Lead and develop the team of sales representatives, ensuring proper execution of the commercial strategy, customer segmentation, and operational discipline within assigned territories. The role combines structured follow‑up, performance analysis, and field coaching, with a strong emphasis on talent development through continuous feedback, ongoing training, and individual coaching. The main responsibility is to consistently and sustainably achieve sales objectives, strengthening high‑performance teams with strong engagement and accountability for results.
ORGANIZATIONAL LEADERSHIP
- Leads and inspires the team in effectively implementing the organization’s priorities, ensuring alignment with commercial objectives and achievement of results.
- Collaborates with the commercial leadership team and internal areas to build a clear vision and strategy, translated into concrete action plans for the team.
- Sets clear performance expectations for customer interactions, monitors execution and results, and manages timely actions to ensure compliance with commercial objectives.
- Understands team needs and manages performance by combining high expectations, coaching, and development, ensuring focus, discipline, and individual accountability for results.
- Fosters a culture of mutual support, trust, and collaboration, promoting knowledge sharing as a lever to improve results.
- Promotes team working sessions and follow‑ups that strengthen engagement, continuous learning, and sustained performance improvement.
TALENT SELECTION, DEVELOPMENT AND RETENTION
- Identifies, recruits, and develops commercial talent aligned with the company culture, oriented toward results and team performance.
- Designs and implements individual coaching plans and development plans aimed at professionalizing the team, strengthening commercial, analytical, and execution competencies to improve performance and achievement of results.
- Supports the team as a mentor and performance facilitator, promoting responsible autonomy and high execution standards.
- Consistently recognizes and reinforces positive behaviors and results.
- Manages workload and team priorities, balancing expectations with operational capacity to avoid overload and ensure sustainable performance.
LEADS THE TEAM TO ACHIEVE BUSINESS RESULTS
Responsible for guiding and leading the team in creating customer value and achieving business results.
- Develops and ensures the effective implementation of team competencies, using the company’s model as a basis to improve execution and commercial performance.
- Trains and guides the team in industry and portfolio knowledge, ensuring proper application in customer management.
- Guides and demands effective customer interactions focused on value generation, improved experience, and achievement of commercial objectives.
- Ensures disciplined implementation of business planning and execution processes, monitoring compliance with defined plans.
- Ensures the team understands and complies with policies and procedures as part of responsible and sustainable business execution.
ANALYZE, PRIORITIZE AND PLAN
Leads and supports the team to meet territorial objectives, acting as a guide and reference in the customer value‑creation process, ensuring consistent execution aligned with commercial goals.
- Analyzes the business in assigned territories by considering the external environment, market trends, and opportunities to guide commercial and execution decisions.
- Prioritizes opportunities based on commercial objectives, efficient resource availability, and data analysis.
- Develops and communicates business plans for each direct report, based on clear opportunities and aligned with strategic company objectives.
- Ensures effective resource allocation based on customer segmentation and pre‑defined business priorities.
- Builds strong internal relationships and works collaboratively to achieve sales force objectives.
EXECUTION, EVALUATION AND ADAPTATION
Manages territory performance as a single business, executes company strategies with discipline, systematically evaluates results, and makes timely adjustments to improve execution and goal attainment.
- Executes the commercial plan for each territory with focus, discipline, and consistency, ensuring alignment with defined objectives.
- Evaluates business plan execution for each representative, analyzing results, execution quality, and improvement opportunities.
- Assesses whether territorial business plans are generating expected outcomes, analyzing gaps and improvement areas.
- Adjusts the commercial plan based on execution results, resource availability, and relevant changes in the internal and external environment.
- Identifies key customers and manages collaboration with business partners to strengthen customer value and contribute to business performance.
- Gains access to and develops strong alliances with decision‑makers through business knowledge and strategic dialogue.
