Marcelo Alcântara

Critic
DISC Type : C

Head of Marketing and Strategy - Industrial Market at Air Liquide

São Paulo, São Paulo, Brazil

Overview

Marcelo Alcântara is the Head of Marketing and Strategy for the Industrial Market at Air Liquide, where he has built his career through roles of increasing responsibility, from commercial coordinator to regional manager. A colleague praised his ability to build trust and effectively guide his teams toward goals. He holds a White Belt in Lean Six Sigma.

Marcelo is a public advocate for Air Liquides sustainability initiatives. He has commented on the companys goal to achieve carbon neutrality and the adoption of electric vehicles for industrial gas logistics, linking these efforts directly to the decarbonization of industrial activity.

Personality Overview

Objective Thinker

Critic

Negotiator

They enjoy working alone and do not rely on others very often.  They are quite likely to negotiate on pricing or other key terms. They prefer to do logical analysis and value evidence over emotions.

Topics They Care About

Corporate Sustainability
Publicly commented on Air Liquide's goals for decarbonization and its "Advance" plan, specifically in relation to adopting electric vehicles for logistics to reduce carbon emissions.
Marketing & Strategy
As the Head of Marketing and Strategy, he has progressed through multiple commercial and management roles within Air Liquide, indicating deep expertise in the company's market approach.
Team Leadership
A recommendation highlights his skill in managing and motivating teams. His social media shows him actively engaged with his marketing team in the field.

Media Appearances

Marcelo has no verified media appearances

Work History

2-2022
Head of Marketing and Strategy - Industrial Market at Air Liquide
1-2019 - 3-2022
Gerente Regional at Air Liquide
9-2012 - 12-2018
Coordenador comercial at Air Liquide

Education

2001 - 2005
BACHAREL EM ADMINISTRAÇÃO from Centro Universitário Newton Paiva
2000 - 2001
Bachelor of Business Administration (BBA) from PUC Minas

More Information

Social Presence :

Prographics :

Exp : 13 Location : São Paulo, São Paulo, Brazil Job Level : Mid-senior Designation : Head of Marketing and Strategy - Industrial Market at Air Liquide
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Insights For Selling To Marcelo

During A Call Or A Meeting

DO's

  • Keep some extra margin while sharing pricing, they are likely to negotiate later
  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories
  • Don’t forget to mention how you compare to competition on both features and pricing

DONT's

  • Don’t try too hard to build a relationship with them
  • Don't give superficial answers, they are easily rattled by them
  • Avoid pushing them too much to involve other stakeholders unless it is critical

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Marcelo is

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

  • 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 Marcelo move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Marcelo take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Marcelo

Personality Compatibility


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