StartSe

Insper Instituto de Ensino e Pesquisa

HSM University

FGV - Fundação Getulio Vargas

Ibmec

Colégio Dante Alighieri

Sales & Marketing  -  NBD  -  Financial Services  -  Banking  -  Bancassurance  -  Digital & Innovation  -  Startup

-Head of Retail and board member 
-Responsible for development of the brazilian retail business (SME and Private Lease for Individuals),  regarding: sales , mkt, P&L, delinquency and customer experience   
-Led multitasking team
-Development of strategic partnerships for business generation
-Implementation the phygital sales (Digital, on/off line)  
-Growth marketing to increase sales
-Set up the workflow between 2 companies
-Trained and engaged the partner employees into a new mobility product

Arval BNP Paribas Group

Head of Retail, Partnerships & Business Development

Insper

Assistant Professor Of Marketing

MSc. degree in Business and Administration
Concentration: Strategy 
Price Management in Category

Master Of Science

•	Joint Venture Manager & board member, reporting to the board of JV between AGCO and DLL Bank.( Captive Bank)
•	Structured and implemented the medium-term strategic plan 
•	Increased market share restructuring the sales and customer service processes in all channels (b2b, b2b2c and b2c).
•	Managed P&L of R$ 100 mln for retail, wholesale and insurance services.
•	Implemented Floor Plan Project.
•	Marketing Manager for all business units
•	Managed business and clients via sales pipeline and CRM.
•	Innovated and launched Digital Quote Tool (App) to improve efficiency, sales process, and the “CX-Customer Experience”.
•	Implemented meritocracy incentives to the sales team.
•	Prospecting and negotiation with key accounts, focusing on relationship and business development.
•	Relationship with Governement and NGOs

AGCO Finance

Sales and Marketing Director / Joint Venture Manager 

-Board Member 
-Responsible for development of Marketing areas for all B.U.'s such as Health&Care, CT&I, Food&AgBiz and O&T
-Team w/8 employees for Business Intel, Market Intel, Digital, Communication and Trademarketing
-Implementation of Lead Generation App for Ag business at EOS and Android

Head of Marketing & Digital (Rabobank Group)

•	Board Member
•	Structured and implemented the strategic plan 
•	Developed and launched Corporate Sales Distribution Policy, improving efficiency of sales process, with focus on b2b and b2b2c, from small to large clients (including key accounts)
•	Managed the fleet and remarketing area, implementing the digital process.
•	Visited and prospected key accounts
•	Production Planning, development and execution of sales action plans.

Automobiles Peugeot

Corporate Sales Director

•	Managed corporate partnerships for distribution of products and services.
•	Developed the F&I (finance and insurance) businesses , also consortium  for retail and wholesale for the dealers network of automakers such as Peugeot and Citroen.
•	Reached solid commercial results with car financing, increasing from 14,700(2004) contracts to 57,998(2011), growth of 300%, with 34% in finance penetration over new cars. 
•	Launched and maximized the insurance sales; 2,127 policies(2004) to 28,484 (2011), with 43% of penetration
•	Increased the operational margin from R$20 mln -2004 to R$92mln- 2011.
•	Cross selling of retail, wholesale and insurance products to improve margins.
•	Built a customer prize (incentive travel) to reward the client relationship and strength their loyalty.
•	Launched and managed leasing contracts for employees and dealers (from 200 in 2004 to ~2,500 in 2011).
•	Reviewed some administrative processes and increased efficiency about 20%. 
•	Reduced in 30% the area opex with telephony, travels and other direct expenses. 
•	Recruited, trained and motivated the sales team, initiated with a performance pay plan for sales team.

Banco PSA Finance

Executive Director Sales & Board Member

*	Increased 30% in credit approvals and conversion by reviewing the credit score, and the cycle time process.
*	Reduced the delinquencies from 2.1% to 1.6% of the portfolio, with dedicated action plans.
*	Implemented management reports(dashboard) for Credit Approval, Deliquency and Collection.
*	Coordinated with WebMotors the implementation of e-commerce for car financing for Peugeot vehicles at web.

Credit and Risk Manager

*	Structured and organized the processes (including IT systems) for launching of Banco PSA Brasil and PSA Leasing Co.
*	Implemented the trading desks for fixed income and foreign currency, (1st one outside of Europe), use of plataforms such as  Bloomberg and Broadcast.
*	Implemented Cash managment, Risk Managment (Liquidity Risk and Market Risk), RAROC and Value at Risk.
*	Enhanced the corporate banking relationship (local and foreign banks).
*	Reduced the cost of credit lines and currency operations for imported vehicles by up to 20%
*	Dealed in a year base USD$ 2 bln in NDF/exchange and R$ 2 bln in fixed income operations.
*	Reduced the exposure of fixed income by 30%, using V@R -Value at Risk and Cash management.

Treasury Manager

*	Planned strategies for hedge, arbitrage and speculation at OTC (over the counter) with other banks
*	Managed a daily cash flow about R$ 1.5 bln.
*	Negotiated bonds, swaps and financial assets at commodities and future exchange BMF (current B3). 
*	On the job training for FOREX, Foreign Currencies and Derivatives.

Gustavo Walch, MSc.