Gabriela Cortez

Activist
DISC Type : Cd

Sales Director - AFH at PepsiCo

São Paulo, Brazil

Overview

Gabriela Cortez is a results-driven executive at PepsiCo Brazil, serving as the National Commercial Director for the Away From Home channel. With over 20 years of experience at companies like Unilever and Toyota, she specializes in digital transformation, B2B sales, and commercial strategy. She is a graduate of The Wharton Schools leadership program.

Outside of her core responsibilities, Gabriela is passionate about talent development and is a certified coach and mentor. She is dedicated to fostering personal and professional growth within her teams and is described by colleagues as an inspiring female leader and a mother of two who actively helps others advance in their careers.

She once led the strategic launch of Ben & Jerrys ice cream into the grocery channel for Unilever in Brazil.

Personality Overview

Logical And Quick

Observative

Perfectionist

They can be nudged to make faster decisions by offering what they value.  They don’t always try to control the conversation but neither do they like yielding it fully. They care equally about the product and its potential impact.

Topics They Care About

Mentoring & Development
Certified in coaching and mentoring, she is passionate about talent development and is frequently praised by colleagues for her commitment to helping others grow professionally.
B2B Digital Transformation
As a former Digital Sales Director, she has a proven track record of leading large-scale digital projects and implementing data-driven, customer-centric commercial strategies.
Go-to-Market Strategy
She has extensive experience building channels from the ground up, including developing the Away From Home channel for PepsiCo and launching Ben & Jerry's for Unilever.

Media Appearances

Gabriela has no verified media appearances

Work History

1-2025
Sales Director - AFH at PepsiCo
2-2024 - 1-2025
Digital Sales Director at PepsiCo
11-2023 - 2-2024
Customer Development Director at PepsiCo
9-2013 - 11-2016
Trade Marketing Manager at Unilever
12-2011 - 8-2013
Trade Marketing Coordinator at Unilever

Education

4-2022 - 10-2022
Global GM Leadership Program from The Wharton School
2002 - 2006
Bachelor's degree from Pontifícia Universidade Católica do Rio de Janeiro

More Information

Social Presence :

Prographics :

Exp : 13 Location : São Paulo, Brazil Job Level : Mid-senior Designation : Sales Director - AFH at PepsiCo
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Insights For Selling To Gabriela

During A Call Or A Meeting

DO's

  • Ask them questions confidently while doing discovery, don’t be apologetic
  • Highlight the competitive differentiation of your product
  • Make sure that you you respond to any queries from them quickly

DONT's

  • Avoid long winding pitches, stay objective
  • Avoid repeating yourself or making generalizations
  • Don't try too hard to get friendly, let it happen with time

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Gabriela is

  • Confidence in the product plays an important role, followed by powerful testimonials.
  • Will you ever get a clear answer from Gabriela

  • They might hesitate a little, but they will say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Gabriela move?

  • They are neither the fastest decision makers nor the slowest.
  • Can Gabriela take some risk or not?

  • Once they have analyzed the pros and cons, they can take some risks.

You And Gabriela

Personality Compatibility


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