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Summary

•10 years experience inSales Management, Development of Spare Parts & Distribution Channel, with 3 yearsin the role of Sales Head leading sales operations B2B (USD 72 million/year) working for key players of Brazilian market like as FLOWSERVE DO BRASIL (pumps, seals and valves) , SULZER PUMPS (pumps),JOHN CRANE (seals and couplings), NSK DO BRASIL (bearings), KOMATSU DO BRASIL (heavy duty equipments and parts) and LAMIFLEX DO BRASIL (couplings).• Service to major segments: Industry, OEM, EPC, Oil & Gas , P&P, steel mill, and PETROBRAS.

• Experience in design and distribution channel expansion, development and qualification of new distributors• Experience in restructuring of commercial departments, implementation of the "pipeline" and sales forecasting, management of direct sales team and sales representatives, the definition of performance indicators, management goals and sales results;

Development of technical proposals, knowledge of Petrobras standards Design Machinery Criteria", NI 0553, NI-2573 and API 610, API 682.• Development and control of the sales budget; Critical analysis of the business: growth, profitability, market share, price / volume / exchange.• Development / implementation of strategic planning and stock sales, contract negotiations and strategic sales, Optimization of the ways the company operates..• Strong knowledge of Microsoft Office (Word, Excel, PowerPoint, MS Project).• Focus on Goals and Metrics; strong drive to achieve sales figures

§Agree to consider proposals from other regions.

§Accepted by the travel company.

Work experience

Jan 2010Jun 2011

Commercial Manager

Lamiflex do Brasil

COMMERCIAL MANAGER

Essential Responsabilities:

  • Increase the sales figure +20%FY2011
  • Mantain the Gross Margin
  • Restructuring of the commercial area
  • Planning and running the market Plan for new products.
  • Team Work: 14 people

Skills:Increased sales figure +16% ;Increase the contribution margin at +6% (percentage points) by taking advantage of business opportunities.Preparation and Implementation of the Code of Ethics Lamiflex;Planning and running the restructuring of the commercial area: Internal Service - Phase I;Running the sales forecasts and reports of proposals through the Sales Funnel;Software Development proposals generator "QuoteWerks"

Oct 2007Jul 2009

Business Unit Manager – Aftermarket (Industrial & Automotive)

NSK Brasil

Essential Responsabilities:

  • Accountable for sales and inventory budget, planning, development and management of Business Unit -Aftermarketin Brazil (Industrial and Automotive).
  • Drive business growth through development and execution of commercial strategy and consolidate the domestic market share.
  • Improve the Communication and alignment of sales strategies
  • Get new Contracts Supply.
  • Improve the Service Level Agreement
  • Team Work: 16 professionals, including 3 branches (Recife, Belo Horizonte and Porto Alegre)

Skills:

  • Attained growth of sales revenue in 2008 in the industrial segment (+12% in volume) by importing products to respond to demand.
  • Attained increase in sales in 2008 (+30% in volume) through promotional marketing campaigns at automotive distributors.
  • Developed new industrial contracts with higher revenue generation (+6% in value) by including additional services (warehousing contract).
  • Implemented External Sales Force (Front Line Team) to service and maintain Corporate Contracts, expanding support to End User.
  • Developed new distributors, by registering new products (automotive bearings– alternators/wheels), technical qualification of sales representatives/agents and joint visits to new customers.
  • Developed and implemented improvement in theservice level agreement through procedures (inventory policy) with Dealership Network for supply contracts - SLA 95%.
  • Reduced and adjusted level of inventory (sales spot) to respond to new demand.
  • Implemented “PartsKit” project in a partnership with Japan and Brazilian auto parts companies to expand automotive replenishment share.
  • Aligned, and communicated sales strategies and actions for the fiscal year of 2008, by organizing the 1st NSK Sales Convention.
Feb 2005Jun 2007

Sales Manager

WMF Solutions

Essential Responsabilities:

  • Development of international partnerships.
  • Market research and prospect new customers.
  • Developing the Sales Force.
  • Business growthand execution of the Sales Plan
  • Team Work: 10 sales Rep.

