Guilherme Borges De Souza

GUILHERME BORGES DE SOUZA Rua Elizabeth Barbegian Baldinato, 238 Ap 31 CEP-, Sao Paulo, SP, Brazil Fixed: - Mobile: --Professional Objective: 15-year experience in planning, product management, sales and retention channels development with eligibility to work in the European Union and Brazil, seeking a position in business management. PROFESSIONAL EXPERIENCE Marketing Consultant – CLARO (Telecommunications) Sao Paulo, Brazil / Nov. 2011 – Present Responsible for management and planning of mobile products that generate annually to Claro more than 2.5 billion dollars in net revenue, being the company’s main growth driver. Claro has been the player with the largest revenue capture in the Brazilian mobile market keeping the second market share position with more than 50 million clients. My main achievements include:  P&L Forecast and Budget: continuous monitoring and forecast of main KPIs: sales, product migration, churn, subscriber base, billing, discounts, taxes, accounting adjustments, net revenue, costs, EBITDA.  Opportunity Identification and Analysis: the monitoring of internal indicators, studies of customer base and third part market analysis allowed the identification of a series of opportunities. Among my main achievements in this process I highlight: ◦ Creation of plans with unlimited voice calls and international roaming: international benchmarks identified the opportunity to include not only on net but also off net unlimited voice calls in Claro’s plans and also allow its clients to use their plans in others countries with no extra charges. Claro was the first to launch plans with such features in 2017 what led to a new level of customer base growth. I was responsible for network impact and cost studies and also for implementing controls to monitor these variables: interconnection and roaming margin tracking; monitoring of voice and data network traffic; identification of subscribers with high network usage and fraud cases. ◦ Post paid plans with value added services: Claro was one of the first players in local market to introduce value added services (Video, Games, Music) in their plans at no extra cost increasing customer value perception. Such initiative also allowed the company to increase its net revenue annually by 100 million dollars due to lower tax rates that such services pay. Senior Marketing Analyst - TELEFONICA (Telecommunications) Sao Paulo, Brazil / Apr. 2004 - Jan. 2010 • Developed churn management strategies for paid TV in 2009, increasing consumer retention in +9pp with the use of segmented and integrated offers as well as intensive training in retention channels. • Developed churn management strategies for the residential phone line market in 2007 and 2008 in a scenario of increasing competition. Results: 30% of reduction in cancellation due to lack of payment and +10pp increment in client retention levels with the use of segmented offers. • Sales channel development for 2006 main product release: post paid plans for residential phone lines. More than 2 million dollars in additional revenues after first year sales. EDUCATION IE BUSINESS SCHOOL International MBA Madrid, Spain / Apr. 2010 - May 2011 PONTIFICIA UNIVERSIDADE CATOLICA DE SAO PAULO Bachelor’s Degree in Business Administration Sao Paulo, Brazil / Feb. 2001 - Dec. 2005 UNIVERSITY COLLEGE OF THE CARIBOO I UNIVERSITY OF OTTAWA Bachelor’s Degree in Computer Science Kamloops/Ottawa, Canada / Jan. 1999 - Nov. 2000 ADDITIONAL INFORMATION • Languages: English (Fluent), Portuguese (Native), Spanish (Advanced) • Computer Skills: Microsoft Office, Data Base manipulation using PL/SQL, CRM • Other information: supporter of GRAAC and Pro-Sangue, both non-profit organizations that operate in the health sector in Brazil