Gláucio Rocha

Sharpshooter
DISC Type : DC

HEAD de Transportes at Sabesp

São Paulo, São Paulo, Brazil

Overview

Gláucio Rocha is a supply chain executive with over 20 years of experience, now leading transportation at Sabesp. Described by peers as results-driven with high technical and emotional intelligence, he specializes in logistics strategy and operational excellence. He holds a Masters in Business Administration from Fundação Dom Cabral.

He is a two-time winner of the "Distribution Center of the Year" award for his outstanding management of the Minas Gerais regional center.

Personality Overview

Thorough Evaluator

ROI Driven

Precise But Practical

More than the product, they care about the impact of the product.  They prefer to be the ones controlling the conversation or defining the terms. They are not always relationship oriented.

Topics They Care About

Logistics Strategy
He is responsible for structuring and evolving the entire transport strategy at Sabesp and previously managed middle and last-mile logistics for major companies like RD.
Operational Excellence
He has a track record of driving efficiency, including a 55% reduction in OTIF at a previous company, and is a user of the "six belts" methodology.
Team Leadership
Colleagues praise his ability to manage and develop people. He recently held a strategic meeting to recognize team achievements and align on future goals.

Media Appearances

Executive Board, Board of Directors and Committees - Sabesp RI (includes Gláucio Rocha, HEAD de Transportes). Featured in Sabesp Investor Relations (RI) website

See Now

Work History

1-2026
HEAD de Transportes at Sabesp
7-2025 - 1-2026
Gerente de frota at IBH Serviços e Participações S/A
12-2023 - 10-2024
HEAD - Executivo de Logística at Hypofarma
10-2021 - 12-2023
HEAD - Transportation Executive Manager (Middle and Last Mile) at RD
9-2020 - 10-2021
Transportation Corporate Manager (Middle Mile - national) at RD

Education

1-2024 - 6-2026
Mestrado em Administração de Empresas from Fundação Dom Cabral
2010 - 2018
Mestrado em Administração de Empresas from Universidade FUMEC - Oficial

More Information

Social Presence :

Prographics :

Exp : 26 Location : São Paulo, São Paulo, Brazil Job Level : N/A Designation : HEAD de Transportes at Sabesp
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Insights For Selling To Gláucio

During A Call Or A Meeting

DO's

  • Help them weigh the risks by sharing objective proof points without becoming too analytical
  • When negotiating terms, help them build an impression that they are the ones calling the shots
  • Speak about competitive differentiation that your product offers

DONT's

  • Don’t focus on process and rules, give the impression of being a ‘gets it done’ person
  • Do not spend too much time focusing on product tech or features
  • Don’t take too much time in sending them information if they ask for any

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Gláucio is

  • Confidence in impact is paramount to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Gláucio

  • If they decide not to go ahead, they will say no without hesitation.

Insights For Deal Planning

    How fast (or slow) will Gláucio move?

  • They can reach decisions fairly quickly if they are convinced.
  • Can Gláucio take some risk or not?

  • They don’t mind risks but can be quite binary about them.

You And Gláucio

Personality Compatibility


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