Otavio Carvalho

● Responsible for prospecting and managing a pipeline of large enterprise accounts, including companies such as Uber, Tok&Stok , Spotify, Petz, and Grupo Hortifruti, focusing on long-term strategic relationships. ● Designed a new commercial strategy for enterprise prospects, including segmentation, prioritization and outreach plans, with a strong focus on high-value opportunities. ● Acted as a strategic partner for clients, training them on campaign planning, optimization and performance analysis to increase adoption and revenue on the retail media platform.

● Strategic, tactical, and operational management of sellers within TikTok Shop, focused on the Toys, Collectibles, Pet Products and Beauty categories. Responsibilities include identifying and onboarding new sellers (over 50 onboarded in just 3 months), supporting their go-live process, and driving growth through customized plans covering promotions, advertising, and Live Shopping adoption; ● Led the design and implementation of a structured LIVE Streaming program to accelerate adoption among new sellers, including the creation of best practices, onboarding materials, performance mechanisms, and internal processes. The initiative helped improve seller engagement and performance during marketplace launch phases; ● Collaborated cross-functionally to drive promotional and performance strategies for active sellers, ensuring alignment with seasonal campaigns, leveraging TikTok's advertising solutions, and supporting sales acceleration through targeted incentives and creative enablement; ● Lead GTM of new categories like Food & Beverage and Toys, prospecting and launching new important players in the platform (Ambev, Kellanova, M Dias Branco, etc.).

• Management of a portfolio of 25 clients (Brazilian companies that sell in the US), including the most important sellers in Amazon's export program (management of BRL 400 MM/year in revenue): o Beauty: Natura, Boticário, Above Cosmetics, Embelleze; o Pet Products: Natural Farm, Zee Dog; o Home and Decor: Madesa, Tramontina; o Clothing: Santa Lolla, Hope Lingerie. • Strategic, tactical and operational management of clients with a focus on boosting performance on amazon.com, within topics such as Advertising, Product Catalog, Promotional Strategy, International Logistics. The activities generated the achievement of revenue targets per client portfolio in 2022 and 2023 (an average of 40% growth each year), generating performance evaluation with results above the internal Amazon bar. • Responsible for developing the first Strategic Account management process within Amazon's Export program, defining criteria for selecting the Seller portfolio (and periodic reviews), establishing annual goals, defining success KPIs, creating the first performance reports, and presenting results to the LATAM board. • Leader of Promotions & Offers for LATAM, responsible for building a promotion strategy by assortment, implementing the offer operation according to the seasonal calendar, negotiating special conditions with the customer portfolio, as well as maintaining training, reports, measuring results, and internal/external communication. Coordination, mentoring, and development of a team of 3 people, focused on executing strategies designed for seasonal periods. Highlights: achieving BRL 12 MM in sales with offers in 2023, 200% growth vs. 2023 (in 2024, already above this result). • Weekly analysis of program data with a focus on seeking lessons learned from Sellers' best practices and developing plans to correct performance problems, as well as designing recommendations to optimize performance.

• Leadership of 10 people, responsible for bringing new partnerships to the platform, including large retail chains in the following segments: Supermarkets, Construction Materials, Pharmacies, Health and Beauty, Fashion, etc., highlighting: Big, Grupo Raia-Drogasil, Swift, Oba Hortifruti, Cobasi, Kopenhagen, Granado, C&C, Zelo, Lojas Mel, etc. • Complete management of relationships with important retail partners and consumer goods companies, such as Grupo BIG/Carrefour, Assaí, Grupo Raia-Drogasil, Swift, Cobasi, Oba Hortifruti, Reckitt Benckiser, AB InBev, etc.). Leadership of daily activities, meetings with senior management, business analysis (opportunities), marketing activities, new projects, financial processes, etc. • Responsible for designing and implementing strategies (e.g., integrating fruit and vegetables, accelerating the fast delivery operation, etc.) that grew the category in the Marketplace from 8% to 20% (representing 20% ​​of Cornershop's revenue at the end of 2021). • Planning and executing marketing strategies in Brazil focused on new customers and partners, as well as increasing app retention – email, social media and CRM campaigns, approval of corporate marketing campaigns. • Planning, testing and implementing new app features, as well as platform projects in Brazil, such as integrating a retailer's loyalty program (Sam's Club CRM integration), initiatives focused on express deliveries (Cencosud Spid and Carrefour Express), promotional campaigns for retailers (Grupo BIG), etc. • Design and implementation of an Advertising product for Retailers, the first of its kind within the Global marketplace, which became the company's largest source of advertising revenue, impacting the profitability of the operation in the country and helping the operation to improve 1 p.p. in margin and bringing the company closer to “break even” in Brazil.

• Responsible for relationships with companies such as Nestlé, Laticínios Bela Vista (Piracanjuba), Líder, Shefa, conducting market research, analysis briefings and questionnaires, qualitative and quantitative studies on consumer behavior, contributing to the management of the internal budget for Nielsen and Kantar market research. • Responsible for designing and implementing innovation initiatives, understanding customer needs, the current situation and recommending a new product/solution that can better suit the company's objectives (e.g.: rebranding of Pirakids, adjustment of the Pira Whey strategy, etc.). • Coordination and participation in internal workshops focused on planning strategies (portfolio, new categories) for the next 5 years for Tetra Pak.

• Design, programming and analysis of research and research projects in order to provide solutions to clients and also create content to promote companies in specialized media, creating “brand awareness” and “equity” for Snapcart. Portfolio built from scratch with more than 20 client companies in the FMCG market. • Coordination of processes such as validation of consumption data, registration of products and retailers, process optimization and ongoing discussions with the headquarters (Singapore and Philippines) to adapt and implement strategies in Brazil. • Definition of commercial strategies, as well as creation of pricing policies by type of product and target market. • Participation in national and international events presenting the company's solutions to potential B2B clients, initiating conversations that later turned into commercial proposals. Clients: P&G, Unilever, Coca-Cola, Nivea, Kimberly-Clark, etc.

• Coordination of a team (3 people) for prospecting and developing new businesses and Nielsen solutions to serve industries outside the FMCG market: Banco do Brasil, Bradesco, VISA, Palmeiras, Samsung, WmcCann, Dentsu, Puma, Penalty, etc. • Experience in serving manufacturing and retail clients (Coca-Cola, Danone, Monster Energy, Walmart Group, Pão de Açúcar Group, etc.). • Application of ongoing research methodologies, including Retail and Consumer panels. • Specialist in consumer data, developing special studies on purchasing behavior, attitudinal behavior, consumption channels, in addition to creating annual content on these topics (360 Consumer view, World Cup and Consumption, etc.