{"id":10550,"date":"2026-01-10T08:39:51","date_gmt":"2026-01-10T08:39:51","guid":{"rendered":"https:\/\/www.martinsdelima.com\/experiences-reports-dismissals\/"},"modified":"2026-02-08T18:47:45","modified_gmt":"2026-02-08T18:47:45","slug":"experiences-reports-dismissals","status":"publish","type":"page","link":"https:\/\/www.martinsdelima.com\/en\/experiences-reports-dismissals\/","title":{"rendered":"Experiences Reports Dismissals"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-page\" data-elementor-id=\"10550\" class=\"elementor elementor-10550 elementor-8644\" data-elementor-post-type=\"page\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-5861a17 elementor-section-full_width elementor-section-stretched elementor-section-height-min-height elementor-section-height-default elementor-section-items-middle\" data-id=\"5861a17\" data-element_type=\"section\" data-settings=\"{&quot;stretch_section&quot;:&quot;section-stretched&quot;,&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t\t<div class=\"elementor-background-overlay\"><\/div>\n\t\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-ea42bdb\" data-id=\"ea42bdb\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-8924fce elementor-widget elementor-widget-heading\" data-id=\"8924fce\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\"><b>Experiences<br>Individual Dismissals<\/b><br>Individual dismissal of a commercial director: performance audit, traceability, and quantification of impact<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-9dff6a0 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"9dff6a0\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-c3e38d1\" data-id=\"c3e38d1\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-78fa56c elementor-widget elementor-widget-text-editor\" data-id=\"78fa56c\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<h6>In this case, a <strong>leading company in the sustainable packaging sector<\/strong> was facing an individual labor dispute regarding the <strong>performance of its Commercial Director<\/strong>, in a context in which the market was favorable and the product aligned with the demand driven by sustainability regulations. Despite this, the organization had accumulated a <strong>history of insufficient results<\/strong> and a commercial execution that did not correspond to what was required of a key position. <\/h6><h6>martinsdelima prepared an expert report <strong>aimed at supporting the business decision with objective evidence<\/strong>, avoiding subjective or generic assessments. The work accredited a consistent pattern of <strong>weaknesses in commercial execution<\/strong>: absence of measures to rebalance the gross margin and lack of an efficient commercial strategy in a scenario of consecutive losses, in addition to a performance evaluated in different exercises as <strong>\u201cbelow expectations\u201d<\/strong>. <\/h6><h6>One of the differentiating elements of the report was the <strong>digital traceability of performance<\/strong> through internal sources. Analyzing the records of the corporate CRM, a <strong>practical absence of use of the tool<\/strong> by the manager was verified: of in several years, only <strong>a minimum percentage<\/strong> corresponded to his user, a particularly relevant fact for a commercial management role. In addition, it was documented that, despite the express request of the General Management, <strong>a commercial plan was not developed<\/strong>, leaving the company without a defined strategy for months.  <\/h6><h6>To reinforce the robustness of the analysis (and make it especially defensible), the report did not limit itself to describing facts, but incorporated an <strong>economic quantification of the impact<\/strong> with a conservative methodology. <strong>EBITDA<\/strong> was used as an indicator, as it reflects income less operating costs and avoids distortions due to interest, depreciation, or taxes. In <strong>Method 1<\/strong>, the deviation of the actual EBITDA from the budget approved by the Board was calculated, limiting the period by criteria of temporal attribution, being able to calculate a specific damage.  <\/h6><h6>As a second layer of consistency, <strong>Method 2<\/strong> estimated the damage by comparing the actual EBITDA with that which would have been obtained under a minimally reasonable and diversified execution, being able to calculate an aggregate damage for a period of several years. This double approach allowed the case to be sustained with <strong>two convergent quantitative tests<\/strong>, reducing dependence on a single hypothesis and increasing expert credibility. <\/h6><h6>The result was a report that turned an individual labor debate into a <strong>clear, verifiable, and defensible<\/strong> technical account, uniting performance evaluations, objective evidence of activity (CRM), documented internal decisions (commercial plan requested and not delivered), and robust economic quantification. In practice, this work <strong>decisively strengthens the client&#8217;s position<\/strong> in negotiation and procedure, by supporting the measure with methodology and tests that are difficult to refute. <\/h6>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>ExperiencesIndividual DismissalsIndividual dismissal of a commercial director: performance audit, traceability, and quantification of impact In this case, a leading company in the sustainable packaging sector was facing an individual labor dispute regarding the performance of its Commercial Director, in a context in which the market was favorable and the product [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":0,"parent":0,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"page-templates\/template-pagebuilder-full-width.php","meta":{"footnotes":""},"class_list":["post-10550","page","type-page","status-publish","hentry"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.4 - 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