Skills:

  • Prepared and implemented Sales, Marketing and Communication strategic plans, and developed international partnerships to market products such as seal accessories (Seal Pots Inc-USA) and high performance hydraulic filters (HYPRO-USA).
  • Developed planning and marketing actions in Mining, Paper and Pulp, Oil and Gas Shows.
  • Implemented web site and developed newsletter.
  • Increased sales in 170% by launching new products, such as sealing tanks, leakage detectors and nitrogen control panel for mechanical seals.
  • Accountable for managing sales implementing quote and proposal control system, training and motivation of sales force, providing perceived value to customers.
  • Prospected market to attain new customers such as KSB, Flygt, Sulzer Omel, Weir Minerals, Canberra, Dow Química and Metso and their product’s homologation.
  • Developed close contact with customers and conducted presentations of products to customers. Developed network in the industrial pumps and engineering offices segment.
Jun 1995Feb 2005

Project Sales Manager - Southern Cone

Flowserve do Brasil Ltda

Essential Responsabilities:

  • Responsible for sales figures, Budget presentation and execution of sales plans for projects in Brazil, Argentine and Chile.
  • Coordination of strategies and sales operations for projects in Mercosur.
  • Work close toContractors (E&C), OEMS with focus on Brazilian Oil & Gas End.
  • Integration and synergy in sales projects with countries in Europe, North America and Asia.
  • Team Work: 8 professionals

Skills:

  • Prepared and executed Budget and Sales Plan of Projects and OEM for Mercosur. Restructured sales force reaching results 24% above plan.
  • Was responsible for assessment, development and monitoring of performance of sales representatives, implementing sales training programs.
  • Prepared sales strategies for competitive advantage and participation in domestic and international strategic projects, interacting with countries in Europe, North America and Asia.
  • Was responsible for implementation and maintenance of Project Information system, with total compliance of sales force.
  • Expanded networking at PETROBRAS.
Nov 1991Oct 1993

Application Engineer

John Crane do Brasil

Essential Responsabilities:

  • Ellaborate commercial and technical proposals
  • Selected and specified sealing systems for rotational equipment. Support for project bids and proposals and Sales Representative.

Skills:

  • Collaboration and technical assistance in upgrading the product catalog.
  • Technical training to main customers.

Education

20032005

MBA

Fundação Getulio Vargas
19961998

Graduate

Universidade Metodista de São Paulo
19871992

Bachelor’s

Faculdade de Engenharia Industrial

References

Bruno Saldanha

“As my superior at NSK Marcio Santos was able to show extensive knowledge in Marketing and Sales methods. Very open minded and self centered provided both assurance and dialog for every action to be performed. Marcio believes that education builds our working caracther and must be continuously pursuied. He always recommended his favorite books on busyness matters and provided his employees with external trainings in several subjects from price managing to negotiation techniques. Very determined and result focused always pushed towards better results, not by pressuring, but by bringing out the best in he's employees through support and motivation. I can only thank Marcio for the shared experiences and hope that we can once again work on the same team.” August 12, 2009

Joe Bordonaro

“It was a pleasure having Marcio Santos as a key part of our Global Project team. Marcio was focused on the southern cone and did an outstanding job of servicing Multi-plant Engineering Headquarters, Engineering Contractors and Original Equipment Manufacturers in the region. Marcio was also quite a team player and was always there to here other regions in need. During his tenor with Flowserve we won several larger jobs directly as a result of his efforts..” June 1, 2010

Wilson Simoneto

“Marcio is a creative profissional, searching for different ways to conduct people and business, he was the mentor or 1st Sales Convention at NSK which was a quite succesfull event for all business unit.” August 8, 2009

Wilson Simonetto, Automotive General Manager, NSK Brasil Ltdaworked with Marcio at NSK Brasil

Danny Puharre

“Marcio is a commited and highly qualified professional that has a complete understanding of the market and is very knowlegeable on machined and enginnered manufactured parts. Dynamic and interactive, is responsible and caring.” August 18, 2009

Danny Puharre, Marketing Manager Latin America, Flowserveworked with Marcio at Flowserve do Brasil Ltda

Engineering Solutions

Main Customers

Sales Figure

Motivated to Win

MAIN PROJECTS

Promote Product and Presentation

Award & Certification

Skills

Spanish Language
English Language