Marcos Donizete

Indirect Channel Business Manager @ Shell

About

As a brief historic of my career, I am a Mechanical Engineer, with a vast experience in B2B Sales and Marketing, mostly with the Automotive Industry (OEM). During this time, I was able to acquire a deep knowledge and understanding of the automotive sector in all its segments: Passenger Cars, Trucks & Buses, and more recently Agriculture & Construction OEMs. This long experience in B2B sales gave me the opportunity to work on important projects and win important accounts, such as Scania, Renault-Nissan, Hyundai, Valtra, Doosan, John Deere and others. Besides my experience with B2B sales, for the last 3 years, I have been working with indirect sales through Shell Distributor network in Brazil. This role allowed me to understand deeply the strategic and operational modus operandi of the indirect channel. Moreover, my technical background, with a bachelor and master’s degree in Mechanical Engineering, gives me the knowledge to contribute with important input and help the team to find solutions in the most simple and effective way.

Country

Brazil

City

São Paulo

Industry

Oil & Energy

Skill

Relacionamento com clientes, Pensamento crítico, Gestão de stakeholders, Vendas técnicas, Proposta de valor, Comunicação oral, Rentabilidade de negócios, Gestão de lucros e perdas, Gestão comercial, Estratégias de distribuição, Criação de relacionamentos, Comércio, Canais de vendas, Vendas de serviços, Negociação, Estratégia empresarial, Liderança de equipe, Planejamento estratégico, Gestão de vendas, Vendas

Experience

Indirect Channel Business Manager

Shell

2014-3 - Present · 12 yrs 7 mos

•Support the development of Shell Distributor network; •Leading long term assets and local network strategic plans for lubricants distribution; •Identifying, framing and leading the implementation of investment and divestment opportunities, reduced the OPEX in 24% due to the structure re-design carried out; •Developing competitor supply chain knowledge and bring external perspectives to identify new opportunities.

Sales Manager - OEM

Shell

2005-5 - 2014-3 · 8 yrs 11 mos

São Paulo e Região, Brasil

•Manage The Key Accounts Managers Team for the OEM automotive sector, developing products, marketing, sales and aftermarket strategies to the OEMs and its Dealers (annual revenue R$ 480 millions); •Provide coaching to the Key Account Managers Team to plan and prioritize sales activities and customer/prospect contact towards achieving agreed business aims; •Maintain and develop existing and new customers through appropriate costumer value propositions and relevant internal liaison, to optimize quality of service, business growth, and customer satisfaction; •Developing costumer value proposition to the OEMs and its Dealers, for instance, 2013 marketing campaign “Peças que Dá Trator”, which helped AGCO’s dealers to increase lubricants and tractor parts sales in 35%; •Provide problem solving and technical support to customers;

Sales Supervisor

Schaeffler Group - Automotive System

2004-1 - 2005-5 · 1 yr 5 mos

•Manage key accounts in the OEM agribusiness sector, developing products, marketing strategies and sales (Annual Revenue Increment ~ R$ 16 millions); •Price increase negotiation (recognition for being successful in 100% of the pleas); •Market prospecting of new customers, products and business opportunities (delivered important projects in AGCO and John Deere – revenue ~ R$ 6 millions);

Sales Executive

2000-5 - 2004-2 · 3 yrs 10 mos

•Management of key accounts, for instance: VW, Peugeot, GM, Ford; developing products, marketing and sales strategies (revenue increase: R$ 25 millions/year); •Market prospecting of new customers, products and business opportunities (won Peugeot-Citroën and VW accounts);