Armin Kakas

Revify Analytics

Revify helps mid-market businesses ($10MM - $2B) move from data overload to profitable action. Our RGM-as-a-Service combines accessible, advanced analytics with expert Pricing & Revenue Growth Management advisory, providing a clear roadmap to unlock hidden margin leaks and drive revenue growth without enterprise-level complexity or cost.

Co-Founder

Revology Analytics

Revology Analytics is at the intersection of Advanced Analytics and Revenue Growth Management and specializes in impact and execution. If profitable growth, EBITDA expansion, and higher valuations are your goals, our strategies can help you achieve them.

We help mid-market companies ($10 million to $1 billion in revenues) overcome hurdles and elevate their business with pragmatic solutions focused on three critical areas:

1. Pricing & Revenue Management

2. Sales & Marketing Enablement

3. Commercial Analytics Transformation

Founder | Managing Partner

Pricing Lever

Consulting Partner for boutique Pricing Strategy advisory firm focused on Industrial Manufacturing and Distribution.

Consulting Partner

EBITDA Catalyst

Consulting partner for a specialized Revenue Management consultancy for middle-market and private equity portfolio companies. My advisory work focuses on three primary areas:

1. Margin Analytics & Optimization: Building 90/10 custom solutions for mid-market firms, primarily Manufacturers and Distributors, who want to augment their decision-making capabilities.

2. Promotion Effectiveness & Optimization: From distributors to retailers, provides crucial expertise to maximize ROI in this critical lever of profitability.

3. Sales & Customer Growth Analytics: Building on all-around analytics chops & deep understanding on the human sales execution factor, enables growth with both insights and Sales teams training & playbook development.

Reliancy

Senior Advisor for leading Sales & Marketing Enablement AI/ML advisory firm.

Senior Advisor - Revenue Growth Analytics

American Tire Distributors

I co-founded, built and scaled ATD’s first ever corporate analytics startup, driving incremental profits, valuation and industry profile for parent company ATD. Reporting to subsidiary CEO, I steered the data monetization strategy and execution of customer-facing ML-enabled SaaS solutions, growing the business from 0 to over 2,500 retail locations and manufacturers as customers. Additionally, drove ATD’s analytics transformation by prioritizing and building internal enterprise analytics solutions that augmented organizational decision-making capabilities, shifting the business to a data-driven culture.

A few key accomplishments in this role include:
• Forged key strategic partnerships with 10 of the 15 largest Point-of-Sale (POS) providers in the automotive aftermarket industry. Opened new revenue streams and paved the way for monetization of syndicated, anonymized POS transactional data.
• Led 15-member commercialization team (data translators, business development and sales ops managers) and influenced 50-member technical team to build innovative SaaS solutions that solved key customer pain points in competitive market and pricing insights, inventory management and optimization and profit / sales mix optimization.
• Realized substantial revenue and EBITDA growth for parent company in 3 years after conceptualizing and launching advanced analytics products across supply chain, revenue management and sales. 
• Represented analytics startup at industry conferences and served as trusted advisor and AI-translator to both ATD senior executive team and key clients within tire industry.

Vice President, Advanced Analytics Commercialization: Chief Customer Officer of Analytics Incubator

I was brought on to transition the revenue management function into a data science-driven department. I shifted the department to a Lean framework and expanded pricing capabilities by creating the company’s first in-house machine learning-enabled pricing solution that improved cash flow and liquidity using R, Python and Google Cloud SQL. 

Key accomplishments in this role include:
• Through architecting and deploying clearance price optimization platform, unlocked $300M in liquidity and $15M in gross profits from unproductive inventory despite difficult market.
• Developed and deployed descriptive and diagnostic price and margin analytics dashboards companywide using Tableau.

Director, Advanced Analytics: Head of Pricing and Margin Analytics of $5B Enterprise

Wells Enterprises

Recruited to transform administratively focused pricing team into strategic revenue growth management (RGM) group with analytics and strategy foundation for top 5 manufacturer of frozen desserts. Built RGM function from ground up, delivering volume and profit growth and providing actionable performance insights that optimized decision making. Shapeshifted business strategy and culture by establishing four key capabilities: 1) pay-for-performance mindset for promotions; 2) value-based pricing for private label business; 3) advanced analytics driven pricing architecture; 4) dynamic scenario analyses and optimization.

• Achieved 5% and 3% EBITDA growth in FY16 and FY17 despite relatively flat industry. Employed strategic price increases, restructured rebate programs across all channels, implemented rigorous pricing council reviews, and optimized price pack architecture.
• Brought order to chaotic pricing structure process by selecting team of 8 to create and implement standardized pricing strategy and processes and right size price and product positioning based on perceived price-value maps.
• Drove 13% in total Gross Profit $ in FY16 (+11% in unit volume and +2% in GP$ per unit) for anchor brand via tiered pricing strategy and optimized promotion plans that maximized in-store display and advertising support.
• Orchestrated launch of Tableau server and promotional data warehouse migration in MS Azure. Enabled self-serve descriptive and diagnostic price and margin analytics companywide. 
• Harmonized shipment and sellout data to produce macro- and micro-level promotion effectiveness platform that raised ROI from 80% to 92% in 1.5 years.

