Felipe Sant'Anna

Experience

• 

  Banco do Brasil

  Jan 2011 - Oct 2011

  Intern

  ● Responsible for payments and bank reconciliations● Implementation of macros to automate accounting entries

• 

  GOL Linhas Aéreas

  Jan 2014 - Oct 2018

  ● Responsible for dynamic pricing of approximately 80 daily flights, with strategic and tactical autonomy for pricing decisions on each flight, aimed at revenue maximization.● Monitoring and analysis of performance indicators.● Market, competitor, and customer analysis through databases, data cross-referencing, and inputs from other departments (such as sales, marketing, and planning) to guide decision-making. Automated daily data analysis process.● Led Pricing in a project for strategy and tactics for creating a new hub and expanding flights in 2018, collaborating with planning, marketing, and sales departments.● Led a collaborative program for Pricing analysts' development, ensuring sharing of strategic pricing insights, continuous pricing improvement, and team development.● Presented results and analyses to company executives, providing plans for key market improvements.Key Achievements● Achieved an all-time monthly revenue record among Gol Linhas Aéreas markets (2014-2018 period, considering approximately 15 analyst-market clusters) through Revenue Management techniques.● Automated data handling and pricing report generation for international markets using Access, SQL, and VBA, reducing time spent on these routines by approximately 70%. Show less

  • Senior Pricing Analyst

    Jan 2017 - Oct 2018

  • Pricing Analyst

    Jan 2014 - Dec 2016
• 

  GPA

  Oct 2018 - Aug 2019

  Analytics Coordinator - Pricing and Promos

  ● Developed Pricing and Promotions analyses for key Business Units.● Reviewed and directed the analysis of a 3-member team to support sales or margin optimization, identifying tactical opportunities to achieve sales or gross margin optimization.● Presented promotional analyses and results to marketing managers, intelligence management, and commercial management.● Analyzed efficient promotional dynamics for products and categories.● Evaluated the performance of loyalty programs, promotional actions, and promoshare through reports.● Collaborated with the sales and marketing teams to define the products to be promoted or discounted, as well as the discount level and promotional dynamics, considering elasticity and margin.● Proposed the ideal offer mix for different media channels, aiming to achieve objectives such as generating traffic, increasing sales, and maximizing profitability.● Generated insights for future actions, such as media selection, product mix, promotional dynamics, and customer segmentation.Key Achievements● Created and implemented a plan to reduce discount overlap, aiming to minimize "discount upon discount" scenarios and generating up to 0.5 percentage points increase in gross margin. Show less

• 

  Teros

  Aug 2019 - Jul 2023

  ● Managed the technology team, guiding them towards the set objectives, reviewing their work, and ensuring adherence to timelines.● Led the management and implementation of Pricing and Revenue SaaS software for various medium to large-sized companies, acting as the primary point of contact for clients and assuming final responsibility for successful implementation.● Oversaw projects, identified risks, conducted interactions with clients, refined timelines, and ensured the seamless implementation of projects while maintaining effective communication with stakeholders.● Implemented the transformation of pricing projects from a project-based model to a Pricing SaaS product.--- ◊ Developed a transition strategy to a Software as a Service (SaaS) model.--- ◊ Identified necessary steps for the model change.--- ◊ Executed actions and allocated resources required for the transition.● Defined requirements and priorities in Azure DevOps in collaboration with the team.--- ◊ Created user stories or functional specifications in Azure DevOps.--- ◊ Delegated tasks to developers, QAs, and data scientists.--- ◊ Set priorities and ensured a clear understanding of development needs.● Led strategic meetings with stakeholders and the team to align the product and projects.--- ◊ Aligned with leaders, Tech Lead, and stakeholders to define timelines and required resources.--- ◊ Planned the commercial development of the product.--- ◊ Communicated the product vision, strategy, and progress to clients and the team.● Performed functional and non-functional tests, creating automated test scripts with the QA team.● Conducted market analysis and identified product and project risks.--- ◊ Conducted market research to understand customer trends and needs.--- ◊ Identified potential risks and obstacles to the success of the product and projects. Show less ● Management and development of Pricing and Revenue projects across diverse segments (services, industries, FMCGs, education, transportation, IT, etc.) with varying capacities and constraints. Acted as the primary point of contact for clients and assumed final responsibility for each implemented project.● Spearheaded the implementation of best pricing practices and process improvement strategies, including the creation of a Pricing course.● Developed projects through benchmark analysis, process and workflow analysis, data analysis, statistics, machine learning, econometrics, incentive management, and consumer behavior theory.● Proficient in pricing technology implementation (software and data integrations) and the development of pricing algorithms to optimize outcomes.Key Achievements● Achieved a 15% increase in revenue by implementing software that streamlined communication between the sales and pricing teams, enabling real-time commercial quotes that previously took an average of 48 hours.● Successfully implemented commercial and pricing software with a statistical probability algorithm, optimizing company sales and generating approximately 10% revenue growth.● Delivered a 9% increase in revenue and a 10% rise in new client conversion rate through customer segmentation and restructuring price tables based on price sensitivity (value pricing).● Reduced supplier hiring costs by 40% without compromising quality through the implementation of a bid pricing process. Show less

  • Project Manager in the Pricing area

    Aug 2021 - Jul 2023

  • Senior Consultant | Project Manager in the Pricing area

    Aug 2019 - Jul 2023
• 

  Movida Aluguel de Carros

  Dec 2023 - Jun 2024

  Pricing Manager / Revenue Manager
• 

  Afya

  Jul 2024 - now

  Pricing Manager