**Description:** Ensure goal achievement by selling TOTVS products and services through a process that enables identifying suspects, understanding their needs, presenting products and services, generating opportunities, proposing, tailoring, selling, and delivering solutions—always maintaining continuous technical and business relationships. Responsibilities and Duties Manage your customer portfolio and build relationships aimed at improving profitability, securing, and elevating the satisfaction level of the TOTVS customer base regarding the AR’s responsibilities in NPS (Farmer) metrics; Prospect new business within the installed base and/or with new customers to expand TOTVS Market Share (Hunter); Plan and execute tactical plans aligned with DRG’s strategic planning and sales results in the segment/region of operation; Be a subject-matter expert and leader in your business domain, capable of developing highly appropriate messaging and engagement approaches tailored to each client/prospect/segment; Ensure achievement of individual goals and team sales targets within the Commercial area, in accordance with TOTVS strategy; Visit and support the installed base and new customers, consistently ensuring excellence in TOTVS service delivery and continually seeking new business opportunities; Engage with and serve the market and installed base through visits, meetings, phone calls, and emails; Plan, execute, and lead the sales process for a TOTVS product or service to the market; Gather and analyze business information, compile and develop a work plan supported by the TOTVS sales methodology; Record in CRM and communicate to the Commercial Strategy/Operations and Segments teams relevant market/portfolio information; Act as a facilitator in resolving client and prospect requirements; Interface with internal TOTVS departments; Deliver and monitor delivery of TOTVS products and/or services, ensuring agreements are fulfilled and objectives achieved; Perform post-sales activities to ensure continued service delivery and generate new opportunities (Cross-Sell and Up-Sell); Mentor AR professionals to share knowledge and support team development; Serve as a technical and commercial reference in your operational segment; Exercise informal leadership within the team, directly supporting the company’s formal management; Act as a knowledge multiplier and assist in developing high-performing executives, serving as a buddy for new TOTVERs; Adopt a consultative approach in commercial engagements using segmented solutions aligned with the area of operation, enhancing the client/prospect’s perception of value regarding TOTVS products and services. Requirements and Qualifications **Education:** Completed undergraduate degree, preferably in the relevant industry segment. Completed postgraduate degree, specialization, or MBA. **Specific Knowledge:** Microsoft Office Suite (Excel and PowerPoint); Advanced Google Workspace suite; BI tools; CRM (desirable); Prospecting; Consultative Sales; Customer Engagement Methodology; Market and operational segment knowledge. 2512220202491878971