Karen Strougo

Critic
DISC Type : C

Chief Commercial Officer (CCO) / Board of Directors Member at ANA - Aeroportos de Portugal, SA

Portugal

Overview

Karen Strougo is the Chief Commercial Officer and a Board Member at ANA Aeroportos de Portugal, a VINCI Airports company. She is a multilingual, strategic leader with extensive experience in infrastructure concessions across multiple countries for Vinci, including roles at Shell and Raizen. She holds an MBA from COPPEAD UFRJ.

Outside of work, Karen is a passionate diver, an interest she publicly includes in her professional identity. Her career reflects a deep appreciation for exploration and adapting to new challenges, whether by leading complex projects in the Amazon or immersing herself in different cultures throughout her international career.

She is a recipient of the prestigious Santos Dumont Medal, an honor named after the Brazilian pioneer known as the "Father of Aviation. "

Personality Overview

Negotiator

ROI Driven

Critic

They prefer to analyze logically and value objective facts over emotions.  It is very likely that they will negotiate pricing or other important terms. They like to take decisions independently and do not seek others' support often.

Topics They Care About

Airport Management
As CCO for Portugal's 10 airports and former CEO for the Amazonia concession, she focuses on commercial strategy, passenger experience, and sustainable modernization.
Infrastructure Concessions
Her career is built on leading long-term airport and highway concession projects for Vinci in Latin America and Europe, driving strategic growth and operations.
Women in Leadership
She actively mentors women and speaks on the importance of gender equality and creating networking opportunities for female leaders in the industry.

Media Appearances

Karen has no verified media appearances

Work History

9-2024
Chief Commercial Officer (CCO) / Board of Directors Member at ANA - Aeroportos de Portugal, SA
1-2024 - 12-2024
Board Member at Airports Council International - Latin America and Caribbean - ACI LAC
11-2021 - 8-2024
CEO Amazonia Airports Concession at VINCI Airports
9-2020 - 11-2021
Board Member at Asociación MOVEMOS
12-2016 - 11-2021
CEO Pex Perú at VINCI Concessions

Education

2010 - 2011
MBA from COPPEAD UFRJ
1999 - 2006
Business Administration from Pontifícia Universidade Católica do Rio de Janeiro

More Information

Social Presence :

Prographics :

Exp : 9 Location : Portugal Job Level : Leadership Designation : Chief Commercial Officer (CCO) / Board of Directors Member at ANA - Aeroportos de Portugal, SA
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Insights For Selling To Karen

During A Call Or A Meeting

DO's

  • 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.
  • Don’t forget to mention how you compare to competition on both features and pricing

DONT's

  • Avoid pushing them too much to involve other stakeholders unless it is critical
  • Make extra effort to not seem pushy or confrontational
  • Don’t try too hard to build a relationship with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Karen is

  • Proof of ROI, low pricing and objective proof points are the important factors for them.
  • Will you ever get a clear answer from Karen

  • They do not mind saying no if they believe that it is the right decision.

Insights For Deal Planning

    How fast (or slow) will Karen move?

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

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

You And Karen

Personality Compatibility


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