SILVIA MACHADO
Sales Director
Santos
Summary
Gestão Comercial, Distribuição, Marketing e MICE – atuação estratégica em redes hoteleiras, com foco em performance, expansão de mercado e relacionamento com TTOs, OTAs e grandes contas corporativas.
Overview
31
31
years of professional experience
2
2
Languages
Work History
Gerente de Vendas
Yoo2 Rio de Janeiro – Tapestry by Hilton
03.2024 - Current
- Responsável pela comercialização nos mercados corporativo e de lazer em São Paulo.
- Gestão de plataformas RFPs, análise de performance e participação em feiras e eventos LATAM.
Gerente Geral de Vendas Resorts
Bourbon Hotéis & Resorts
03.2019 - 01.2024
- Estratégias comerciais e manutenção de conversões de leads de grandes eventos.
- Atuação direta nos resorts Bourbon Atibaia e Bourbon Foz do Iguaçu.
- Led the sales strategy for resorts, enhancing market positioning and driving revenue growth through targeted initiatives.
- Developed and implemented comprehensive training programs for sales teams, improving performance and customer engagement across properties.
- Analyzed market trends and competitor strategies to inform sales tactics, resulting in increased market share in key regions.
- Collaborated with cross-functional teams to optimize promotional campaigns, significantly elevating brand visibility and guest acquisition.
Diretora de Vendas
Mabu Thermas Grand Resort – Foz do Iguaçu
03.2014 - 07.2018
- Gestão das equipes de Lazer, Eventos e OTAs (12 colaboradores).
- Expansão do segmento de Lazer (60% do share).
- Premiações por performance (Zarpo, Peixe Urbano, Groupon).
- Implementação de tarifário dinâmico via Omnibees.
- Developed and implemented strategic sales initiatives to enhance revenue growth and improve market positioning.
- Led a high-performing sales team, fostering collaboration and mentorship to achieve annual sales targets.
- Analyzed market trends and customer feedback to refine product offerings, driving customer satisfaction and loyalty.
- Established and maintained key partnerships with local businesses, enhancing brand visibility and sales opportunities.
Gerente de Vendas
Blue Tree Búzios
05.2013 - 03.2014
- Reestruturação comercial e implementação de novos processos de vendas.
- Foco em reposicionamento e crescimento no segmento de eventos.
- Led sales initiatives that enhanced customer engagement and increased revenue through targeted marketing strategies and promotions.
- Developed and implemented training programs for sales staff, resulting in improved product knowledge and customer service excellence.
- Analyzed market trends and competitor activity to refine sales strategies, positioning the team for sustained growth and market presence.
- Collaborated with cross-functional teams to align sales goals with operational capacities, optimizing resource allocation and maximizing efficiency.
Gerente Regional de Vendas
Bourbon Hotéis & Resorts (Atibaia, Foz do Iguaçu, Assunção)
09.2008 - 06.2012
- Desenvolvimento do Bourbon Atibaia como referência em lazer e eventos.
- Reestruturação comercial e abertura do Bourbon Assunção (PY).
- Vice-presidência do Convention Bureau de Atibaia.
- Developed and implemented regional sales strategies that enhanced market penetration and improved brand visibility across diverse locations.
- Led a high-performing sales team, providing mentorship and guidance to optimize performance and achieve corporate sales objectives.
- Analyzed market trends and competitor activities, adjusting sales tactics to capitalize on emerging opportunities and bolster revenue growth.
- Established and maintained strong relationships with key stakeholders, fostering collaboration that drove successful sales initiatives and customer satisfaction.
Diretora de Vendas Brasil e Américas
Serhs Natal Grand Hotel
01.2005 - 07.2008
- Gestão de or�amento e políticas comerciais no Brasil, Argentina e Chile.
- Implantação de plataforma web e segmentação por portais online.
- Coordenação de assessoria de imprensa e campanhas publicitárias.
- Led strategic sales initiatives across Brazil and the Americas, driving revenue growth and enhancing market presence.
- Developed and implemented comprehensive sales training programs, improving team performance and customer engagement.
- Analyzed market trends and customer feedback to refine sales strategies, resulting in increased customer satisfaction.
- Fostered strong relationships with key stakeholders, enhancing collaboration and ensuring alignment on sales objectives.
Gerente de Vendas Corporativo
Posadas Sudamérica / Caesar Park Hotéis
03.2003 - 12.2004
- Comercialização e abertura de hotéis na região Sudeste.
