BVilhena | Education - Skills - Experience

Business Development Lead | Commercial Strategy | Outsourcing & Corporate Solutions

Business Development Lead with consolidated experience in business expansion, outsourcing structuring, and strategic B2B partnerships. Specialized in identifying growth opportunities, negotiating with executive stakeholders, and implementing scalable operational models across Healthcare, Industry, Shared Services, and Corporate Services sectors.

Responsible for defining and executing business development strategy, focusing on outsourcing services, specialized operations, and corporate solutions.

Key responsibilities:

• Designing and implementing national growth strategy

• Identifying and qualifying new business opportunities across strategic verticals

• Developing technical and financial proposals

• Leading negotiations with executive-level decision makers

• Structuring pricing models (hourly cost, monthly fee, hybrid models, margin design)

• Managing sales pipeline and forecasting

Key achievements:

• Increased qualified opportunity pipeline

• Expanded operations into new market segments

• Designed hybrid pricing models (junior/senior profiles)

• Established medium- and long-term strategic partnerships

Supported the launch and structuring of a new Business Division, focused on developing integrated Human Resources and service provision solutions.

Strategic & Commercial Development

• Contributed to the creation and expansion of a new business line within the HR market

• Designed and implemented Employer Branding and Recruitment Marketing projects, aligning organizational culture with brand positioning to enhance talent attraction, engagement, and long-term retention

• Created and executed events, workshops, and training initiatives aligned with commercial strategy to strengthen stakeholder engagement and generate qualified business opportunities

Operational & Outsourcing Leadership

• Managed large-scale HR outsourcing operations at Samsung, overseeing more than 90 professionals across marketing, management, and service support clusters

• Conducted business analysis and organizational diagnostics to define targeted training plans and optimize team performance

• Implemented workspace governance standards, including clean desk policies and reinforcement of corporate code of conduct

Process Optimization & Digital Tools

• Designed and deployed performance management dashboards and HR activity tracking tools

• Developed an automated application for Resume Analysis Reporting, increasing efficiency and standardization in recruitment processes

• Development and completion of negotiations for a new outsourcing contract with Samsung (BPO), achieving goals of greater autonomy and conditions for teams (over 90 employees);
• Focus on monetization, increased revenue, margin and gross profit;
• Development and improvement of outsourcing processes tailored to the real needs of organizations.

Led the implementation and monitoring of commercial strategy tailored to specific business segments, ensuring achievement of revenue and margin targets aligned with defined financial cost structures.

Commercial Strategy & Growth

• Designed and executed integrated commercial and operational strategies focused on performance optimization and sustainable growth

• Identified and developed strategic partnerships to strengthen service delivery capacity and improve candidate portfolio quality across Outsourcing, Temporary Labour, Recruitment & Selection, Digital Consulting, and Recruitment Marketing

• Expanded outsourcing operations into new verticals, including Automotive, Energy, and Real Estate

Client & Partnership Development

• Built long-term client relationships through consultative engagement and solution-driven dialogue

• Negotiated high-value agreements ensuring operational feasibility and margin protection

• Established partnerships with professional schools and training institutions (e.g., ATEC, Gustave Eiffel, Aldeia de Santa Isabel, Centros Qualifica), enhancing recruitment pipelines and workforce availability

Operational Leadership

• Managed large-scale outsourcing operations comprising approximately 200 employees

• Designed and implemented operational monitoring frameworks to ensure service quality and KPI compliance

• Developed internal tools and management frameworks to support team performance and commercial guidance

• Delivered professional training within operational contexts, supporting team capability development and partnership alignment

• Development of outsourcing service and BPO negotiation with the company Samsung - Electrónica Portuguesa, Unipessoal, Lda. - over 70 employees.
• Monitoring the recruitment team in the Operations area.
• Design, development and management self-service portal solution for outsourcing teams.

Identify and assess business opportunities through structured market analysis, defining strategic marketing and operational roadmaps with clear, measurable objectives.

Design, coordinate, and execute growth-oriented projects aimed at increasing revenue streams, expanding market presence, and creating sustainable new business opportunities.

