Alexandre Cavalcanti

Questioner
DISC Type : c

Sales Director - South America at American Airlines

United States

Overview

Alexandre Cavalcanti is a seasoned aviation executive with over 23 years at American Airlines, currently serving as the Director of International Sales for Miami, Caribbean & Latin America. He specializes in driving growth through strategic partnerships and go-to-market strategies, leveraging his extensive international experience. He holds an MBA from Ibmec.

He started his career at American Airlines as an intern and has since risen through the ranks to a senior leadership position within the company.

Personality Overview

Not Easily Convinced

Price-Sensitive

Systematic

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. They prefer to fully evaluate every situation.

Topics They Care About

Latin American Growth
His current role and recent posts focus on expanding American Airlines' investment, commitment, and flight offerings across Latin America, which he sees as a region with great momentum.
Strategic Partnerships
A core part of his strategy involves cultivating and nurturing partnerships with key travel retailers and corporate accounts to optimize revenue and enhance profit margins.
Team Leadership
He frequently posts about his team's success, highlighting the importance of having an "extraordinary team" to achieve company goals and drive regional growth.

Media Appearances

American Airlines announces Alexandre Cavalcanti as the new Regional Sales Director for Brazil. Featured in Aeroflap

See Now

American Airlines announces new sales team in Brazil. Featured in American Airlines Newsroom

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Work History

4-2023
Sales Director - South America at American Airlines
10-2019 - 4-2023
Regional Manager Brazil & Uruguay at American Airlines
12-2017 - 10-2019
Manager - Strategic Leisure Sales at American Airlines
9-2011 - 11-2017
Regional Sales Manager - Brazil at American Airlines
8-2009 - 9-2011
Business Planning Analyst at American Airlines

Education

8-2020 - 8-2023
Executive Certificate - Strategy and Innovation from MIT Sloan Executive Education
2005 - 2007
MBA from Ibmec

More Information

Social Presence :

Prographics :

Exp : 26 Location : United States Job Level : Mid-senior Designation : Sales Director - South America at American Airlines
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Insights For Selling To Alexandre

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Tell them that you will come back if you don’t have a good answer for a question
  • Share as much information as possible regarding your product

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t try to be too friendly or informal with them
  • Avoid rushing them, be polite and patient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Alexandre is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Alexandre

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Alexandre move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Alexandre take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Alexandre

Personality Compatibility


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