Cristina Canavezi

Main Mission: To build, expand, and nurture relationships with key players in the agribusiness sector, creating the best conditions to develop relevant commercial opportunities and generate medium- and long-term value for the company. Role: Act as a reference in sectoral knowledge and themes, and in designing the best solutions for clients, with the goal of building strong and lasting relationships based on trust. Support: Assist Serasa Experian’s commercial teams in guiding clients through a successful purchasing journey, and support the agribusiness unit with insights to improve products and services, enhance customer service, and develop business models that better align with the dynamics of the market in which it operates. Focus Segment: Agribusiness 📧 cristina.canavezi@experian.com

I am looking for opportunities to use my experience as a Manager of Commercial Intelligence, Commercial Efficiency, CRM, Market Access and Relationship Programs, accumulated in industries in the segments: chemical and agribusiness, through the growth and strengthening of existing businesses, in a profitable and strategic. I AM LOOKING FOR: • Companies that seek sustainable growth, through strategic planning involving all areas of the company, placing employees and customers at the center of the strategy. • Companies that seek strategic changes to adapt and innovate in the face of the market and trends. • Consultancies working in restructuring commercial operations, modeling and training of Sales and Marketing, Market Access, CRM and Relationship Programs teams. • Who seek out committed leaders who enjoy big challenges. WHAT I OFFER: Experience of more than 20 years accumulating knowledge and experience in: • Commercial processes, KPI management, training of commercial teams, creation of commercial efficiency dashboards, creation and implementation of Commercial Policies, Market Access and Distribution and Restructuring and Customer Service Management. • International exposure in process management and legal entities. • Direct and indirect leadership positions in medium and large companies. • Conducting Budget Processes, consolidating Medium and Long-Term Strategic Plans. • Consistent track record of goal achievement, people development, project leadership, active interface in business decisions, composition of customer portfolios, loyalty and leverage in sales and Market Share. • Expertise in managing resources, building multidisciplinary teams of talented professionals and bringing them together to solve challenging problems. • Experience in the preparation and execution of the strategy and business plan, through collaborative and cross-functional leadership.

Reporting to the Marketing Director, I strategically supported the Marketing area by establishing and implementing the guidelines for Definition of Access Routes, Customer Relationship and Loyalty. Management of 10 people. • Establishment of the Market Access and Distribution Policy, ensuring the company's direction towards the Focus on the Customer's Focus, guidelines for Commercial Partnerships, Operational Efficiency, Market Access Committees, Distribution Committee, portfolio and market segmentation assumptions for the consistent advance in MKT Share % and Wallet Share%. • Implementation of Relationship Programs segmented and personalized by access routes, Incentive Campaigns for niche markets and launch of new products. We have established a Policy for the Management of the Incentives offered, prioritizing ethical, legal, corporate governance and compliance issues. • Implementation of CRM, KPIs for monitoring the Efficiency of the Commercial Team, Contribution Margin of Customers and Partners through dashboards integrated with SAP and Sales Force with data update every 2 hours online. • Establishment of the Commercial Score with national ranking of commercial territories with a 360º efficiency vision, crossing KPI's Sales, Finance, Marketing and HR. This tool was applied to process recycling actions, restructuring regional teams, restructuring access plans, reviewing the customer portfolio and composing future budgets. • Restructuring of the Customer Service by establishing a Service and Returns Policy, where we reduced returns due to process errors by 30%. Creation of a dashboard to monitor calls and manage service SLAs. We implemented training for 100% of the related areas to promote the importance of excellence in service and correction of deviations with customers and partners.

MAIN RESULTS • • Restructuring of analytical data, providing an integrated dashboard for sales portfolio management and goal achievement for 100% of the commercial team where before it was centralized in Excel and only for managers. • Establishment of the annual review of the territorial distribution of customers and partners with a view to short and medium-term goals. • Implementation of the Commercial Excellence Project with segmentation of the customer portfolio and establishment of the routine of visits and monitoring of the results of actions in the field. • Establishment of the PDCA routine and Management of Growth Action Plans.

• Management of 2 people • Restructuring of Relationship Programs with a focus on segmentation of access routes, increase of average ticket and governance of destined investments. • Establishment of Access and Distribution Committees with monitoring of KPI's of growth in the market in Power BI. • Implementation of the Customer and Partner Platform and CRM

• Review of business processes, policies involved and mapping of flows for the Corporate SAP Implementation Project.

• Management of 4 people • Restructuring of the Portfolio Management Flow, efficient workflow for approving orders with SLA. • Restructuring of Inventory Management in Partner Channels and inputs for the implementation of sales campaigns with sell-out incentives. • Monitoring of Commercial KPIs and restructuring of the budget process.

Responsible for supporting the external sales team through the management of the order book and billing.

Responsible for the sales report and purchase forecast with the shareholder and partner companies, Consolidation and reporting of market data with the board, Consolidation and analysis of the Corporate Plan for 5 years, Consolidation and analysis of the Sales Budget, Preparation of presentations and support to the team of marketing managers.

FUNCTIONS PERFORMED: Demand and Foreign Trade: Interface with national partner (industrialization contract) – Fersol Indústria e Comércio Ltda – being responsible for the commercial/financial processes between the two companies; inventory control of finished product, planning of purchase of Active Ingredient, joint evaluation with Logistics of damaged products from returns; Assistant in the area of export to Latin America (South Cone and Andean) and participation in the programming of imports. Financial Planning and Cost Control: Calculation of product cost, analysis and monthly reporting of Brazil expenses and external allocations, issuance of Monthly Financial Report with analysis of the main indicators versus the budgeted Budget, verification of the GIS as to its quality of information, preparation of Budget, analysis in general for the sales and factory areas regarding their performance and growth. Control, analysis and reporting of exports and other activities of Latin American subsidiaries to headquarters. Experience in international audits. Customer Service: Review of internal processes inherent to the area, administration of orders in the South Region, development of tools for revenue forecasting and monitoring of national forecast, monitoring of processes controlled by SOX, "key user" in SAP implementation tests. Business Analyst for Export: Preparation and control of Budget, analysis of business versus forecast, accounting control and reporting, market analysis for the introduction of new products, interface with logistics, production and customer. Coordination of direct market access projects, preparation of reports and analysis of sales and results.