Glaucio Vargas

Experience

• 

  Hamburg Sud

  Jul 1999 - Jul 2011

  • Managing sales executives for both “deep sea” (all foreign trade lanes) as well “cabotage” (brand “Aliança”)• Looking after the Sales Budget (all trade lanes) as well as steering sales executives to achieve better results• Taking over the sales management in the office of Rio de Janeiro and also representing the sates of ES & MG • Managing the USEC trade for all South American East Coast ports (including River Plate)• Working to maximize overall vessel's utilization bearing in mind both operational restrictions and/or constraints as well as cargo’s seasonality in all major ports throughout the coast• Being responsible to analyze & approve the overall budget on “account”, “port” as well as “trade lane” basis

  • Sales Coordinator - Business Unit Rio Janeiro -

    Nov 2004 - Jul 2011

  • Product (Trade) Management – Hamburg Süd

    Jul 1999 - Oct 2004
• 

  Hapag-Lloyd AG

  Aug 2011 - Oct 2015

  • Guiding, coaching and supporting the “Sales Support Department” (33 people) in different locations (São Paulo, Rio de Janeiro, Porto Alegre, Itajaí and Salvador)• Utilizing key metrics to drive improvement within the department.• Constantly monitoring and measuring workload of staff in order to ensure best process is always in place.• Managing BID’s, quotations, quality control of freight registers and taking a leading role in Pricing altogether with Trade Management. Show less

  • Senior Sales Support Manager

    Mar 2015 - Oct 2015

  • Sales Steering Manager

    Nov 2012 - Feb 2015

  • Global Account Manager – Hapag-Lloyd

    Aug 2011 - Oct 2012
• 

  Ocean Network Express

  Nov 2015 - now

  - Lead and support sales teams in achieving budget targets and aligning with GHQ policies.- Provide strategic guidance and timely assistance on issue resolution and TM/SYM matters.- Monitor and evaluate regional performance, ensuring consistent achievement of sales KPIs.- Manage and oversee tender management and onboarding initiatives.- Formulate, measure, and track the implementation of global sales strategies and performance.- Develop and manage Sales SOPs, ensuring alignment with ONE Force.- Govern global sales processes and drive sales transformation in line with SCOPE recommendations.- Oversee account receivables and support new product development in the region.- Assist in business development for the trade management team, enhancing market penetration and growth.- Successfully meet and exceed TEU and CM targets for the region. Show less Developing & executing strategies to maintain and grow the company's key accounts in the LATAM region.Building & nurturing strong relationships. Conducting regular business reviews with clients to understand their needs and identify opportunities for further growth and collaboration.Collaborating with internal teams to ensure alignment and coordinated efforts.Monitoring market trends and competitive landscape to identify potential threats and opportunities for the company and its clients.Negotiating contracts and agreements with clients to ensure mutual benefit and compliance with company policies and standards.Managing the account's financial performance, including revenue growth, profitability, and budgeting.Providing “Excellence on Customer Service & Support” to ensure client satisfaction and retention. Show less

  • Manager | Sales Process & Management | Regional Level | West Asia RHQ (Dubai, UAE)

    Jun 2024 - now

  • Commercial Manager - Regional Level - LATAM

    Jun 2022 - May 2024

  • Commercial Manager - Country level - BRAZIL

    Nov 2015 - Jun 2022