted
- Implementation of new points of sale generating growth of 300% in volume
Junior Business Banker
Santander Bank
Rio de Janeiro, Brazil
01.1997 - 12.1999
Junior Analyst Currency Market
ICATU Investment Bank
Rio de Janeiro, Brazil
01.1994 - 12.1997
Education
Google AI Certificate -
Google
Bachelor of Science - Business Administration
Pontifícia Universidade Católica Do Rio De Janeiro- P.U.C
M.B.A -Master of Business Administration -
Southeast Missouri State University
Skills
- Sales and marketing strategies
- Operational management
- Regional planning
- Business development and planning
- International relations
- Capital expense oversight
Languages
- English
- Portuguese
- Spanish
Timeline
Regional Manager
Sunrise Systems LLC
08.2020 - Current
Regional Sales Manager for California and Hawaii
EBSCO Information Services
01.2018 - 07.2020
Regional Sales Manager Brazil
EBSCO Information Services
09.2011 - 01.2018
Coordinator
Cetelem a Company of BNP
01.2010 - 12.2011
Financial Analyst
Computer Science Corporation
01.2008 - 12.2010
Lending Consultant
Citigroup- CitiMortgage, Inc.
01.2004 - 12.2007
Relationship Manager
Unibanco S/A
01.2002 - 12.2004
Junior Business Banker
Santander Bank
01.1997 - 12.1999
Junior Analyst Currency Market
ICATU Investment Bank
01.1994 - 12.1997
Google AI Certificate -
Google
Bachelor of Science - Business Administration
Pontifícia Universidade Católica Do Rio De Janeiro- P.U.C
M.B.A -Master of Business Administration -
Southeast Missouri State University
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