Senior-level supply chain sales professional with +18 years' experience in selling complex logistics and supply chain solutions. Good communication and presentation skills with deep knowledge in team building and coaching. Strong global account management skills working in multi-faceted business environments and with diverse groups of people, having conducted and led supply chain sales activities in Europe, Asia and in the Americas. Experienced supply chain professional with a length expertise in designing transportation and logistics strategies for customers in the most diverse business segments Skills Proficient in the Microsoft Office suite Supply Chain Management (Design, planning and execution) Budgetary process and follow through Change Management P&L Management Project Management Process improvement Team Leadership Marketing Strategy Sales Planning Revenue Growth Global/Regional/Local Sales Organizational Restructuring Training design and teaching Business Development Financial / Accounting knowledge Warehouse and Transportation management system familiarity Rapport and relationship building Lead generation Recruiting and hiring Sales territory growth Sales process Multidisciplinary team leadership Complex project negotiations Consultative and relationship selling
Overview
21
21
years of professional experience
Work History
Senior Director, Business Development - Automotive
DSV Air & Sea
09.2024 - Current
Developed strong relationships with key industry partners, fostering collaboration and mutual growth opportunities.
Directed design and execution of business transformation initiatives to drive performance, profit optimization and growth opportunities.
Drive account portfolio growth and maintain an attractive pipeline
Build internal and external industry network relations and represent the company as a lead expert for assigned industry.
Develop solutions with BU's and key accounts based on industry value propositions and innovative services/products. • Prepare and conduct MBR's and QBR's in 3 regions (APAC, EMEA, and Americas)
Lead RFQ response for th e assigned accounts by selecting and / or assigning the respective regional responsible from a procurement and pricing standpoint.
Create and deliver in - depth sales presentations to potential customers.
Retain and grow the value of the key customers in terms of: Overall turnover improvement, Opportunity development of all core services.
Ensure the timely and successful delivery of solutions according to customer needs and objectives.
Build and maintain strong, long - lasting customer relations
Director, Business Development Automotive – New Mobility
KUEHNE+NAGEL
01.2023 - 08.2024
Drive account portfolio growth and maintain an attractive pipeline
Build internal and external industry network relations and represent the company as a lead expert for assigned industry.
Develop solutions with BU's and key accounts based on industry value propositions and innovative services/products.
Prepare and conduct MBR's and QBR's in 3 regions (APAC, EMEA, and Americas)
Lead RFQ response for the assigned accounts by selecting and / or assigning the respective regional responsible from a procurement and pricing standpoint.
Orchestrate improvement programs and liaise with key stakeholders from internal and external customers.
Create and deliver in-depth sales presentations to potential customers.
Cultivate strong professional relationships with key clients to drive long-term business development.
Retain and grow the value of the key customers in terms of: Overall turnover improvement, Opportunity development of all core services.
Pro-active contribution to the regional monthly GKAM calls.
Ensure the timely and successful delivery of solutions according to customer needs and objectives.
Operate as the lead point of contact for all matters specific to your customers.
Build and maintain strong, long-lasting customer relationships.
Enterprise Account Director - Industrial Vertical
SCHENKER, INC
01.2017 - 12.2022
Build and develop relationship with major global accounts with over USD 195,000.000 in combined budgeted revenues, delivering sustainable growth
Support regional account management strategy in Europe, APAC, and Americas for the industrial vertical market for the assigned accounts
Coordinate initiatives to improve on time shipment efficiencies in line with customer's SLA's
Prepare and conduct MBR's and QBR's in 3 regions (APAC, EMEA, and Americas)
Structure white board sessions with the assigned strategic account
Act as the client's representative to ensure that their demands are met with a focus on improving the customer experience
Set, meet, and exceed business revenue goals agreed upon with the vertical team leadership
Lead RFQ response for the assigned accounts by selecting and / or assigning the respective regional responsible from a procurement and pricing standpoint
Orchestrate improvement programs and liaise with key stakeholders from internal and external customers
Cultivate strong professional relationships with key clients to drive long-term business development.
Chief Commercial Officer
DB SCHENKER DO BRASIL
01.2013 - 01.2017
Managed 65 multicultural people in the sales organization in 8 different locations nationwide
Created and improved parameters for route development function increasing the revenues by 20% in the first year of implementation, by mixing support activities with account ownership and development
Created sales territory plan and set sales goals and objectives aligned to the company's budget
Designed and implemented field sales incentive, generating in average 15% more gains in commission for the sales team and consequently boosting company's revenues proportionally
Won BRL 4,500,000 in new business annually through management and conversion of own SPL
Led the implementation of CRM tool in Brazil piloting the Americas initiative in 2014/15
Managed all customer-facing functions, including executive/sponsor engagement, workshops, etc
Developed and maintained C-level relationship in multiple regions in Brazil with direct account sponsorship for over BRL 5,000,000 per year revenues
Developed cross-selling strategy opportunities to leverage capabilities, products and services
Proposed pricing and contracting strategies to implement for revenue optimization
Secured corporate agreement to oversee execution of short- and long-term plans
Managed cross-functional team with focus on meeting current and future demands of customers
Exceeded sales goals by 12% YOY using consultative and value-driven approach
Conducted market research and reported on competitors
Created presentation materials for sales, customer relations, and management purposes.
