Commercial and sales strategy

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A methodology has been developed to advise companies on the design of a comprehensive commercial strategy:

Segmentation of customers based on commercial needs.
Design of value proposition.
Redesign of the go-to-market strategy.
Optimization of the cost to serve.
Analysis of the pricing and discounts structure.
Design of a distributor governance model.
Optimization of distribution operations.
Design of commercial service models aimed at capturing specific opportunities.

Experiencias

Experts

Javier Tabata

Has wide expertise in business consulting advising clients in more than 20 countries. His main areas of expertise are strategic planning, growth strategies, mergers and integration, operational restructuring and organizational designs. Previously, he was Principal at SAP Latin America and Senior Manager at A.T. Kearney (Madrid), for six years.
He holds a master’s degree in Business Administration from Kenan-Flager Business School, University of North Carolina, and a bachelor’s degree in Industrial Engineering from Pontificia Universidad Catolica del Peru. He also attended specialization courses at MIT and Kellogg.

In APOYO Consultoria since 2009.

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Victoria Mercado

Over 7 years of experience in management consulting and commercial banking in Latin America. Her main areas of expertise are strategic planning, corporate and business unit strategies, and development of new business. Previously, she worked as manager in the global consulting firm A.T. Kearney, based in Mexico City.

She holds an MBA degree from The Wharton School of the University of Pennsylvania, with major in finance, and a B.S. in Industrial Engineering from Pontificia Universidad Catolica del Peru.

In APOYO Consultoría since 2016.

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Commercial strategy