Gabriela Solis

Cuento con más de 18 años de experiencia en multinacionales líderes como L'Oréal, Nestlé y Pernod Ricard, donde he tenido a mi cargo la gestión de P&L de categorías de $350M USD anuales. Mis logros principales radican en:

• Cumplimiento de cuota de ventas entre un 98% y 122%.
• Planeación Comercial y S&OP: Diseñando pronósticos robustos con métricas de excelencia (85.5% DPA / 14.8% MAPE).
• Gobernanza Financiera: Control de presupuestos de inversión comercial (Trade Promotion) de hasta $198M MXN y reducción de carteras vencidas con grandes cuentas de retail (principalmente Autoservicios).
• Business Intelligence: Automatización de procesos mediante Power BI para migrar la cultura organizacional hacia la toma de decisiones basada en datos de consumidor.

Estoy certificada internacionalmente en Cadena de Suministro Retail por Walmart (RSCC–RYLA) y cuento con estudios recientes en EGADE en Finanzas Corporativas y Metodologías Ágiles.

PROFESIONAL EXPERIENCE AND ACHIEVEMENTS

Campari Mexico – Commercial Planning Manager (Jun 2021 – Feb 2026)

Wines and Spirits | Guadalajara, México

Key Responsibilities

S&OP Ownership: Directed the monthly Sales & Operations Planning (S&OP) process alongside National and Regional Sales Directors for Wholesale, Convenience, Traditional, Modern, and Hard Discount channels to align SKU-level volumes.

Commercial Budget & P&L Governance: Led annual commercial budget planning, integrating volumes and Deferred Discounts into the P&L; coordinated cross-functional alignment between the CFO, FP&A, Commercial Director, and Sales Managers.

Trade Promotion Governance (GRID-TI): Managed and audited a $198M MXN annual Trade Incentive budget. Built an end-to-end governance architecture, establishing authorization matrices, commercial policies, and validation criteria for Credit Notes based on promotional mechanics.

Pricing & Profitability Strategy: Spearheaded price change processes nationwide to maximize Gross Sales value and secure target margins under strict corporate financial guidelines.

• Commercial Policy Implementation: Authored and implemented the first official Commercial Policy for Mexico, standardizing commercial, logistics, and financial Credit Note requests via automated single-folio workflows.
• Sales Compensation & KPI Management: Designed and executed the governance framework for variable quarterly bonuses across Sales and Trade Marketing teams, ensuring full compliance and alignment with commercial KPIs.
• Key Achievements:
• Above-Market Growth: Successfully delivered the national sales target (2025), securing 110% achievement in Gross Sales and 126% in Gross Margin, leading above-market growth in sell-out performance.
• Industry-Leading Forecast Accuracy: Boosted Forecast Accuracy to an outstanding 86% (Demand Plan Accuracy: 85.5% / MAPE: 14.8%) versus a 62% industry benchmark.
• Working Capital Optimization: Reduced overdue Accounts Receivable by recovering 30% of the past-due portfolio and preventing $10M MXN in retail payment holds through the automation of Credit Notes and vendor PO management (Costco, OXXO, Chedraui, Walmart). Honored as "El Camparista de Oro".
• Process Automation: Streamlined operations by partially automating mass data uploads for Commercial, Logistics, and Financial Credit Notes, reducing recurring operational time by 90%.
• Global Best Practices: Selected to export and scale local commercial planning and governance models to global teams across Italy, Australia, Argentina, and Peru.

L’Óreal - Leader in Hygiene and Beauty Articles (Feb 2016 – Oct 2020)

Business Planner | Mexico City, México

Scope: CPD Division (Maybelline, L'Oréal Paris, NYX, Garnier, Skin Active, Vogue)

Key Responsibilities

Annual Demand & Sales Forecasting: Orchestrated the annual sales and demand forecasting for top-tier skincare, makeup, and hair color categories.

Cross-Functional Product Launches: Partnered with Business Development, Marketing, and Demand Planning to align inventory pipelines, commercial strategy, and annual business plans.

XTEL Key User: Acted as the division's expert user for the XTEL commercial planning platform, managing client-level P&L, pricing strategies, and promotional planning.

Key Achievements

Exceptional Accuracy: Implemented advanced forecasting models, delivering an 89% Forecast Accuracy and a 95% Forecast Assertiveness.

Successful Brand Launches: Led the commercial planning pipeline for the launch of Vogue Cosmetics, Sachet Nutrisse, and Magic Retouch, achieving a 98% pipeline fill-rate coverage within the first 3 months.

