Cesar M.

A ProMinent Brasil é a filial brasileira da ProMinent G.m.b.H., empresa alemã pioneira no desenvolvimento e produção de bombas dosadoras com controle eletrônico de dosagens e funções. A empresa está há mais de 55 anos no mercado mundial , possui filial e distribuidores em mais de 100 países. Na ProMinent Brasil se centralizam todos os acordos com a América Latina, onde contamos com subsidiárias e também representações. Somos fabricantes de bombas de dosagem com alta precisão, controladores e sensores de medição para vários segmentos de indústrias. Também possuímos uma equipe de engenharia, responsável por coordenar projetos sobre preparadores de polímero, osmoses reversas, sistemas personalizados e geradores de dióxido de cloro, para toda a América Latina.

Responsabilities: # Identify key accounts # Understand how Products and Services available can add value to the Key accounts # Identify the Customer´s business model and buying process # Identify "gaps" in products and Services portfolio to generate a stronger value proposition #Approve/standardize solutions across key customers Results: + > 20 million in closed contracts for selling over next 3 anos + > 2 million sales last year + New Produc Line Launch with more than 10 new tools, which in addition to serving the specific segment ended up impacting other segments of the company's operations + Acquisition of high-level corporate commercial relationships (CEO, VP, Operations Director) in all companies defined during the strategic phase of studies, starting from scratch! + Closing of significant contracts at the national level in these pre-defined companies. + Implementation of fully customized business models involving units at Regional and Global level to make contracts viable.

Responsibilities (for 5 initial accounts + 5 accounts acquired in the period) # Understand all aspects of the client's business, helping them to become more competitive # Harmonize business objectives with available opportunities and resources, both from the company and from the client # Guide the application of resources in favor of the win-win relationship # Ensuring a stable and profitable relationship # Planning the account and securing the future # Establishing strong relationships with the participants in the decision-making process. Results + 200% growth in sales in the portfolio in the first year + 500% growth in sales in the portfolio in 5 years (average of ~40% pa) + 400 New relevant contacts registered in CRM (decision makers and influencers) + 1.5 senior management meetings per year in the portfolio + 10 relevant projects using our most profitable and relevant solutions.

Responsabilities (São Paulo Leste/Centro Sul, Guarulhos, Baixada Santista) Reporting to the National Director Segment: Residential and Commercial Construction Market in the cities of São Paulo, Guarulhos, ABC and Santos coast. # Annual sales and expenses planning (area’s P&L); Annual strategic review, with definition of key accounts, projects and products; # Hiring and development of a team of 8 to 10 external salespeople and 1 application engineer; # Attendance to the market of equipments rental companies in SP capital; # Control of the proposals generated, follow-up and negotiation with customers until the parties sign. Main results: # Average sales growth of 25% in the period; # 1 salesperson awarded among the top 10 in Brazil; # Creation and implementation of a career plan together with HR and with the support of the company's Board of Directors.

Responsibilities (Team of 10 Commercial Engineers) # Define the strategy, in partnership with the sales team, for the team's actions # Define main project detailing customers, construction companies and works and focus of each team member # Implementation of activities x results management system for the team # Implementation of new technical lines and engineering services globally defined # Hire, retain and develop Engineers on the team # Creation of Technical training for the integration of new engineers and refresher training for the team. # Carry out transition from Application Engineering to Business Development concept # Coordination of projects related to the 2014 World Cup (upfront engineering) # Implementation of local Technical Support Engineering Competency Center for the external team of engineers Results + 5x more specs registered in the system + 2x more sales related to strategic engineering activities + 50% Share in the most important application for engineering (anchoring of diaphragm walls) + 1,000,000 sales in new technical solutions (introduction of modular support system) + 5 Engineers level upgrade, 1 Eng promoted to project manager, 1 promoted to support system detailing specialist, 1 promoted to product manager.

Responsibilities: # market sensing # Market Plan # Introduction of new products # Portfolio alignment. # Sales planning, inventory #Pricing, promotions # Organization of fairs and promotional events Results: + 36% average growth in 3 years of management of the direct gunpowder fastening line (the most relevant line at the moment); + 200% growth in 1 year of management of the drilling and demolition line (strategic line) + Launch of the complete line of battery tools, which in one year started to represent 5% of revenue, and currently represents more than 50%! + 300% sales growth of Breakers in the Car Rental segment + 250% sales growth in the Dry Wall segment and margin doubling.

Responsabilities # Implementation of new training strategy, focusing on segments and applications; # Process creation (remote pre-training and admission test, in-person training and post-training); # Preparation of new qualified trainers in each country (Mexico, Brazil and Chile), including classes' scripts. Main results: # Reduction of learning curve from 12 to 6 months (salespeople reaching the goal).

Responsibilities # Develop commercial technical service with the main designers of concrete and steel structures in SP # Perform technical product specifications with the designers and follow the business until sale # Conduct training on technical products and their applications for the commercial team