(Central de Núcleos Siliciosos + Mcore) (Brazilian energy segment group) Extrema - Minas Gerais , Brazil -US$ 100 Mi revenues yearly)

• Commercial and international trade manager from the companies CNS (the biggest CRGO silicon steel service center and cores manufacturer for distribution, transmission and power transformers in Latin America with a average 1.200MT of monthly processing/production) and Mlaser/Mcore (a LATAM benchmark company in carbon steel CR and HRPO forming, punching and laser / plasma cutting for electric/solar panels and generators with a average 100MT monthly production) responsible for all the domestic and international sales and international procurement leading a 15 employees team. 
• Responsible to manage all the purchase activities such as commercial (price and payment terms) / logistic (Incoterms, lead times, vessel freetime and container demurrage) negotiation and technical analysis (steel type, quality, magnetic losses and induction) with domestic and foreign steel suppliers (Aperam, Posco, Baosteel/Wisco, Novolipetsk and several trading companies) with a average 800MT/month purchase;
• in charge of all the companies (team/employees) commercial routine(pricing, sales volumes and targets, negotiation, market analysis and customer participation/market share, specific project negotiation among many others) with a close relation with the industrial (machinery occupation and production demand) and finance (financial risk exposure, receivables and customer default) management.
• Reporting directly to the group CEO with big interface with the directors is also responsible to present important KPI´s such as sales volume, EBITDA per customer and purchase savings and also continuous company improvement projects, supporting the company growth and mid/long term objectives.

Achievements:

• Developed the new commercial procedure (“order window confirmation) which reduced in 10 days the equipment/product delivery and increased the sales forecast vision (M+2 orders). 

• Developed a second choice quality material supplier increasing over 45% in the EBITDA for certain projects. 

• Formation/consolidation of the new commercial team and routines (weekly follow-up meetings, new sales report, customer visit agenda among others).Main customers: Hitachi/ABB, Siemens Energy, WEG, Prolec/GE, Himoinsa, Hawuei, Romagnole, Itaipú, Incotraza, LTC, SPtrafo, Zilmer, FS Transformadores, M2L, Trafosur, Partiluz among many others.

(Chinese steel mill group) São Paulo, SP, Brazil - US$ 26 Bi multinational corporation (US$ 30

Mi in Brazil)

• Business management of US$ 15Mi of annual sales of the special steel (Stainless Steel, Tool Steel, Electrical Steel,Galvanized, Wear Resistance Steel among many others) and applications segment (Oil and Gas, Pulp and Paper, Automotive, Energy Production and Generation, Bearings among others) in all LATAM countries such as Brazil, Peru, Colombia, Argentina,Uruguay and Ecuador, representing around 15% of the total sales volume from the Brazilian subsidiary; “wing – to – wing” responsibility in the sales activity (price formation/profit decision, commercial negotiation with the customer, technical specification alignment with the production plant, payment control and logistic follow-up) with a coordinated communication with several personnel in China and USA.

• In charge of the company business expansion (only local employee in the Brazilian Office) in the domestic market (due the consolidated experience and recorded background) and other LATAM countries, is responsible to build (interview, hire and train) local sales teams (solid product knowledge and sales experience) and define (according with the company products profile and strategy) / acquire medium/big size companies focused in the sales volume and profit expansion (relation with companies C-level executives and business decision makers). Company official representative in the most important fairs, seminaries and also in the Brazilian government official meetings (e.g CAMEX, MDIC and SECEX).

Achievements:

• Over 19.000 metric tons of new business opportunities (steel inquiries) acquisition in 18 months of work;

• Developed and consolidated new business suppling steel for the production of coins for the Brazilian Mint (2.000 metric tons with U$ 1,8 Mi profits per year);

• Developed 10 new big customers with regular purchases in different segments such as: Trael and ITB (energy generation), Voith (pulp and paper), Maxion (automotive wheels manufacturer) ,BYD (electric car/bus), WEG (electric motors and generators), Tramontina (cutlery), Electrolux (white goods), JBS (food industry) and Schulz (oil and gas).

• Formation of the new local employees/agents sales force in Peru, Ecuador and Colombia (business trip and local market understanding/research). 

• Official representative during the 45 days of the External Commerce Training headed by the Chinese government Commerce Ministry (Beijing, Shanghai and Guangzhou

Main customers: JBS, WEG, Embraco, Siemens, CMP, PKG, Nestlé, ITB, Romagnole, Itaipú, Trael, CSN, Valmet, Andritz, Ge Hydro, Schmolz-Bickenbach, Renner, Schulz, Vasile, Tadeo, Maxion, Tramontina, Randon, Itatiaia, Permetal among others.

(Swiss steel company - mill, distribution center, service center and trading activities) São Paulo, SP, Brazil US$ 7.2B multinational corporation (US$ 30M in Brazil).

Manages US$30M of annual sales of special steel – 16,000MT - (Stainless Steel, Tool Steel , Speed Steel and Silicon Steel - GO and NGO) for business on the following segments: Distribution, Pulp and Paper, Sugar and Alcohol, Chemical and Petrochemical, Re-rollers, White Goods, Pipe Makers, Automotive, Oil and Gas, located in Brazil, Argentina, Uruguay

and Colombia. This business represents 30% of the total Brazilian subsidiary sales volume. Develops business plans and marketing strategies following specific needs for countries and regions. Leads regional teams and supports and influences key customers. Visits international steel suppliers and evaluate if they are suitable for Brazil market needs. Train employees

and target customers supported by solid personal product knowledge and sales experience.

