Marcelo Rios

Financial Impact: Actively contributed to closing sales of Photovoltaic Kits and Energy Efficiency systems, managing a total volume estimated at R$ 10 million in projects. Productivity and Agility Increase: Led the optimization of pricing and proposal processes, resulting in a drastic reduction in the quotation response time, dropping from 3 days to an average of 3 hours (with peaks of 5 minutes in simple cases). This agility was crucial for supporting and closing sales. High-Volume Management: Responsible for preparing an average of 300 technical-commercial proposals monthly, of which, approximately 100 projects were closed and tracked from the initial order (production/separation orders) until release for invoicing and logistics. Specialized Technical Consulting: Acted as the main technical focal point, designing and enabling Photovoltaic Kits and Energy Efficiency systems, always ensuring the best cost-benefit solution and providing technical-operational support to the Sales team.

Phase 1: Sales Representative (March 2018 – December 2018) High-Performance Kick-Off: Started a sales career (B2B/B2C) with no prior industry experience, demonstrating rapid adaptability and learning capability of the Air Conditioning product line and prospecting techniques. Sales Acceleration: Scaled performance from R$ 0.00 to an average of R$ 100,000.00 in monthly sales in under six months, consistently surpassing performance targets and establishing a strong client base in the São Paulo branch. Phase 2: Technical Sales Representative in Energy Efficiency (January 2019 – April 2020) Strategic Initiative: Proactively identified a market opportunity with the launch of the Energy Efficiency line and leveraged Electrical Engineering background to transition into a Technical Sales role for the new division. Structure Creation: Took the lead in structuring the new Energy Efficiency line, developing and establishing systemic, fiscal, and logistical processes to ensure the viability and legal compliance of new solutions. Internal Training and Business Development: Acted as a support engineer and consultant, developing the knowledge base and promoting the new line internally to train other sales representatives and leverage the search for new business opportunities. Sales Engineering: Responsible for preparing technical-commercial proposals, viability calculations, and providing solution support for Energy Efficiency projects.

Analytical Consulting and Risk Management: Worked as an autonomous consultant, providing diagnosis and solution implementation for small business management systems (SMBs). The core focus was transforming disorganized data into actionable business intelligence. Critical Fiscal Optimization: Led tax compliance projects, such as the regularization of over 1,952 products lacking the NCM (Mercosur Common Nomenclature) code. This work mitigated severe fiscal penalty risks and reduced the necessary compliance time from days to hours. Data Governance Improvement: Conducted a complete re-engineering of the inventory classification system, creating a new architecture (Class, Subclass, Group, Family) for over 3,370 products. This action boosted operational efficiency and accuracy in item location and counting. Commercial and Logistics Enablement: Enabled systems for Serial Control on high-value items, defined Minimum Stock levels, and adjusted pricing tables (differentiating cash vs. installments), providing the client with sophisticated commercial and inventory management tools..

Validation and Rehire: Invited to return to the company (or group) to work in Major Accounts Management, validating prior performance, professional network, and reliability in handling sensitive business relationships. High-Value Portfolio Management: Responsible for the commercial relationship, contract analysis, and support for a portfolio of approximately 120 major clients and Telecommunications Carriers in Brazil (including OI, GVT, and Internet Providers). Revenue Enhancement and Technical Negotiation: Led revenue retention and upgrade projects. Successfully negotiated and closed an IP contract renewal with a major provider, resulting in a bandwidth upgrade to 1 GB/s, securing client satisfaction and revenue growth. International Relationship Management: Direct involvement in the commercial relationship with international carriers (such as NTT and British Telecom), acting as a key point of contact to enhance partnership and communication. Infrastructure Expertise: Deep knowledge and offering of complex infrastructure solutions, including Dedicated Links (EILD), LAN to LAN, IP Internet Access, and Call Transport (Ethernet, Clear Channel, and IP Protocols).

SExecutive Leadership (360º Vision): Assumed the role of Managing Partner, overseeing critical administrative functions including Processes, IT, Telecommunications, ISO 9001 Quality, and HR. Cost Management and Negotiation: Led negotiations for the mobile telephony contract, achieving an annual savings of approximately R$ 6,000.00, while simultaneously doubling the number of terminals (from 10 to 20) and upgrading equipment. Digital Transformation and Compliance: Commanded the implementation of systems for Electronic Invoicing (NFe) at a minimal cost (R$ 1,000.00). Acted as the Director's Representative (RD) to successfully lead the ISO 9001 recertification process. IT Strategy: Identified and proposed a robust ERP system (Microsoft Dynamics) and managed the initial stages of its implementation, focusing on modernizing the internal IT and infrastructure.

Mega Negotiations and Commercial Strategy: Strategic involvement in the Interconnection (Wholesale) area, responsible for Sales Strategy, Business Plan generation, and Commercial Engineering for Telecom operators (call traffic, EILDs, high-capacity fiber optics). Highlight: Development of a major optical system proposal valued at R$ 500 Million (over 10 years) for the largest client. Revenue Recovery and Direct Financial Impact: Developed an automated system to track the payment history of over 150,000 digital circuits, leading to a revenue recovery of R$ 14 Million in receivables (robust proof of ROI and financial acumen). Optimization and Automation (Early Technology Adopter): Pioneered the creation of an internal MS Access system to accelerate available equipment analysis in Pre-Sales, resulting in a 90% reduction in analysis time. Innovation and Scale: Led the implementation of a new satellite signal system for remote areas, which scaled from 22 to over 250 systems before the Vivo merger (proof of managing disruptive and scalable projects). Compliance and Operational Quality: Established a standardized document (MPPO – Manual of Operational Practices and Procedures) and managed recurrent meetings for quality alignment and fault management among carriers, ensuring interconnection Service Level Agreements (SLAs)

Pre-Sales and Bidding Compliance: Led the preparation of complex cost and pricing spreadsheets for Public Bidding Tenders in Telecommunications (metallic, fiber optic, and OPGW cables). Highlighted for meeting all extremely tight deadlines, ensuring the company's eligibility. Turn-Key Project Management: Managed the deployment of mobile networks (a project involving 100 cellular tower sites across 8 cities), which included proposal development, operational manual creation, and specifications for field inspector hiring. Crisis Management and Field Leadership: Direct intervention in critical situations (e.g., Belém), taking over field work coordination to ensure delivery deadlines were met (12 tower installations), demonstrating leadership and delivery focus. Field Engineering and Risk Analysis: Conducted extensive field surveys (over 2,000 km of railway lines, OPGW transmission lines) for cost estimation, data comparison, and risk mitigation, ensuring the accuracy of quotes and technical feasibility. Coordination and Quality: Project tracking and monitoring of subcontractors for civil works, ensuring adherence to Furukawa's quality standards.

Served as a knowledge multiplier, delivering training in Engineering and Productivity software (Office Suite, AutoCAD, CorelDraw, 3DStudio). Highlighted for high adaptability and self-management, taking on advanced courses (3DStudio) by rapidly mastering technical manuals. This experience strengthened technical communication and didactic skills, crucial for Pre-Sales.