Paula Baccaglini

Manager of 24 sales consultants serving over 3,000 KACC resellers in Brazil. Responsibilities included: - Structuring the area's management, building the work model, processes and routines. - Creating tactical dashboards for sales team. - Developing analyses to achieve results. Results: LNPS (leadership NPS): 100% Revenue growth vs. previous year: 33.5% CSAT: 89.84%, +5pp vs. previous year

Responsible for operations & customer experience at Retail Execution Business Unit. Management of 3 teams: Onboarding, Customer Success and Customer Service. Deliveries: - Optimization of onboarding process. Result: from 250 days to 145 days. - Design of customer journey and service levels by client size

Responsible for the Sales Force Transformation project, with the following tasks: - Structure sales team by segmentation of client's sector; - Route to market definition; -Design of indicators and strategic data for routine analysis of the sales team; -Definition of training content for commercial team; - Determine and Implement indicartors of sales commission.

- Product Owner, responsible to create business premisses and rules to develop and hire tecnologies and applications used by sales representatives. - Responsible for the development and implementation of technical-functional training programs for the sales team, focusing in brand developing and 4P's execution at the Point Of Sales (POS). - Trainer of Customer Management course from Heineken’s Global Sales Academy; - Responsible for creation and implementation of incentives designed for all postions on sales team and determine rules and indicators that optimize Sales volume, profitability and market share. - Managing the content of the Distributor Management Program for 150 distributors at Brazil; - Development of studies for commercial team sizing and definition and consolidation of route-to-market rules for on and off trade channels. - Responsible for negotiation and distribution's rules of capex investments for POS. - Organization of sales conventions.

Main responsibilities: - Analysis and implementation of route-to-market premises at distributors, ensuring an adequate level of service at points of sale and adequacy cost to serve them; - Promote area’s studies of each distributor, considering volume, dispersion of POS and profitability; - Manage the implementation of Distributor Management Program processes and best management practices in distributors.

Member of a team created to execute the merge of Brasil Kirin and Heineken, with the following activities: - Construction of Commercial analisys at Business Plans for new distributors; - Performance analysis of current distributors, considering factors such as: operating financial results, volume indicators and execution at POS indicators; - Adequacy of the distribution network, considering dispersion of POS at distributors area and sales volume.

Main responsibilities: Responsible for a team of 8 people who carry out projects to support distributors, as follow: - Development of the daily planning by POS for sales representatives; - Coordination to implement the scaled price list system and promotional discounts products; - Update and improvement of the Distributor Management Program, designing effective processes and best practices to execute at the point of sale. As well as, monitor and analysis of the results of the evaluation of the program items; - Improvement of the metodology that identify the performance of our products at POS and conduct the development of the mobile application to carry out this evaluation research. Commercial Efficiency Project Leader - set/2015 to dec/2015 - Implement commercial, financial and logistic indicators (KPIs); - Implement processes to optimize the sales routine; - Market analysis through visits to customers to monitor prices, promotions and identify opportunities; - Apply new route to marketing for logistics optimization; - Train salespeople, sales supervisors and sales managers; - Use information collected in analyzes and visits to the market to develop and monitor action plans agreed with the distributor’s leadership. Results: - + 5p.p. in the execution indicator in POS. - 20% volume growth compared to the previous year. - Record historical number of POS served (200 more).

- Direct performance in resellers of the Brasil Kirin Group. - Managing the development of sales and trade marketing actions, seeking to achieve pre-established objectives (goals), increased capillarity (share) and brand development (knowledge); - Identification and analysis of market opportunities through visits to customers, market research and establishment of commercial partnerships; - Daily monitoring of the performance of the main commercial indicators of resellers (KPIs) to outline short-term action plans to improve performance; - Assist resellers in their analysis of operating expenses; - Conduct training for resellers sales representatives; - Conduct orientation coaching (in the field) to sales representatives, supervisors and managers as a way of develop better servive to the POS.

- Participation in training and practical activities at beverages factory and administrative areas, as such: Marketing, Finance, Commercial and Operations. - Experiencing the functions of sales representative, supervisors and sales managers, to fully understand the routines.

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