Head
DAMCO LOGISTICS, APM MAERSK GROUP
01.2011 - 01.2013
Developed and Implemented Damco National Sales and Marketing strategy with an Annual Budget of
Hired, led and inspired 18-person sales team to highest sales levels via training, modeling, support and financial incentives
Led Team building initiative responsible for steering Damco's 3 main sales channels in the country, such as KAMS (4 direct reports) Trade Lane Manager (2 direct report) and Field Sales (12 direct reports)
Established and grew powerful relationship with major Key Accounts on a regional level connecting business strategy with existing business caseload in the LATAM region
Implemented Sales Budget and P&L for 5 major locations in Brazil
Part of regional CCO committee (RHO in Panama City)
Regional Key Account Manager
DB SCHENKER DO BRASIL
01.2009 - 01.2011
Built and developed relationship with major Key accounts with regional structure
Structured planning with assigned accounts budget and follow through with yearly revenue sales budget of MUSD 25
Managed the alignment of the network of sales resources for local support throughout Latin America with a connected sales plan for mutual development, linked with Global account strategy
Organized and coordinated regular meetings with sales team and customer in Latin America as well as industry events and workshop throughout the region
Led the implementation of awarded business, organizing it in the region in accordance with Global BID requirements
Achieved sales targets and outcomes consistently by tenaciously pursuing new customers and sales opportunities
Coordinated successful account management efforts with front-line team members in LATAM
National Account Manager
DB SCHENKER DO BRASIL
01.2005 - 01.2009
Led Automotive key account management program in Brazil with an account portfolio of MUSD 8,0 in annual revenues
Organized and structured financial development of the account with 3 years development plan
Identified customer demands and needs and seek for innovative solutions.
Implemented Key performance reporting template, achieving an 80% reduction in the preparation time needed for sales meeting in Brazil with a rollout in the LATAM region
Orchestrated ongoing cost savings initiatives through synergies and process reengineering, generating a yearly spend reduction of 15% in a major customer supply chain for one specific project – Milk Run
Brazil-Argentina
Department structuring, hiring, and adopting methodologies.
Managed an in-house team of 15 employees.
Boosted profit opportunities, generating new accounts and successfully managing existing customer base to meet advertising needs.
Education
MBA - STRATEGIC BUSINESS
Ohio University
Athens, Ohio
01.2015
MBA - INTERNATIONAL TRADE
Fundação Getulio Vargas
SAO PAULO, BRAZIL
01.2011
BACHELOR'S DEGREE - BUSINESS ADMINISTRATION AND INTERNATIONAL TRADE
UNIB - UNIVERSIDADE IBIRAPUERA
SAO PAULO, BR
01.2007
Skills
Market and competitive analysis
Consultative and relationship selling
Multidisciplinary team leadership
Key account development
Supply Chain Management (Design, planning and execution)
Budgetary process and follow through
Change Management
P&L Management
Project Management
Sales Planning
Global/Regional/Local Sales
Organizational Restructuring
Complex project negotiations
Accomplishments
International Negotiation – Harvard Method – FGV
Accredited business coach by SLAC (Latin America Society of Coaching – Sao Paulo – Brazil)
Sales Training – (Mercuri Program- Peru) / Strategic Selling – (Miller Heiman) (New Jersey-USA)
2 years Commercially oriented development program at Damco (Impact) – 3 modules in 2012: (Feb/2012-Singapore, May-2012-New York, Sep-2012-Kopenhagen – 3 modules in 2013 (Panama-Jan-13, Los Angeles-Apr-13, Netherlands Sept-13)
STEP Forward 2016 – Senior executive program at Schenker divided into 05 international modules (Switzerland, United Kingdom (2), China, Germany) – From February 2016 to May 2017 - Concluded
Supply Chain Management Training – Atlanta, GA – April 2018
Blockchain: Certified EDX training – Aug to Nov 2019
Supply Chain Professional certification (ASCM) – In progress
LANGUAGES
Portuguese – Native Language
English – Business Fluent
Spanish – Fluent (Conversation)
Timeline
Senior Director, Business Development - Automotive
DSV Air & Sea
09.2024 - Current
Director, Business Development Automotive – New Mobility
KUEHNE+NAGEL
01.2023 - 08.2024
Enterprise Account Director - Industrial Vertical
SCHENKER, INC
01.2017 - 12.2022
Chief Commercial Officer
DB SCHENKER DO BRASIL
01.2013 - 01.2017
Head
DAMCO LOGISTICS, APM MAERSK GROUP
01.2011 - 01.2013
Regional Key Account Manager
DB SCHENKER DO BRASIL
01.2009 - 01.2011
National Account Manager
DB SCHENKER DO BRASIL
01.2005 - 01.2009
MBA - STRATEGIC BUSINESS
Ohio University
MBA - INTERNATIONAL TRADE
Fundação Getulio Vargas
BACHELOR'S DEGREE - BUSINESS ADMINISTRATION AND INTERNATIONAL TRADE
Development Security Operations (DevSecOps) Engineer at Accenture Federal ServicesDevelopment Security Operations (DevSecOps) Engineer at Accenture Federal Services