VP at Gorillas  |  Growth, Transformation & Disruptive Value Delivery

Gabriel Gebara

15+ years of experience across entrepreneurship, management consultancy, and technology 

Differentiated track record of disruptive value creation in multiple companies (e.g. 2.5x sales, 50% costs) 
- capability to align senior stakeholders around bold targets and interventions
- proficiency in leading teams/organizations to deliver complex change programs
- strong analytical backbone to simplify intricate ambiguous problems

VP, Operations and Marketing

* BCG + McKinsey experience summarized below (1/2) *

GROWTH STRATEGY AND SALES UPLIFT
B2B sales increase in telco: +250% monthly sales after 8 months (two-year estimate: ~US$150M revenues)
- Turned around an initial period of 9 months with no results before my staffing by delivering a broad marketing-sales-operations overhaul (e.g. new marketing model generated 10 x sales leads)
Revenue uplift for an airline: US$ 60M/year run-rate delivered by month 6 (on track towards US$1B 5-year target)
- Led the program main initiatives (mostly around network redesign and revenue management), developing innovative methodologies and tools (exemplified below); managed resources 2 years before other consultants

COST EFFICIENCY AND OP. MODEL IMPROVEMENT
Cost reduction in telco: 50% lower costs renegotiated (US$ 70M gains) and operating model streamlined
- Reverted initial 0-5% savings ambition on most challenging contracts (quasi-monopoly markets) by designing bold broad negotiation strategies and internal changes that required procurement-IT-business joint effort
Profitability step change in call centre: 2x annual profits (+US$10M) and profound culture change of 15k FTEs
- Gradually assumed project leadership despite Analyst tenure (e.g. contract ‘go ahead’ required my stay)
Customer experience enhancement in telco: complaints (case KPI) halved (20% reduction delivered in 1 month)
- Diagnosed underlying root causes and designed quick wins/initiatives, besides establishing accountability

DIGITAL STRATEGY AND TRANSFORMATION
Digital transformation in banking: thorough revamp of incumbent towards Digital, moving bank from laggard to strong performer – step change even recognized by customers (e.g. app climbed to top 1 position in stores)
- Redesigned strategy and bank’s fundamentals (organization, governance, culture and architecture)
 Restructured/updated portfolio, capacity and budget across multiple planning cycles over 18 months
- Supported Digital lighthouses launch & scale-up

AD (Partner role in new BU)

* Full BCG + McKinsey experience summarized below (2/2) *

VALUE CREATION THROUGH ANALYTICS
Created innovative analytical methodologies to maximize value creation in a multitude of settings, e.g.
- Telco network planning: developed a network planning model that suggests best investments for 5 years (according to demand, competition, costs and FMC) – became part of BCG IP, used in various projects/papers
- Flights network: created a simulation model in 3 months (US$30M/year benefit), replacing a US$10M system
- Oil wells drilling: developed a forecast software + process to prevent/correct delays (US$1B five-year impact)

DUE DILIGENCE AND M&A ASSESSMENT
Evaluated asset and redesigned strategy/BP on ~15 projects across telecom, FI, supply chain, tech and pharma

Project Leader

Acting Project Leader / Consultant / Senior Associate

Business Analyst

Turned around a failing project, resulting in an offer to oversee all company’s projects

Project Manager

Innovated by creating a new software paradigm up to 90% less labor-intensive (low code, highly automated)
Funded the company by negotiating developing systems in logistics, biz simulation and SME management

Founder/CEO

Increased 50-100 people productivity by 20% with a new compilation method for enterprise systems
Created mobile apps with innovative features only to be widely replicated after 5-10y