Insper - Instituto de Ensino e Pesquisa

University of La Verne

Fundação Instituto de Administração / FIA

Universidade de São Paulo / USP

B2B Expansion, Relationship & New Business Development  -  Genial

São Paulo, São Paulo, Brazil

Genial Investimentos

B2B Expansion, Relationship & New Business Development Manager

Safra

B2B Expansion & New Business Manager

- Responsible for prospecting and attracting new strategic partners for Genial Investimentos nationwide;

-  Responsible for planning and executing Genial Investimentos’ 100% Digital Onboarding:
NPS: 94.5  -  Number of participants: 72  -  Number of partner companies: 44*

- Partners’ Profile:
-  Financial Advisor;
-  Financial Planner;
-  Financial Consultant;
-  Credit Union;
-  Financial Credit;
-  Fintech.

B2B Expansion and New Business Executive

- Responsible for structuring the Marketing & Sales area of one of the main agencies of the Federal Invest Group through the Customer Centric Selling methodology, increasing in 21% the number of new clients.

-  Definition of processes for customer management via CRM tools and elaboration of sales and after-sales strategies.

-  Creation of the agency's trademark (Cash in) and development of digital marketing campaigns.

Federal Invest

Marketing & Commercial Sales Manager

- Responsible for developing customized financial planning focused on risk management and asset shielding.

Prudential Financial

Personal Insurance Advisor

- Directly responsible for the strategic functions (technical and commercial basis) focused on: portfolio diversification; prospecting strategic clients (including companies in the agribusiness and consumer goods segments); competitive monitoring and market trends; price and margin management.

-  Active participation of multidisciplinary projects for brand repositioning and dissemination in the national logistics market via online (LinkedIn, Facebook and specialized websites) and offline (specialized magazines, fairs and symposium) communication actions.

Main results:
-  Increase the volume of multimodal cargo transported between 2017 and 2018 from 3,866 to 12,336 containers (+219%) in Brado's main Logistics Corridor (Mato Grosso and São Paulo);

-  Increase the commercial area adherence rate to attract new customers from 7% to 34% in 4 months;

-  Strategic project management for new business:
-  Domestic Market: identification of 70 industries, 3 large retail chains and 58 wholesalers operating in the state of Mato Grosso as potential customers of dry cargo;
-  Double-stack Rail Transport: increase of 40% in volume capacity transported between Mato Grosso and São Paulo states;
-  North-South Railway: market mapping that supported the Cosan Group in the elaboration of the proposal and subsequent gain of the concession of the railway stretch between Porto Nacional / Tocantins and Estrela D'Oeste / São Paulo;
-  Other Products: Cotton; Pesticides; Fertilizers; Corn; Paper and Cellulose; Soy; Frozen Products.

Brado Multimodal Transport Operator

Marketing & Business Intelligence Specialist

- Responsible for the commercial management of the following sales channels: Boutiques; Building Companies; Wholesale and Retails in the metropolitan regions of São Paulo, Vale do Paraíba and North Coast, Santos and Registro.

-  Commercial management of all product platforms (vitreous china and faucets, furniture and wellness) and brands of Roca Group Brazil (Laufen, Roca; Incepa; Celite and Logasa).

-  Responsible for managing the regional sales team (17 sales representatives), setting business goals and guidelines by platform, developing studies on the potential of sales by channel to increase turnover and defining actions to strengthen the relationship with customers.

Roca Sanitários Brasil Ltda

Commercial Sales Manager – Greater São Paulo Area

- Responsible for the national management in Brazil of the premium Swiss brand for bathroom solutions under the umbrella of the Roca Group (Spain) called LAUFEN BATHROOMS.

-  Team management (1 architect); portfolio management (233 SKUs divided into 13 product lines); new products launching; pricing; budget control; market and competition analysis; relationship with the press, advertising agencies and influencers.

-  Management of projects geared to strengthen relationships with specifiers (architects, interior designers and decorators) and industry opinion leaders.

-  Responsible for the project management of “Impressões by LAUFEN 2015”, developed by Roca Group in partnership with Editora Abril, which was exhibited in the most respected international design fairs: London Design Festival (GBR), Lodz Design Festival (POL), Miami's Art Basel (USA) and Expo Revestir (BRA).

-  Direct interface with the following departments: Product; Communication; Trade Marketing, Sales and Export of Roca Group in Brazil.

-  Responsible for the training of regional sales teams of Roca Group aiming to strengthen the brand concept among its managers.

-  International travels by the company to Switzerland and Czech Republic, aiming to visit LAUFEN's main factories and to have strategic meetings with the areas of Marketing, Products, Public Relations and Corporate Projects to present result reporting and elaborate strategic plans for the brand in Brazil.

Marketing Manager - Laufen Bathrooms (Roca Group's Global Brand)

- Development and implementation of Go-To-Market (GTM) strategy that led to the creation of CSC – Companhia Sulamericana de Cerâmica in the domestic market: investment of 97 MM BRL with a production capacity of 1.5 MM pieces per year, with gross revenue estimated at full capacity of 127 MM BRL.

-  Portfolio management (80 SKUs divided into 12 product lines); national budget management; market monitoring; commercial training;

-  Responsible for defining the CSC Marketing Plan to strengthen the company's trade and corporate brands:
-  Management of the national marketing and communication budget (online and offline) for the Eternit brand sanitary ware segment;
-  Planning, coordination and implementation of relationship actions with the distribution channels: tactical sell-in campaigns for the company's Commercial area and sell-out for the brand's strategic points of sale;
-  Organization and implementation of projects to promote the company’s brands in fairs, seminars and strategic symposiums with opinion-makers of the segment, besides strengthening the relationship with clients (B2B) and prospecting new ones.

-  Leader of the Product Development Committee that involved both technical, production and commercial areas of CSC, Eternit and Corona.

-  International business travel to get to know the Corona Group's manufacturing units, as well as to have strategic meetings with the Marketing and Product boards for project planning in Brazil.

Grupo Eternit S/A

Marketing Coordinator of CSC - Companhia Sulamericana de Cerâmica S.A.

- Responsible for marketing strategies of new products at Eternit Group:
-  Promotional marketing: brand positioning; relevant and useful content generation and dissemination strategies in website, blog and social networks;
-  Commercial Training: alignment of the sales force to sell-in strategic sales channels;
-  Trade marketing: promotion of actions directed to sell-out at the POS;
-  Event Marketing: strengthening of the brand in national and regional fairs, congresses and symposia of the segment;

-  Responsible for coordinating the project which placed the Eternit Group on the faucet segment (release date: March, 2012) through an OEM (Original Equipment Manufacturing) business model, from studying the market, prospecting and negotiating business opportunities with national and international suppliers until product and commercial marketing (151 SKUs divided into 28 product lines);

-  Responsible for coordinating the project which improved the innovation process of the Development and New Businesses Department of Eternit Group using PMBoK® and Stage-Gate™ techniques;

-  International business travels to prospect new business for the company and develop strategic partnerships.

Product Development Analyst

- Development of the studies of competitors and Market needs, with the objective of identifying the creation of the new businesses and verifying the viability of marketing products with the Eternit brand with other areas of the organization for their launch in the national market;

-  Responsible for surveying the new business opportunities of major Sporting events (The World Cup 2014 and The Olympics 2016), which was used as the main reference for Grupo Eternit’s Strategic Planning (P&L) for the years between 2011 and 2015 (mapping of the main Works with total investment estimated at 28.4 Bi BRL).

Rodrigo Sapucahy

Rodrigo Sapucahy