• Conduct market diagnostics and opportunity mapping to support informed decision-making
• Define strategic marketing and operational plans aligned with growth and profitability targets
• Establish KPIs, execution frameworks, and performance tracking systems
• Lead end-to-end implementation of business expansion initiatives
• Structure scalable growth models and partnership ecosystems to unlock new revenue streams

Highlights:

• Project development:
  • Leader Advise - Smart Decisions
• Consulting services:
  • eCarsTrade - Belgium (Digital Platform for Car Auctions in Europe);
  • Wiseboost - Upgrading Ideas (Innovative Solutions to support business development);
  • Policlínica Rotunda dos Arneiros - Business development support and digital transformation;
  • Window Garden - Digital transformation.

Led, coordinated, and monitored regional sales operations within the automotive remarketing sector, overseeing the full vehicle lifecycle process — from procurement and preparation to physical and online auction execution.

Commercial & Operational Leadership

• Directed sales teams to achieve defined volume and revenue targets, ensuring alignment with strategic objectives

• Optimized vehicle procurement processes and auction performance (physical and digital channels)

• Implemented structured monitoring systems and performance indicators to drive operational efficiency

• Developed tools and frameworks to support sales mediation, promotion, and transaction execution

Stakeholder & Market Management

• Built and consolidated strategic relationships with key stakeholders, including sellers, buyers, partners, suppliers, and internal group entities

• Acted as a bridge between operational teams and executive management, ensuring transparent communication and aligned decision-making

• Promoted cross-functional collaboration to strengthen logistics, transport coordination, and ancillary services performance

Performance, Reporting & Governance

• Designed and delivered analytical reporting frameworks to assess business performance and market positioning

• Implemented KPI-driven management culture, fostering accountability and continuous improvement

• Monitored team performance through structured indicators and regular operational reviews

Team Development & Capability Building

• Defined and delivered training programs tailored to a multidisciplinary workforce

• Encouraged knowledge sharing across departments to enhance collective performance

• Fostered a high-performance culture focused on motivation, ownership, and results

Highlights:

• Led the development and implementation of automotive-focused products and services using Agile methodologies (Scrum), delivering innovative solutions designed to help automotive companies optimize business management, enhance value propositions, and respond effectively to evolving market challenges.

• Designed and deployed integrated tools to support used car business management, covering:
  • Vehicle evaluation processes
  • Inventory and stock control optimization
  • Standardized photography and video capture workflows (scripts and background systems)
  • Platform integration for automated listings across major automotive marketplaces
  • Data interoperability with operational, financial, and performance management system

• Promoted and implemented specialized automotive imaging services, including studio-based photography and video production, as well as on-site (indoor/outdoor) visual content solutions tailored to dealership environments and customer interaction spaces.

• Coordinated multidisciplinary teams and managed relationships with partners, clients, and suppliers, ensuring alignment between operational execution and strategic objectives. Led high-level partnership initiatives with major automotive manufacturers (OEMs), operating within complex corporate environments.

• Identified, structured, and developed strategic partnerships aimed at promoting and implementing specialized products and services, fostering mutual growth and long-term value creation across the automotive ecosystem.

• Oversaw end-to-end vehicle lifecycle operations, including stock management, logistics and transport coordination, inspections, reconditioning processes, vehicle intake and delivery, as well as documentation and accessories management — ensuring full compliance with defined operational workflows and contractual requirements.

• Implemented KPI-driven performance monitoring frameworks tailored to each operational area, conducting continuous performance reviews with teams. Promoted cross-department collaboration, knowledge sharing, and accountability to enhance efficiency, service quality, and operational outcomes.

Highlights:

• Development, implementation and monitoring of Remarketing services with OEM companies VOLVO, HYUNDAI and MERCEDES-BENZ, as well as Fleet Management companies such as ALD and ARVAL.
• Focus on Expertise, Reconditioning and Movement Management services.
• Promotion of specialized image services (photography and video) in a studio environment designed to photograph vehicles, as well as in an outdoor/indoor environment experienced in the space in which automotive companies and their respective employees and customers interact.

• Drove business growth initiatives through close collaboration with Commercial, IT, and Operational teams, ensuring strategic alignment and cross-functional execution.

