G

Gabriel Gebara

VP at Gorillas | Growth, Transformation & Disruptive Value Delivery

Berlin, DE

About

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

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Work experience

  1. February 2022 – present

    Gorillas

    VP, Operations and Marketing
  2. January 2019 – January 2022

    Boston Consulting Group (BCG)

    AD (Partner role in new BU)
    * 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
  3. January 2017 – January 2019

    The Boston Consulting Group (BCG)

    Project Leader
    * 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
  4. January 2013 – January 2017

    The Boston Consulting Group

    Acting Project Leader / Consultant / Senior Associate
    (summarized above)
  5. January 2010 – January 2012

    McKinsey & Company

    Business Analyst
    (summarized above)
  6. January 2010 – January 2010

    Visagio

    Project Manager
    Turned around a failing project, resulting in an offer to oversee all company’s projects
  7. January 2008 – January 2009

    Invento

    Founder/CEO
    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
  8. January 2005 – January 2007

    At 2 companies: Logical Systems and COPPE/UFRJ

    Software engineer (full time and intern)
    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

Education

  1. 2015 – 2016

    INSEAD

    Master of Business Administration (MBA)
  2. 2004 – 2010

    Universidade Federal do Rio de Janeiro

    Engineer's degree, Computer Engineering