Bruno Duarte Azevedo Gonçalves
General Manager / Director
Vila Franca De Xira
Summary
General Management, Channel Sales & Business Development Leader
Overview
21
21
years of professional experience
26
26
years of post-secondary education
Work History
Country Director
Valmet Flow Control
Lisbon, Portugal
10.2023 - Current
- General Manager for Flow Control products in Portugal, responsible for complete P&L management.
- Cultivated a positive work environment that fostered employee engagement, increased retention rates, and boosted overall team morale.
- Implemented innovative solutions to solve complex problems, resulting in increased productivity and streamlined operations.
- Managed budgets effectively to ensure optimal use of resources while maintaining financial stability.
- Expanded into new markets, conducting thorough market analysis and establishing key local partnerships.
- Responsible for the go-to-market strategy for valve sales (both control and on-off types).
- Leading regional sales teams and channels to proactively define, prioritize, and direct growth initiatives, focusing on increasing the opportunity pipeline, improving win rates for both new unit projects and aftermarket sales, and developing and implementing the business plan for the region.
- Restructuring the regional sales organization, developing and implementing the business plan for the region, and coaching teams to achieve sales targets.
- Expanding the sales pipeline with new opportunities across various industries to drive profitable revenue and increase market share.
- Developed high-performing teams by providing mentorship, guidance, and opportunities for professional growth.
Director of Channels for North and South Americas
Baker Hughes -
Brazil
04.2022 - 10.2023
- Channel Leader responsible for the Strategy and Indirect Sales for Valves (Control and PSV valves)
- Established clear KPIs for measuring the success of channel initiatives, enabling data-driven decision-making.
- Expanded company''s market presence by identifying and cultivating new channel partners.
- Conducted quarterly business reviews with top-performing partners, celebrating successes, addressing challenges, and setting goals for continued growth.
- Streamlined onboarding process for new partners, reducing time to revenue generation.
- Negotiated favorable contract terms with key partners, ensuring long-term commitment and mutual success.
Director of Channels Sales for Latin America
Baker Hughes
Brazil
3 2021 - 4 2022
- Channel Leader responsible for turbo-machinery equipment, including compressors, turbines, pumps, valves, and gearboxes
- Optimize the channel organization in LATAM, selecting the best-in-class options for each product line
- Provided ongoing support and resources to partners, ensuring they had the tools necessary to represent the company''s products effectively in their respective markets.
- Analyzed market trends and competitive landscape to identify potential business opportunities within the channel network.
- Expanded company's market presence by identifying and cultivating new channel partners.
- Maximized profitability by optimizing pricing structures across various product lines sold through the channel network.
- Evaluated performance data regularly to identify areas for improvement within the partner network and guide future strategy development.
Senior Channel Manager for Latin America
Baker Hughes
Brazil
02.2019 - 03.2021
- Business Leader for Power Transmission Solutions (gearboxes), responsible for P&L with a budget of USD 8 million
- Develop and implement the business plan for the region
- Identify new business opportunities by employing an early engagement strategy with EPCs and OEMs
- Aligned channel strategy with overall corporate objectives, ensuring consistency in messaging and approach across all channels.
- Oversee the onboarding, training, and management of sales partners in uncovered regions; finalize relationships with low-performing partners and strengthen high-performing ones
- Protect the installed base by offering service and spare parts to end users through channel partners
- Increase the sales pipeline with genuine opportunities that lead to profitable revenue.
- Implemented a robust performance monitoring system to measure partner effectiveness and drive continuous improvement.
Senior Sales Manager for Brazil and South Cone
Baker Hughes
Brazil
06.2017 - 01.2019
- Sales Manager responsible for key accounts, including Petrobras, Vale, Aker, TechnipFMC, and OneSubsea
- Increased overall sales revenue by implementing effective sales strategies and building strong client relationships.
- Improved customer retention rates by delivering exceptional after-sales support and fostering long-term relationships with key accounts.
- Connected with prospects through trade shows, cold calling and local-area networking.
- Mentored junior sales professionals in advanced selling techniques, resulting in accelerated career progression and enhanced contributions to overall team success.
Regional Sales Manager for Brazil
General Electric
Brazil
10.2012 - 05.2017
- Sales Manager responsible for oil and gas projects, including EPCs, OEMs, and end users, achieving the largest order in the region's history at USD 6.5 million and totaling USD 11 million for the same year
- Account Manager focused on strengthening relationships with Petrobras and Braskem, where Masoneilan has a significant installed base
- Identify new business opportunities in the petrochemical, power generation, pulp & paper, OEM, and industrial markets
- Secure inclusion of Masoneilan and Consolidated in the master vendor lists of major oil and gas companies, including obtaining CRCC approval from Petrobras
- Develop the valve business for industrial boilers, steam turbines, and compressors OEMs, and reengage traditional customers
- Restructure the regional channel partners organization, develop and implement the business plan, and coach these companies to achieve sales targets.
Project Application Engineer
Neles
Brazil
10.2011 - 09.2012
- Primary responsibility was managing the Suzano Maranhão Project, including contract management, incorporating additional scope, and offering spare parts
- Led the project proposal team for new opportunities
- Provided back-office support to the sales team, focusing on selecting the best options considering inventory, price, and lead time.
- Delivered high-quality projects on time and within budget through meticulous planning and execution.
