Sr. Manager leading Ad Sales for Growth Businesses.

Sr. Manager Leading Ad Sales for Growth Businesses

As the Sales Manager, I lead a team of professionals focused on re-engaging medium-sized companies. Using an automated contact journey through the Salesforce platform, we have been successfully recovering these accounts.I am responsible for a team which is divided into three main functions: one group is responsible for data nurturing and account registration; another group focuses on pre-sales, taking a proactive approach to reach key decision-makers in these companies; and finally, the sales team that receives high-potential prospects with the highest probability of conversion. Since these accounts are no longer familiar with our produtct/service portfolio, training and equipping the team with precise commercial knowledge is crucial.Additionally, we target businesses advertising with competitors, with a higher-than-average conversion rate due to our strategys assertiveness and deep understanding of the clients needs. Over the past 12 months, we have grew 125% increase in team size.In the first year, we have reached a 74.42% growth over the previous period.The strategy I am trying to develop has demonstrated a high level of precision when prospecting clients. The sales executives are trained to take a consultative, respectful approach, positioning our advertising products as business communication solutions. This approach is grounded in a thorough understanding of our clients needs, their current media buying phase, and their history as companies, ensuring we deliver highly relevant and tailored solutions.

As the Sales Manager for the Self-Service Platform, I was responsible for delivering financial results by meeting targets with small and medium advertisers. I developed simple and accessible language, as well as entry-level products that were easy to acquire. My role involved training and educating the advertising market, helping clients understand and purchase offerings across broadcast TV, and digital strategies in an accessible way.I was responsible for ensuring automated, simple, and efficient customer service, always aiming to provide a frictionless experience for advertisers. The position required proficiency in software solutions, agile technology development models, and customer experience measurement, all executed in a straightforward and cost-effective manner.Additionally, I worked closely with technology professionals, always striving to improve the product and ensure that the platform evolved to meet client needs, maintaining high performance and efficiency.

Supporting Go to Market on February 2018, project focused on redesigning Globo´ Sales Strategy. Achieved the best performance in increasing revenue and service level evaluation within PCG Industry. Two years later, the whole Globo commercial area adopted this strategy as model. Leading the negotiation between Globo and the biggest Media Sponsor in Brazil. Contract signed until 2023.Responsible for building strategies for PCG and Financial Industry along with the two most important advertisers in Brazil. Operating in digital platforms, TV broadcasting, streaming platforms we achieved mutual goals by analyzing and taking the best opportunities. I have achieved excellent performance by leading a hardworking team, focused on building strategic partnership and innovative solutions that implies on effective results. Active role in the task to build a new mindset aiming Globo´s transition from a traditional media company to a media tech company. Always working collaboratively with different stakeholders specially clients, advertising agencies and Globo´s staff.

2014 –Managed a team of 10 executives focused on challenging goals. In charge of expanding sales and business opportunities in different States in Brazil (São Paulo, Rio de Janeiro and Recife). We increased revenue by 15% while developing special/cross media projects, bringing new strategic partnerships. Recruitment, job setting and training. Focused on people management and developing strategies to transform company culture from offline to online.Managing media projects like National Soccer League, Formule 1, Rock in Rio, Lollapalooza, Brazilian Carnival among others. Those projects were aired on Digital Platform, Broadcast TV, Streaming Plataform. In charge of Marketing Media Projects, Programmatic selling and create new solutions with Product Placement and Licensing.Main Achievements: 2014 - Developing cross platform project that won Profissionais do Ano 2014 Award in Campanha Integrada - On/Off by Seda Unilever on Malhação (the first quiz and script FanFic at Globo). 2015 – Managing the Sponsorship ENEM - G1 APP, by developing data analyzes for the first time in a deal at Globo Apps. 2016 – In charge of the partnership between Natura and TV Globo by licensing the fisrt ficcional character from a soap opera: Biga – from A Força do Querer With Biga´s Profile on Instagram, Natura reached 195K followers in 90 days and achieved more than 10.000 new sales consultants to sell Natura´s products. 3 years later, this case inspired the second fictional profile on social media with the case, Vivi Guedes - Fiat that achieved more than 1MM followers. In charge with the digital deal between Globo and Unilever that incresead the revenue by 30%. Leading and developing the winning project´s Profissionais do Ano - 2016 award in Campanha Integrada On and Off with Missão Digital”.2017 – Managing the Cross Media Project Youse (Product Placement at AutoEsporte TV Show), that presented the first war room brand strategy at Globo

