Commercial and sales leadership
Sales planning, target-setting, team performance and customer portfolio analysis.
Home / Experience and Results
EXPERIENCE · METHOD · PRACTICAL APPLICATION
Experience built through practice. Insight applied to business.
My professional career spans approximately 25 years in marketing, sales, commercial leadership, business unit management and cross-functional teams in multinational pharmaceutical organisations. Here I explain the skills developed, how I approach business challenges and how analytical frameworks can support decisions.
Professional background and transferable skills
Professional experience provides a basis for analysing business challenges, but does not guarantee a specific outcome for any SME.
Product and brand management
Market understanding, value proposition, positioning and cross-functional alignment.
Business unit management
Business priorities, resource allocation and analysis of commercial and financial indicators.
Examples of analytical methods
Why trust Luís Valente 360°?
Luís Valente’s background includes roles in marketing, sales leadership, commercial management, product management and business unit management. This section explains how those responsibilities inform the services on offer.
Assess sales performance
Compare targets and actuals by period, channel or customer portfolio, distinguishing sales volume, discounts and margins.
Prioritise marketing decisions
Clarify customer segments, positioning, value proposition and measures of success before selecting initiatives.
Monitor management decisions
Define relevant KPIs, owners, review frequency and corrective actions.
Transparency: these examples describe analytical approaches and are not claims about quantified historical results. Any consulting engagement is subject to an agreed diagnosis, scope and commercial terms.
A method focused on decisions, not just reports
01 · Understand the challengeClarify business context, goals, constraints and available evidence.
02 · Analyse the evidenceExamine commercial, operational and financial data while checking limitations.
03 · Prioritise opportunitiesConsider expected impact, feasibility, time and dependencies.
04 · Recommend actionsDefine responsibilities, measures and a practical action plan.
05 · Review the outcomesMonitor implementation, compare evidence and adjust decisions.
The scope, analyses and deliverables of any engagement depend on the information available and the proposal agreed with the client.
Practical examples: three business simulations
The cases below are hypothetical exercises. Their figures, business circumstances and deliverables are illustrative; they are not client testimonials or evidence of achieved results.
Sales strategy: growing without sacrificing margins
A small business grows revenue, but discounts erode profitability.
Explore the case →Profitability: higher revenue does not always mean higher profit
A business reports revenue growth, while profits remain constrained.
Explore the case →Management KPIs: turning data into decisions
A team produces many reports but lacks a clear view of performance.
Explore the case →Explore your own business priorities
Use the Business Assessment 360° to review key management practices, or contact me to discuss a specific challenge.
Business Cases and Results
Explore four management challenges with transparent educational scenarios, KPIs and decision methods — with fictional examples clearly separated from real outcomes.
Explore cases by challenge →