• Strengthened business performance by focusing on profitability, strategic positioning, and structured partnership management, fostering strong internal and external relationship ecosystems

• Managed key client relationships through a consultative approach, translating business needs into structured solutions aligned with operational capacity and financial objectives.

• Contributed to innovation and opportunity development by proactively identifying growth levers, navigating complex scenarios, and enabling the effective execution of high-potential initiatives.

• Conducted risk analysis and scenario planning for each business initiative, balancing commercial ambition with financial discipline, stakeholder alignment, cost optimization, and customer satisfaction.

• Led feasibility studies and strategic planning processes to support informed decision-making and successful implementation of new projects.

Highlights:

Led the development and deployment of automotive-focused products and services using Agile methodologies (Scrum), delivering innovative solutions that enhanced operational efficiency, commercial positioning, and competitive advantage for automotive clients.

Designed and implemented integrated digital tools to optimize used car business management, covering:

• Vehicle valuation and pricing optimization
• Inventory and stock control management
• Standardized photography and video workflows (scripted capture and branded backgrounds)
• Marketplace integration and automated publishing across major automotive platforms
• Data interoperability with operational and financial control systems

Key platforms:

BCA MarketPrice (Used Car Valuations & Stock Management), AutosOnShow (High-volume imaging and video solution), supported by AutoCAPTURE (field application) and AutoCONTROL (back-office management system).

Led the design and execution of a dedicated automotive imaging studio project, including:

• Spatial planning and turntable installation
• Professional lighting configuration
• Hardware and software ecosystem integration
• End-to-end capture of exterior and interior vehicle media

This significantly enhanced vehicle presentation quality and digital sales performance for both B2B and B2C audiences.

Delivered training and knowledge-transfer initiatives to upskill multidisciplinary teams, aligning technical competencies and commercial approach with evolving market conditions and strategic objectives.

Supported facility management and infrastructure optimization, including supplier evaluation, budgeting, on-site supervision, and operational coordination to ensure cost efficiency and project execution quality. 

Business Consulting, focusing on carrying out operational analyses, providing recommendations on good business management practices, as well as defining and implementing projects, conducting training business processes.

Technical Consulting, namely, the provision of Training Courses, implementation and configuration of operational and financial management products. Pre-sales and after-sales support services for productand system implementation projects.

Results achieved:

• Contribution to improving the organization and work methodology, strengthening relationships with customers, fostering better interdepartmental relationships, at a technical and interpersonal level. Adequate document management, KPI analysis, configuration and implementation of BI tools.

Highlights:

• Participation in the implementation of ERP in companies in the Automotive sector in collaboration with OEMs (which helped develop integrations with globally certified manufacturers);
• Translation of the incadea.dms platform (Automotive Business Process).

Eurolinea Project Leader.

Encourage and develop new partnerships with the Eurolinea Platform.

Coordinate the work, results and progression of an employee.

Promote the best relationships with partners with the aim of achieving better products and services for customers (manufacturers, dealers and multi-brand traders).

Work with software-house companies to create new interfaces and improve existing interfaces (with DMS, used car websites, market quote websites, social media).

Create and validate protocols / contracts with customers and partners, in order to establish agreements with legal support and added value for the companies involved.

Develop and implement strategies to improve the relationship with the technical development team in order to maintain focus on priorities, respecting workflows and main planning.

Promote and guide meetings with the work team, to update status on projects, understand the motivational state of different participants and help define the agenda.

Training, Implementation and BackOffice support for Eurolinea network customers (dealers and multi-brand traders);

Contribute to the increase of customers and partners in all company activities.

Develop the After-Sales program to support new services.

Results achieved:

• Completion of time-consuming processes for creating interfaces with DMS (today, around 70% of dealers working with Eurolinea can reduce effort and costs by using interfaces with DMS);
• The main specialty websites receive publications exported daily from the Eurolinea Platform in an automatic process (including brand and group/dealer websites), reducing the time it takes to insert information on these websites and increasing the availability of teams to work on the business (focus on customers).

Development and Maintenance of a platform in a web environment - Eurolinea - designed to support the management of the used car business in car dealers brand and multibrand/traders.

Design, integration and monitoring of the development of Interfaces with DMS (Domain Management System), interfaces with used car websites.

Design and integration of documents adapted to the the used car business.