As Ad Sales Executive, I managed the most import group of clients, building tailored projects for Finantial Services (Itaú, Bradesco), Food and Beverage ((Coca-Cola, Nestle), Pharmaceutical (EMS, Pfizer), Retail (Magazine Luiza, Casas Bahia, Americanas), Auto (Ford, Fiat, Peugeot, Citröen), PCG (Unilever, P&G), Tech (Amazon, IBM) , Beauty (Natura, Avon) , Education (Uninove, Objetivo). For 18 months as Ad Sales Executive I increased revenue in 55% with supporting advertising agencies like Ogilvy, Y&R, Lowe, Artplan, Publicis, DM9, W/Mccann, DPZT, África, JWT, Isobar, by offering digital and cross media opportunities at Globo.com and its sites: G1, GShow, Globo Esporte and Globoplay (streaming Platform). As a remarkable case, I developed an important advertisement deal between Globoplay and IBM Watson, in order to include social media engagement tools, game experience and chat applications during World Cup Soccer 2014 App, powered by IBM – it was considered a huge IBM´s marketing case, with global exposition in the specialized press.

Managing branded advertising as well as prospecting and uncovering new opportunities within agencies and companies.Influencing decision-makers by building solid relationships during my whole carreer. Analyzing campaign performance statistics and recommend optimization when necessary. Support to the 10 top rated advertisement agencies online and offline, on selling advertisement and multimedia formats on different products, platforms and services rendered by Sonora, Terra TV, E-commerce, Mobile, Digital out of home media, Terra Portal, partners sites affiliates. Selling special projects such as “Planet Terra Festival”. Focus on Live Music Rocks, a new product and platform of music and entertainment. Preparation of proposals and media planning based on the need of the advertiser/agency. Strategic supporting posture at the agencies and clients in order to enhance presence in digital media in annual media packages.

Responsible for handling after-sales and guiding retail and graphic media in the different languages of multi platforms; using performance appraisal to verify adherence with confidence and knowledge.•Profitability of sales through commercial conditions appropriated to Portal Terra and to the advertiser•Responsible for supporting new advertisers, reduced to one day the feedback of a request from customer service (SAC) and partner areas, conquering the improvement of the customer service at Terra which had a performance below expectations (15 days to give feedback)Responsible for prospecting new advertisers between agencies and direct clients from the offline sector;Responsible for the partnership of new channels of content in a unique format for the business: a hybrid model of content agreement plus advertisement profitsConquering new business segments for Terra channels: fashion, real estate, and food, searching for advertiser from magazine sector;Developing and training team of four telemarketing contacts to support agencies through costumer services (SAC).Average growth of 60% of investment from advertisers in the service portfolio over the first 12 months.

Developing of sustainable relationship brand awareness and reliable services with 70 active clients among top rated advertising agencies including Talent, Lew,Lara/TBWA, FNazca, Publicis, Loducca, MPM.Developing of commercial proposals of six top rated channels: Discovery Channel, Discovery Home & Health, Discovery Kids, People + Arts, Animal Planet and Travel & Living on different media formats.Recognized improvement of sales performance bringing account revenue from nil to 12% total revenue in 20 months. At the same time the average discount rate had been reduced by 3.5% leading to a significant improvement in margin.Supporting other business areas development, adding sales to other account managers and mobile services.Reports and relationship with Sales/Marketing Leaders and planners in the US.

Brand Lincensing on dramaturgy, sports, kids, Xuxa Productions, COB and comedy entertaining to: Natura, Grendene, Azaléia, Coteminas, C&A, Malwee, Pão de Açúcar, Extra, among others taking charge of 40% of the total business revenue.Business development to advertising agencies on licensing promotions personalizing the media language to new revenue along with the value chain. Increased agency participation in the licensing business.Responsible for coordination and development of products and campaigns related to the brands and to the licensed products and follow-up of brands registration process on INPI together with the Legal Department.First Executive in charge of coordinating the licensing program for the Brazilian Olimpic Committee (COB) for the 2006 Pan-American Games. Responsible for the creation of licensing projects to the show Malhação, leading to an increase of brand awareness of the company. Member of leading sales team with consistent influence by preparing style guides, marketing guides and other sales tools, including new strategies of branding for Globo Marcas products.