- Gestão de grandes eventos e contas corporativas.
- Developed and implemented strategic sales initiatives, enhancing corporate revenue streams across multiple market segments.
- Led cross-functional teams in delivering comprehensive training programs, significantly improving sales staff performance and customer engagement.
- Analyzed market trends and competitive landscapes, informing strategic decisions that drove business growth and client acquisition.
- Cultivated robust relationships with key corporate clients, resulting in increased loyalty and long-term partnerships essential to revenue stability.
Gerente de Incentivos
SuperClubs Breezes Costa do Sauípe
01.2000 - 02.2003
- Implantação de política comercial de grupos e incentivos.
- Introdução do sistema All Inclusive no Brasil.
- Here are eight resume experience statements based on the role of Gerente de Incentivos at SuperClubs Breezes Costa do Sauípe:
- Developed and implemented incentive programs that enhanced employee engagement, contributing to increased productivity and morale.
- Analyzed employee performance metrics to tailor incentive strategies, resulting in improved retention and workforce satisfaction.
- Led cross-functional teams in executing incentive initiatives, fostering collaboration and driving organizational alignment on goals.
Gerente de Vendas
Caesar Park Hotéis & Resorts
08.1996 - 12.1999
- Responsável pelas vendas e reservas de resorts nacionais.
- Established KPIs and performance metrics to evaluate sales staff effectiveness, driving accountability and continuous improvement within the team.
- Mentored junior sales associates, fostering a culture of learning and development that improved team performance and morale.
- Championed the integration of a new CRM system, enhancing data management and customer relationship strategies for the sales team.
- Streamlined sales reporting processes, improving accuracy and timeliness of data analysis to support strategic decision-making.
Executiva de Contas / Assistente de Eventos
Royal Palm Plaza Hotel – Campinas
08.1994 - 08.1996
- Atendimento a clientes, coordenação de eventos e prospecção de novos negócios.
Education
Administração de Empresas - undefined
UNINOVE
01.2000
Hotelaria - undefined
SENAC-SP
01.1994
Turismo - undefined
SENAC-SP
01.1993
Skills
- Planejamento estratégico e comercial em todos os segmentos
- Experiência em plataformas de RFPS e Bids internacionais
- Liderança de equipes e desenvolvimento de talentos
- Revenue management e forecast
- Relacionamento com trade, OTAs e corporativo
- Negociação e contratos nacionais e internacionais
- Controle orçamentário e gestão de KPIs
- Participação em feiras, eventos e roadshows
Affiliations
- Membro ativo da ABR – Associação Brasileira de Resorts
- Participante do FOHB – Fórum dos Operadores Hoteleiros do Brasil
PERFIL PROFISSIONAL
Executiva com mais de 30 anos de experiência no setor hoteleiro, com sólida atuação em vendas, planejamento estratégico, revenue management e marketing. Histórico de liderança em equipes multidisciplinares, implantação de processos comerciais, controle orçamentário e gestão de indicadores (KPI e forecast). Reconhecida pela capacidade de gerar resultados sustentáveis, ampliar market share e fortalecer relacionamentos estratégicos no Brasil e América Latina.
Timeline
Gerente de Vendas
Yoo2 Rio de Janeiro – Tapestry by Hilton
03.2024 - Current
Gerente Geral de Vendas Resorts
Bourbon Hotéis & Resorts
03.2019 - 01.2024
Diretora de Vendas
Mabu Thermas Grand Resort – Foz do Iguaçu
03.2014 - 07.2018
Gerente de Vendas
Blue Tree Búzios
05.2013 - 03.2014
Gerente Regional de Vendas
Bourbon Hotéis & Resorts (Atibaia, Foz do Iguaçu, Assunção)
09.2008 - 06.2012
Diretora de Vendas Brasil e Américas
Serhs Natal Grand Hotel
01.2005 - 07.2008
Gerente de Vendas Corporativo
Posadas Sudamérica / Caesar Park Hotéis
03.2003 - 12.2004
Gerente de Incentivos
SuperClubs Breezes Costa do Sauípe
01.2000 - 02.2003
Gerente de Vendas
Caesar Park Hotéis & Resorts
08.1996 - 12.1999
Executiva de Contas / Assistente de Eventos
Royal Palm Plaza Hotel – Campinas
08.1994 - 08.1996
Administração de Empresas - undefined
UNINOVE
Hotelaria - undefined
SENAC-SP
Turismo - undefined
SENAC-SP