Overview

A trio of domestic firms dominates sales in Brazil — but one continues to have the edge, according to Institutional Investor’s annual All-Brazil Sales Team.

For the third year in a row, no one could wrest the crown from BTG Pactual. In addition to placing No. 1, the domestic firm topped each of the six attributes that more than 240 buy-side money managers at 192 firms were asked to consider when ranking the top sales teams.

These included the BTG Pactual team’s ability to add value to research and generate ideas. The firm also earned plaudits for its ability to provide not only market knowledge but a global context to sales in Brazil. 

Never was this more important than during a year consumed by the Covid-19 pandemic, which gripped not only the country but the world. “Unique should be the word to describe the year of 2020, in all aspects,” according to Thiago Faganello, head of Brazil sales and partner at BTG Pactual. “The pandemic brought tons of uncertainty to the whole world, markets included. We have faced tough times, but here at BTG we quickly realized that we would need to be adapted to a new reality, a ‘transpandemic’ scenario, where life and markets should go on, even with no cure neither vaccines in the short term.” 

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