RICARDO DONADA
@ricardo-donada
I’m a sales and commercial leader driving B2B growth with data-driven strategy and market expansion.
BrazilWhat I'm looking for
I bring more than 15 years of Sales Management, Business Development, and Commercial Strategy in the B2B market, leading high-complexity solutions across Industrial Automation, Energy, Oil & Gas, and Technology.
At Honeywell, I built strong channel and market expansion capabilities across Latin America and North America, expanding opportunities through distributor development, installed-base migrations, and customer relationship management.
I delivered measurable commercial results, driving annual revenue growth between 11% and 18% during my 8 years as Account Executive. I also managed a multimillion-dollar pipeline above US$ 15M and improved operating margin by 4 to 9 percentage points per year through complex negotiations and disciplined execution.
I’m fully accountable for the full sales cycle—from strategic prospecting and qualification to pipeline management, high-accuracy forecasting, contract negotiation, and strategic account management—backed by KPIs, P&L, margin, CAC, ROI, and sustainable growth. I also lead multidisciplinary and multicultural teams to integrate technical and strategic perspectives and accelerate commercial outcomes.
Experience
Work history, roles, and key accomplishments
Managed Honeywell Marine (tank gauge) and Honeywell Elster (gas flow/quality) accounts across Brazil and Latin America, supporting 6 and 9 distributors respectively, and led opportunity pipeline execution via 4 offering managers and service engineers. Built distributor business plans and strategies that delivered sustainable 11% YoY annual growth, while driving competitive installed-base migration
Managed Honeywell Marine (tank gauge) accounts across Brazil, Latin America, and the United States, supporting 2, 3, and 2 distributors respectively, and led service teams across countries. Created a Panama Canal vessel docking service plan (including local spare parts) and expanded the South America marine channel network, driving +7% YoY AOP growth after Brazilian shipbuilding activity shifted t
Led Honeywell Marine (tank gauge) account coverage across Brazil and South America, supporting two distributors and overseeing indirect service providers, while managing commissioning activities for Petrobras replicant FPSOs. Directed a multicultural, multidisciplinary team to configure, test, install, commission, and certify loading software on 8 Petrobras replicant FPSOs (P-66 to P-73), completi
Designed cargo and ballast system architectures for 8 Petrobras replicant FPSOs (P-66 to P-73) and engineered architectures for 80 LOGUM barges for ethanol transport via inland rivers, with both projects winning public bids against local and foreign competitors. Served as a service and system engineer for commissioning, preventive/corrective maintenance onboard offshore and seagoing vessels, and m
Education
Degrees, certifications, and relevant coursework
Fundação Getúlio Vargas (FGV)
Master’s, Economics and Finance
Completed a Master’s in Economics and Finance at FGV (Fundação Getúlio Vargas) in 2021.
Fundação Getúlio Vargas (FGV)
MBA, Business Management
Completed an MBA in Business Management at FGV (Fundação Getúlio Vargas) in 2017.
Universidade Federal de Santa Catarina (UFSC)
Bachelor’s, Control and Automation Engineering
Earned a Bachelor’s in Control and Automation Engineering from UFSC in 2008.
Availability
Location
BrazilAuthorized to work in
Social media
Job categories
Skills
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