Recent Acceleration Projects

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Collaborated with a leading Portuguese Consulting Firm to consult CTT Expresso on a project focused on enhancing revenue growth and commercial excellence through pricing and optimizing gross-to-net trade terms.

Created a strategic framework for establishing annual price adjustment targets across industry sectors and customer segments, integrating strategic, transactional, and behavioral factors. Rolled out guidance for price increases in 2024, complete with necessary commercial implementation and tracking tools. Provided counsel on refining incentive structures and introducing peer pricing gamification to reinforce the adoption of revenue optimization strategies.

CTT Expresso swiftly implemented the price optimization recommendations in 2024 and eagerly anticipates further collaboration to explore new initiatives in bolstering customer loyalty and refining route-to-market strategies.

2024

Engaged by one of the Top-3 Independent Consulting Networks as a specialized non-Pharma advisor for a project focused on re-evaluating and refining Merck's Enterprise Go-To-Market approach, global presence, and governance model. The objective is to optimize growth, profitability, and impact across both developed and emerging markets, while navigating diverse market dynamics such as generics versus branded products.

Provided an external perspective, drawing insights from the FMCG sector and applying them to the pharmaceutical industry. Collaborated closely with the Enterprise Strategy team to analyze current practices and advise on key organizational principles for enhancement.

Merck is currently in the process of resetting its global governance model, incorporating several of the recommended principles to drive strategic alignment and effectiveness.

2022

Currently engaged by one of The Coca-Cola Company's (TCCC) four regions in a highly confidential strategic project focused on assessing the company's regional presence, competitive landscape, and strategic winning moves.

Due to the sensitive nature of the project, details must remain strictly confidential. However, the project entails a comprehensive financial analysis of potential moves by TCCC and its competitors, examining their relationships across key battleground geographies, categories, segments, and brands.

The insights generated from this project will play a crucial role in informing TCCC's regional Long Range Plan, guiding strategic resource allocation decisions.

2024

Engaged by one of the Big-3 MBB Strategy Consulting Firms as an External Consultant, Team Coach, and Special Advisor for Johnson’s Controls International's growth acceleration program.

Led the prioritization of new business leads across seven countries (UK, Brazil, Chile, Mexico, Colombia, and Middle Americas) and ten industry verticals (Data Centers, Chemical Industries, Energy, Food & Beverages, Healthcare, Hospitality, Infrastructure, Logistics, Mining, Pharma). Directed commercial teams in their customer acquisition efforts and crafted cross-category value propositions, including recommendations for a Winning Portfolio, reference cases, and the preparation of concrete business proposals.

As a result of the program, significant growth has been achieved, and members of the customer team have progressed to more senior positions in larger geographical areas.

2021-2022

Engaged by one of the top French Strategy Consulting Companies as an External Consultant and Specialized Advisor for a project with Nestlé Ecuador.

Conducted an extensive remote assessment involving numerous interviews across all functions and seniority levels to identify commercial optimization opportunities. Based on the findings, developed a 100-day plan focusing on strategic and commercial portfolio priorities, structural redesign, and implementing team incentives and gamification strategies.

The initiative swiftly yielded early successes and is slated for expansion to other operating countries in 2022.

2022

GTI was tasked with overseeing the post-acquisition transformation of Terramar, a prominent Food Import & Wholesale group in Mozambique. The focus areas included Growth Strategy, Commercial Excellence, Cultural Change, Capability Development, and Restructuring.

The initial phase of the project centers on reassessing and calibrating strategic growth paths, designing a transformation plan, and developing commercial processes, capabilities, and structure.

The project team comprises a full-time Senior Manager onsite and a part-time Senior Consultant, both from GTI.

Terramar is poised for significant growth, targeting a 40% increase in 2024, leveraging the forthcoming transformation plan.

2023-2024

Engaged by Coca-Cola & Refriango to spearhead a Growth Acceleration & Transformation Plan within the Non-Alcoholic Business Unit.

This comprehensive, long-term project is aimed at expediting and augmenting Refriango's ongoing transformation from an independent Angolan beverages player to a fully diversified beverages portfolio company, designated as a Coca-Cola bottler for the territory.

The transformational strategy centers on the 6 C's framework:

1. Channelization: Streamlining distribution channels for enhanced efficiency.
2. Capillarity in RTM: Strengthening reach and penetration in the route-to-market strategy.
3. Coca-Cola Quick Wins: Identifying and capitalizing on immediate opportunities within the Coca-Cola brand portfolio.
4. Creation of Consumer Value: Enhancing consumer experience and value proposition.
5. Capability Development: Investing in IT infrastructure and human resources to build organizational capacity.
6. Coordination: Aligning people and processes for seamless execution.

Refriango is progressing towards sustained double-digit growth, exceeding 40%, with change management initiatives meticulously designed to minimize disruption to ongoing operations.

2023

Engaged by Lesieur Cristal as a Consultant and Specialized Advisor to formulate its Sub-Saharan International Expansion Strategy, with a particular focus on operational aspects and entry into the Angolan market.

Conducted a comprehensive review of market dynamics and distribution channel trends, culminating in the design of an optimal route-to-market strategy. Identified and evaluated potential business partners, fostering high-level engagements with selected candidates.

Currently, the client is evaluating partnership options for market entry and intends to proceed with the recommended phased approach if not in Angola in other countries.

2021

Engaged by a prestigious Portuguese Consulting Office to provide strategic guidance to MDS Global Insurance Brokers & Consultants regarding their Portuguese Go-To-Market Strategy.

Crafted a specialized Go-To-Market audit model tailored for the insurance market, deploying it to pinpoint key opportunities for reinforcing MDS's "Broker of Excellence" reputation and expanding its footprint in the corporate segment.

In response to the findings, MDS is reassessing its segmentation model, refining strategic growth priorities, optimizing resource allocation across segments, and realigning its commercial team to ensure alignment with its overarching objectives.

2022