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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in managing customer portfolios through consultative approaches, focusing on relationship management, strategic negotiations, and data-driven decision-making. Proficient in utilizing CRM systems and analytical tools to enhance customer engagement and drive sales growth.
Highest-signal resume keywords
Commercial ExperienceCustomer Relationship ManagementData Analysis SkillsSalesforce KnowledgeStrategic Portfolio Management
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Data AnalysisCommercial NegotiationCustomer RetentionSales Strategy DevelopmentMarket Trend Analysis
Soft Skills
Strong Communication SkillsRelationship-Building SkillsResults OrientationPeople Management Skills
Tools & Technologies
SalesforcePower BIExcelPowerPoint
Industry Keywords
Hunter and Farmer ProfilesCustomer Portfolio ManagementOrder Cycle ManagementProfitabilitySustainability
About the role
Key responsibilities & impact- Take a consultative approach to managing and developing the customer portfolio, focusing on prospecting, relationship management, customer retention, and service excellence
- Perform both Hunter and Farmer roles according to the customer’s profile and stage
- Strategically manage the customer portfolio and strengthen long-term partnerships
- Lead complex commercial negotiations with a focus on profitability, sustainability, and value creation
- Monitor market trends and developments and influence commercial decisions
- Serve as the primary point of contact between customers and Ipiranga
- Provide remote support by phone, WhatsApp, and digital channels
- Identify opportunities to activate customers, increase sales volume, and drive purchase frequency
- Develop customized action plans for each customer
- Maintain a structured routine for portfolio interaction, coverage, and engagement
- Build assessments of customers’ profiles, potential, and needs
- Partner with Pricing, Trading, Credit, Logistics, and support teams
- Analyze market factors affecting regional competitiveness
- Monitor the complete order cycle and remove barriers
- Manage commercial metrics, including volume, purchase frequency, profitability, delinquency, and growth potential
- Conduct credit analyses and grant payment terms in accordance with internal policies
- Take preventive and corrective action in managing delinquent accounts
- Ensure the quality and accuracy of information in the CRM
- Continuously map the market by monitoring competitors, pricing, and expansion opportunities
Requirements
What you’ll need- Commercial experience with both Hunter and Farmer profiles
- Inside sales experience is a plus
- Experience managing strategic portfolios and developing long-term relationships
- Analytical mindset to interpret metrics, identify opportunities, and turn data into action
- Strong communication and relationship-building skills
- Strong results orientation
- Data analysis skills
- People management skills
- Salesforce knowledge is a plus
- Intermediate Excel proficiency
- Basic PowerPoint proficiency
- Power BI proficiency
- Bachelor’s degree in Business Administration, Marketing, Economics, Commercial Management, or a related field
Benefits
Comp & perks- Flexible working hours
- Assistance for employees with children with disabilities
- Variable Compensation Program
- Private pension plan
- Length-of-service bonus
- Online therapy and nutritional counseling
- Newborn benefit basket
- Corporate university
- Eyeglasses and contact lens reimbursement
- Medication assistance
- Vaccination assistance
- Gympass
- Meal/food allowance (VR/VA)
- Transportation allowance (VT)
- Health and dental insurance
- Life insurance
- Flexible, collaborative, and well-being-focused environment
- Development and learning opportunities
- Position also open to people with disabilities (PwD)