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Outperform the market and adapt to the change in consumer behaviour Event Logo

Outperform the market and adapt to the change in consumer behaviour

by Fintech club


Back to IESE Connect 2021

Fri, Feb 26, 2021

10:00 AM – 10:45 AM (GMT+1)

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Barcelona, Spain

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What are the strategies that leading FMCG companies are pursuing to maximize revenues during the Covid-19 pandemic?

Jorge Vilariño-Director of Strategic Planning at PepsiCo Vinicius Salum-Head of Commercial Finance & Strategy at AB InBev
Pedro Quina-Head of Strategic Revenue Management at Mars

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Barcelona, Spain


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Albert Valenti

Assistant Professor

IESE (moderator)

Albert Valenti is Assistant Professor in Marketing at IESE Business School. His areas of interest include marketing analytics, omnichannel marketing, and marketing resource allocation. Albert’s work has received prestigious awards for its impact in business practice. He is the recipient of the 2018 ISMS-MSI Gary Lilien Practice Prize Award for an outstanding implementation of marketing science concepts and methods in a firm. Albert was also the winner of the 2017 AMA-EBSCO Answers in Action Grant initiative for a project that represents a deep collaboration between academia and industry.

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Pedro Quina

Head of Revenue Management Iberia


Pedro is Head of Strategic Revenue Management at Mars Iberia, based in Barcelona. Prior to his current role, Pedro worked in several Sales and Marketing positions in Mars Iberia, being a National Account Manager for the Grocery Channel and a Senior Confectionary Marketing Manager. Pedro joined Mars after having worked as a Category Manager of Skin and Body Care and Hair Colorants in L’Oréal. Pedro has a Masters Degree in International Management from HEC Business School.

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Vinicius Salum

Head of Commercial Finance & Strategy

AB InBev

7+ years of experience in Consumer Banking developed across multicultural and challenging economic environments in Latin America, both in Risk Management and Sales Planning. Have managed credit and collections strategies, built and led high-performance teams, and delivered sustainable business performance. MBA with 4+ years of experience leading FP&A and Strategic Planning in FMCG, maximizing Cash Flow and P&L results, deploying route to market changes in strategic markets and developing talents.

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Jorge Vilariño

Director Strategic Planning


Jorge is PepsiCo France Head of Revenue Management & Sales Finance, based in Paris. Prior to his current role, Jorge worked at PepsiCo within multiple Global and Europe Sector roles, including M&A, Strategy & Business Development and Financial Planning. He joined as part of PepsiCo Finance MBA Program in New York while pursuing his MBA at Columbia Business School, with a fellowship from the Fundación Rafael del Pino. Prior to his MBA, Jorge worked in Investment Banking in DC Advisory Partners in Madrid.