Marcelo De Paula

Examiner
DISC Type : cs

Site Leader & Controller, Director at ITW

São Paulo, São Paulo, Brazil

Overview

Marcelo has no verified overview

Personality Overview

Overcautious

Late Adopter

Process Oriented

The only way to convince them is by showing them examples and ample proof.  They do not like taking risks at all and go for proven options in the end. Being observant comes to them naturally.

Topics They Care About

Marcelo has no verified topics they care about

Media Appearances

Marcelo has no verified media appearances

Work History

10-2020 - 10-2022
Site Leader & Controller, Director at ITW
1-2011 - 10-2020
Finance Controller, Director at ITW
4-2003 - 12-2010
Financial Controller at ITW
4-2001 - 11-2002
Controller at TI Automotive
1-2001 - 4-2001
FP&A and Treasury Manager at TI Automotive

Education

1-2000 - 12-2001
Master of Business Administration - MBA from FAAP - Fundação Armando Alvares Penteado
1-1991 - 12-1996
Bachelor's degree from UNIVAP

More Information

Social Presence :

Prographics :

Exp : 28 Location : São Paulo, São Paulo, Brazil Job Level : N/A Designation : Site Leader & Controller, Director at ITW
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Insights For Selling To Marcelo

During A Call Or A Meeting

DO's

  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • Be firm in your communication and stay in control
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them

DONT's

  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Don't be very accepting if that is your natural style, stay firm
  • Avoid getting into storytelling mode, especially when they ask specific questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Marcelo is

  • Adoption by others is very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Marcelo

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Marcelo move?

  • They don't like to hasten, so their speed of decision-making may be slow.
  • Can Marcelo take some risk or not?

  • They have little willingness to take risks, and prefer making calculated decisions.

You And Marcelo

Personality Compatibility


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