FGV - Fundação Getulio Vargas

GRUPO EDUCACIONAL DRUMMOND

Senac Brasil

Maria Clara's Mom & Manager, Inside Sales at WeWork

Skills: Inteligência artificial · Business Strategy · B2B Marketing · Prospecting · Inside Sales

DocuSign

Market Development, Manager

Leading a rockstar team of 11 sales development reps responsible for lead qualification, pipeline management and delivering sales qualified opportunities to our sales teams in Brazil for all segments.

Partnered with internal stakeholders across LatAm to align strategies, problem-solve, improve processes, and strengthen the relationship between marketing, community, regional sales, and inside sales team to drive revenue and exceed monthly sales targets.

*** Attainment FY23 (2022): 120% ***

Achievements
➤ Team Management: Created and implemented SDR's playbook, bible and structure onboarding agenda for Brazil that replicated to Latam.

Sales Manager, SDR

Leading an inbound team, responsible for lead qualification, pipeline management and delivering sales qualified opportunities to our sales teams in Brazil.

- Increased the lead conversation rate to opportunities from 17% to 39%.
- Reduced the volume of missing calls from 65% to less than 10%. 
- Created playbooks, bibles and documents that guide the team on daily basis activate and our new hires on their onboarding process. 
- Quota delivered every month by all sales reps. 

* Developing and maintaining relationships with internal and external stakeholders providing insightful recommendations in a cross-functional environment
* Working closely with Sales and Marketing leadership to ensure success of online marketing campaigns and lead generation
* Leaded, developed, and coached a team sales reps and optimize team structure and processes.
* Created and maintained call scripts and ask appropriate questions to understand customer needs and requirements 
* Accomplished targeted sales goals by sourcing new sales opportunities through inbound lead follow up and outbound cold calls and email
* Achieved functional KPI’s that impact occupancy goals through scheduled tours and desk sales
* Ensured correct usage and adoption of CRM systems and other applications
* Reporting to Brazil General Manager and LATAM CEO.

WeWork

Foster relationships with local and global key accounts to create the best customer journey ensuring the highest level of client satisfaction, finding way to engage these companies to our services, build long term relationships and drive sales opportunities to upsell and expande the company footprint to our globally locations.

Global Account Manager | Customer Success

As an account executive, I identify and maximize sales opportunities through inbound and outbound in order to speed up the sales cycle, build long-term relationships, and identify new opportunities to upsell and increase our sales. 

Developing a strong working knowledge of products, essential to effectively convey their benefit and potency to new and current clients.

* * Recognition **
- Best Performance of Inside Sales Brazil during January 2021, by delivering 165% of my goal.

Account Executive, Inside Sales Team Leader

As a team leader, I coached, trained, and mentored the inside sales team for South LatAm responsible for inbound and outbound for Brazil, Chile, and Argentina.

Partnered with internal stakeholders across South LatAm to align strategies, problem-solve, improve processes, and strengthen the relationship between marketing, community, regional sales, and inside sales team to drive revenue and exceed monthly sales targets.

Created a variety of initiatives, training, reports, and dashboards on Salesforce to measure and improve individual and team performance.

* January 2020 until July 2020 maternity leave period.

Sales Development, Team Leader

As an Associate on the Brazil team, I was the first point of contact for anyone interested in exploring WeWork as an option for a collaborative workspace. 

My role focuses on nurture, develop, and handoff leads that ultimately result in booked tours/meetings set with our Leasing Team.
Own the sales process: inbound lead qualification, prospecting, pipeline building, and opportunity identification.
Work with automation platforms and CRM software - Salesforce to efficiently input and track data.

** Recognition **

- Performance Winner - Inbound Quarterly Award - Ago., 2018 (Won a trip to Mexico to work and share best practices with the local team)
- International Recognition - Ago. 2018
- Inbound Record Breaker - Dez. 2018
- Torch Award - Authentic, Tenacious & Inspired - Dez. 2018

Sales Development Senior

As an Associate on the Brazil team, I was the first point of contact for anyone interested in exploring WeWork as an option for a collaborative workspace. 

My role focuses on understanding potential new members’ business needs and mapping them to an appropriate membership and WeWork location.

** Recognition**
- SDR #1 Global Top Performance of FY 2018.
- Performance Winner - SDR Individual Excellence - Apr. 2018

Sales Development

As an inside sales account executive, I was the first point of contact for anyone interested to explore the options of our services, responsible for multiple regions of Brazil
Own the sales process: inbound lead qualification, prospecting, pipeline building, and opportunity identification.
Worked with a high volume of calls and emails daily, demonstrated advanced organization, and time management.
Trained new sales professionals that joined the company and providing coaching as needed to maintain company sales success.

* Sales MVP Award

Virtual Office Brasil

Inside Sales Account Representative

Inbound sales responsible for new costumer for our sporadic services.
Collaborated with sales team members to identify growth opportunities and develop strategies to seize them with our current and new customers. 
Acted as the main contact for customers via phone, fax, email, and in-person.
Initiated quick and smooth process of emergency situations by communicating effectively with all departments and assisting with preparations and services.
Solved client issues, routing to the appropriate department when necessary.

* MVP Award

Office Assistant

Au Pair in America

Au Pair

Brazilian manufacture of Nautical products for all Latin America.

Developed partnerships with providers both domestic and foreign, clients and local businesses.
Created and maintained an organized database to develop promotional sales, and assisted customers via telephone and email from South Brazil.
Utilized effective marketing strategies and sales techniques to increase our presence in the market.
Constantly searched for new opportunities to engage new audiences.

Fernanda Mancio