Leonardo Sant Anna

Inquirer
DISC Type : cd

Head Of Middle Office at Enel

Rio de Janeiro, Rio de Janeiro, Brazil

Overview

Leonardo Sant Anna is a senior executive in the Brazilian electricity sector, currently serving as the Head of Middle Office at Enel. His expertise spans electricity market studies, regulatory affairs, and renewable energy, backed by an MBA from Fundação Dom Cabral. His career includes leadership roles as CEO of ABRAGEL and Regulatory Affairs Director at Brookfield.

He has a unique background that combines high-level corporate roles with leading a national clean energy association, giving him deep insights into both commercial strategy and public policy.

Personality Overview

Judgemental

Demanding

ROI Conscious

They can be nudged to make faster decisions by offering what they value.  They focus on objectivity in a pitch and pay little attention to bells and whistles. They respond well to confident salespeople.

Topics They Care About

Electricity Regulation
Has extensive experience leading regulatory affairs for major multinational companies like Brookfield and Enel, and has influenced legislative changes in the Brazilian energy sector.
Renewable Energy
Served as the CEO of ABRAGEL, the Brazilian Association of Clean Energy Generation, demonstrating a deep commitment to and expertise in the renewables sector.
Energy Market Risk
In his current role at Enel, he is directly responsible for managing the Forward Price Curve and overseeing risk management strategies for the company.

Media Appearances

Leonardo has no verified media appearances

Work History

10-2018
Head Of Middle Office at Enel
4-2018 - 10-2018
Gerente Regulatório at Votorantim Energia
8-2016 - 11-2017
CEO at ABRAGEL - Associação Brasileira de Geração de Energia Limpa
8-2012 - 7-2016
Regulatory Affairs Director at Brookfield Renewable Energy Group
5-2010 - 8-2012
Regulatory and Market Analyses Senior Manager at Brookfield Energia Renovável S.A.

Education

2012 - 2012
POS MBA from Pontifícia Universidade Católica do Rio de Janeiro
2003 - 2004
Master of Business Administration - MBA from Fundação Dom Cabral

More Information

Social Presence :

Prographics :

Exp : 28 Location : Rio de Janeiro, Rio de Janeiro, Brazil Job Level : Mid-senior Designation : Head Of Middle Office at Enel
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Insights For Selling To Leonardo

During A Call Or A Meeting

DO's

  • Get to the point quickly instead of spending too much time on pleasantries
  • Tell them that you are there to help them create visible impact within their organization
  • Stress on the business value that your product offers

DONT's

  • Avoid repeating yourself or making generalizations
  • Refrain from asking too many questions
  • Don’t expect them to change their mind quickly if they say no once

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Leonardo is

  • Conviction in the product matters to them, followed by proof points and strong testimonials.
  • Will you ever get a clear answer from Leonardo

  • They may not be very forthcoming, but they will say no if needed.

Insights For Deal Planning

    How fast (or slow) will Leonardo move?

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

  • They can take risks but after weighing up the pros and cons.

You And Leonardo

Personality Compatibility


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