Francisco Ortega

São Paulo, Brazil4.5k followers

The Kraft Heinz Company

ex-Mettler-Toledo International, Incex-Grupo Rondomóveis

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THE KRAFT HEINZ COMPANYJOB
1. Global Senior Dir of GTM
  2Y 7M
2. Head of GTM - Internationa…
  1Y 8M
3. Head of Business Strategy…
  2Y 2M
4. Head of BD - Brazil
  1Y 4M
5. Sr. Regional Sales Mgr - S…
  1Y 4M
6. National Distributors Mgr…
  1Y 11M
7. Trainee Latin America (LAT…
  11M
METTLER-TOLEDO INTERNATIONAL,JOB
1. Industrial Eng - China
  3M
GRUPO RONDOMÓVEISJOB
1. Lead Consultant
  9M
SOLUÇÕES CONSULTORIAJOB
1. Dir Project Management
  1Y
2. Customer Quality Mgr
  11M
FÁBRICA MÓVEIS TEIXEIRAJOB
1. Consultant
  3M
CENTRO TECNOLÓGICO DE DESENVOLVIMENTO REGIONAL DE VIÇOSA (CENTEV/UFV)JOB
1. Intern
  5M

Job: The Kraft Heinz Company — Global Senior Director of Go to Market · 2024-03 – present · 2y 5mo — Lead the design and execution of GTM strategies, customer management (JBPs), in-store execution (Perfect Store) and commercial routines across global - Emerging & Developed Markets. Drive end-to-end activation through a standardized yet flexible model, adapted by channel and market maturity. Built and scaled the Sales Excellence Management System (SEMS), enabling data-driven prioritization, capability development, and continuous performance improvement. Enabled +509k new distribution points and + ~$ 1B incremental NSV since program inception, through the Perfect GTM program and best-in-class sales execution playbooks.
Job: The Kraft Heinz Company — Head of Go to Market - International Zone (EUROPE, MEA, APAC & LATAM) · 2022-07 – 2024-03 · 1y 8mo — In charge of delivering The Kraft Heinz Company’s International Go to Market model (GTM) - a key driver accelerating our Emerging, Developed Markets & Foodservice strategy and elevating our Taste Elevation platform around the world. Tasked with driving growth across 50+ countries set against an extremely diverse backdrop (products, markets dynamics, etc) – prioritising efforts and resources, working collaboratively to turn our ambition into a reality in each market, and providing local and global teams with visibility to track progress. Key Achievements: Go to Market projects results: + $ 746M Net Sales Value uplift and + 477 k distribution points % Net Sales Contribution to International…
Job: The Kraft Heinz Company — Head of Business Strategy - Russia & CIS · 2020-05 – 2022-07 · 2y 2mo — • Responsible for Trade Marketing, Go to Market, Sales Channels (Modern Trade, Distributors, Wholesalers, Food Service, Baby Stores & Tender) Strategy and Sales Operations for Russia and +13 countries; • Team of 11 professionals (4 Managers); • Top Line Growth: +16% vs LY, Bottom Line Growth: +30% vs LY, Monthly Coverage: + 19,400 POS (+32%) vs LY and highest pocket share in Modern Trade clients; • Leading the commercial processes and strategic projects to define and optimize our Route to Market and Sales Force per channel, region and category based on Consumption Distribution and Cost to serve analysis; • In charge of defining new Client Segmentation, assessing Distributor Partners and…
Job: The Kraft Heinz Company — Head of Business Development - Brazil · 2019-01 – 2020-05 · 1y 4mo — • Responsible for Brazil Trade Marketing, Category, Go to Market & Distributors, Wholesalers and Key Account Channels (JBPs strategy & execution) • Team of 20 professionals (5 Managers), 500 Merchandisers and 2,750 Indirect Sellers • Annual Revenue (NSV): ~ $ 350 M • Top & Bottom Line Growth: +18% vs LY, Monthly Coverage: + 20,000 POS (+40%) vs Dec 18, records in Store Execution (DSMP) and market share in all categories • Go to Market Projects (Sales & Trade Marketing) - New Commercial Structure & Distribution Network and Internalization & Optimization of our Merchandisers Team (Saving $ 1M, +7p.p Mg% vs LY, NSV Channels: + 22% JBPs and + 57% Distributors) • Trade Category: Develop ini…
