Nicolas Raffo

Work History

Work History
Jan 2008 - Present

Regional Trade Marketing Manager

Procter & Gamble


§Responsible of two direct reports.

§In charge of the planning and implementation of the category management model, across all countries where brand competes in South America.

§Develop promotional plans per distribution channel for Latin America guaranteeing trade support behind price strategy, profitability and category growth.

§Insure all sales fundamentals are in strategy: share of shelf, share of features, and share of displays across all distribution channels. Identify gaps and opportunities while maximizing return on commercial investment.

§Provides regular tracking on both Pampers and competitors pricing situation. Design plans to achieve competitive positioning in case of gaps against the current price policy.

§Responsible of planning a 36 month regional calendar that synchronizes launch of products aligned with customer requirements. Represent local sales teams within the regional business unit.

§Report to Regional Trade Marketing Director.


§Created a plan to avoid major damage to Brazil business during current economical crisis facing 40% local currency devaluation.

§Played a key role within the team that set Brazil business back to grow its value share after a year of negative trending.

§Exceeded target of retail customers who agreed to apply Pamper’s category management model.

§Designed and executed successfully a plan to recover customer’s support in South American markets.

§Improved company portfolio, reducing 30% of low performing products and creating savings and incrementing cash flow for the company and customers.

Apr 2006 - Dec 2007

Sales Manager – National Wholesalers

Procter & Gamble


§Direct report of eight: 5 account executives and 3 multifunctional assistants.

§Responsible for restructuring the team while P&G’s acquisition of Gillette was taking place.

§Accountable for 30% of country sales within a team of 6 managers.

§Responsible of achieving value share, weighted distribution and sales targets across self service and indirect channels.

§In charge of the entire P&G portfolio including top consumer goods brands in the Fabric & Home Care and Beauty categories: Pampers, Ariel, Ace (Bold), Magistral (Dawn), Gillette, Pantene, Koleston, Oral B and Duracell among others.

§Establish annual objectives for the sales team in alignment with Regional goals.

§Works as a liaison between Supply Chain, Finance and Customers, guaranteeing commercial policies satisfy both parties.

§Responsible for customer’s compliance of agreements on inventory level, sales targets, and payments policy.

§Manages and allocates a commercial budget to improve business results.

§Conducts informative and interactive team meetings ensuring all Account Executives have the necessary skills and tools to understand brand specific information to successfully execute the selling strategy.

§Responsible for the management of the team’s Career Plan. Create a trusting environment where all Team members feel integrated and free to contribute.


§Achieved a positive growth trend of Value Share on the whole brand portfolio of destination channels.

§Awarded as the most profitable sales team in the organization.

§Planned and executed Pampers’ “Bauer Plan” for preventing sales loss against competition when Kimberley Clark split from Unilever.

§Accomplished a 66% of Weighted Distribution for ACE (Bold) on destination channels (9,000 stores) during first month of launch.

§Set a plan for incrementing the customer’s profitability in the Laundry category business.

§Leaded the team in charge of developing a trade inventory and customer sales tool to analyze inventory levels, product sales and achieve precise forecasts.

Aug 2004 - Mar 2006

Account Executive - National Wholesalers


§Responsible of eight key accounts representing 18% of Gillette’s sales (70 stores - National coverage)

§Manage the Sales and Delivery process to assigned customers.

§Responsible for securing product availability, proper brand assortment, and superior shelf positioning with exceptional visibility for Gillette, Duracell and Oral B brands.

§Executes sales programs in direct and indirect sales channels as directed by the Sales Manager.

§In charge of selling promotional and display material.

§Prepare weekly competitive reports to the Sales Manager to present a general view of the market and specific competitive information.

§Responsible for interaction and communication with customer's sales and delivery personnel to improve performance. Conduct customer’s sales force trainings and sales team contests planning and execution guaranteeing their motivation.


§Achieved sales forecasting accuracy while growing customer’s business beyond national average.

§Accomplished a 66% of Weighted Distribution for Prestobarba Excel on destination channels (4.000 stores) during first month of launch.

§Planned and executed incentives: “Prestobarba Excel Challenge” and “Mach 3 Turbo Race” that reached record speed to shelf, and resulted in both products for retail sale in all 90 stores during the first week of launch.

Jan 2002 - Jul 2004

Credit and Collection Supervisor


§Direct report of four credit and collection analysts.

§In charge of delivering account receivables targets and company cash flow.

§Responsible for conducting risk analysis and credit limit allowance on top retail accounts.


§Awarded as best receivables team for Latin America for three consecutive years.

§Recorded a world best ever DSO measure in November 2003 reporting 3 days sales outstanding.

§Reported zero bad debts on 2002 and 2003.

§Played a key role for the company to achieve commercial targets through 2001 during Argentina’s financial crash.

Dec 2001 - Jun 2000

Credit and Collection Analyst


§In charge of customer’s credit limit allowance and account receivables management for top national customers.

§Managed 30 accounts representing 30% of Gillette’s account receivables.





AC Nielsen









§Cultural – Enjoy traveling and gaining exposure to different cultures.

Extensive travel to USA, Europe, South America and Australia.

§Interests – Play soccer, running and reading World History.


Sales professional with a proven record of accomplishment in planning strategies in support of business goals and objectives. Demonstrated success driving growth in targeted markets through implementation of key projects. Solid history of sales and marketing success with proven ability to develop strategies in the region of Latin America. Strong technical, analytical and planning skills, combined with the ability to coordinate the efforts of many to meet organizational goals.