- Successfully managed multiple simultaneous projects while maintaining a keen focus on quality control and deadline adherence.
- Fostering strong relationships with key stakeholders by maintaining open lines of communication at all stages of the project lifecycle.
Lead Application Engineer
Emerson Automation
Brazil
11.2010 - 10.2011
- Development of digital products (DVCs) strategy.
- Map and develop opportunities to support the local sales team in enhancing revenue for the FISHER business unit by selecting the best options based on inventory, price, and lead time
- Provide technical and commercial support for industrial instrumentation and valves, including MRO and spare parts
- Conduct technical visits and presentations for key customers
- Experienced in handling public bids
- Serve as the Fisher focal point for MAC (Main Automation Contractor) and MIV (Main Instrumentation Contractor) opportunities
- Promote FISHER products through roadshows and at key customer sites.
Lead Application Engineer
Neles
Brazil
12.2006 - 10.2010
- Map and develop opportunities to support the local sales team in enhancing revenue for the valve business unit by selecting the best options based on inventory, price, and lead time
- Provide technical and commercial support for industrial instrumentation and valves, including MRO and spare parts
- Offer internal technical support to LATAM channel partners, including training and proposal development
- Conduct technical visits and presentations for key customers.
- Delivered comprehensive technical documentation, facilitating easier maintenance and troubleshooting for clients.
- Reviewed legacy systems and provided recommendations for upgrades or replacements based on current technological advancements, future-proofing client infrastructures.
Electrical Technician
Prestserv Industria E Comercio Ltda.
Brazil
06.2003 - 12.2006
- Led the panel assembly team
- Installed PLC and DCS systems from major suppliers including Rockwell, Siemens, Honeywell, Emerson, and Altus
- Conducted instrumentation work in gas reduction skids, including tubing connections
- Worked as a field service technician for pressure, temperature, and flow transmitters, performing loop tests, and handling electrical and automation installations
- Experienced in DeltaV integration.
- Tested wiring and other system parts for electrical flow and function.
- Installed, adjusted and calibrated electrical equipment and instrumentation to maintain proper performance.
- Tested, troubleshot, and calibrated equipment in shop and field.
- Connected electrical systems to external power sources and programmed automated control systems to protect equipment from high voltage.
Education
MBA - Leadership, Innovation And Management
Pontifícia Universidade Católica Do RS (PUCRS)
Brazil 04.2001 - 05.2019
Bachelor of Science - Automation And Control
Universidade Paulista (UNIP)
Brazil 04.2001 - 05.2009
Technical License - Electronics Technology
ETE Rubens De Faria E Souza
04.2001 - 05.2001
Skills
General Management
Control Valves
Safety Valves
Automation
Channels Management
Leadership
Adaptability
Communication
Problem solving
Business Relationship Management
New Business Opportunities
OEMs
Negotiation
Commercial Events
Sales Process
Sales Presentations
Time Management
Consultative Sale
Teamwork Oriented
Emotional Intelligence
Industry Networking
Persuasion
English
Spanish
Othercourses
- People Management – Fundação Getúlio Vargas (FGV) - 2020
- The Art of Persuasion with an Emphasis on Negotiation – Escola Superior de Propaganda e Marketing (ESPM) - 2020
- Balanced Scorecard – International Business School Americas (IBS) - 2020
- Succeeding in Account Management – (General Electric Crotonville) - 2019
- Complex Sales Management – Human Strategic Selling (HSS Institute) - 2019
- RISE Program – Leadership Program (General Electric Crotonville) - 2018
- Strategic Sales Opportunities Management – Human Strategic Selling (HSS Institute) - 2018
- Designing Customer Experiences – (General Electric Crotonville) - 2018
- Channel Partner Outcome Selling – (General Electric) - 2018
- Design Thinking - Commercial University – (General Electric) - 2017
- Flow, Pressure, Temperature, Analytical and Control Valve Training (Emerson Automation) - 2010
- SPI Solution Selling - 2010
Languages
Portuguese
Native language
English
Proficient
C2
Spanish
Proficient
C2
Software
Sales Force
Microsoft Office
Power BI
Valve Sizing
Timeline
Country Director
Valmet Flow Control
10.2023 - Current
Director of Channels for North and South Americas
Baker Hughes -
04.2022 - 10.2023
Senior Channel Manager for Latin America
Baker Hughes
02.2019 - 03.2021
Senior Sales Manager for Brazil and South Cone
Baker Hughes
06.2017 - 01.2019
Regional Sales Manager for Brazil
General Electric
10.2012 - 05.2017
Project Application Engineer
Neles
10.2011 - 09.2012
Lead Application Engineer
Emerson Automation
11.2010 - 10.2011
Lead Application Engineer
Neles
12.2006 - 10.2010
Electrical Technician
Prestserv Industria E Comercio Ltda.
06.2003 - 12.2006
MBA - Leadership, Innovation And Management
Pontifícia Universidade Católica Do RS (PUCRS)
04.2001 - 05.2019
Bachelor of Science - Automation And Control
Universidade Paulista (UNIP)
04.2001 - 05.2009
Technical License - Electronics Technology
ETE Rubens De Faria E Souza
04.2001 - 05.2001
Director of Channels Sales for Latin America
Baker Hughes
3 2021 - 4 2022