Genival Fernandes

Experience

• 

  Natron Consultoria e Projetos

  Sept 1994 - Feb 1999

  Support Analyst

  Responsible for providing IT technical support to the Engineering and BackOffice departments, ensuring the efficient operation of the technological infrastructure and meeting the operational needs of the teams;Management of IT infrastructure, including Novell networks (servers and clients), configuration of printing systems, data storage and recovery, as well as the installation and maintenance of cabling, ensuring high availability and security;Implementation and configuration of hardware and software for office automation, optimizing internal processes and team productivity;User support for Microsoft Office, Microsoft Project, and Autodesk AutoCAD applications, providing prompt and effective assistance to ensure the continuous and uninterrupted operation of the tools used. Show less

• 

  TOTVS

  May 1999 - Feb 2004

  Business Analyst | Brazil and México

  Involvement in the implementation of Enterprise Resource Planning (ERP) systems for medium and large clients in Brazil and Mexico, ensuring the adaptation and success of the solutions implemented in different markets; ERP system implementation for clients such as Sinduscon, Faurecia, Bank of America, Grupo Vigia (Monterrey, Mexico), and DNI (Morelia, Mexico), ensuring integration and optimization of business processes; Project Management Solution (PMS) implementation for companies such as Gás Brasiliano, Deca, and Nera Network (Mexico City, Mexico), focusing on improving project management and control; Commercial Automation System (Siga Loja) implementation for client Louis Vuitton, enhancing efficiency and control in the brand's commercial operations. Show less

• 

  Benner

  Feb 2004 - Aug 2024

  Sales strategy development and implementation focused on acquiring clients in both public and private sectors, aligning sales actions x marketing guidelines and business unit goals;Active participation in strategic planning, supporting other directors and the CEO to ensure the integration of all areas for achieving organizational objectives;Development and execution of national expansion strategies, covering direct sales and channels, aimed at increasing the company’s market presence;Overseeing a client portfolio of more than 500 companies in partnership with the customer success, marketing, and business unit teams, with a focus on cross-selling and upselling to maximize customer value;Establishment of strategic partnerships to expand the portfolio of offered solutions, promoting the sale of complementary products to Benner’s solutions;Sales of software and services for business management (ERP, HR, Logistics, Legal, Health Self-management, Hospital and BTO) with national reach in both public and private sectors;Provision of SaaS solutions using cloud platforms (OCI - Oracle Cloud Infrastructure, AWS - Amazon Web Services, or Microsoft Azure);Leadership of a sales team of 38 employees, including regional sales managers, market intelligence and product managers, solution architects, sales analysts, account executives, and relationship managers;Structuring and strengthening the sales area, aligned with the company’s strategic objectives, supporting specialized companies such as sales DNA, V2V and advance consulting to optimize sales results;Continuous training of the sales team to ensure constant alignment with business goals and promote the development of essential skills for company growth;Achievement and exceeding of targets for 4 consecutive years (2018 to 2021);Grew the client portfolio by securing 80 new contracts from 2018 to 2024. Show less Managed a sales team of 12 employees, including new account managers and client base managers, with national coverage in both public and private sectors;Responsible for prospecting new clients, leading sales efforts and continuously managing relationships with the existing client base;Trained the sales team with a focus on applying solution-selling methodologies, ensuring a consultative and solution-oriented sales process;Coordinated S&OP (Sales & Operations Planning) meetings and forecasts, ensuring alignment between sales and operational areas for efficient strategy execution;Defined sales strategies in close collaboration with marketing and product teams to optimize market approach and maximize results;Achieving and exceeding the established goals for 3 consecutive years (2015 to 2017). Show less Responsible for the economic and financial viability of projects and services, ensuring the delivery of quality solutions to meet and exceed client expectations;Led multidisciplinary teams of 142 employees, including developers, analysts, technicians, consultants, service managers, project managers, PMO, and BTO teams, promoting collaboration and efficiency in project execution;Actively participated in strategic planning in partnership with other directors and the CEO, supported by Fundação Dom Cabral (PAEX), contributing to the alignment of organizational goals and objectives;Led strategic projects, ensuring effective execution of initiatives within defined deadlines and budgets;Managed the annual budget, including preparation and continuous monitoring, ensuring profitability and financial success for each project. Show less Managed and developed relationships with key accounts such as Sompo Seguros, Banco Santander, Banco HSBC, VIVO, CABESP, Grupo Marista, among others, focusing on maximizing the value of each partnership;Identified new opportunities for selling new projects and services, aiming to expand and strengthen the portfolio of solutions for strategic clients;Managed client contracts, ensuring compliance with agreed terms and achievement of goals, while maintaining high levels of satisfaction and client loyalty. Show less Managed program and project portfolios within the commerce and services business unit, focusing on the South and Southeast regions, ensuring efficient delivery aligned with business needs;Led a consulting team of 23 employees, responsible for hiring and allocating consultants and managers to projects, ensuring the alignment of required competencies for each initiative;Collaborated with the PMO team to ensure the maintenance and optimization of processes between consulting, sales, and development areas, promoting integration and efficiency in workflow. Show less

  • Sales Director

    Apr 2018 - Aug 2024

  • Country Sales Manager

    Jul 2015 - Mar 2018

  • Services and Sales Director

    May 2013 - Jun 2015

  • Key Account Manager

    Apr 2010 - Apr 2013

  • Services Manager

    Jul 2007 - Mar 2010

  • Project Manager

    Apr 2005 - Jun 2007

  • Business Consultant

    Feb 2004 - Mar 2005
• 

  Fundação Getulio Vargas

  Jun 2010 - Jul 2024

  Postgraduate Professor

  Teaching the subjects of Negotiation, Business Strategy, Project Management, Information Technology, and Business Games, with a focus on developing strategic and practical skills for leaders and emerging professionals.

• 

  Senac

  May 2011 - Sept 2012

  Postgraduate Professor

  Responsible for coordinating and leading courses on topics such as Integration, Scope, Time, Costs, Quality, Procurement, Resources, Communication, Risk Management, and Stakeholder Management, promoting excellence in teaching and the development of practical and strategic skills in project management, with an emphasis on modern techniques applicable to the market.

• 

  SoftExpert - Software for Excellence

  Mar 2025 - now

  Head of Commercial