DANIEL GIFFORD

Leading a sales team comprised of sales and export channel managers; • Managing Southern Brazil, serving the B2B channel; • Defining the strategic plan and following up on its execution; • Developing and implementing GTM strategies; • Developing and executing the strategic commercial plan; • Making decisions always guided by profitability and income statement.

Management of the commercial area for the Global market with main clients in South America, Venezuela, Colombia, United States, Spain, Portugal, Poland. • Development and implementation of business strategies to open the international market; • Strategic planning of the area, definition of short and medium-term goals and implementation of action plans; • Management of loading logistics, monthly invoicing of operations, contact with representatives abroad, maintenance of order books and specific shipment reports; • Implementation of quantitative and qualitative goals, in addition to defining the area's processes and routines; • Budget management and control of indicators for the international commercial area (sales, average price, sales by format, square footage per month); • Achievement of sell-in targets with regard to volume and average price; • Monitoring of foreign exchange and international logistics routines, • Management of all activities inherent to the export process (internal and external), such as: documentation, transport and customs clearance. • Achievement of record EBITDA results. Management of the commercial area

Responsible for the commercial area in the South of Brazil, I participated from the start up. We started the entire strategy and execution from scratch and today we already have a relevant market share. Main focus on relationships with the market, building partnerships and knowledge of the entire glass sector chain, from glassware, furniture, construction, retail, automotive, distributors, processors, etc. o Development and execution of Go to Market Regional; o Development of key account customers with reference to a mix of profitable products; o We developed a unique logistical method to serve the south of Brazil via cabotage; o Profitability management through Income Statement at the detailed level of EBITDA per customer/order/sku; o Culture of making the best deals based on profitability data analysis; the region's NPS with levels above the market and competition; o Speaker at events of regional glass chain associations; o Recognized by the market with a level of excellence in professionalism and credibility.

• Reporting to the Sales Director, management of the three Southern States (PR, SC and RS). Responsible for a direct sales team of three senior sales coordinators, seven senior salespeople and eleven gastronomic consultants who carried out technical sales, customer/team training and market development as a whole. Focus on customer prospecting, enhancing current portfolio performance, people management, KPIs and processes; • Member of the “Extended Leadership Team”, participating in the preparation of the five-year strategic plan for the SLA Region (South Latin America); • Preparation of business plans and monitoring of results; • Review and implementation of new commercial policies with clearer counterparts and greater strategic alignment with customers; • Active participation in the development and implementation of management based on “Coaching”; • Creation and implementation of “Trade and Channel Marketing” campaigns (Products and Brands), supporting all areas involved; • Restructuring of the remuneration and incentive policy for sales teams; • Direct interaction with the Board and senior leadership from other areas of the Company; • Double-digit growth in sell in and sell out per year.