Natalia Paulino
Executive Key Account
São Paulo
Summary
Experienced B2B Key Account Manager with a strong background in consultative sales, customer relationship management, and project coordination. Expertise in managing key accounts, developing tailored solutions, and driving revenue growth in the construction and luxury sectors. Proven ability to collaborate cross-functionally with internal teams and external partners to deliver exceptional client experiences. Holds a Bachelor’s degree in Architecture and a postgraduate specialization in Luxury Marketing, combining technical expertise with commercial insight to create value for clients and businesses.
Overview
6
6
years of professional experience
2
2
Languages
Work History
Sales Executive - Key Accounts
Docol
01.2025 - Current
- Manage strategic accounts in the construction retail sector, focusing on client relationships, retention, and revenue growth.
- Lead consultative sales initiatives with key clients, identifying opportunities, developing accounts, and improving overall performance.
- Develop and implement comprehensive sales strategies per key account, driving revenue growth and market share expansion.
- Negotiate and secure long-term contracts with key accounts, ensuring mutual value and lasting partnerships.
- Analyze KPIs and segmentation (by store type, region, and product mix) to define targeted sell-in and sell-out strategies.
- Oversee product assortment and performance, tracking profitability, turnover, and growth opportunities.
- Collaborate cross-functionally with Trade, Product, Marketing, and Communication teams to ensure strategic alignment and execution.
B2B Sales Consultant
Docol
01.2022 - 01.2025
- Provided external support focused on technical specification, interacting with architects and designers to ensure Docol products met the technical requirements of projects.
- Delivered technical support and consulting, enhancing the integration of products in high-end projects.
- Developed and maintained relationships with key stakeholders in the architecture and design community.
- Worked directly with B2B clients and specialty stores, ensuring alignment between commercial and marketing departments.
- Implemented targeted marketing strategies for improved client acquisition and retention.
Business Development Specialist
Kaktus Arquitetura
07.2020 - 09.2022
- Developed projects from creative concept to executive design, including structural, electrical, and plumbing plans.
- Conducted client profile analysis, created briefings and mood boards to tailor project solutions.
- Monitored and managed construction works to ensure quality and deadlines.
- Defined finishes, lighting, and interior design elements aligned with client preferences.
- Prepared quantity surveys and descriptive memos for project documentation and budgeting.
- Accompanied clients to stores, facilitating selections and enhancing customer experience.
Customer Experience Analyst
Monterre Construtora
01.2020 - 05.2021
- Managed personalized customer service throughout the apartment customization journey, from selecting finishes to final delivery.
- Conducted technical inspections, project coordination, and on-site follow-ups to ensure quality and customer satisfaction.
- Acted as the main liaison managing relationships between the company, construction site, end client, and their architect.
- Collaborated closely with suppliers and internal teams to deliver a seamless and well-supported client experience.
Education
Post-Graduate Certificate - Marketing And Business
ESPM - Escola Superior De Propaganda E Marketing
São Paulo, Sao Paulo, Brazil 05.2001 -
Bachelor's Degree - Architecture And Urbanism
PUC - Pontificia Universidade Católica De Minas Gerais
Belo Horizonte, Minas Gerais, Brazil 05.2001 -
Skills
Customer Relationship Management (CRM) & Relationship Building
Sales Pipeline Management
Consultative Sales & Business Development
Key Account Management & Account Development
Timeline
Sales Executive - Key Accounts
Docol
01.2025 - Current
B2B Sales Consultant
Docol
01.2022 - 01.2025
Business Development Specialist
Kaktus Arquitetura
07.2020 - 09.2022
Customer Experience Analyst
Monterre Construtora
01.2020 - 05.2021
Post-Graduate Certificate - Marketing And Business
ESPM - Escola Superior De Propaganda E Marketing
05.2001 -
Bachelor's Degree - Architecture And Urbanism
PUC - Pontificia Universidade Católica De Minas Gerais
05.2001 -
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