Paulo Castilho

Examiner
DISC Type : cs

Gerente Sênior de Inteligência e Performance at Cogna Educação

Campinas, São Paulo, Brazil

Overview

Paulo is a senior credit and collections manager with 20 years of experience, specializing in strategic management and operational efficiency. Colleagues describe him as having quick logical reasoning and being a complete manager with strategic and operational skills. He holds a Bachelor of Law from UNIARA and leverages a highly analytical approach to drive results.


He has been described by a colleague as being "more than a professional of MIS, a specialist in BI, " highlighting his advanced data interpretation skills.

Personality Overview

Status Quo Seeker

Late Adopter

Process Oriented

They are thorough and always follow a systematic approach.  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

Credit & Collection
Has over 20 years of experience dedicated to strategic management in credit and collections, creating and implementing policies to optimize debt recovery.
Data-driven Strategy
Focuses on data analysis, BI, and developing scoring models to monitor performance and maximize operational efficiency in financial operations.
Operational Performance
His roles consistently involve optimizing collection channels, managing suppliers, and increasing the productivity and quality of collection activities to improve results.

Media Appearances

Paulo has no verified media appearances

Work History

7-2023
Gerente Sênior de Inteligência e Performance at Cogna Educação
11-2020 - 10-2023
Gerente de cobrança sênior at Kroton
3-2018 - 10-2020
Gerente de cobrança at Kroton
12-2014 - 2-2018
Coordenador de Cobrança/Controldesk at Kroton
6-2013 - 12-2014
Analista de Cobrança sênior at Anhanguera Educacional S.A.

Education

1999 - 2003
Bacharel em Direito from UNIARA

More Information

Social Presence :

Prographics :

Exp : 17 Location : Campinas, São Paulo, Brazil Job Level : N/A Designation : Gerente Sênior de Inteligência e Performance at Cogna Educação
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Insights For Selling To Paulo

During A Call Or A Meeting

DO's

  • Expect them to be slow and cautious, encourage them to ask more questions
  • 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

  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Don't push them too hard to make fast decisions, give them time

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Paulo is

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

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will Paulo move?

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

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

You And Paulo

Personality Compatibility


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