JULIANA DE MATTOS MARQUES MACHADO

Critic
DISC Type : C

Global Procurement Manager at PepsiCo

São José dos Campos, São Paulo, Brazil

Overview

Juliana is the Global Procurement Manager for LATAM at PepsiCo, with over 20 years of experience in indirect purchasing at multinational corporations. She specializes in MRO category strategy and leads teams across Latin America. Colleagues describe her as intelligent, results-focused, and having an excellent sense of urgency.

She is passionate about professional growth, celebrating career milestones and deliberately stepping out of her comfort zone. Juliana is also dedicated to mentorship and inspiring others, having shared her life and career journey with affinity groups to support their members.

Juliana recently had the privilege of sharing her personal and professional story with the Negrow employee resource group.

Personality Overview

Critic

ROI Driven

Objective Thinker

It is very likely that they will negotiate pricing or other important terms.  They prefer to do logical analysis and value evidence over emotions. They enjoy working alone and do not rely on others very often.

Topics They Care About

Strategic Sourcing
Leads the MRO category strategy for Latin America, developing suppliers and utilizing tools like Spend HQ, Cirtuo, and Ariba to manage the procurement process.
Career Mentorship
Passionate about inspiring others by sharing her personal and professional journey with employee groups like Negrow to support their members' growth.
Process Automation
Focuses on identifying new purchasing solutions and opportunities through disruptive projects that involve the automation of supply chain processes.

Media Appearances

JULIANA has no verified media appearances

Work History

11-2023
Global Procurement Manager at PepsiCo
7-2020 - 10-2023
Analista de Suprimentos Sênior Capex at Ball Corporation
10-2018 - 7-2020
Analista de Suprimentos sênior corporativo MRO at Ball Corporation
9-2010 - 9-2018
analista de suprimentos senior at Ball Corporation
4-2007 - 8-2008
assistente administrativo at Sonda Procwork

Education

2013 - 2015
PÓS GRADUAÇÃO from Universidade Federal Fluminense
2004 - 2007
BACHAREL EM ADMINISTRAÇÃO DE EMPRESAS from Centro Universitário da Cidade

More Information

Social Presence :

Prographics :

Exp : 18 Location : São José dos Campos, São Paulo, Brazil Job Level : Middle Designation : Global Procurement Manager at PepsiCo
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Insights For Selling To JULIANA

During A Call Or A Meeting

DO's

  • Be ready for penetrating questions and critical examination of your pitch
  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories
  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.

DONT's

  • Don’t try to give too many examples of other users, they like to make their own decisions
  • Don’t try too hard to build a relationship with them
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with JULIANA is

  • Strong evidence of ROI, effective pricing, and proven data points matter the most to them.
  • Will you ever get a clear answer from JULIANA

  • It is not very hard for them to say no if they are not convinced about the decision.

Insights For Deal Planning

    How fast (or slow) will JULIANA move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can JULIANA take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And JULIANA

Personality Compatibility


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