Aldino Silva

Aldino Silva

Summary

I am an Engineer with 19y of International experience in CONSULTING and TELECOMCompanies (Saudi Telecom - SAUDI ARABIA, EMBRATEL - Brazilian operator, TIM, ERICSSON, MOTOROLA and NEC) with emphasis on: Marketing, Strategic Planning, Business Development-Sales and Product.

Electronic EngineerandPost graduated (MBA) in Business Management and Marketing.

Pro-active, focused on results, communicative, hands-on, enterprising posture and team oriented.

Strong experience in Telecom environment as well as in MIDDLE EAST MARKET.

Multi-Cultural experience: I’ve lived and worked in the USA, Sweden, Brazil and SAUDI ARABIA.

I am Brazilian and Portuguese citizen (European passport) and I am fluent in English and Spanish.

I developed the following COMPETENCES in all the companies were I’ve worked for:

BUSINESS DEVELOPMENT-SALES: Solid experience in the overall sales process (Sales, pre-sales and pos-sales), including identification of new customers and business opportunities, preparation of proposals and loyalty programs, introduction of new Sales Techniques and Methodologies, conduction of training courses, implementation of distribution channels, revision of product portfolio.

In EMBRATEL and SAUDI TELECOM, I prepared end-users segmentation and market studies and improved the sales process - launching new services and products (including Value Added Services).

In ERICSSON, I introduced a new Sales Methodology in order to make better the Customer relationship. Accordingly the “hit rate” (nº of presented proposals x nº of signed contracts) increased from 3% to 20%.

I improved the interface with head offices, customers and end-users, identifying their real needs and offering suitable products, services and promotions. I also standardized the action of the sales areas.

In SAUDI ARABIA, I worked to map and understand AlJawal Market, increasing customer’s satisfaction and preparing the company to better face a new competitor (ETISALAT from UAE).

MARKETING / STRATEGIC PLANNING: In-depth knowledge of the entire process of MARKETING & STRATEGIC PLANNING, including BI activities, acquired inblue-chips and consulting companies.

I analyzed market surveys, prepared loyalty programs, brand repositioning and customer segmentation works. I also conducted several presentations at fairs, seminars and workshops.

I am currently working in EMBRATEL as Marketing & Business Development Mgr. I create and launch new products, such as “MUITO MAIS21” – a telecom service that brings an extra-revenue of US60M/ year.

In SAUDI TELECOM, ERICSSON and MOTOROLA, I developed and introduced new products and technologies, prepared promotions, offers and Marketing Campaigns, in order to better face the competitors.

In ERICSSON, I prepared the STRATEGY and BUSINESS PLAN of the overall company and the “Market Share” increased from 37% to 39%. I negotiated strategic partnerships & alliances (e.g. SONY-ERICSSON).

I also helped TIM to prepare the MARKETING PLAN when they launched their GSM network in Brazil.

PRODUCT – NETWORK ENGINEERING: I worked with several Technologies & Products such as: Wireless and Wireline equipment, handsets, Telecom Services, Voice Services.

I have worked with International Operators, launching new services (including VAS), providing technical support to the sales areas & developing the interface with customers.

In SAUDI TELECOM I prepared the technical evolution Plan and I worked with vendors (Nokia, Ericsson and Siemens) in order to evolve the GSM network.

In ERICSSON and MOTOROLA, I launched new products and evolve customer’s network.

Objective

MANAGER: Marketing, Strategic Planning, Business Development-Sales and Product areas.

Work History

Work History
Dec 2005 - Dec 2007

MARKETING and BUSINESS DEVELOPMENT MANAGER

EMBRATEL-TELMEX

Aldino has in-depth knowledge of the entire process of MARKETING & STRATEGIC PLANNING for a company, including Information research – Business Intelligence (market, customers, competitors…), preparation and implementation of the MARKETING and STRATEGIC PLAN. He is used to prepare periodic reports and presentations to the Top Management.

He drove the creation and implementation of local Market Plan, analysis of market surveys, preparation of loyalty programs, brand repositioning and customer segmentation.

In Embratel, Aldino participated on strategy definition in order to introduce new technologies and products (through promotions and offers), as well as Marketing Campaigns and Proposition Delivery activities. He also developed and trained sales channels (Sales Mgrs, Call Centers, distributors).

He prospected for, developed and maximized new customers, businesses and market niches, presented products and technologies, conducted training courses, prepared customers’ loyalty programs, end-users segmentation and market studies

Aldino created and launched new products, such as “MUITO MAIS 21” – a voice service offered to corporate and retail market - in order to get market share and increase sales. He also prepared all necessary material in order to support the new product (newsletters, folders, banners, sales scripts). Accordingly, the company obtained an extra-revenue of U$60 millions/year.

Aug 2004 - Jun 2005

Strategic Planning and Marketing-Product Mgr through LCC

SAUDI TELECOM

Aldino was hired by LCC - American Consulting Company - to work to Saudi Telecom (the biggest Middle East Telco Operator). Accordingly, he lived in SAUDI ARABIA and worked to map and understand the Saudi Market, increasing customer’s satisfaction and preparing the company to better face a new competitor (ETISALAT).

He reviewed the overall Business Strategic & Marketing Plan and worked in the introduction and development of new products in order to better face the competitors.

Aldino also prepared the technical evolution Plan and worked with vendors (NOKIA, Ericsson and Siemens) in order to evolve STC network.

Aug 2000 - Aug 2002

Business Development-Sales and Marketing Manager

ERICSSON

Aldino has a solid background in the OVERALL SALES PROCESS (Sales, pre-sales and pos-sales). He prospected for, developed and maximized new customers, businesses and market niches, presented products and technologies, conducted training courses, prepared customers’ loyalty programs, end-users segmentation and market studies. He also worked as ACCOUNT MANAGER.

He is used to have broad responsibility across the full range of Strategic Planning, Research and Business Intelligence activities, leading blue-chips and consulting companies. Besides, he has strong experience training the sales group and implementing Sales process improvements, Sales methodologies and new business models.

In ERICSSON, Aldino prepared the “Strategic Plan” of the overall company (5,500 employees and U$2Billion revenues that time) and the “Market Share” in Cellular area was improved from 37% to 39%.

He reviewed the Sales Forecast in accordance with market inputs and introduced a new Sales Methodology in order to improve the Customer relationship. This way, the “hit rate” (n. of presented proposals x n. of contracts) was significantly increased.

Aldino improved the interface with head offices and with the customers, identifying their real needs.

Aug 1996 - Jul 2000

Marketing and Product Manager

MOTOROLA

Aldino have worked with International High Technologies Companies in Product Engineering and Technical Marketing, launching new services & products (corporate and retail) and enabling operators to plan their networks.

He conducted several presentations at fairs, seminars and universities, resulting in the disclosure of the brand, products and technologies.He additionally provided technical support to the sales & proposal area and developed the interface with customers, identifying their needs.

Aldino created the Product area in MOTOROLA Brazil, in order to technically support the development and launch of new products in the market. Accordingly he helped the company to face new competitors and develop new markets.

Jan 1988 - Jul 1996

Manager – Product, Sales, Marketing and Strategic Planning

Aldino started working at NEC in Product development area, transitioning to Marketing and to Business Development Management. He had the opportunity to work in different areas, learning how a company works.

Education

Education
Jan 2000 - Aug 2001

MBA in Business Management and Marketing

FGV-Fundacao Getulio Vargas
Feb 2001 - Mar 2001

THUNDERBIRD School of International Management
Jan 1983 - Dec 1987

Electronic Engineering

Maua Engineering School