Lilian Chimati Ferraz
Columbus,IN
Summary
Highly organized and motivated Account Executive with demonstrated track record of building relationships with clients, developing successful sales campaigns, and managing teams of account managers. Skilled in financial analysis, customer service and problem-solving. Experienced in coordinating activities with various departments to achieve strategic objectives.
Overview
9
9
years of professional experience
Work History
FIELD SALES ACCOUNT EXECUTIVE
CUMMINS DISTRIBUTOR BRAZIL
07.2021 - 05.2023
- Responsible for Maintenance Contracts for Cummins Generators (High Horse Power - HHP) of hospitals, Data Centers and operations 24hoursx7days per week (Critical Mission).
- Responsible for preparing a list of strategic parts for customer service, aiming not to impact the functionality of the customer's equipment in the event of a failure.
- Built and strengthened relationships with new and existing accounts to drive revenue growth.
- Qualified leads, built relationships and executed sales strategies to drive new business.
- Executed successful sales strategies to convert leads into customers.
- Resolved issues promptly to drive satisfaction and enhance customer service.
- Collaborated with internal teams to develop account strategy.
- Managed sales cycle to maintain solid customer base.
- Achieve sales targets in the region, market segment or channel partners under my responsibility.
- Gained understanding of goals, objectives and processes to meet client business needs.
- Strengthened customer relationships with proactive and collaborative approach to managing needs.
- Cross-sold products and services to clients to secure additional business and grow revenue streams.
INSIDE SALES COORDINATION, LEVEL II
CUMMINS DISTRIBUTOR BRAZIL
07.2019 - 06.2021
- Elaboration of prices, margin analysis of the items supplied to the concessionaires, responsible for the Pricing of the distributor
- Check and implement orders, verify financial information, comply with commercial and logistical policies and accept orders
- Identify new business opportunities
- Analyze current price information, contribution margin, costs, and their variations, supporting decision-making
- Follow-up of orders with out-of-stock items, keeping customers informed about their arrival time, and if necessary, renegotiating deadlines with the customer and the Distribution Center
- Respond to customer queries, technical quotations, procedures and responsibility for logistics, warranty, among others
- Management of the company's strategic accounts, increasing Market Share by 50% in the distributor's largest account
- Daily KPIs report.
- Followed up with customers by phone and email to resolve issues quickly and answer questions.
- Engaged clients through effective communication and interpersonal skills, which helped to develop lasting relationships.
- Processed customer orders and resolved questions and concerns regarding products, pricing and availability.
- Worked with sales managers to verify pricing discounts and customer details.
INSIDE SALES COORDINATION, LEVEL II
ROBERT HALF - CUMMINS DISTRIBUTOR BRAZIL
10.2018 - 06.2019
- Elaboration of prices, margin analysis of the items supplied to the concessionaires, responsible for the Pricing of the distributor
- Check and implement orders, verify financial information, comply with commercial and logistical policies and accept orders
- Identify new business opportunities
- Analyze current price information, contribution margin, costs, and their variations, supporting decision-making
- Follow-up of orders with out-of-stock items, keeping customers informed about their arrival time, and if necessary, renegotiating deadlines with the customer and the Distribution Center
- Respond to customer queries, technical quotations, procedures and responsibility for logistics, warranty, among others
- Management of the company's strategic accounts, increasing Market Share by 50% in the distributor's largest account
- Daily KPIs report.
- Followed up with customers by phone and email to resolve issues quickly and answer questions.
- Engaged clients through effective communication and interpersonal skills, which helped to develop lasting relationships.
- Processed customer orders and resolved questions and concerns regarding products, pricing and availability.
- Worked with sales managers to verify pricing discounts and customer details.
ACCOUNT EXECUTIVE
MIATI
05.2016 - 09.2018
- Prospecting for new customers
- Management of active clients and their main indicators
- Formulation of the briefing with the client
- Elaboration of a schedule for the agency's work.
SALES ANALYST
MANGELS
06.2015 - 04.2016
- Support to the account executive (Key Account)
- Direct contact with automakers, carrying out visits, monitoring audits for project startup, new and current, and giving full support to sales and after-sales requests
- Elaboration of Cost Break Down and commercial proposals
- Profitability analysis, updates and price adjustments
- Analysis of debit notes
- Management of the 'Project for the return of obsolete tools' – Organization and regularization of lending contracts and structuring of the return process, according to the policy of each client.
- Skilled at working independently and collaboratively in a team environment.
- Self-motivated, with a strong sense of personal responsibility.
SALES INTERN
EATON
01.2014 - 02.2015
- Support for the sales manager and three account executives
- Management of quotes, aiming to meet the deadline requested by the customer
- Analysis of debit notes
- Elaboration and analysis of profitability analysis reports
- Updating and price adjustments in the system
- Management of a replacement account, being the front line with the customer, sales and after-sales support – In the year I was responsible for the account, there was a significant increase when compared to the previous year, in 2014 the revenue was three times higher than in 2013
- Internship Project: Development of an Excel spreadsheet to facilitate the strategic planning of the sales department, through better visibility of numbers (Previous year revenue x Current year revenue x Forecast x Annual Target).
- Shadowed sales professionals to gain deeper insight into best practices and strategies for maximizing sales revenue.
- Analyzed customer feedback and identified areas for improvement.
Education
MBA - Business Management
Fundação Getúlio Vargas
Sao Paulo, SP - Brazil04.2021
Bachelor of Science - Mechanical Engineering
Centro Universitário Da FEI
07.2015
Skills
- Development of improvements in pre-existing processes
- Account Planning
- Customer Relationship Management
- Contract Negotiation
- Customer Service
- Account Management
- Business Development
- Customer Relations
- Sales Proficiency
- Interpersonal Skills
Additional Information
- DigiCad – Excel 2013 Advanced (2016).
- Senai – AutoCad 2D (2010).
- SAP, Apollo, Salesforce.
- The Language Gallery (Manchester-UK)—General English (Upper Intermediate).
Additional
Proficient in Microsoft Office Suite (Word, Excel, PowerPoint), familiar with Salesforce and Power BI.
Languages
Portuguese
Native or Bilingual
Timeline
FIELD SALES ACCOUNT EXECUTIVE
CUMMINS DISTRIBUTOR BRAZIL
07.2021 - 05.2023
INSIDE SALES COORDINATION, LEVEL II
CUMMINS DISTRIBUTOR BRAZIL
07.2019 - 06.2021
INSIDE SALES COORDINATION, LEVEL II
ROBERT HALF - CUMMINS DISTRIBUTOR BRAZIL
10.2018 - 06.2019
ACCOUNT EXECUTIVE
MIATI
05.2016 - 09.2018
SALES ANALYST
MANGELS
06.2015 - 04.2016
SALES INTERN
EATON
01.2014 - 02.2015
MBA - Business Management
Fundação Getúlio Vargas
Bachelor of Science - Mechanical Engineering
Centro Universitário Da FEI
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