Director, Revenue Growth Management: Head of RGM and Advanced Analytics of $2B Consumer Goods Co. 

Best Buy

Accelerated dynamic pricing capabilities as lead of data science team in pricing and merchandising strategy analytics. Masterminded strategy and blueprint for pricing strategy across 1K+ stores. Engineered algorithmic framework to implement dynamic pricing for physical and online stores. Led global team to develop innovative solutions that drove business growth.
•	Designed pricing science roadmap, authored descriptive/predictive analytics capabilities, and directly contributed to the evolution and adoption of human capital/resources.
•	Cut 70% of budget by insourcing strategic planning and implementation function enterprise wide. 
•	Produced 30+bps jump in gross margin after introducing adaptive pricing techniques / capabilities.
•	Won Leadership Award for personal impact based on transformational strategies within pricing function.

Head of Price Analytics & Modeling: Building and Implementing Dynamic Pricing for $50B Retailer

MillerCoors

Collaboratively led a talented, tenured team of analytics professionals responsible for all aspects of revenue management for 500+ distributors and approximately 4k Walmart/Sam’s Club stores.

♦ Drafted an organizational roadmap for retail chain revenue management capabilities. Realized category and margin growth with the use of advanced price analytics.
♦ Successfully delivered unique and specific insights through a combination of integrated data and machine learning methods. Improved the quality and sustainability of newly presented insights.

Manager, Pricing Analytics and Strategy: Head of RGM for $700M Walmart / Sam’s Club Business Unit

GE Capital

♦ June 2011 - June 2012: Sales Force Effectiveness (SFE) Leader
♦ June 2008 - June 2011: Experienced Commercial Leadership Program (ECLP) Participant/Graduate
- 3rd ECLP rotation: Marketing Analytics (GE Capital Retail Consumer Finance - now Synchrony Financial)
- 2nd ECLP rotation: Marketing Analytics & Strategy (Vendor Finance - now part of Wells Fargo)
- 1st ECLP rotation: Price Analytics & Strategy (Equipment Finance - now part of Wells Fargo)
- ECLP Internship: Corporate Finance

Commercial and Consumer Finance Analytics and Strategy (various)

Revenue Growth Analytics advisor to executives in charge of growing Net Revenue, Gross Profit, and Sales Productivity | Posts and articles about Revenue Management + Machine Learning insights, methods, and processes.

As the founder of Revology Analytics, I have the privilege of offering mid-market businesses unparalleled expertise in advanced Revenue Growth Analytics & Management, focusing on three core advisory areas: Pricing & Revenue Management, Sales & Marketing Enablement and Commercial Analytics Transformation efforts. 

Beyond my advisory work, I am the creator of the Revology Analytics Insider, a bi-weekly newsletter offering readers unique insights into the world of Revenue Growth Analytics. You can catch the latest issues on LinkedIn and our website, revologyanalytics.com/articles-insights.

To learn more, please visit revologyanalytics.com

Revology Analytics is a Revenue Growth Analytics consultancy for middle-market companies in the Manufacturing, Retail, and Distribution industries.

We are an impact- and execution-oriented advisory firm founded on Outcome-Based Analytics™, with focused specializations in AI/ML-enabled Margin Analytics & Optimization, Sales & Customer Growth Analytics and Promotion Effectiveness & Optimization.

Grupo Tigre

Especialista de Revenue Management | Pricing

ASA Indústria

Liderança do time de Pricing; Elaboração e desenvolvimento das tabelas de Pricing junto com as áreas Comercial, Produto, Marketing e Fiscal garantindo a sustentabilidade do negócio frente ao crescimento dos custos e tendências do mercado/ concorrentes; Modelagem dos cenários para as negociações estratégicas com mapeamento de cost drivers e cost breakdowns; Viabilidade financeira de novos Produtos; Estruturação, padronização e parametrização de reuniões com a liderança da Diretoria de Negócios no acompanhamento dos principais KPIs e definição do plano de ação; Análise das variações dos indicadores comerciais com direcionamento estratégico para atingir o resultado esperado pela companhia; Mapeamento de oportunidades e simulações de projeções para otimização de resultados; Realização de apresentações executivas para a diretoria, presidência e Conselho Administração. Análise de cenários comerciais e tomada de decisões estratégica baseadas em ferramentas de pesquisa de preço. Acompanhamento dos preços da concorrência. Orçamento Matricial.

