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Rafael lima english

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Information about Rafael lima english
Career

Published on March 16, 2014

Author: RafaelLima81

Source: slideshare.net

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Curriculum
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Rafael Santos Lima Brazilian Citizen, married, 32years old Rua Cesar Lattes, 1.000 Bl 4 Apt 705 - Barra da Tijuca, Rio de Janeiro, Brazil Mobile: +55 21 98242 1313 Phone: +55 21 3576 6112 Email: rafael_santos_lima@hotmail.com LinkedIn Marketing and Sales Services Manager Market Intelligence-Sales Administration & Call Center - Marketing &Sales Controlling Highly dedicated professional with a solid academic background and more than 10 years of experience in a large multinationalfirm with over 5 years in management roles.Major strengths are: high-levelcommitment, integrity, excellent analytical skills and strategic perspective in the decision-making process. Possesses a holistic view of the business and is highly versatile allowing him to havea deep understandingof IT tools. Has strong interpersonal skills, being able to lead with empathy and influence: able to communicate with management, sales force and internal departments to coordinate overall efforts and guarantee everyone's engagement in execution. Expertise:  Strategic Development  Projects & CRM Management  Budget & Financial Planning  Market Intelligence and Data Analysis  Process Mapping Professional Experience  Fresenius Medical Care SinceDecember/2002 German multinational Firm, world's largest integrated provider of products and services for individuals undergoing dialysis treatment.Present in more than 100 countries and generating yearly over $12 Billion in revenues over the last few years.www.fmc-ag.com  Marketing andSales Services Manager Since September/2012  Information & Market Intelligence Coordinator May/2007 to August/2012 Leadership of the Marketing & Sales Services department with the merger of the areas already under his coordination -Information & Market Intelligence and Marketing & Sales Controlling, to the Sales Administration and Call Center departments, reporting directly to the Vice President of Marketing & Sales and with 30 collaborators underhis responsibility. Market Intelligence: Responsible for creating and implementing the Market Intelligence department: database building, research & auditing; Sales and Demand Planning; Definition of market potential, quota and variable compensation schemes; Structuring and management of the sales force visiting & productivity model; Competition analysis etc.  Management of the Customer Relationship Management (CRM) system.  Management and implementation of Sales Incentive Campaigns: definition of rules, targets, prizing model and coverage. Marketing & Sales Controlling: Responsible for planning and managing the entire Marketing and Sales budget process: forecast, consolidation and presentation of a $100 Million dollars/yearbudget among revenues, expenses and investments to the Marketing, Sales Force, Sales Administration and Call Center departments.

Rafael Santos Lima Page2 LinkedIn Profile:br.linkedin.com/in/rafaelsantoslima/  Development of simulation models and scenario analysis involving changes in the commercial strategy and budget/forecast.  Demand and Economic Feasibility Analysis studies.  Information and Key Performance Indicator (KPIs) management. Sales Administration: Responsible for managing the team that handles the entire order entry operation, ensuring compliance with trade policies in place.  Participation in the preparation and management of trade policies (creation of price lists & approval thresholds, deadlines, renewals, monitoring, price control etc.).  Management of contracts and tenders: prospecting opportunities, controls, preparation of necessary documentation, loose& gainanalysis etc.  Supporting regional and local teams in the development of the Marketing and Sales strategies. Call Center: Responsible for managing the Customer Services team, monitoring and setting rules and procedures to ensure the implementation of best practices and excellence in the execution.  Management of the receptive (Customer Support) and active (Direct sales) operation.  Focus on routines' optimization and automation of procedures.  Monitoring of calls and corrective/preventive actions to reduce complaints and incidents. Selected accomplishments:  Planning, coordination and implementation of all aspects of the CRM initiatives within the company with more than 70 users in Sales Administration, Salesforce, Marketing, Call Center and Credit and Collection areas. The successful implementation became a Marketing case for the supplierinsome publications within the segment. The Marketing case (link)and one of the publications(link)may be accessed through the previous links.  The revised sales processes with the implementation of the CRM Projectled to substantial savings both in human and capital resources. The automation of the order entry process, for example, hadseveral positive impacts, such as: - 50% reduction in order entry time/sales cycle; - 15% reduction in number of errors in the process by reducing manual labor; - Increased productivity and greater dedication of the Salesforce to the promotion, analysis, strategy and sale; - Pricing strategy was directly impacted with the creation of pre-approved discount ranges and approval thresholds.  Gain of 10% in Market Share in the market for dialysis equipment (key product of the company) with the implementation of the Sales Funnel technique which used the database built in the CRM.  Implementation of the Visitation Management System, integrating the Marketing strategy to its execution by the Salesforce.  Budget & Planning Analyst December/2002 to April/2007 Responsible for preparing the Annual Budget and Forecast (Revenues, Costs, Expenses and Investments) of the company's business units to be reported to HQ; development of economic and financial feasibility studies, financial statements (Cash Flow, Working Capital, Capex etc.) and other internal controls.

Rafael Santos Lima Page3 LinkedIn Profile:br.linkedin.com/in/rafaelsantoslima/ Selected accomplishments:  Participation in the scope development and implementation of the Planning and Budget Management System: tool integratedwith SAP for planning the entire budget of the company; responsible for testing the system and training more than 200 users over 9 months.  Management and data extraction (e.g.: Revenues, Costs, Expenses, Payroll etc.) from the new system for projection and management analysis.  Development and automation of the first financial management reports of the company. International Experience  inSITE participant: global project of process review and best practices' definition as a Sales Process expert. Workshop Fit to Template - 2nd Confirmation Bad Homburg, Germany 2013 Workshop Fit to Template - 1st Confirmation Bad Homburg, Germany 2013  Brazilian representative in the EMEALA (Europe, Middle East, Africa e Latin America) region for the development of the corporate CRM solution and consideredone of the companies experts in the field. Workshop - CRM Project for Nordics Bad Homburg, Germany 2013 CRM Workshop - Scope and Solution Definition Frankfurt, Germany 2011 Education, Training&Skills  Education: MBA in Business Management, 2013 IBMEC Business School - RJ, Brazil Bachelor of Economics, 2005 Cândido Mendes University - RJ, Brazil  Languages:English(Advanced)  Courses& Trainings: Advanced English Course Cultura Inglesa - RJ, Brazil Situational Leadership, 2011 Ken D. Blanchard Companies Peter Barth- RJ, Brazil Sales & Negotiation Skills (Vendas Parametrais), 2009 Clarial Capacitación y Desarrollo Felipe Saúl - RJ, Brazil Lean Summit, 2008 Lean Institute Brasil SP, Brazil CRM, 2008 Conquist Roberto Madruga- RJ, Brazil Product Manager, 2007 Sindusfarma Inajar de Souza - SP, Brazil Financial Mathematics, 2003 ANDIMA RJ, Brazil Controlling, 2003 FGV Carlos Alberto- RJ, Brazil  Computer Skills: Proficient: Microsoft Excel, PowerPointand Access |Advanced:SAP, Business Objects and Microsoft Word.

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