Tulio Cipriani

About Tulio Cipriani

Executive with ability to match sales processes, customer experience with product development and digital transformation always focusing on the results and customer satisfaction. Graduated in business and I am also a former professional sailing athlete and I was also a sailing coach for an Olympic athlete. The world of sports is part of my life. I always try to combine sports experiences with the corporate world. I have over 7 years of successful experience in sales and technology at the world\'s largest beverage multinational. During my career I went through several areas, which gave me a holistic view of the market. I worked with all sales channels, from the most traditional, managing a team of sales representatives and accounts (offline), to the most modern, such as omnichannel (inbound and outbound) and ecommerce (online). I worked in the entire digital transformation experienced by Ambev (subsidiary AB-Inbev in Brazil) in recent years. From the migration from store to store (point of consumption) by the salesrep (Sell in), to complementing the internal sales team (by phone) and later to the migrations to digital channels, where the salesrep became a business consultant (Sell Out). I have deep knowledge of the business and sales processes, always focused on the customer experience, I was chosen to lead the area of product development and e-commerce operations at Ambev (subsidiary AB-Inbev in Brazil). This B2B ecommerce platform from Ambev is Bees and through it the company serves almost 1 million customers, with an average monthly revenue of 5 billion reais, which corresponds to ~85% of the company\'s revenue. I was recognized as a reference in the area of sales and sales technology for the planning and delivery of high impact projects. I have strategic ability to build and execute short, medium and long term plans. In addition to a deep mastery of planning, processes, incentives and time compensation. During my time in the sales area, in the traditional channels, I have deep knowledge into market monitoring techniques, always seeking to capture opportunities that result in relevant gains in marketing share. I have a solid track record of results, leadership and development of high performance times.

Experience

1. Head of Product & Operations Ecommerce

   Ambev

   Jan 2020 — Present · Sao Paulo, BR

   In the sales technology area, I was responsible for product development and Ambev\'s B2B ecommerce operations. In the product development part, I led the team of product managers in the development of new features in the Bees application, bringing market functionalities and also the functionalities of offline processes to the Bees platform. Routinely visited the market to understand the customer\'s pain and how a new functionality could solve this pain. So we started discussing processes and business rules to build this functionality through MVPs (Minimum Valuable Product). On the operations side, I was responsible for the team that operated customer promotions, management of new products and categories, activation of churn, upsell, digital communication with customers thru push/text and live training the sales team on the platform. I started the project with the ‘Parceiro Ambev’, which later migrated to the Bees global platform. I was also responsible for activating new customers, onboarding and managing digital indicators, such as billing, recurrence, Ltv, churn reversal, adhesion to new releases, bugs, crashes, app store rating and some others.• I participated in the turnaround of the business unit that started to be directed by the e-commerce channel.• Under my management, we broke the revenue record via ecommerce, reaching 5.1 billion equivalent to 86% of ambev\'s revenue and 800k of monthly recurring buyers corresponding to 90% of the customer base.• Elaborated and established the onboarding plan for increase the score on app store by the clients, we managed to increase the Bees application score from 2.8 to 4.1.• Incorporated other Ambev projects into the Bees platform, such as Donus/ Bees Bank (Ambev\'s fintech), Lemon Energy, Ambev Recicla with Green Mining, Clube da Chefia.• Participated in the launch of the Bees Marketplace with other industries such as Diageo, Pepsico, Pernod Ricard, L\'Oreal, Mondelez, among others, reaching revenues of 200mio/month.

Education

• UniCEUB - Centro Universitário de Brasília

  Bacharelado, Administração de Empresas