Luis Pinto

Business Unit, Commercial Finance and Category Management leader with solid experience across retail, telecommunications and B2C services, combining full P&L ownership, FP&A discipline and commercial execution. Proven track record in budgeting and forecasting, management reporting, pricing and profitability analysis, business case modelling, partner negotiation and sales channel performance. Analytical and customer-centric professional with a pragmatic, data-driven approach to performance optimization, margin expansion and business growth.

Experienced in leading standalone business units, translating complex data into executive recommendations, and turning complex business challenges into clear priorities and measurable results.

Business Unit Manager at WORTEN (2023-11 – 2026-05)

• Lead the Home Utilities business unit, with full P&L accountability and a team of 3 direct reports.
• Owner of the business unit performance, including budget, forecast, margin, sales and monthly performance reviews.
• Manage strategic relationships with telecom and energy partners, negotiating commercial conditions, campaign mechanics and operational improvements.
• Translate commercial, financial and operational data into clear recommendations for senior stakeholders.
• Coordinate cross-functional initiatives with Marketing, Operations, Finance, IT, Retail Sales and external partners.
• Drive process improvement and sales enablement initiatives to simplify complex B2C service sales in retail stores.
• Strengthened business unit governance after Home Utilities became a standalone business unit in 2023.
• Delivered 2x growth in energy service sales across key growth periods.
• Reduced average sales time in energy services from 20 minutes to 5 minutes.
• Reduced IPTV sales time from over 1 hour to 20–30 minutes, improving store efficiency and seller confidence.
• Developed business cases and performance analysis to support commercial decisions and growth initiatives.

Senior Category Manager at WORTEN (2018-08 – 2023-10)

• Managed category performance across mobile devices, prepaid SIM, telecom services and related commercial initiatives.
• Defined category strategy, pricing, promotional approach, assortment priorities and margin improvement plans.
• Negotiated with suppliers and partners to improve commercial conditions, business continuity and category profitability.
• Negotiated a key supplier re-listing, preserving business continuity and strengthening Worten's strategic partner position.
• Worked closely with retail, marketing, operations and finance teams to improve execution across the store network.
• Reversed a 5-year margin decline and delivered 3 consecutive years of margin growth, from €5.7M to €7.0M.
• Protected profitability despite a -30% decline in device revenue, shifting the business mix toward higher-margin services and prepaid categories.
• Contributed to Worten's all-time record IPTV sales performance in 2022.
• Delivered strong service category growth: +200% in prepaid mobile voice cards, +300% in prepaid data cards, 10x growth in postpaid services over 7 years.
• Launched a remote IPTV sales channel during COVID-19, accounting for 15% of total sales.

Marketing Manager – Pricing & Customer Value Management at NOS SGPS (2014-01 – 2018-08)

• Owned pricing and customer value initiatives across retention and upsell channels.
• Managed revenue forecasting and annual budgeting through custom-built financial models.
• Developed pricing, retention and upsell strategies based on customer profile, product mix, price and lifetime.
• Built KPI dashboards and business cases to support strategic decisions and performance reviews.
• Worked with commercial, finance, operations, IT and customer management teams to simplify offers and improve execution.
• Achieved 7% ARPU growth while maintaining stable sales volumes under competitive market conditions.
• Reduced churn by 3pp in 3P customers and 2pp overall in short-cycle campaigns.
• Simplified and redefined the customer retention offer, improving commercial clarity and execution.
• Participated in a strategic initiative with external consultants to simplify the commercial offer across the organization.

Product Manager – Fixed, MVNO & OTT Services at NOS SGPS (2008-09 – 2013-12)

• Managed product roadmap, pricing, lifecycle strategy and customer experience for fixed and mobile services.
• Coordinated product launches and service improvements across IT, customer support, regulatory and commercial teams.
• Developed business cases and go-to-market plans for new products, pricing models and service improvements.
• Managed MVNO partner relationship, aligning internal and external stakeholders.
• Led the operational and business migration of 200,000 customers from Vodafone's MVNO network to NOS.
• Managed PMO for the launch of the first integrated fixed-mobile 4P bundle, coordinating systems, commercial rules and customer support operations.
• Launched the first prepaid mobile service with automatic top-up through fixed service billing.

Business Consultant at DELOITTE (2006-08 – 2008-08)

• Developed business cases, pricing simulations and cost models to support go-to-market decisions.
• Implemented Activity-Based Costing models to analyze product and service profitability.
• Designed revenue assurance tools and KPI dashboards to monitor service performance.

Controller at PORTUGAL TELECOM (2006-07 – 2008-08)

• Developed business cases focused on medium-to-long-term IT cost reduction.
• Designed and implemented an IT cost allocation model, later institutionalized across business units.

Postgraduate Diploma in Marketing Management – INDEG-ISCTE Executive Education (2012 – 2013)

Degree in Business Administration – Católica Lisbon School of Business and Economics (2001 – 2005)