FFÁÁBBIIOO DDAALL PPOOZZ Cerquilho São Paulo SP - Brazil

Mobile: +55 15 99109 8507

dalpozfabio@gmail.com

41 years old ∙ Married - Brazilian

CAREER OBJECTIVE: STRATEGIC MANAGEMENT; INTERNATIONAL TRADE AND BUSINESS MANAGEMENT; PRICING;

COMMERCIAL MANAGEMENT

CCOORREE CCOOMMPPEETTEENNCCEESS

Over than 16 years of professional experience in multinational and national companies such as OTI PetroSmart, LUPUS

Lubrificação e Abastecimento; DuPont Cipatex, Ericsson, Siemens and Daruma Urmet. Leadership and strategic roles in

business development, international trade, engineering, reliability and automation.

Experience at Information Technology, Oil and Refueling, Lubrication, Textile, Electrical Energy and Telecommunication

sectors.

Experience in Total Potential Market (TPM), Total Viable Market (TVM) and Total Accessible Market (TAM) analysis for

Leads Generation, Leads Management and Sales Pipeline Management.

Expertise in pricing, comprising the global supply chain of importation process.

Experience in international agreement negotiation, commercial offer negotiation with senior management and presidents

from transport companies, fuel retailers and e-payment (MOP) companies.

Over than five years acting as Business Development, External Sales and Engineering consultant, and as ordinary university

professor at a state public institution.

International experience in business trips to Spain, Italy, Germany and South Africa.

Availability to travel, to live in other cities and for expatriation.

EDUCATION

Master in Business Administration: International MBA – International Trade and Business Administration – FGV, Fundação

Getúlio Vargas, Campinas, June/2013 to June/2015.

Engineering in Electronics: Electrical Engineering – UNESP, Universidade Estadual Paulista, Bauru, March/1994 to Dec/1998.

LANGUAGES

Fluent English / Advanced Spanish

PROFESSIONAL BACKGROUND

APR/2015 – PRESENT OTI PETROSMART (PTY) LTD, SOUTH AFRICA / OTI GLOBAL, ISRAEL

Information Technology for Fuel industry (at a South African subsidiary from an Israeli headquarter)

BUSINESS DEVELOPMENT MANAGER – LATAM (CONSULTANT)

Upon the company headquarters’ strategic definition, I´m the only resource in charge of all OTI PetroSmart's strategic and

operational activities and commitments in Brazil (Home Office based).

In charge of Strategic Marketing, Business Development and Sales Planning involving technological solutions for advanced

and integrated refueling management, fleet management and e-payment (MOP).

In charge of developing Brazilian Distributors and Business Partners, wording and negotiation of Distribution Agreements,

INMETRO and ANATEL accreditation process.

In charge of prospecting and managing B2B strategic customers, developing International Trading arrangements.

Pricing, since EXW INCOTERM based quotes, international freight and insurance, international taxation and local taxation

for B2B reselling through channels partners in Brazil.

Main Success Cases:

Starting from gathering the first strategic contacts in Brazil, an immature market, unaware of the solutions and products

value and portfolio, without intention of buying, in the throes of a serious economic and political crisis.

Nine Sales Qualified Leads, from which raised six projects with commercial offers presented at the end of the first eight

months, currently in revision process, totalizing roughly R$ 5.510.000,00 in equipments; exclusive of installation services and

recurrent revenues from BackOffice services, automated reports and integrated management. Three out of these five

Qualified Leads are not considered in the amount aforesaid; and these three Qualified Leads means roughly 35% of the Total

Accessible Market (TAM) for the next years.

OCT/2012 – OCT/2014 LUPUS EQUIPAMENTOS PARA LUBRIFICAÇÃO E ABASTECIMENTO LTDA., CERQUILHO

Lubrication and Fueling Company

PRODUCTS DEVELOPMENT ENGINEER Responsible for create and implement the Engineering, Turnkey Projects and Solutions processes and division. Development

and presentation of turnkey and special projects for B2B customers.

International Agreements Management with European, USA and Chinese suppliers. Involved with WOLFLUBE company, USA

(Miami), planning to supply Mexico, Central America, Africa and Asia markets.

Coordinated the SAP (ERP) implementation process at Engineering and Technical Assistance divisions, aiming the Strategic

Post-Sales process; coordinated the ISO 9001 certification process.

Main Success Case:

Through the engineering division implementation and creation of the specific commercial area, it was prospected millions of

Brazilian reais in offers for new sales opportunities (confidential conversion rate). Simultaneous implementation of SAP and

ISO 9001 certification in less than one year.

AUG/2007 – SEPT/2012 CENTRO PAULA SOUZA - FACULDADE DE TECNOLOGIA – FATEC / DAL POZ CONSULTORIA , TATUÍ

State Public University / Consultancy

ORDINARY PROFESSOR / INDEPENDENT CONSULTANT Managed projects of medium voltage power stations, low voltage electrical buildings and automation.

Performed auditing and electrical energy effectiveness analysis, tariff model analysis and compliance.

Development of training and workshops: Electrical Safety, Electrical Energy Quality and Effectiveness; Maintenance and

Reliability Engineering Process, Key Performance Indicators, Overall Equipment Effectiveness (OEE).

Ordinary university professor approved in public contest, of Electronics; visiting professor of Digital Electronics, Industrial

Electrical Buildings, Buildings Automation, MIDI Protocol, of under graduation courses on Industrial Automation and on Audio

Production Business.

Main Success Cases:

Electrical energy costs reduction projects through energy analyzers for several companies across the region. Projects and

implementation of medium voltage power stations and low voltage electrical buildings. FATEC/ELEKTRO partnership in order

to provide vocational training and recruiting tens of professionals to be hired as employees of ELEKTRO Energy Company.

SEPT/2002 – JULY/2007 DUPONT CIPATEX S.A., CERQUILHO

Textile Company

MAINTENANCE/ENGINEERING SUPERVISOR In charge of the whole production process integration, which machines and equipments were supplied from Europe (French

and Italy) and automation project was developed in the USA.

Projected and implemented the Industrial Automation Network retrofit

In charge of implementing real time Energy Management System.

In charge of restructuring the maintenance process in order to implement and manage Reliability Engineering.

Main Success Cases:

Green Belt Six-Sigma project aiming electrical energy costs reduction, through Production Wheel optimization according to

the electrical profile by product, achieving a cost reduction of 22% with electrical energy during the nine first months. Uptime

(DuPont KPI similar to OEE) variability reduction enabling predictability to the Productive Capacity. Deployment and

implementation of the automation system network retrofit, reducing the “downtime” due to synchronism fails.