Walter Schalka

Critic
DISC Type : C

Membro do conselho at Suzano

São Paulo, São Paulo, Brazil

Overview

As President of Suzano, Walter Schalka is a prominent leader in the global pulp and paper industry, recognized for driving significant growth and spearheading the merger with Fibria. Educated at ITA and Harvard, he champions a strategy rooted in sustainability and innovation, positioning Suzano as a key player in the bioeconomy.

Walter is a vocal advocate for corporate responsibility in tackling global challenges like the climate crisis and social inequality. He was honored as the 2023 "Person of the Year" by the Brazilian-American Chamber of Commerce for his influential leadership and commitment to ESG principles, particularly in environmental and social development.

He frequently refers to Suzano as a "nearly 100-year-old startup" to emphasize its culture of continuous innovation and adaptation.

Personality Overview

Information Seeker

ROI Driven

Critic

Unless the value is proven by data, they are unlikely to value fancy features.  They choose to analyze logically and value facts to emotions. It is very likely that they will negotiate pricing or other important terms.

Topics They Care About

Sustainable Innovation
He coined the term "innovability" and opened an R&D hub in Shanghai to develop renewable, bio-based solutions that can replace plastics and other petroleum products.
Climate Action
He joined global CEOs in urging the G20 to take collective action on climate change and is a strong advocate for a regulated global carbon market.
ESG Leadership
Named "Person of the Year" for his commitment to ESG, he challenges financiers to look beyond immediate returns and invest in companies building a sustainable future.

Media Appearances

Suzano CEO, Walter Schalka Named Six-Time Winner of Latin American CEO of the Year. Featured in PR Newswire

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Walter Schalka steps down from Suzano Presidency. Featured in Tissue World Magazine

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Walter Schalka, CEO of Suzano Named RISI Latin American CEO of the Year. Featured in What They Think

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Work History

7-2024
Membro do conselho at Suzano
7-2024 - 7-2024
Membro do conselho at Suzano S/A - Vibra Energia S/A
1-2013 - 7-2024
Presidente at Suzano
5-2005 - 11-2012
CEO at Votorantim Cimentos
10-1991 - 4-2005
Presidente at Grupo Dixie Toga

Education

Advanced Management Program from Harvard University
1991 - 1991
Program for Executive Development from IMD

More Information

Social Presence :

Prographics :

Exp : 34 Location : São Paulo, São Paulo, Brazil Job Level : N/A Designation : Membro do conselho at Suzano
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Insights For Selling To Walter

During A Call Or A Meeting

DO's

  • 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
  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.

DONT's

  • Do not use very emotional or colorful language
  • Don’t try to give too many examples of other users, they like to make their own decisions
  • Don't give superficial answers, they are easily rattled by them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Walter is

  • Proven ROI, pricing and objective proof points are the factors that sway their decision.
  • Will you ever get a clear answer from Walter

  • They are comfortable saying no if they are convinced that it is the correct decision.

Insights For Deal Planning

    How fast (or slow) will Walter move?

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

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

You And Walter

Personality Compatibility


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