Marcelo Alves de Oliveira Direct Sales Team Manager/ Sales Director

PROFESSIONAL EXPERIENCE

Pre-sales Manager Gera Gestão de Modelos Comerciais 12/2012 – 04/2019

• Specification of an affordable and time-to-market implementation product version to meetthe Small/ Medium Business Direct Salesmarket, which became the commercial standardfor the company's most current solution.

• Introduction of a business pitch to thecompany's pre-sales process, supporting theaccount managers team prospects and huntingapproach

• Introduction of proper product training forcorporate staff

• Introduction of a pre-setup assessment processbased on a checklist form that also supportedadherence gap analysis

• Creation of pre-sales presentations• Creation of product features tutorials• Creation of videos about the product,

company’s market and its main clients, madeavailable in corporate intranet to support /accelerate new employees integration

• Specialized pre-sales support, preparing andconducting all online conferences andpresentations for international prospects andleads, including prospect meetings in the UnitedStates, Argentina, Chile and Colombia.

• Content writing for outbound marketing• Support to account managers in the filtering of

worldwide opportunities generated bymarketing actions

• New client deals in the period : Hermes, DocG,Kallan, Embelleze, Jafra, Aloha, RedePromofarma, Tupperware, Bagués (ARG)

30 years inside Direct Selling market, ahead of positions in Sales Team Management and Training, Internet Business and Digital Products Development, Pre-sales and implementation of direct sales management IT Platforms.

http://www.linkedin.com/in/malvesbiz

PROFESSIONAL EXPERIENCE Sales and Marketing Director Informatec Ltda. 05/2005 – 11/2012

• Structuring of the sales department of the company, which previously had only 2 people, and was under the direct management of the CEO.

• Full commercial management: Establishment of internal processes to organize the commercial flow, adoption of a Customer Service, written commercial proposals, pipeline concept, creation of a Contracts management area , inception of a pre-sales engineering area to ensure technical support to the account managers team

• Introduction of "account managers" structure in the sales department and management of its goals, achievements and compensation

• Implementation of the Road Shows program aiming to train Commercial Partners (telecon players such as Siemens, NEC, Damovo, Leucotron, and Avaya)

• Direct participation with the board in the restructuring of the product portfolio • Consolidation of the direct channel service process (80 resellers) redefining sales policy • Marketing Management: Company brand book “facelift” management, Press Office hiring and

briefing to add visibility to the company in the Telecom Market, articles writing and participation in interviews published in vehicles such as Gazeta Mercantil newspaper, Teletime magazine, PC World magazine, Eldorado Radio

• New products: Creation of an "embedded" solution, integrating the software and the hardware, in order to speed up the purchase decision of the target market, which previously depended on acquiring the hardware and installation and separate process. This new product quadrupled the sale of Voice products from 2009 to 2010.

• Creation of the Managed Services unit: Definition of the service scope, policies and prices to establish the company as a solid and reliable managed services player in the TEM market (Telecom Expenses Management)

• This new service arm has brought to the company contracts with companies such as Merck Laboratories, EMS, Banco Safra, Catho, Banco Cacique / Pecúnia, Rede Bandeirantes de Televisão and mirror operators like Conecta and Intertelco, representing more than 20% of the company's revenue, turning into a SPIN-OFF called "Informatec Tecnologia

• Results: increase in sales equivalent to an average of 20% per year in the period from Jan / 2006 to Dec / 2011

Natura.net e-Commerce Marketing Manager Natura Cosméticos 08/1999 – 11/2000

• Conceptual and strategic WebSite management - Project Guidelines for Consumer, Medical and Press communities.

• "Welfare Well" website content area development: Text editing and Content management. • Website Information hierarchy definition. • Creation of campaigns and concepts of banners to publicize the site • Development partner definition and hiring; Partner Development / Web Site Management / Website

content approval and publishing / Management of staff and outsourced IT partners allocated to the Project

• Pilot e-commerce operation coordination (Curitiba city beta-tester public, in Paraná-Brazil)

PROFESSIONAL EXPERIENCE Direct sales Team Manager Natura Cosméticos 07/1994 – 07/1999

• In charge of 25 Sales Supervisors / 8.000 resellers: Hiring / Evaluation/ Training / Goals Development / Funds management/ Team Recognition and Motivation strategies / Local Brand Sales Representative / Annual Strategic Operation Plan.

• Best Result Management - São Paulo Area 1998, being then the only Sales Manager to achieve all the sales goals of São Paulo Market Management Team (Available resellers Qty, Profitability, % Activity, Revenue);

• Growth in percentage share (contribution) results in capital of 30% to 32% from 95 to 98 (increase

of 7% over net sales: from R$ 23 to R$ 25 million, while the whole region sales fell -1% in the same period );

• Lower rate of bad debt of São Paulo and Brazil = 1.37% (SP = 1.72% = 2.8% and Brazil) and lower

growth of this KPI from 1997 to 1998;

• Better exceeded Sales Target in 1998 (101%);

• Smallest increase in the percentage of Inactivity Resellers in São Paulo (7.98% versus 12% of SP Market Management Team);

• Highest percentage YTD Inactive Resellers reactivation and further evolution of this KPI

comparing 1998 to 1997 (14% of growth, compared to 4% of the whole SP Market ManagementTeam).

Commercial planning analyst Natura Cosméticos 03/1993 – 07/1994

• Market planning • Development of annual and monthly national sales teams goals worksheet • Creation of Results reports and Analytics

Market Development analyst Natura Cosméticos 03/1991 – 03/1993

• Improvement for "MDS" Sales Team management matrix , a proprietary methodology to establish stable, reliable and structured process to define and mantain the channel and sales goals, and get better use of market coverage by region, allowing distribution of retailers from studies of market potential based on the National Household Survey conducted by IBGE

http://www.linkedin.com/in/malvesbiz