Cicer Guimaares
Sydney,NSW
Summary
Business Development Manager/Account Manager skilled in growing sales and improving stakeholder relations. Strategically-minded in capturing new business and leveraging dynamic market opportunities. Accomplished in exceeding targets with results-driven approach.
Overview
10
10
years of professional experience
Work History
Business Development Manager -ANZ
OTA Insight
10.2022 - Current
- Generate sales for a portfolio of accounts and reach the company's sales target
- Identify new sales opportunities within existing accounts to up-sell and cross-sell
- Manage and resolve day-to-day conflicts with clients
- Interact and coordinate with the sales team and other staff members in other departments working on the same accounts
- Establish budgets with the client and company
- Meet time deadlines
- Identify trendsetter ideas by researching industry and related events, publications, and announcements; tracking individual contributors and their accomplishments
- Locate and propose potential business deals by contacting potential partners; discovering and exploring opportunities
- Screen potential business deals by analyzing market strategies, deal requirements, potential, and financials; evaluating options; resolving internal priorities; recommending equity investments
- Develop and negotiate strategies and positions by studying integration of new ventures with company strategies and operations; examining risks and potentials; estimating partners' needs and goals
- Close new business deals by coordinating requirements; developing and negotiating contracts; integrating contract requirements with business operations
- Protect organization's value by keeping information confidential
- Contact potential clients to establish rapport and arrange meetings
- Plan and oversee new marketing initiatives
- Research organizations and individuals to find new opportunities
- Increase the value of current customers while attracting new ones
- Find and develop new markets and improve sales
- Attend conferences, meetings, and industry events
- Develop quotes and proposals for clients / Negotiate costs
- Develop goals for the development team and business growth and ensure they are met
- Represent OTA Insight in Conferences – speak in conferences.
Business Development Manager
D-Edge Hospitality
02.2022 - 10.2022
- Develop and execute direct and indirect sales strategies for new clients
- Build the P&L revenue approach to segment prospects and leads
- Meet the budget defined and produce weekly forecast / Pipeline
- Responsible for contract and conditions associated
- Build client relationship ensuring key hotel team members are actively engaged and effectively implementing optimal strategies, analysis, controls, and best practices
- Analyze and identify major revenue, visibility, and conversion optimization actions to maximize opportunities and minimize risks for clients
- Increase the key accounts portfolio performances & revenues
- Coordinate the client’s needs with the internal departments of D-EDGE
- Maximize client’s retention through results increase and strong relationships with decision-makers and users
- Bring clients the expertise on products and solutions of the company
- Inform and propose new products and solutions to customers
- Partner with cross-functional business teams to provide the right solution
- Represent the company to major customers and professional associations.
Head of Sales – NZ
STAAH
08.2018 - 02.2022
- Own all plans and strategies for developing business and achieving the company’s sales goals
- Assist in the development of the sales plan
- Prepare forecasts and KPI reporting for the sales leaders, CRO, and upper management
- Land and expand build process and funnel for manual top-down reach out, onboarding, activation, and expansion
- Evangelize the product and personally help close largest deals
- Work collaboratively across teams - including tech, Product, and Marketing
- Establish the inbound lead requirements needed to meet your sales objectives
- Provide full visibility into the sales pipeline at every stage of development
- Establish and foster partnerships and relationships with key customers both externally and internally.
Market Manager – B2B
Agoda International
07.2016 - 04.2018
- Evaluate partnerships & determine actions to optimize production
- Execute strategies and promotional activities with partners to enhance productivity and opportunities to manage room availability and competitiveness of the Agoda website
- Identify regional supply requirements in terms of product offerings and promotions to match market demands
- Identify, qualify, contact, counsel, and visit important hotel and accommodation suppliers to grow the portfolio of key destinations
- Manage listing processes for new suppliers and renewals with existing partners
- Manage all supplier data in distribution systems
- Improve team operation processes and manage supporting resources
- Train and inform partners on our technologies, tools, and model
- Participate in market research as required
- Prepare presentations and materials
- Manage regular weekly and monthly supplier and internal reports.
Market Coordinator – B2B
Agoda International
05.2015 - 07.2016
- Provide administrative support to the Partner Services team and the partners supply network
- Support the team with the maintenance of hotel relationships and coordinate with other departments involved in assigned projects.
Business Development Executive
VR Hotels & Resorts
07.2014 - 04.2015
- Generate sales for a portfolio of accounts and reach the company's sales target
- Identify new sales opportunities within existing accounts to up-sell and cross-sell
- Manage and resolve day-to-day issues with clients
- Interact and coordinate with the sales team and other staff members on client accounts
- Establish budgets with the client and company
- Meet time deadlines
- Identify trendsetter ideas by researching industry and related events, publications, and announcements; tracking individual contributors and their accomplishments
- Locate and propose potential business deals by contacting potential partners; discovering and exploring opportunities
- Screen potential business deals by analyzing market strategies, deal requirements, potential, and financials; evaluating options; resolving internal priorities; recommending equity investments
- Develop and negotiate strategies and positions by studying integration of new ventures with company strategies and operations; examining risks and potentials; estimating partners' needs and goals
- Close new business deals by coordinating requirements; developing and negotiating contracts; integrating contract requirements with business operations
- Protect organization's value by keeping information confidential.
Education
Bachelor of Tourism - Tourism
Faculdade Olga Metting, Brazil
Brazil 12.2005
IATA Certificate - Tourism
International Air Transport Association Diploma
Auckland 12.2009
Graduate Certificate in Business/Marketing - Business
AUT, Auckland
Auckland 12.2011
Marketing Research -
Strategic Brand Management -
Marketing Strategy -
Skills
- Customer Service Excellence
- Team Player
- Emotionally Intelligent
- Time Management Focus
- Relationship Building
- Rates negotiation/Sales
- Microsoft Office Literate
- KPI/Targets driven
- Public speaking / Presentations
- Relationship Development
- Decision-Making
- Stakeholder Communication
- Prospecting
- Pipeline Management
- Client Consultations
- Mergers and Acquisitions
- Pipeline Development
- Promotional Planning
- Salesforce Management
- Sales Presentations
- Lead Generation
- Strategic Partnerships
- Performance Evaluations
- Product Demonstrations
- Project Management
- Business Development
- Customer Service
- Database Management
- Sales Leadership
- Team Leadership
- Staff Management
- Account Management
- New Business Development
- Issue Resolution
References
Available on request
Awards
Employee of the Month - Feb 2007 Employee of the Month - Feb 2011
Languages
Portuguese
Native or Bilingual
Spanish
Limited Working
English
Native or Bilingual
Timeline
Business Development Manager -ANZ
OTA Insight
10.2022 - Current
Business Development Manager
D-Edge Hospitality
02.2022 - 10.2022
Head of Sales – NZ
STAAH
08.2018 - 02.2022
Market Manager – B2B
Agoda International
07.2016 - 04.2018
Market Coordinator – B2B
Agoda International
05.2015 - 07.2016
Business Development Executive
VR Hotels & Resorts
07.2014 - 04.2015
Bachelor of Tourism - Tourism
Faculdade Olga Metting, Brazil
IATA Certificate - Tourism
International Air Transport Association Diploma
Graduate Certificate in Business/Marketing - Business
AUT, Auckland
Marketing Research -
Strategic Brand Management -
Marketing Strategy -
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