Analysis and communication of anomalies of the tools integrated into Eurolinea: Description and recording of damages, Used Market Quotations (Eurotax, BCA MarketPrice and Internet);

Implementation, training and back-office monitoring with the Eurolinea customer network (dealers and multi-brand traders).

Results achieved:

• Increase in the number of dealers working with the Eurolinea Platform – more than triple (from lessthan 50 to more than 180).

Inform, Instruct and Encourage trainees, facilitating their learning, to perform in future roles, with a focuson applying knowledge in the field, taking into account all business areas (Sales and After-Sales).

Coordination and preparation of final course exams, approved by the IEFP – Instituto do Emprego eFormação Profissional (Institute of Employment and Professional Training).

Courses taught:

• Technical Reception and Budgeting in the automotive aftersales (Areas: Diagnosis at Workshops, Repair Budgeting, Customer Tracking and Loyalty, Customer Relations and Organizational Behavior, Product Sales Techniques and Workshop Services, Claims Management, Vehicle Classification and Characteristics, Equipment and Reception Tools, among others);
• Technical Quality (Areas: Quality Management, Process Management, Technical Mechanics, Measurement and Mechanical Testing, among others).

Inform, Instruct and Encourage trainees, facilitating their learning to perform in future roles.

Courses taught:

• Adult Education and Training (Area: Mathematics).

Meeting coordination for presentation and negotiation of products and services, in classroom and online; (Software tools: Cisco WebEx, Salesforce, Google Apps).

Marketing, implementation and support of solution for online collaboration;

Customer prospecting;

Preparation of commercial proposals;

Negotiation and closing of sales; customer database maintenance;

Support for project implementation;

Tele-marketing and tele-sales activities.

Results achieved:

• Triggering the deal between Portuguese Pharmacy Associations, Representatives of sports brands in Portugal and Training Centers, and consequent consolidation.

Consultancy and support for Commercial Training for Peugeot Portugal Automóveis, S.A.;

Activities oriented to commercial training in Sales and Aftersales, with the aim of developing skills of employees and enhance the behavioral and management areas of business units activities;

Design of Training Manuals and documents to training support in the Sales and Aftersales activity;

Cooperation in the development of a website as a tool to support training and mentoring salespeople and receptionists for the connection with the customer in Sales and Aftersales (www.descobrirpeugeot.com):

Collaboration in the management of the platform FORMAPEUGEOT, that enables interactive contact between the brand trainers and the users from dealers network in Sales and Aftersales. This platform allows to make available information, documentation, distance training, several tools, essential to all areas of the Dealers and Authorized Repairers;

Collaboration in the development and implementation of software tool SERVICE BOX, whose interface with the DMS Dealers and Authorized Repairers, contributed to better management and business development Aftersales, through the provision of technical and commercial information, ease indetecting and blocking parts, budgeting services, among others.

Monitoring the Network of Authorized Repairers Peugeot Automóveis Portugal, SA;

Development and optimization of Sales and After Sales of Peugeot Network;

Diagnosis of strategic areas for improvement, advice and assistance in developing solutions tailored to each situation, in contact with General Managers and Responsible Aftersales (Team management,increased volume of business, management and fulfillment of client expectations, quality control, implementation tools);

Advice on the processes of interconnectivity between business areas Sales, Aftersales and Aftermarket;
Development of Simulator for support in Animation Network Authorized Repairers;
Collaboration in the preparation of activities and treatment of the results of Mystery Shopper.

Results achieved:

• Peugeot (and Ford) first, at European level, in the Study of Quality of Service in 2008.

Peugeot Portugal Automóveis Distribuição, S.A. (Sucursal Carnaxide), in the Commercial and After-Sales area;

Support for Reception Service, personal and telephone service, conducting appointments, reception, work management and delivery vehicles, studies (measurements) for results to improve after-sales service;

Support the reconditioning of used vehicles;

Development of tool to assist in controlling of the operability and productivity in After Sales.

Highlights:

• Assessment for the role of Receptionist
• Collaboration in the implementation of a new area in the Automotive After-Sales service.

Assistance of clients from society PTM.COM - Interactive Communications, SA

(Inbond and Outbond);

Service about Billing and Collections;

Commercial Area and Complaints Management.