Sales Manager

Barbara Vianna Martins

Address **** ** ***** ** *****, FL 33178

Phone 786-***-****

Email *******@*****.***

Business Development Manager / Sales Manager / Trade Lane Manager / Operations

Bachelor’s Degree in Business Administration with emphasis in International Business (1998 – 2002) Anglo Latino University

MBA – Marketing INPG

Languages:

Portuguese (native) German (basic)

English (fluent) French (basic)

Spanish (fluent)

Professional Timeline:

Senator International Miami - Trade Lane Manager Americas (Jan/16 - Apr/17)

Senator International Brazil - Sales Executive (Feb/13 – Jan/16)

GW Freight – Geodis Wilson - Field Sales Manager / Business Development Manager Healthcare & Chemicals (Sep/11 - Jul/12)

DHL Global Forwarding do Brasil Ltda - Sales Executive (May/07-

Aug/11)

Uti do Brasil Ltda – Customer Service / Operations promoted to Sales Executive (Aug/02 - May/07)

Areas of expertise and skills:

Freight Forwarding: Import / Export / Air / Ocean / Sea-Air / National and International Road Transportation / Customs Brokerage & Regulations / Duties / Taxes / Fiscal Benefits / Insurance / Warehousing / Distribution / E-commerce / Dangerous Goods /Perishable Goods / Fairs / Shows / Events /Special Projects / Oversized shipments / Oil & Gas Projects / Triangle shipments / Back to Back shipments / Milk Run / Drawback

Sales: Hunter and farmer / Business Development / Projects and Account Management / Supply Chain Solutions and International Logistics Negotiations / Trade Lane Americas Development

Computer: Proficient in Word, Excel, Power Point, Outlook, Cargowise, webtracking and CRM

Extensive knowledge and expertise of the international business market and the whole supply chain aspects, difficulties and strategies, providing complete one stop shop tailor-made logistics solutions for national and global accounts/customers

Able to manage the entire sales cycle from lead generation through to prospecting, arranging appointments, giving presentations, negotiating, closing, implementing and working closely, supervising results and monitoring business activity with the operations, billing/accounts receivable departments, studying the outcome of projects and existing customers to ensure high standards are constantly maintained.

Making a high number of daily outbound sales calls to prospective new customers and maintenance of existing ones

Customers retention, up selling, developing new business within the existing customer base

Prospecting and cold calling

Developing and maintaining customers database up to date and accurate

Managing sales pipeline, sales reports, CRM system, customer management, KPI creation and control, activity reports, statistical information, expense reports, revenue forecasts and budget

Developing new providers and partnership with third parties and external organizations

Completing documentation and administrative records involved in export and import shipments fully and accurately

Formulating, developing and implementing strategies and plans according to business strategies

Market research & Market intelligence, keeping abreast of changes in the market and watching competitors activities and innovations

Gathering informative facts and statistics about customer trends and preferences

Helping the company to increase market share and effectively penetrate new markets

Supervising sales assistants on quotes, follow ups and system update

Attending trade shows and networking events including local and international Chambers of Commerce always taking good care of the company’s name and brand reputation

Prepared agenda for combined visits with more than 20 Trade Lane Managers from many different countries with an average of 15 sales visits/customers each and follow up to all business opportunities afterwards

Identifying important decision makers and creating rapport

Generating new business in face to face meetings and over the phone

Meeting and selling to senior executives

Experience selling properly to all sizes of customers in all field sectors with differentiated approach and procedures. Focus in Automotive, Pharmaceutical, Chemicals and Food sectors for many years

Developing key business drivers

Motivation training to the team

Assisting in the recruitment, training and development of staff

Experience selling existing and new services maximizing revenue and profitability

Identify, exploit and capitalize on opportunities and sales leads making the most out of every opportunity and making sure they are fully captured

Developing successful and innovative delivery methodologies

Always suggesting improvements in processes and service levels upon customer’s feedback

Pricing capabilities, preparing clean and concise value-based sales proposals, quote, follow up, renegotiation and renewal rates

Profit share management between local and foreign offices and agents

Generating sales leads to foreign offices and agents

Replying to all customer’s inquiries in a timely and accurate manner

Presenting convincing business and financial arguments to customers

Development of partnerships with the customers

Tenders / BIDs / RFI / RFQs (identifying opportunities and creating selling templates strategically for complex and large projects)

Preparing contracts and SOPs

Focused in delivering solutions to make customer’s daily activities easier adding value to the services provided

Ensuring that projects are financially viable

Effectively handling objections from customers

Sharing industry knowledge, insights, resources, tactics, techniques, best practices and ideas with fellow colleagues and management

Giving continuous accurate and relevant feedback to company Directors and Senior Managers

Courses and Trainings:

Career & Life Coach – in progress

Winner Leaders’ Strategies – Eduardo Shinyashiki

Ocean freight liability, Insurance and Claims Handling – DHL

Life Sciences & Healthcare Sector Training – DHL

Fundamental key points for an exceptional customer service providing – DHL

Effective strategies for team integration – DHL

How to manage your team’s progress – DHL

Evaluating creative ideas – DHL

Create your team’s identity – DHL

Airfreight Tools for Sales – DHL

Airfreight product definition – DHL

Airfreight PLUS Europe (Operations and Sales) – DHL

Customs Foundation – DHL

Airfreight Sales and Customer Care – DHL

International Supply Chain – DHL

Cargo Insurance (From sales to implementation) – DHL

The new roles of XXI century’s managers – Amcham SP

How2 develop value based selling – DHL

How2 improve client negotiation skills – DHL

How2 prepare and generate an effective sales proposal – DHL

How2 define and use Key Performance Indicators (KPIs) – DHL

How to write efficient emails – DHL

Marketing – Basic Concepts – M Group Consultants

Go Green – DHL

Selling Sea Air – DHL

Time Management – Amcham SP

Progressing through a complex sale – DHL

Feedback – Amcham SP

DMAIC – DHL

Dialog Map – DHL

Ocean secure for sales – DHL

Time Management / Diagnose problems / Establish goals / Discipline / Life quality / Planning / Monitor and Evaluate – DHL

Global Airfreight Product Definition – DHL

The Magic Box – Sales Course – DHL

Selling with passion – M Group Consultants

5s – DHL

First Choice – DHL

Competition Compliance – DHL

FCPA Anti-Bribery – DHL

DHL Anti-Corruption – DHL

Freight Soft System – DHL

DHL Freight – DHL

Improvement plan - Dialog Map – Sales Activities - DHL

Communication Dimensions – Amcham SP

Leadership – Living with a purpose – Marco Fabossi

International Business Professional and the economy in Brazil – INPG

PSS Sales Course – UTI Brazil

Commercial Sales – International Trade – Biz Revolution

Import and Export practices- Masterliness

International Business – Laws and Documents – Aduaneiras S/C Ltda;

Financial analysis and planning - Sebrae

Advanced Excel – Impacta Tecnologia

Business Management Technics

Contact this candidate