Margherita G.
Head of Pricing – Small and Medium Enterprises Business Unit
Experience
Jan 2024 - Dec 2025
2 yearsSão Paulo, Brazil
Head of Pricing – Small and Medium Enterprises Business Unit
Itaú Unibanco
- Directed pricing strategy and go-to-market execution across credit and non-credit financial products, leading a 70-member multidisciplinary team and delivering $5B in revenue with consistent growth, driving profitability to a record 50% RAROC in FY24
- Secured executive sponsorship and funding for a next-generation pricing and loyalty platform, enabling personalized pricing, stronger governance, and enhanced commercial performance, unlocking a $400M incremental revenue opportunity
Jan 2021 - Dec 2024
4 yearsSão Paulo, Brazil
Senior Manager of Offering, Pricing and Engagement – Small and Medium Enterprises Business Unit
Itaú Unibanco
- Transformed the SME commercial model from product-centric to customer-centric, segmenting offers across five product P&Ls and three channels, improving conversion rates and boosting customer engagement by 8% YoY
- Restructured a 26-person operational pricing desk into a centralized Pricing Intelligence & Strategy hub, driving analytics-based pricing decisions across lending, deposits, and payments, generating $100M+ in annual incremental revenue
- Led the implementation of an agile methodology, designing OKRs, teams, and ceremonies, while fostering an agile mindset to scale digital transformation, resulting in stronger collaboration across teams and greater efficiency in achieving strategic objectives
Jan 2020 - Dec 2020
1 yearMadrid, Spain
Operations Manager, Strategy & International Growth (MBA Summer Internship)
ThePowerMBA
- Managed the end-to-end operations for a 10-week live webinar series connecting global business leaders with 2,000+ students, achieving an average NPS of 75 and contributing to international expansion and brand awareness
- Collaborated with marketing and content teams to design data-driven initiatives for lead generation and student engagement, supporting business development in new markets
Jan 2017 - Dec 2019
3 yearsSão Paulo, Brazil
Strategy Senior Analyst, Portfolio Strategy and Digital Intelligence
Itaú BBA
- Partnered with top-tier consulting firm to structure and execute strategic initiatives across five departments and four client segments, developing a value-based pricing methodology, generating $30M in additional revenue
- Designed data-driven customer acquisition models using Big Data tools (Hadoop), increasing lead conversion through targeted segmentation of 17M companies
- Conducted deep-dive portfolio analysis on 14 years of loan performance data to evaluate a $250M in default exposure and designed a sector-specific credit risk strategy, mitigating risk, optimizing capital, and enhancing confidence for future operations
Jan 2016 - Dec 2017
2 yearsSão Paulo, Brazil
Strategy Analyst, Commercial Franchising
Itaú BBA
- Led a repricing strategic negotiation plan for low-margin clients, reversing a $5M annual loss and restoring profitability in the payments & collections portfolio
- Communicated with the retail banking division to find a way to increase corporate client prices in batches and implemented a commercial plan to adjust pricing for payments and collections services by inflation, increasing annual revenue by $40M
Jan 2014 - Dec 2015
2 yearsSão Paulo, Brazil
Trainee and Intern, Market Intelligence, Planning & Corporate Banking
Itaú BBA
- Selected for a one-year trainee rotational program designed to develop talents, gaining exposure to financial planning, credit and risk assessment, and client relationship
- Developed industry and customer behavior analyses to identify business opportunities and enhance sales force performance through data-driven insights
Summary
Executive with 10+ years of experience in strategy, pricing, and business transformation within financial services. Experience includes leading the transformation of the Small and Medium Enterprises segment into one of the fastest growing and most profitable divisions at Itaú Unibanco, partnering with top-tier consulting firms (e.g., BCG, Bain) on strategic projects, and creating from the ground up a pricing department with significant influence across the organization directly impacting profitability and go-to-market effectiveness. Skilled in executing complex initiatives within matrixed organizations, managing C-suite stakeholder relationships, and leading large cross-functional teams of up to 70 people. Passionate about transforming ambiguity into actionable strategies through structured and creative thinking.
Languages
Portuguese
NativeEnglish
AdvancedSpanish
AdvancedItalian
IntermediateEducation
Oct 2019 - Jun 2021
IESE Business School
Master of Business Administration · Barcelona, Spain
Oct 2009 - Jun 2014
Universidade Estadual de Campinas
Master of Production Engineering · Brazil
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