Alexandre Fensterseifer

  • Sao Paulo Brazil
Alexandre Fensterseifer

Summary

COMMERCIAL and TRADE MARKETING EXECUTIVE

More than 10 years of experience in the Commercial and Trade Marketing areas managing direct and indirect channels in the segments food and drug in companies such as Mabesa do Brasil and Procter & Gamble

QUALIFICATIONS

- Sales and Distribution of consumer goods;

- Positioning and branding optimizing the value chain;

- Development and organization of network of distributors;

- Creation and implementation of campaigns to key customers;

- Negotiation of contracts nationwide;

- Structuring, restructuring, training and development of sales team;

- Budgeting;

- Management of teams with up to 200 people; 

Work History

Work History
Oct 2009 - Present

Commercial Director

Mabesa do Brasil

Responsible for management and career of 07 Regional Sales Managers, 01 National Merchandising Coordinator, 02 Regional Sales Coordinators, 01 Sales Support Supervisor and 07 intern resources in addition to 54 Sales Representatives and 70 merchandisers allocated throughout the national territory;

Oct 2008 - Sep 2009

National Sales Manager

Mabesa do Brasil

Responsible for the management of almost 150 people, including regional managers, supervisors, sales people and merchandisers in Brazil.

Mabesa do Brasil is the fourth largest manufacturer of disposable diapers in the country. Top brand: Cremer DisneyIt is a company of the PI Mabe Group in Mexico, present in over 35 countries and the 3rd largest manufacturer of Disposable Diapers in Latin America. Operating in Brazil since 1997, the company is dedicated to the development of disposable products for child health, women's, adult, identifying and meeting the needs of consumers and customers around the country.With high quality products and credibility, that offer protection and peace for the whole family, Mabesa offers to the Brazilian market a wide variety of brands and categories.

Mar 2008 - Oct 2008

Drug Channel Department Manager

Procter & Gamble

Responsible for the direct and indirect businesses in the Drug Chain in the south region of Brazil.

Main contributions:

§Building, customization and execution of annual business plan with the key customers. Led a 34% growth in his unit comparing with 3% growth of the national drug channel organization.

§Development of new projects and product launches with the Marketing and Trade Marketing areas, delivering important results in sales, distribution, sales fundamentals and brand exposition.

§Led cross-functional projects like the Joint Business Plan with key customers in the region. The first customer in the project could change a negative result of 4% drop in Jul’08 to an impressive 16% growth by Sep’08.

§Training, development and career management of the human resources in the team: 03 Sales Supervisors and 01 Merchandising Coordinator;

Jul 2006 - Mar 2008

Trade Marketing Manager

Procter & Gamble

Responsible for definition and customization of new initiatives for the Pampers brand in Brazil, reporting directly to three directors (Trade Marketing, Sales and Marketing) and managing around 300 sales people in subjects related to the Baby Care category.

Main contributions:

§Setting of strategies and plans, long term and short term, related to the market share growth objectives for Pampers in Brazil.

§Leadership consolidation in value share and e leadership in volume share during his passage for the trade marketing.

§  Setting of objectives, tracking and management over the sales fundamentals, indirect measures responsible for the market growth (distribution, shelving, merchandising and price).

§Initiatives design and customization of the marketing plans to the national reality given all the plans were regionally developed (Chile/Category Regional HQ).

Aug 2004 - Jun 2006

Wal*Mart South Account Executive

Procter & Gamble

Responsible for the management of the P&G total business with a strategic commercial player in the south region (Sonae/Wal*Mart South).

Main Contributions:

§Design and control of the Promotional Calendar with the customer.

§Well succeed and no-boycotts integration when the Sonae’s operation was acquired for Wal*mart;

§Leadership in two important projects (Joint Value Creation and Joint Business Planning) that were P&G international cases and delivered relevant business results for the customer and the company. That year P&G grew around 10% versus the previous year.

Nov 2003 - Jul 2004

Regional Manager – Food Wholesalers and Distributors

Procter & Gamble

Responsible for the whole operations of the company regarding the food channel indirect operation.

Main contributions:

§Significant reduction of the period for payment of customers as part of a specific finance project.

§Growth in sales volume and revenue in the region twice the growth achieved by the company as a whole.

§Management of cross-functional team support to specific projects to the customers.

§Management of indirect sales teams of exclusive distributors in each state (about 150 people).

Dec 1998 - Oct 2003

Regional Supervisor – Food Wholesalers and Distributors

Procter & Gamble

Responsible for the regional coordination of P&G business in the MT, RO and AC States (1998-2000), PR State (2000-2002) e RS State (2002-2004).

§Financial Management of distributors in order to reduce operating costs (ABCosting, Cash Flow Management, development control and implementation of trade policy).

§Management of the Marketing area defining strategic tools, developing and monitoring business models, new initiatives and new product launches.

§Planning and execution of tactics distribution and generation of demand in small and large retail accounts.

Education

Education
Mar 2002 - Present

MBA

Fundação Getulio Vargas
1997 - 1997

Especialist

Universidade Federal do Rio Grande do Sul
1992 - 1997

Chemical Engineering

Universidade Federal do Rio Grande do Sul