Juliana Aiko Saito

I am responsible for increasing the results in the companies which belong to the Zeelandia Group through the project Sales Excellence. Sales Excellence Program has applied the identification and the exchange of best practices applied among the companies / countries into the Zeelandia Group. The program has been built considering to understand, to analyze, to have an external view of the companies in the Zeelandia Group, and then to identify opportunities and to set priorities in terms of changes implementation to improve the results. The Sales Excellence Program implementation has been applied in 4 months. During this period, I have worked in the local organization with the goal of building and implementing the priorities together with the local team. The program has been structured in 4 phases: • Quickscan phase The first phase is composed by the country diagnostic and the identification of opportunities and priorities. It has been done in 3 weeks. The diagnostic is done based on analyses of the current situation of the companies, such as: company structure, sales for the last 12 months, country market, product portfolio, processes related to the Sales department, customers, etc. Interviews, workshops, group sessions, surveys, market visit are tools used for building up the company diagnostic. • Implementation phase After setting priorities, the second phase is composed by the implementation of changes in the organization through projects implementation. It has been done by the local team and me for the period of 5 weeks. In this period, I am also responsible for sharing the best practices from other companies/ countries and implementing new tools for supporting the growth results. • Distance support In the third phase, the program will be supported by distance for the period of 8 weeks. Monthly meetings and frequent follow up are done to ensure that the project will continue, and the results will come up. See more details in the attached Resume.

Responsible for Product Portfolio Management: • Analysis of the current product portfolio performance; • Setting focus products to be promoted through Sales Promotion and Sales Campaigns; • Delisting products according to Product Portfolio analysis. New products development process: • Including competitive analysis and market researches; • Product feasibility tests on customers; • Setting targets and price to the new product; • Monitoring the performance of the new product in the market; • Taking decisions about the new product according its performance.

Responsible for structuring an analytical and strategical department to steer the Sales Force according to the company goals. Developing the analysis procedure for 8 different regions in Brazil, considering to steer and to set priorities for each area according to the local opportunities. This department was composed by 7 analysts, who were responsible for each different region. The diagnostic for each area was done based on the number of customers, customer penetration, volume, net sales and Gross Margin performance, product portfolio performance, market information, etc. Once, the opportunities and priorities were identified, the steering on specific action plans, promotions, KPIs monitoring were implemented.

Coordinating the new product process, new raw materials, packages and recipes; Responsible for ensuring that all products are been available to the market according to the Brazilian Food legislation (ANVISA, INMETRO, etc.); Supporting the Customer Service department in subjects related to the food legislation; Elaboration of technical products specifications.

Analysis to reach the sales potential for each area, setting goals and targets to the Sales Force, specific action plans for potential customers, Sales KPIs monitoring, products and competitors’ analysis, following up the Sales Campaigns results, etc.

Customer service, administrative routines, bank products and services sales, management team support.