Roberio Sena Gomes

Head Vendas & Trade @ Industrias San Miguel

About

- Senior career focused on Management of the Commercial and Accounts areas with a focus on managing large networks of retailers & distributors, leading teams directly and indirectly, working in large multinational and medium-sized national companies in the consumer goods segments and TELECOM (Point of Sale, Direct Sales and Telesales channels). - Expertise in managing multidisciplinary teams (commercial, marketing); Relationship with the matrix/regional and its global/local strategies, aligning decisions and strategic objectives; Management and monitoring of KPI's in the area, pointing out improvements for senior management. - Excellent performance in the development of commercial strategies for products and services focused on results through innovation, financial sustainability, analysis of competitors, research, sales channels, KPI's and acceleration of results. - Planning and conducting market actions (Sell In/Sell Out), execution strategies, monitoring results, training commercial teams and cost management. - Mastery of MS Office, NIELSEN, SABINE, P&L tools, in addition to internal research; Good knowledge in SAP CRM. - Interface with Technical areas, Marketing, trade, logistics, finance, production, pricing, aiming at aligning information and strategies. - Skills focused on: Definition and implementation of processes and sales planning with SMART goals; Participatory leadership focused on developing high performance teams; Empathetic listening; sense of ownership; Team work; High analytical capacity; Negotiation; Conflict management (internal and external); Ability to deal with markets with dynamic and competitive scenarios. Contact: +55 71 99182-2373 email: roberio_gomes@yahoo.com.br

Country

Brazil

City

Salvador

Industry

Retail

Skill

Gestão ágil de projetos, Metodologia Ageis, Liderança executiva, Inteligência artificial, negociao, Feedback construtivo, Orçamento, Comunicação, Planejamento de reuniões, Canais de vendas, Acordos comerciais, Engajamento dos funcionários, Ações preventivas, Ambiente colaborativo, Resolução de conflitos, Monitoramento de performance, Implementação de políticas, Psicologia de aconselhamento, Geração de insights, Planejamento comercial

Experience

Head Vendas & Trade

Industrias San Miguel

2026-2 - Present · 8 mos

Brasil

Responsável pela area comercial e trade, abrangência nacional, através dos canais de vendas direta: Distribuição Própria e indireta: Distribuidor, Atacados e Varejos (Nacionais e Regionais).

Regional Sales Manager - Indirect Channel and C&C

Industrias San Miguel

2024-7 - 2026-2 · 1 yr 8 mos

Bahia, Brazil

- Manage, train, develop ISM's commercial sales team focusing on the distributor channel and C&C channel in the states of Bahia, Sergipe and Alagoas. - Management of the commercial team: development and monitoring of action plans focused on achieving goals, strategic KPIs, profitability (P&L) and excellence in service provision, obtaining career coaching support; - Complete performance management of the entire portfolio seeking to maximize volume objectives (sell in/Sell out), market share area, equity and profitability (GP/ROI); - Use of the NIELSEN and SABINE research tool, in addition to analyzing the DRE, DOP and P&L to support strategic decision-making; - Create and manage an annual business unit plan to deliver agreed KPIs and goals. - Interface with the areas: marketing, customer service, logistics, production and HR;

Regional Sales Coordinator - Indirect Channel

Industrias San Miguel

2023-2 - 2024-7 · 1 yr 6 mos

Bahia, Brazil

- Manage, train, develop ISM's commercial sales team focusing on the distributor channel in the states of Bahia, Sergipe and Alagoas. - Management of the commercial team: development and monitoring of action plans focused on achieving goals, strategic KPIs, profitability (P&L) and excellence in service provision, obtaining career coaching support; - Complete performance management of the entire portfolio seeking to maximize volume objectives (sell in/Sell out), market share area, equity and profitability (GP/ROI); - Use of the NIELSEN and SABINE research tool, in addition to analyzing the DRE, DOP and P&L to support strategic decision-making; - Create and manage an annual business unit plan to deliver agreed KPIs and goals. - Interface with the areas: marketing, customer service, logistics, production and HR;

Commercial Manager

Soldisbel Distribuidora De Bebidas

2020-2 - 2022-7 · 2 yrs 6 mos

Jequié, Bahia, Brazil

- Team: 44 employees (managers, coordinators, supervisors, salespeople, analysts and promoters) - Management of the Commercial and Distribution area: 02 Resellers of the Soldisbel Group in Heineken Brazil products; - Commercial management covering 42 cities in the west and southwest regions of Bahia; - Commercial strategic planning and budget preparation and monitoring of execution; - Implementation of the procedures and training manual for the Heineken Brazil Excellence Program; - Planning and conducting market actions (Sell In/Sell Out); follow-up of results through the area's KPI's; training of commercial teams; and cost management. - Ensure compliance with the goals set by the company, respecting the commercial policy for each channel; - Develop the team to achieve the goals, providing support and assistance throughout the sales area; Awards: 5th Place Formula Heineken 2021 | 1st Place Liga Execution Circuit BAS 2021 | 6th Place Formula Heineken 2020.

Sales and Execution Manager

The HEINEKEN Company

2013-4 - 2019-12 · 6 yrs 9 mos

Salvador e Região, Brazil

- Management of the distributors' commercial team: development and monitoring of action plans focused on achieving goals, strategic KPI's, profitability and excellence in service provision, obtaining career coaching support; - Training of the sales force to guarantee the fulfillment of trade actions and the achievement of strategic goals; - Complete performance management of the entire portfolio, seeking to maximize volume objectives (sell in/sell out), market share, area, equity and profitability (GP/ROI); - Delivery of the main strategic results of the area: IAV, adherence to commercial actions, coverage, S&OP, MDFA, volume growth in Top Customers and market execution; - Use of the NIELSEN and SABINE research tool, in addition to the analysis of the DRE, DOP and P&L to support strategic decision making; - Create and manage an annual business unit plan to deliver KPIs and agreed channel revenue targets and provide reports as needed. - Interface with the areas: marketing, customer service, logistics, production and HR; Awards: Fast Start Award - LAS VEGAS 2018| Rock In Rio 2017 Incentive | PGD 2016 – LAS VEGAS.

Regional Retail Account Manager

2009-1 - 2013-3 · 4 yrs 3 mos

Salvador e Região, Brazil

- Responsible for the commercial relationship with retail chains; Visit to POSs to evaluate the performance and execution of sales plans and actions aligned with the networks; Follow up of financial transactions between companies; Management of the cooperative media budget (release and reimbursement); - EPS account management with more than 200 professionals including promoters/supervisors and commercial manager being the focal point for its performance in the states of Ba/Se; - Management of the Grande Varejo channel KPIs with direct involvement in the definition of channel strategies to achieve results and goals.