Sebastian Sferrazza
Business Engineer
Miami,FL
Summary
MBA, Business Engineer, and Executive Coach with 18+ years of outstanding experience in Business Development, Commercial Strategic, and Go-To-Market Planning within the Retail, Technology, and Financial Services industry (banks, Fintech, Neobanks, Credit Unions, and Telcos) across LATAM, NAM, and Caribbean, with proven track record of B2B, SaaS, and Cloud models.
Former Associate Director of Finalta at McKinsey & Company, leading regional sales actions, executing growth strategies, and managing high-impact strategic consulting benchmarking projects. Currently Regional Director of Client Value at Mambu, supporting commercial strategy, territory planning, and end-to-end sales cycle, through assets and value selling methodology.
Proactive and engaged leader, excelling in delivering impactful results through a consultative and data-driven approach, teamwork, and innovative problem solving.
Overview
19
19
years of professional experience
Work History
Regional Director of Customer Value
MAMBU
Miami
08.2021 - Current
- Leads the Content and Customer Value area for Latin America, Caribbean and North America.
- Responsible for uncovering, maximizing, and articulating the Value Selling Proposition and Benefits to clients, partners, and prospects with an expert consultative approach for a fully Cloud, B2B, and SaaS model.
- Support regional business strategy, commercial plan, sales & pre-sales teams, and marketing campaigns, by developing key comprehensive assets (bespoke collaborative business cases, value-based benchmarking, total cost of ownership, pricing modelling, and data-driven analytics) and working with C-level executives to provide business intelligence and support their strategic buying decisions.
- Accelerates complex deal cycle by articulating customer value drivers, builds strong relationships with stakeholders acting as an expert advisor, increases lead generation and conversion rate by 14 pp, and designs and executes a new business model for a new specific segment (created from scratch and scaled globally).
Associate Regional Director of Finalta
McKinsey & Company (New Ventures)
Miami
01.2020 - 07.2021
- Leads Finalta's area for LATAM providing benchmarking and best practices services to the financial industry.
- Responsible for sales and delivery of Benchmarking strategic consulting studies (B2B), expansion plan, client retention, GTM strategy, and meeting business quotas in the region.
- Coordinates high-performing teams on multiple projects, ensuring quality and on-time delivery, planning processes, and improving customer satisfaction levels.
- Create and deliver strategic insights, data-driven key findings, deep market trend knowledge, and database analysis, to present recommendations and global best practices to C-level executives to drive performance of market-leading companies.
Senior Manager of Finalta
McKinsey & Company (New Ventures)
Miami
07.2016 - 12.2019
- Leads data collection, in-depth large dataset and market trend analysis, executive interviews, and interpretation of results to generate key findings and recommendations for benchmarking projects.
- Responsible for developing and presenting multiple complex parallel projects for leading financial institutions in Latam (35+ clients, in 10+ countries and across 4 different types of studies).
- Implements best practices in project management and planning, resulting in reduced timelines by 30% and increasing client satisfaction NPS by 5pp.
Consultant & Senior Project Manager
STRATAM Consulting Group
Chile
02.2012 - 06.2016
- Manages different strategic consulting projects to improve business and team performance, aligning company culture and objectives with processes and results, through area coordination, leadership coaching, efficient work methodologies, and implementation & mobilization of best practices.
- Developed and executed a new business model for leadership, service, and sales teams for a luxury Car dealership. Piloted, implemented, and scaled to 20+ branches in Latam, improving team coordination, customer satisfaction (+24% in NPS) and commercial results (+13% in sales).
- Developed and implemented an efficient strategic planning model for a Manufacturing company. Improved process productivity, inventory management, and coordination with other areas (sales and supply chain), increasing on-time & in-full delivery rate (+25pp in OTIF).
- Implemented a commercial & operational strategy model, based on public commitments to clients, for a Retail store. Improved inter-area coordination, work environment, leadership, and customer satisfaction.
Sales & Logistics Manager
ALSINA
Spain
06.2010 - 01.2012
- Responsible for developing and executing global best practices for commercial and logistical processes in local teams (Spain-USA-Chile), improving branch performance.
- Implements commercial plan for lead generation and qualification, sales funnel and conversion ratio analysis, results tracking, public media and marketing activities.
- Implements inventory and stock management models for efficient warehousing, supply chain coordination, cost reduction, and demand forecasting analysis.
Business Development Manager
DIMASA
Chile
03.2005 - 09.2009
- Responsible for strategic planning and business development to take the company to the next level.
- Develops new projects, business and growth strategies, through in-depth industry analysis, market trends, competitor understanding, and database-driven forecasts: New waste reuse revenue / 2 new business units (prefabricated homes and furniture) / New sales distribution channel (hardware store) / New corporate image and online sales enablement.
- Coordinates commercial, administrative and production teams, defines and aligns incentive plans, implements and monitors KPIs, meets quotas and results, reports directly to the board and investors on a quarterly basis.
Education
Diploma - Executive Coaching
Professional Coaching Alliance (PCA)
Chile12.2016
MBA - Business Administration
Polytechnic University of Catalonia
Spain07.2010
Diploma - Retail Management
Adolfo Ibanez University
Chile12.2008
Bachelor of Science - Engineering
Pontifical Catholic University of Valparaiso
Chile09.2004
Skills
- Business Development
- Revenue Growth
- Strategic Planning
- Commercial and Sales Management
- Go-To-Market Strategy
- Consultative Approach
- Project Management
- Leadership
- Problem-Solving
- Detail-Oriented
- Ownership
- Effective communication
- Performance Improvements
- Client Relationships
- Teamwork and Collaboration
- Analytical and Critical Thinking
Languages
Spanish
Native or Bilingual
English
Full Professional
Work Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Quote
Even if you are on the right track, you’ll get run over if you just sit there.
Will Rodgers
Timeline
Regional Director of Customer Value
MAMBU
08.2021 - Current
Associate Regional Director of Finalta
McKinsey & Company (New Ventures)
01.2020 - 07.2021
Senior Manager of Finalta
McKinsey & Company (New Ventures)
07.2016 - 12.2019
Consultant & Senior Project Manager
STRATAM Consulting Group
02.2012 - 06.2016
Sales & Logistics Manager
ALSINA
06.2010 - 01.2012
Business Development Manager
DIMASA
03.2005 - 09.2009
Diploma - Executive Coaching
Professional Coaching Alliance (PCA)
MBA - Business Administration
Polytechnic University of Catalonia
Diploma - Retail Management
Adolfo Ibanez University
Bachelor of Science - Engineering
Pontifical Catholic University of Valparaiso