This document is the resume of Adriana Penteado Rezende. She has over 25 years of experience in sales and business development roles at multinational companies including Aon, Citibank, American Express, TNT, and DHL. Her experience includes new customer acquisition, negotiating deals, managing customer relationships and teams, and developing business plans. She has a degree in social communication and has taken courses in sales, management, strategy, and psychology.

1. Adriana PenteadoRezende
Adriana Penteado Rezende
Phone: (11) 99600-6215– São Paulo - SP
e-mail: adriprezende@gmail.com
LinkedIn: https://br.linkedin.com/in/adriana-penteado-rezende-78223325
Commercial Manager/Business Development Manager
PROFESSIONAL PROFILE
 Career developed at multinational service companies such as AON Affinity, Citibank, Credicard,
American Express, TNT and DHL;
 Sales and business management in B2B and B2BC markets, notably new-customer prospection,
customer negotiations, relationship and development.
 Elaboration and implementation of business plans encompassing risk mitigation, identifying
opportunities and optimizing resources.
 Strong orientation toward results and a consistent relationship network with retail customers, utilities,
banks, financial and education institutions.
 Direct sales and sales channel experience: Telemarketing, mailing list, POS and E-Commerce.
 Definition of area strategy and KPI monitoring through the BSC tool.
 Team building, qualification and development through participative management and incentives for
change. Management of sales teams in São Paulo and other Brazilian States.
 Strengths: negotiation, business analysis, flexibility, communication and Team work
 Business trips: Latin America and USA.
LANGUAGES
 Advanced English
 Intermediate Spanish
 Native Portuguese
PROFESSIONAL EXPERIENCE:
AON AFFINITY BRASIL–2008 / 2016
AON Group Mass-Insurance Broker with consulting in Risk and Benefit Management
Commercial Manager (Hunter)
Reported to the Commercial Director Team: 1 Account Executive
 Execution of B2B and B2C sales, from opportunity mapping and business prospection to
implementation, spearheading negotiations with all parties involved: sponsors, insurance companies and
internal areas (product, BI, legal, PMO, operation and finance);
 Prospecting for clients and new business development in mass affinity insurance products (Life,
Personal Accidents, Payment Protection, Extended Warranty, Theft, Residential, Educational and
others) for AON customers and the market;
 Sales and project management in retail, utilities, banks, financial and educational institutions.
 Definition of insurance products, assistance, capitalization and services as well as distribution channels.
 Drafting business plans, analyzing business feasibility for each distribution channel, client, project;
 Elaboration of commercial proposals and presentations to potential project prospects, negotiations,
market quotations with SWOT analysis, deployment schedule and contract-clause analysis;
 Responsible for market project quotations. Intense negotiations with insurance companies, operators,
assistance and other service companies, identifying the best partners;
 Elaboration of customer-based income and expense budgets, sales forecasts and monthly P&L
monitoring in order to increase programs profitability.
Business Development Manager (Farmer)
Reported to the Relationship Director Team: 2 Account Executives
 Strategic definition and management of mass insurance business in Utilities, Retail and Automobile
sectors, with experience in sales channels: telemarketing, mailing list, POS and E-Commerce.
 Main clients: Carrefour, Pernambucanas, Fujioka, Coop Supermarkets, CPFL Group (Paulista,
Piratininga and RGE), Eletropaulo, AES, Energisa and EDP Group;

2. Adriana PenteadoRezende
 Customer portfolio management, establishing and maximizing business development with clients,
insurers and partners;
 Elaboration of customer-based income and expense budgets, sales forecasts and monthly P&L
monitoring in order to increase profitability;
 Definition and monitoring of action plans, initiatives and risk mitigation;
 Management of current contracts with insurers and partners;
 SLA deployment, monitoring delivery and service quality in internal-areas providers:
Marketing/Products, Market Intelligence, Finance, IT, Legal, Claims and Call Center.
CREDICARD CITIBANK- 2005 /2008
American Bank
Sales Manager - Corporate Services
Reported to the Commercial Director and National Sales Manager Team: 10 Account Executives
 Prospection of B2B customers, identifying market niches and partners;
 Responsible for complete project management: product-feasibility analysis, pricing, negotiations with
partners, interaction with internal areas and partners to comply with established schedules;
 Team Leadership: defining sales targets, monitoring of sales performance, providing necessary
guidelines, as well as developing action plans and initiatives to reach sales forecast
AMERICAN EXPRESS–1998 /2005
American Credit-Card Administrator
Sales Manager - Corporate Services
Reported to the Corporate VP and Commercial Team Director, team:3 people (2 Account Executives and
1Commercial Assistant)
 Management of service sales at the corporate travel agency and of credit-card products. Negotiation,
intermediation and implementation of global agreements;
 Building the customer maintenance and prospection team, increasing market share in each sector;
 Assessment of new-business potential, increasing product mix and elaborating action plans.
 Partnership development, negotiating promotional and relationship actions, and incentive plans to
increase sales;
TNT EXPRESS WORLDWIDE–1995 / 1998
Dutch Logistics and Parcel Delivery Company
Special Product Manager
Reported to the CEO in Brazil Team: 5 salespeople
 Responsible for special-product management and logistics: guarantee of 24-hour delivery to any part
of the world and delivery of international subscriptions in less time than the post office.
DHL WORLDWIDE - 1990/ 1995
German Logistics and Parcel Delivery Company
Sales Supervisor
Reported t the Commercial Director Team: 11 people (10salespeopleand 1 commercial assistant)
 Customer portfolio management focusing on new opportunities to increase revenue.
ACADEMIC EDUCATION AND PRINCIPAL COURSES:
 Degree in Social Communication / Public Relations - UNISA – Universidade de Santo Amaro
 Dale Carnegie Training – High Performance in Sales
 MDP – Management Development Program
 Strategic Planning
 MBTI – Introduction to the Psychological Profile Theory
 PSS - Professional Selling Skills
 Development of Sales and Negotiation Skills
 Teamwork Competency Development