Carlos Filardi

Examiner
DISC Type : cs

Digital Sales Developer - B2B | Sales at PepsiCo

Campinas, São Paulo, Brazil

Overview

Carlos is a senior leader with 30 years of experience in consumer goods, specializing in digital B2B transformation and sales leadership at PepsiCo. He has a proven history of scaling operations and leading large, high-performing teams. He holds a post-graduate degree from UNIVERSIDADE ESTACIO DE SA.

He is a passionate advocate for team cohesion and believes in the power of personal connection, even within hybrid work models. Carlos actively engages in professional development, recently earning certifications in mentorship and data analytics to enhance his leadership capabilities.

Unique fact: Carlos led the CONECTADOS project at PepsiCo, a large-scale digital transformation impacting 5, 000 users across LATAM using the Agile-Safe methodology.

Personality Overview

Tough To Convince

Unexpressive

Overcautious

They tend to be clear about their needs and limitations and are unlikely to promise too much.  They are heavily focused on quality and prefer doing things the right way, even if it takes time. The only way to convince them is by showing them examples and ample proof.

Topics They Care About

B2B Digital Transformation
His career focus involves modernizing customer service, simplifying processes, and driving digital adoption for large sales organizations, as seen in his headline and project leadership roles.
Agile Leadership
He identifies as an "Agile Leader (SAFe)" and has applied this methodology in a major cross-functional project for PepsiCo Brazil, demonstrating expertise in this framework.
Sales Team Leadership
He has extensive experience managing large sales divisions, including leading a team of 390 salespeople and directly managing 20 Sales Managers at PepsiCo.

Media Appearances

Carlos has no verified media appearances

Work History

1-2024
Digital Sales Developer - B2B | Sales at PepsiCo
8-2021 - 12-2023
SENIOR DIVISIONAL MANAGER at PepsiCo
10-2019 - 7-2021
ROLL-OUT LEADER /DIVISIONAL MANAGER at PepsiCo
1-1996 - 7-2014
NATIONAL MANAGER - KA at J.Macêdo

Education

2008 - 2010
Pos Graduado from UNIVERSIDADE ESTACIO DE SA

More Information

Social Presence :

Prographics :

Exp : 24 Location : Campinas, São Paulo, Brazil Job Level : N/A Designation : Digital Sales Developer - B2B | Sales at PepsiCo
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Insights For Selling To Carlos

During A Call Or A Meeting

DO's

  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Ask them which other stakeholders would be important for this purchase decision
  • Expect them to be vague in response to your questions, ask firmly and pointedly

DONT's

  • Don't be very accepting if that is your natural style, stay firm
  • Don't rely on relationship building even if they act pleasantly
  • Don't use phrases like 'do not worry', 'i promise' etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Carlos is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Carlos

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Carlos move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Carlos take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Carlos

Personality Compatibility


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