Marcos Lorenzo
Comercial Executive / Marketing and Sales Manager
Orthopaedic
orthofix
Italy
Biography
Commercial executive with larege experience (B2B and B2C) in Multinational Companies. Management of the Sales and Marketing areas in many regions of Brazil and Latin America. Negotiations with wholesalers, retail chains, exclusive distributors,Master Distributors and direct sales (B2B and B2C) Excellence programs for the indirect channel, including incentive campaigns and training programs. Selection and development of new Distributors and Representatives. Development commercial policy and strategy for different channels and categories. P&L analysis and financial analysis for each negotiation. Increasing sales capillarity, optimizing market potential,generating consistent results. Development policy and processes for sell-out analysis and control. Implantation KPI´s based on sales, margin and profitability for each customer, region and product category. Creation of commission, sales-promotion plans and strategies for the activity calendar. Management of Sales Administration, Marketing and Call Center. Create a price simulator to facilitate commercial negotiations. Management the sales budget. Leadership, sales-team building and training, promoting changes in Salesperson culture and attitude. Reformulation of the team remuneration plan.
Research Interest
Development commercial policy and strategy