Job: The Kraft Heinz Company — Sr. Regional Sales Manager - SPI (Interior Sao Paulo & Southern MG) · 2017-09 – 2019-01 · 1y 4mo — • Responsible for managing all channels in a geography: Modern Trade - National & Regional Key Accounts, Food Service, Distributors & Wholesalers • Team of 18 professionals (2 Managers), 53 Merchandisers and 350 Indirect Sellers • Led the Regional Turnaround: New Go to Market to region, Brazil’s highest Growth in Top & Bottom Line: + 27% vs LY, best Brazil Store Execution (DSMP) and market share record in all categories • Best team on two pillars in Sales Excellence Program: People & Performance and Key Account Management • Standardization of rituals and routines: Planning, Revenue, Category Management, Store Execution & Sell Out dashboards and meetings
Job: The Kraft Heinz Company — National Distributors Manager - Brazil · 2016-01 – 2017-12 · 1y 11mo — • Responsible for Brazil Distributor Channel (strategy, trade marketing & execution) • Team of 15 professionals and 2,250 Indirect Sellers • Main Results: Top & Bottom Line Growth: +170% in 2016 & +70% in 2017 and Monthly Coverage: + 39,000 POS • Responsible for standardizing all routines & Distributors Excellence Program and tracking KPIs (Distributors Selection, Annual & Quarterly Planning, Revenue Mgmt, Sell In/Sell Out, DOH, White Space, Top Clients Program) in order to gain Numeric Distribution and Market Share • 2016 Annual Award: Best Kraft Heinz Brazil Employee
Job: The Kraft Heinz Company — Trainee Latin America (LATAM) · 2015-01 – 2015-12 · 11 mo — • Responsible for Regional Key Accounts & Wholesalers management of Bahia, Sergipe and Alagoas states (Top Line Growth: + 63% vs LY) • Trainee Project: Defining the Distributor Channel service Model (Route to Market) to North & Northeast region Scope: 15 Distributors; 13 states; 34,000 POS) Main Results: NSV = + 120% vs LY & Monthly Coverage = + 8,000 POS • Best team on Sales Excellence Program: 1º PEV (NENO region) • Best employee on Distributor Excellence Program: 1º PEX
Job: Mettler-Toledo International, Inc — Industrial Engineer - China · 2013-10 – 2014-01 · 3 mo — • Managing and carrying out a Six Sigma Project in a production line of loadcells with the purpose of reducing 82 monthly working hours within 3 months. • Standardization of daily routines (dashboards and meetings) to 53 workers
Job: Grupo Rondomóveis — Lead Consultant · 2012-11 – 2013-08 · 9 mo — Led a team of 5 consultants: • Implementation of a Quality Management System, according to normative requirements NBR ISO 9001:2008 and INMETRO nº 79
Job: Soluções Consultoria — Director Project Management · 2012-08 – 2013-08 · 1y — Led a team of 4 consultants in charge of: • Re-structuring project management methodology based on PMBOK • Increasing in 300% the annual revenue • Increasing in 25% the number of designed and implemented projects • Improving Net Promoter Score (NPS) from 75 to 87 • Expanding the company's portfolio in four business areas of Mechanical and Production Engineering
Job: Soluções Consultoria — Customer Quality Manager · 2011-08 – 2012-07 · 11 mo — • Implementation of Project Auditing • Review of Process Management • Restructuring of the 5S Program
Job: Fábrica Móveis Teixeira — Consultant · 2012-05 – 2012-08 · 3 mo — • Value Stream Mapping of production process • Reduced the lead time from 60 to 50 days
Job: Centro Tecnológico de Desenvolvimento Regional de Viçosa (CenTev/UFV) — Intern · 2011-01 – 2011-06 · 5 mo — • Implement Process Management and standardize routines to 2 different startups
School: Universidade Federal de Viçosa — Engenharia de Produção, Engenharia de Produção

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Gerenciamento de projetosGestão EstratégicaLiderançaSix SigmaCiclo PDCASupply Chain ManagementControle de processosLean ManufacturingISO 9001Auditoria da qualidadeSeis SigmaGestão de projetosMetodologia KaizenEstratégias de marketingContinuous ImprovementTrade MarketingEnglishMapeamento do fluxo de valorProject ManagementGestão da cadeia de fornecimento

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Francisco Ortega

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