Gerente de Pricing

Formalizar/ Revisar políticas da área. Suporte as áreas comercial/trade marketing/categorias BR. Análise de viabilidade de promoções e campanhas comerciais com impacto em preço. Confecção e acompanhamento de preço sugerido e mkp dos Distribuidores. Análises/ Recomendações GMR (Go To Market). Analisar os reposicionamentos ajustes de preços, tanto por movimentação da concorrência quanto por variações no custo da matéria prima. Monitorar as alavancas de Pricing que compõem a Lista de preços (preço base + relatividade de canais + relatividade geográfica). Cálculos dos Repasses e alinhamento com comercial/ produtos.

Analista de Pricing | Revenue Management Sênior

Nagem

Coordenar o setor de Pricing da companhia, nos diversos canais de distribuição. Análise e Implementação da política de preços e margens da empresa. Formação de Preços. Consolidação de base de preços e composição de custo de produtos. Cálculo de Elasticidade. Monitoramento de preços e concorrência. Acompanhamento de ações comerciais, verbas e Rebates. Relatórios Gerenciais e BI de Pricing. Projeto de implementação de SAP como Key User SAP Pricing. Mapeamento e Otimização dos processos de Precificação. Cálculos de custos, ROI e Composição de Custos Gerenciais e Preços. Segmentação de Preços.

Coordenador de Pricing

Usina Petribu S/A

Responsável pela implementação do setor de Planejamento de Vendas e Operações, bem como do setor de Desenvolvimento de Produtos, estruturando rotinas que transformem a demanda comercial em um plano de produção programada com base na eficiência e redução de custo. Ênfase no atendimento aos clientes e na operação de distribuição. Rotinas de controle de estoque e inventário. Elaboração de relatórios gerenciais. Geração de previsão de demanda com base em histórico de vendas. Análise de indicadores financeiros e comerciais. Responsável pelo orçamento geral de embalagens (R$ 8M). Gestão de Insumos (MRP) e Programação de Produção (MPS). Auditoria em Inventários. Concepção e análise de indicadores de perda e produtividade. Responsável pela Coordenação de Projeto de Desenvolvimento, focado na concepção de novas embalagens e materiais. Prospecção e desenvolvimento de fornecedores e parceiros. Implementação do fluxo de desenvolvimento de produtos. Desenvolvimento de embalagens “Marca Própria” (Produtos de terceiros), sendo contato direto com os clientes

Coordenador de Planejamento e Controle da Produção (S&OP) e Desenvolvimento de Produtos

Responsável por análise de resultados de vendas, margem de lucros e impacto d precificação, implementando ferramentas de inteligência e segmentação de mercado. Back office de vendas, com contato direto com clientes e gestão de CRM. Análise e manutenção de contratos e pagamentos do setor. Uso de ferramentas de visibilidade de Inteligência de Mercado Varejista. Suporte às operações de exportação de Açúcar, operacionalizando documentos, cotações e fixações no mercado. Suporte às vendas de Energia e Álcool. Atendimentos de SAC e reclamações. Suporte à operação de distribuição dos produtos no varejo e indústrias. Avaliação de indicadores de performance e financeiros do setor comercial. Responsável pela implementação da primeira unidade de vendas direta da empresa, desde abertura até gestão operacional. Parte da equipe de desenho de novos projetos e negócios, bem como desenho da logística de distribuição das novas linhas de produtos. Análise e controle de indicadores de devolução. Responsável pela operação de sachê, desde a compra de insumos, terceirização, vendas e distribuição do produto, estando à frente da unidade CEASA, desde a concepção do negócio até a gestão da operação da loja.

Analista Comercial Sr. | BI

Faculdade Maurício de Nassau

Professor na área de Gestão de Custos e Engenharia Econômica para graduação em Engenharia de Produção.

Professor Especialista (Engenharia Econômica | Custos | Projetos Industriais)

Schlumberger

Responsible for delivery high quality Well Monitoring and MWD measurements services to the client at the well site or through Remote Operations in real time. Primary responsible is to acquire, log, analyze and report well behavior and MWD Measurements. Service quality, data integrity and reliability, job preparation and planning, and job safety are therefore key priorities. Part of the team that did the first Deepwater ACE job in Deepwater in the world.

Duties/Responsibilities
 - Fully responsible for Acquisition Unit & Equipment at well site, pre-job planning, mobilization and rig up/down
 - Responsible for monitoring, recording and processing all well data parameters, ensure a close primary well control and, when appropriate, secondary kick control monitoring.
 - Effectively manage inventory and supplies required at well site.
 - Responsible for well data integrity & reability ensuring all client deliverables (logs, digital data, daily reports, End of Well Report) are delivered to the Customer on time, quality controlled and meet Schlumberger/Geoservices and Client standard all the time. Responsible for delivering superior service quality to the client.
 - Follows up failures with the maintenance team and ensure failure reports are closed with the client. 