BI Transformation: Designed and implemented a regional Business Intelligence app focused on sell-out and consumer insights. Reduced operational presentation workloads by 50% for Regional Directors, shifting the organizational culture from sell-in to sell-out data

Nestle - Leader in Nutrition, Health and Wellbeing (Jan 2014 – Feb 2016)

Key Account Cordinator | Mexico City, México

Scope: Customer Facing Logistics (Walmart, Sam’s Club, Chedraui, Comercial Mexicana)

Key Responsibilities & Achievements:

• Directed the Collaborative Planning, Forecasting, and Replenishment (CPFR) operations for dry goods, water, dairy, and infant nutrition categories across Mexico's largest retail chains.
• Co-led the successful system migration from Inforem to the new GRS platform with minimal disruption to nationwide invoicing and stock availability.
• Collaborated closely with retail replenishment teams to optimize Fill Rate, improve inventory health, and minimize out-of-stock occurrences.

Pernod Ricard Mexico – Co-Leader in Wine & Spirits Market (Apr 2010 – Dec 2013)

Key Account Executive & CPFR | Mexico City, México

Key Responsibilities & Achievements:

• Industry Pioneer: Spearheaded the first-ever CPFR framework in the Wines & Spirits industry in Mexico. Earned the first Retail Supply Chain Certification (RSCC - RYLA) by Walmart International for this category.
• Commercial Metrics: Improved inventory availability to 97.54% and Fill Rate over 94%, driving sales budget fulfillment from 98% to 130% while maintaining an optimal 47 Days on Hand (DOH).
• Financial Risk Mitigation: Audited and cleared Walmart and Comercial Mexicana accounts, establishing strict financial traceability that saved between $10M and $20M MXN in unsupported deductions or risk exposures.

GRISI Hnos – Pharmaceutical, hygiene and beauty products (May 2007 – Apr 2010)

Commercial Information Systems Analyst | Mexico City, México

• Tools development that allow you to manage the information on the Self-Service portals in a timely manner; through the analysis and definition of the business rules that the data must have to comply with the information requirements of the Commercial area.
• Responsible for the administration of databases of the SIC and SDF systems. In conjunction with the Commercial Coordination, responsible for the implementation of strategic projects.
• Analyze Commercial Performance.
• Co-author of the commercial information systems SIC and SDF (Copyright Registration).

Key Account Analyst | Mexico City, México

• Analyze Commercial Performance & Performance Monitoring: analysis and administration of the information of Sell Out & In, Cover Girl and Max Factor cosmetics, in the main Business Key Accounts, for decision making in commercial management, brand managers and Procter & Gamble business partner.
• Support in the preparation of presentation of results according to the quarterly, semi-annual plan. Presentation and cataloging of new products in the Commercial Chains. Analysis of Fill Rate and Refill Indicators Wal-Mart.
• Support for Key Account Executives from Wal-Mart, Comercial Mexicana, Chedraui, Soriana, Dorian’s. Maintenance to SIC of Comercial Hecal, Clearasil, Digrimex and Grisi.
• Training for the use of this tool. Project leader for the transfer of information from the SIC to PowerPlay Web; and for the development of the Monitoring System for Shortages by Chain-Branch. AMECE-SYNCFONIA information management.

Enfoque Estrategico – Company that provides business advice to leading companies (Sep 2006 – May 2007)

Account Executive | Mexico City, México

• Sales consultancy to main clients: Comercial Hecal, Digrifar and Grisi Hnos; for the Wal-Mart, Comercial Mexicana, Gigante, Soriana, Chedraui and HEB
• Implementation of the SIC commercial system at Comercial Hecal, Digrifar and Grisi Hnos. Training for the employees of Grupo Grisi.

Revlon – Manufacturing and marketing of leading beauty products (Apr 2006 – Jun 2006)

Category Management Analyst | Mexico City, México

• Captaincy of the cosmetics, feet and implements category at Wal-Mart. Weekly and monthly sales reports for the cosmetics category, both internal and external (directed to Revlon's General Management, the chain's suppliers and the Wal-Mart Purchasing department). Market & Competitor Analysis:
• Analysis of the development of the cosmetics and implements category. Management of modular space for the categories based on the sales strategies of each chain

• Licenciatura en Ingeniería Industrial (Titulada / Cédula Profesional: 5304820)

o UPIICSA - Instituto Politécnico Nacional (IPN) | 2002 – 2006 (Graduada)

CERTIFICACIONES Y CURSOS EJECUTIVOS

• Certificación en Cadena de Suministro Retail (RSCC – RYLA)

o Walmart International / Accenture | 2011 – 2013 (Certificada)

o Nota: Primera profesional de la industria de Vinos y Licores en obtener esta distinción en Supply Chain.

• Certificación en Power BI Avanzado y Business Intelligence o Universidad del Valle de México (UVM) | 2023 (Certificada)
• Programa de Presentaciones Efectivas y Comunicación Ejecutiva o Toastmasters International | 2019 – 2021 (Concluido)
• Laboratorio de Alta Gerencia (Strategic Management Laboratory)

o Reddin Consultants | 2011 (Concluido)

• Estándares de Calidad de Datos y Alineación de Syncfonia o GS1 México / AMECE | 2011 (Certificada)
• Programa Avanzado en Retail Link y Reabastecimiento POS o Walmart México | 2009 (Concluido)
• Análisis Avanzado de Nielsen Scantrack o Nielsen | 2011 (Concluido)