Paulo Osvaldo

Commercial and Sales Expertise/Expert Comercial Small Business Consulting in/Consultoria PMEs em: - Business Planning/ Elaboração de Plano de Negócio - BSC - Balance Score Card/Registo de Metas, Estratégia, Plano de Acção e Análise dos Resultados - PDCA - Plan Do Check Act – Cicle/ Ciclo PDCA - Economic Feasibility Study/Estudo de Viabilidade Económica - GUT Matrix: List of Problems according to severity, urgency and trend - BCG Matrix: Product and Service Expectation according to Growth and Market Share - Cash Flow/Análise e Controlo do Fluxo de Caixa - SWOT Analysis/Análise SWOT - Marketing 4 Ps - Prospecção de Clientes - Commercial Proposal/Proposta Comercial - Controlo e Registo de Clientes - CRM

- Plan and define chronogram of activities of Direct Sales Channel at the national level; - Coordinate sales campaigns over the proper channels; - Carry on regularly sales activities out of the scope of the own stores; - Submit proposals for the continuous improvement of the services, including opening of new outlets; - Submit plans for continuous training and qualification of the internal personnel; - Lead and develop the sales team; - Establish a professional and lasting relationship with the customers; - Follow up the market trend and evolution and the actions of competitors; - Set up a weekly meeting with the sales team; - Define the strategies that aim to easy reach the goals defined by the Head; - Closely follow up of sales results targeting them against goals defined; - Training and continuous qualification of sales team as part of the transmission of knowledge.

Gestão de vendas e clientes Coordinate sales team; Define sales target per sales Rep and ensure compliments of those targets; Prepare weekly and monthly sales report; Define monthly sales plan in accordance with the defined leads in prior months; Coordinate CRM application; Make continuous improvement of the sales process; Know the level of customer’s satisfaction with our services; Mitigate problems experienced by customers and facilitate the resolution of it with internal Departments; Produce monthly report of the main complaints from customers, whether technical or commercial claims; Attend a daily meeting with the Commercial Director to address immediate intervention issues; Accountable for the contracts with the customers; Jointly responsible for hiring Sales Rep and definition of the organic structure of Sales Department; Jointly responsible with Marketing Department for the Market Research report of prices and competition actions; Encode and segment customers according with the channel; Define action plan for the follow up of existing customers;

1.Opportunity Assessment: Market potential study collated and analyzed by territory; Customer Service levels analyzed; In-trade execution analyzed; Assets by outlet are determined and recorded; 2. Resourcing: Rep resourcing exercise conducted; Reps allocated to territories; 3rd Party requirements determined; 3. Sale Planning and Execution: Quarterly / Monthly Sales Plan developed and aligned to Marketing / Channel Strategy; Volume and market share gaps and trends identified and opportunities prioritized; Plans communicated; In-trade audits conducted; Sales Reps coached; POSM allocated; Promotions implemented; 3rd Party’s managed; Competitor activities consolidated and auctioned; Customer negotiations conducted as required; 4. Financial control: Annual Fixed Cost budget is set and aligned to channel requirements and approved; Essential capital investments (CAPIN); identified; Costs controlled; Monthly financial results scrutinized and variances to budget/PF investigated; 5. Sales measurement: Rep KPI progress monitored and managed; Consumable and non-consumable assets controlled and managed to enhance Area capability; BTL/Refrigeration resources utilized appropriately; Post evaluations conducted and corrective action taken where necessary; 6. Marketplace competitiveness: Customer service ethos developed; Customer relationships developed and leveraged; Customer service performance managed; Third party relationships optimized; Corporate image managed; 7. Sales Administration: Sales Rep reports analyzed for action; Weekly / monthly reports compiled; 8. Performance Management: Performance management implemented; Employees developed; Ensure a safe and healthy working environment; Healthy IR climate ensured; Personnel processes applied; Workplace communication effected; Team performance optimized.