Fabiano De Lima Souza

FABIANO SOUZA Curitiba-PR / Brazil – EDT (GMT-4) Objective: Prospecting new clients, strategic clients and managing sales teams Summary: With over 15 years of experience gained in companies such as Anheuser-Busch InBev, RedBull, Shell, and Prudential Financial, I possess extensive knowledge in defining, implementing, and monitoring commercial business plans in the B2B and B2C markets. I can manage clients and teams across diverse channels, including Key Accounts, Retail, and Distribution. As a leader, I firmly believe that a well-trained, motivated, and equipped sales team is the cornerstone for maintaining consistency, predictability, and achieving goals, even in challenging or high-pressure situations. I have a strong command of sales processes and techniques such as Sandler Selling System, Spin Selling, AIDA, and the sales funnel. Professional Experience: • Concretize Consulting – Since Aug/2023 Small-scale consultancy business Business Consultant – Sales Manager - Developed new business by defining ICP (Ideal Customer Profile), procurement of tools for outbound marketing, closed deals using sales methods (like Spin Selling and Sandler selling), designed sales playbook and sales funnels; - Developed strategies, training and KPIs for the sales team; - Managed contracts with Michelin Tires, Ourogran Fertilizers, GD9 Human Resources and Scylla Tecnologies strengthening relationships across different departments; - Hired and coached new employees, developed Team planning according to the company's goals, and conducted 1:1s for operational and personal development - Performed the results report presentation to board of directors and CEO’s • MJV Technology & Innovation – Dec/2022 - Aug/2023 Large-scale technology outsourcing multinational Key Account Manager - Managed and prospected new business with enterprise-level clients (+200 employees and $500M in annual revenue) - Oversaw multidisciplinary teams (innovation, projects, development, and delivery) by defining routines, monitoring deliveries, and administering budgets - Created processes for financial and commercial evaluation of bids • JFK Investimentos – since Nov/2021 XP Investments accredited medium-sized brokerage firm Head of Sales - Benefits and Insurance - Implemented the B2B Insurance and Health Benefits Business Unit, defining policies, processes, incentives, and commission structures for the sales and support areas - Prospected new business opportunities within and outside the brokerage's portfolio - Indirectly managed the sales team through weekly planning and opportunity tracking - Starting from June 2022, acted solely as a strategic consultant • Made 4 Life Brokerage - Oct/2020 - Oct/2021 Small-scale corporate benefits and insurance brokerage firm Partner-Director - Developed and executed strategic sales planning through an in-house team and partnerships - Managed the client portfolio with a focus on customer loyalty and upselling - Prospected new B2B clientes • Prudential Financial – Feb /2017 - Oct/2020 Large-scale multinational in the life insurance industry Senior Consultant - Life Planner - Provided financial consultancy services to individuals and businesses, specializing in financial protection and succession planning through life insurance - Prospected, built relationships with, and retained a portfolio of over 300 clients, starting from scratch, with a unique value proposition - Managed a portfolio generating an annual revenue of U$1 million and insured capital of U$80 million - Developed strategic, tactical, and operational plans for market expansion • Shell - Sept/2014 - Feb/2017 Large-scale multinational in the energy and fuel industry Shell Franchise Consultant - Provided strategic consulting services to Shell franchises in the state of Santa Catarina (53 stores), upstate Paraná (35 units), and the city of Curitiba (35 units), with annual revenue of U$10 million - Conducted financial and operational performance analysis of the stores and developed action plans to improve operational efficiency, increase revenue, and enhance profitability - Trained franchisees and store leaders with a focus on team development, operational excellence, and customer service - Contributed to strategic planning for network expansion • BrMalls - Sept/2013 - Feb/2014 Latin America's largest integrated shopping mall company Commercial Coordinator - Strategic management of the commercial and revenue audit area with annual goal and planning, work fronts, market analysis of commercial contracts - renewals, addendums, discounts, clause renegotiations - Strengthened relationships with entrepreneurs, franchisors, and anchors shops, focusing on improving sales performance, market positioning, and shopping center development - Restructured and coordinated the Sales and Audit team, approximately 20 people, including analysts, interns, supervisors, and auditors - Main interface between the Mall and the legal department • Red Bull – Sept/2011 to April/2013 Large multinational beverage company Sales Manager - Managed KPIs such as Sell-in/Sell-out, trade marketing activation, commercial funds, markup, Nielsen, and others in a market with an annual revenue of U$7 million, through a partner distributor (approximately 100 people, including Directors, Managers, Supervisors, Salespeople, and Promoters) - Drove results through sales planning, right-sizing the sales structure based on channel potential, and implementing Trade Marketing activation initiatives (incentive and communication campaigns, market programs, promotions, Red Bull events) - Exceeded the average revenue of previous years by 15%, consistently achieving a market share above 53.2%, 5 percentage points higher than the Brazilian average - Provided training and skill development to the distributor's team through a comprehensive training calendar and field visits • GVT - Global Village Telecom – Oct/2007 to Aug/2011 Large national telecom company Commercial Development Analyst - Developed and implemented national incentive campaigns for over 200 participants in sales, pre-sales, and after-sales areas, with the aim of increasing sales, revenue, and product performance. Achieved a 30% increase in closed sales by mid-month and exceeded the annual sales target by 18% - Monitored goal attainment, analyzed and reversed negative sales indicators through field visits, strategic support, and operational assistance to channel managers and partner channels - Provided sales teams with training in sales methodologies, relevant concepts, and guidelines • Anheuser-Busch InBev –Jan/2006 to Sept/2007 World's largest brewery Sales Supervisor - Planned, controlled, and evaluated the performance of sales representatives in KPIs such as sales volume, margin, market execution, and portfolio market share across 400 clients - Managed the sales team, including daily goal planning and monitoring, performance evaluation, training, as well as team formation and profile redesign - Developed trade actions in various channels, negotiated sell-in, monitored sell-out, and tracked competitors' performance/movement and market share - Negotiated opportunities with medium and large customers regarding competitive positioning, sales volume, and brand visibility Education and Additional Training: • • • • • Post-Graduation - Business Management– Universidade Federal do Paraná – 2010 (360 hours) Specialization - Marketing – Universidade Federal do Rio de Janeiro - 2005 (160 hours) Bachelor's Degree - Industrial Design - Visual Communication emphasis, Pontifícia Universidade Católica do Rio de Janeiro (PUC-RIO) – 2005 Courses – Sales team management, public speaking and persuasion, complex B2B negotiation management Language - English: Fluent - Portuguese: Native International Experience: • • Walt Disney World – Orlando – USA – Nov/2003 à Feb/2004 - Merchandising Trainee at the International College Program International Language School of Canada – Toronto – Canada – Sept/2007 (30 Days)