Achievements:

• Prepared business intelligence mainly for stainless and tool steel corresponding to US$25.7M (more than 90% of the total sales) to define and measure commercial efforts and identify new sales opportunities. 

• Developed and consolidated new business in Brazil for tool and speed steel, with an average profit of US$250/MT and a regular basis supply of 150MT/month.

• Developed business of engineering bars for civil construction and automotive segment with an average profit of US$70/MT with a potential supply of 3,000MT/year.

• Was responsible for team-building with identification and evaluation of new professionals and continuous improvement of existing employees. 

• Prepared local sales forecast in line with Duferco´s headquarters goals (in Switzerland) corresponding to (Stainless- 9,000MT x US$20M // Tool Steel 1,000MT x US$720K // Speed Steel 50 x US$51K // Electric Steel + engineering bars 150MT x US$130K). Hired and trained dedicated agents per products/region; participated on the main exhibits and associations and developed a market plan for each segment.

• Accomplished a sales increase of 10% in two years on US$20M of yearly sales, developing and consolidating Tool/Speed Steel and engineering bars (auto parts) as new business in Brazil and raising the Duferco´s Brasil base of clients from 20 active companies to more than 40.

• Participated together with headquarters sourcing specialists on the raw material supplier’s approval effort attending local meetings with the potential ones to know their production process and technical/commercial capabilities in Italy,

• Malaysia, Taiwan, Hong Kong, Vietnam, India, Thailand and others.

• Increased the yearly sales volume from 10,000MT with one product line to 13,000MT adding two new product lines (tool and speed steel).

Main customers: Sermatec, Marcegaglia, Açotubo, Feital, Jatinox, Liess, Jati Serviços, Grupo Aço Cearense, Aços Sachelli,

TCA among others.

Responsible for managing commercial aspects with clients such as: close relationship, direct sales, new applications, among others. Financial aspects such as: payments, credit and risk assessment / financial exposure. Management of Capital Goods costumers, focused on Oil and Gas, Pulp and Paper, Lifts, Mint and Heavy Industry (large domestic and international costumers) and Sugar - Ethanol. Responsible for identifying and development new business opportunities through macroeconomic analysis and further technical / commercial evaluation (development of business plan oriented by client segments). All the efforts focused to increase profitability, cost reduce and technical improvement by providing different stainless specifications within the support of a dedicated R&D department as well.

Achievements: 

• Expansion in 100% of net sales for Lifts industry (from 300t to 600t per year) with the implementation of new services, multi-currency pricing and exchange rate contract for clients such as: Otis, ThyssenKrupp and Atlas Schindler.

• Consolidation of the supply of 430E stainless steel grade for the Mint of Brazil through a new business model with price-driven exchange rate contract.

• Development of the first supply of stainless steel for the Mint of France and Mint of Chile (Price policies, production process and logistics) in a total volume of 2.500t.

•  Responsable for the new supply agreement for Raízen (440t), increasing more than 80% the volume of stainless steel compared to 2010 and with Bunge sugar plants (40t).

Main customers: Raízen, Bunge, LDC, JW, Usina Alta Mogiana, Usina São Martinho, Sermatec, Planusi, Marcegaglia, Sol. Usiminas, Pérsico, Açotubo, Inoxtubos, Petrobrás, Vale, Alstom, Flexibrás, Schulz, Wellstream, Randon, Otis, Atlas Schindler, ThyssenKrupp, Metso, Andritz, Dedini, NG, CM Brasil, CM França, CM Chile, Tramontina, Ziemman Liess, Metso,

Andritz

Development of marketing campaigns for internal and external audiences such as increasing sales, expanding market share, product launch, brand re-positioning. Media analysis, preparation and planning. Responsible for delivery and assess of information to all media outlets as the segment (Segurtotal, Coverage, SegNews, Panrotas).Management and provisioning of the department's budget: future actions, media, merchadisign.Specializes in branding the company and directly responsible for all internal and external image.Complete management of relations with advertising agencies and public relations strategies.Preparation and analysis of Fee contracts.

Achievements: 

• Implementation and development of a new structure of the marketing department and its routines as new briefing external. Marketing Action Request to the internal public, routine assembly and clipping the segment, market analysis, public opinion research (qualitative and quantitative).

• Increase of 3% in the sales volume of the product Segurviaje with the expansion of sales and adherence of the campaign "Be a poleposition in sales".

• Preparation and participation of the three largest fairs in the segment of its products (ABAV, and AVIRRP AVIESP). Responsible for regional marketing company with complete and constant relationship with the HQ located in Madrid –Spain

• Strategic Planning - IBMEC – 2010

• Preparation and public presentation – 2009

▪ Client in focus – EMI – 2009

▪ Sales technics on Retail – Freedman Group

▪ Negotiation and Interpersonal Skills – General Electric.

▪ Six Sigma White Belt – General Electric

▪ Culturas comerciais Sino-Brasileira – MOFCON China