Bruno Mota

Bruno Mota é um profissional da área comerial, licenciado em marketing com vários anos de experiência. Sou um diretor comercial inspiracional, especialista no desenvolvimento das suas equipas.

Nos últimos anos assumi projetos em diferentes empresas e mercados, com conquistas em comum: aumento de market share, distribuição e gross profit.

Foco no resultado, desenvolvimento de pessoas, pensar out of the box, procurar eficiências nos processos e visão estratégica de futuro são algumas das minhas características.

A minha ambição é deixar a minha marca pessoal e com isso contribuir para o crescimento da organização e desta forma atingir os objetivos propostos

SALES DIRECTOR CORPORATE & PREMIUM CUSTOMERS @ Heineken / Central Cervejas

2020 – 30 NOV 2022

Global business management of two segments/teams: Corporate (big accounts, organized, national and international companies) and Premium (“pure” horeca, flagship customers of this channel).

• Restructuring and reorganization of commercial structure and the ways of working;
• Responsible for the performance of P&L, forecasting, sales and management, while adding value to the brand;
• Responsible for development of strategy, medium and long term plans and budget.
• Multiannual contracts, investment, promotional activity negotiations with clients, definition with trade marketing specialists (dot line) the execution plan;
• Go-to-market strategy for corporate (Ibersol, Platform group, MacDonalds, e.g.) and premium segment
• Consumer and customer centricity;

Main results:

• +12% Functional gross profit
• + 5% share growth, breaking negative results cycle
• Restructure customer support processes: Increased level of service from 90% to 95%
• Closed deals with big accounts: Dominos, Vila Galé, Group Chef Vitor Sobral, Group Camada, etc.
• Implementation Project “O Cervejeiro” in Uber eats Platform

COMMERCIAL DIRECTOR @ Nespresso / Nestlé

2016 – 2020

Director of the B2C Department with the responsibility for the global sales of Nespresso coffee machines, new members acquisition, strategy of the B2C machine portfolio and the whole strategy for the business (distribution channels, promotional activities, etc.), in customers like Worten, Mediamarket, Box/Auchan, ECI, e.g... Member of the Nespresso Leadership Team (MANCOM).

Main results

• 110% target achievement (Net Sales & Revenue)
• Leadership of the market in value with +3% vs LY and 1% in volume
• Improve 3% the weighted distribution
• Productivity sales ratios improved 4%
• 3 International awards for best activation and best sales campaign (in place even today)

Degree Marketing @ IPAM (2006 – 2009)

Executive Master – Trade Marketing/Sales Management @ IPAM (2009-2010)

Bachelor Degree Civil Eng. @ ISEP (Incomplete 2000-2004)

Companies Trainings

• Coaching - upgrade professional and personal skills @ YouUP (2008)
• Advanced Sales, Negotiation, Planning and Organization, Team management @ Development Systems (2005)
• Lean processes
• Project management