Key Competencies
Knowledge of Drilling Equipments and Techniques; Understanding and calculation of Lag Time, Wellbore pressure; Knowledge and understanding of Petroleum Geology; Formation evaluation log drafts; Understand of Hydraulic of Drilling Fluids; Understanding of Hydrocarbon Detection; Jet Hydraulics & Optimization; Overpressure (Causes and detection); Gas detection & Analysis; Understanding of Drilling Parameters, their Acquisition and Treatment. Knowledge of Mud Logging Sensors; H2S Awareness/Detection; Health and Safety Policies in the work place; Quality Control of Data; Electric Log Interpretation; Knowledge Drill String Composition, Directional Drilling, Casing and Cementation Design; Well Test.

ACE - Acquisition and Control Engineer

Charged with the management of, and is accountable for, monitoring the well, maintaining all Geoservices sensors, gas equipment and data acquisition equipment. Maintains the well data integrity and reability, designs and processes detailed daily and End of Well Reports based and data gathered. The primary objective is to acquire, log, analyze and report well behavior ate well site to aid safe and efficient well operations. Monitors all drilling parameters, well bore parameters in order to analyze the drilling process. 

Duties/Responsibilities
- Is directly responsible for, the effective management of the Mud Logging Unit, including personnel, equipment, supplies and maintenance, and Rig Up/Down
- Communicating to the client representatives any information regarding primary well control and well integrity during well operations as deduced from the data and, when appropriate, secondary well control monitoring.
- Accountable for maintaining and analyzing the volume balance sheet during well site operations
- Interacts with other service companies’ personnel and client representative at the well site, ensuring the prevention of events that may give rise to the wellbore insecurity.

Key Competencies 
Knowledge of Drilling Equipments and Techniques; Understanding and calculation of Lag Time, Wellbore pressure; Knowledge and understanding of Petroleum Geology; Formation evaluation log drafts; Understand of Hydraulic of Drilling Fluids; Understanding of Hydrocarbon Detection; Jet Hydraulics and Optimization; Overpressure (Causes and detection); Gas detection and Analysis; Understanding of Drilling Parameters, their Acquisition and Treatment. Knowledge of Mud Logging Sensors; H2S Awareness/Detection; Health and Safety Policies in the work place; Quality Control of Data; Electric Log Interpretation; Knowledge Drill String Composition, Directional Drilling, Casing and Cementation Design; Well Test.

Field Data Analyst - Mud Logging

Field Data Analyst - Mud Logging Trainee

AmBev

Activities: Coordinate and supervise the routine activities of production lines.
Experience in managing and supervising the execution of the service in time. Monitoring the Plan of equipment maintenance. Management of the indicators of cost, productivity and quality. Use of the main optimization tools (PDCA, Paretto, etc.). Knowledge of control potential losses and real inputs and efficiency by identifying, analyzing and determining causes of losses, establishing plan of preventive, corrective and emergency actions. Domain SAP System. Part of the Team that has the record's production line.

Packaging Supervisor

Activity: Distribution Activities
Coordinate the distribution activities. Analyze indicators of logistics performance. Deal with customers the receiving of goods and evaluate the quality of service provided. Analyze and define distribution routes.

Route Analyst

Activity: Direct Distribution
Analyze indicators of logistics performance. Monitoring of the delivery of goods and evaluation of the service quality. Analyze the distribution routes.

Distribution Technician

Activity: Monitoring of performance indicators of distribution
Development of reports in order to assist the market intelligence in the development of new distribution routines.

Student Trainee

Production Engineer with 10 years of experience in Business and Operations. Complete view of the entire corporate chain, including Supply, Sales and Pricing. Expertise in Commercial Intelligence and Logistics, with emphasis on financial analysis of projects and management, planning and execution of operations. New business design, supplier analysis and new product development. Price management, promotions and margin analysis. Analysis and monitoring of the main Pricing, Sales, Supply Chain and Production KPIs. Knowledge in financial analysis tools (NPV, Cash Flow, etc.) and main indicators (ROI, Gross margin, net margin). Familiarity with mathematical models of demand forecasting, statistical correlations, linear regression, conjoint analysis, elasticity and optimization of functions. Management and budgeting of sectors. Experience in highly complex operations (drilling offshore oil wells), with an emphasis on real-time data analysis and data-based decision making. Knowledge in Retail, Commodities, Services and Industry. Supply Chain Micromaster by MIT. MBA in Financial and Banking Management (Investments). Professor of Economic Engineering and Cost Management. Greenbelt Lean Six Sigma course. ANBIMA CPA-10 certification. Key user SAP Pricing SD.

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Armin Kakas

Erivaldo Fernandes Coutinho

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