Diogo Paoletti

✔ Led commercial restructuring, market repositioning, and turnaround projects for clients in the industrial manufacturing, automation, energy, infrastructure, and environmental sectors in Brazil and Latin America, transforming strategy into sustainable growth through specialized management consulting projects ✔ Increased revenue from strategic key accounts by 40% through cross-selling strategies with integrated solutions, focusing on long-term contracts ✔ Increased proposal-to-contract conversion rate with strategic clients by 35%, raising average ticket per account and reducing average sales cycle by 28% with the adoption of Predictable Revenue methodology ✔ Implemented CRM tools for pipeline management, revenue forecasting, and sales management reporting, integrating the end-to-end commercial process with sales KPIs and OKRs ✔ Trained and developed multidisciplinary technical-commercial teams in complex B2B value selling methodologies (SPIN Selling, MEDDIC, BANT, Predictable Revenue), creating a culture of continuous improvement in commercial processes, with focus on revenue predictability, results orientation, and high performance ✔ Led expansion projects in new segments, products, solutions, and markets, integrating sales with strategic marketing, conducting workshops with stakeholders for value proposition alignment and penetration strategy ✔ Utilized financial feasibility analysis tools, ROI and TCO modeling to defend investment proposals for opening new markets and introducing new products, focusing on strategic partnerships and high-value-added solutions ✔ Developed executive presentations and analytical dashboards to support strategic decisions in board and senior management planning meetings, using ROI and payback analysis to justify investment proposals to technical and executive committees

✔ Repositioned the industrial unit's operations, transforming the relationship with strategic key accounts from a transactional model to a long-term consultative partnership model with integrated MRO solutions ✔ Increased revenue by 60% in 18 months with strategic accounts such as Embraer, Bosch, Siemens, and Caterpillar through verticalization of key accounts with integrated solutions and structured supply contracts ✔ Structured customers' purchasing and inventory processes by proposing VMI (Vendor Managed Inventory) solutions and continuous supply contracts, reducing operational complexity and increasing long-term commercial engagement ✔ Executed sales pipeline management, visits, and follow-ups via PipeDrive CRM, integrating the relationship process with technical and purchasing decision-makers of the main accounts in the portfolio ✔ Coordinated cost reduction programs with customers' maintenance and engineering teams, implementing cross-selling strategies with chemicals, tools, and PPE ✔ Reduced service and delivery times by 40% through logistics process review and local inventory repositioning, raising NPS and customer repurchase rate ✔ Used BI tools for profitability analysis, product ABC curve, and contract performance, guiding mix and pricing decisions by strategic account ✔ Trained internal and external sales teams with technical training on products, standards, industrial applications, and value-based selling methodologies ✔ Increased repurchase rate by 30% with consultative after-sales actions and specialized service, consolidating the company's position as a strategic supplier and reducing churn in high-value accounts ✔ Adopted portfolio KPIs—average ticket, mix penetration, and margin per account—as guides for strategic growth and allocation of commercial resources by segment and account potential

✔ Led the complete commercial restructuring and national expansion of biotechnology solutions for the industrial market, transforming a regional operation into a sales platform with presence in 9 states and accelerated market share growth ✔ Achieved 50% sales growth and 60% market share increase in target segments in just 1 year, repositioning the company as a reference in industrial solutions for water and wastewater treatment ✔ Redefined the sales funnel with consultative methodology and strategic account segmentation, coordinating the launch of new solutions for Private/Industrial and Public/Sanitation markets ✔ Used SAP and CRM to integrate prospecting, proposal, after-sales, and billing processes, ensuring full pipeline visibility and opportunity traceability by stage and responsible party ✔ Won contracts with major industrial clients, increasing average revenue per customer; expansion of commercial presence in SP, RJ, ES, MG, MT, GO, BA, SE, PE, and CE with teams of representatives and local channels ✔ Implemented a goal and performance monitoring system via interactive dashboards, increasing revenue predictability and reducing forecast deviations in all served regions ✔ Implemented BI tools for commercial performance analysis and demand forecasting ✔ Led and trained technical-commercial teams in multiple states, focusing on technical differentiation, complex negotiations, emphasis on added value and results ✔ Led the restructuring of the commercial playbook with consultative methodology, generating direct increase in proposal quality, sales cycle reduction, and average ticket elevation per closed contract ✔ Adopted Sales Enablement methodology with customized technical materials by sector and digital presentation platforms, standardizing the commercial approach and increasing opportunity qualification rate in the early stages of the funnel

✔ Assumed direction of Hidrostal Group's Brazilian operation with a growth mandate, repositioning the company as a strategic partner for major clients in sanitation, utilities, and mining sectors in Brazil, achieving a 65% increase in market share in strategic markets ✔ Achieved 45% annual revenue growth through supply and maintenance contracts, with significant expansion of the strategic client portfolio, including Sabesp, Vale, Anglo American, and Usiminas ✔ Led the aftermarket project, securing long-term contracts in major industrial operations ✔ Used CRM to manage sales funnel, track opportunities by channel, performance by region and product ✔ Implemented application engineering methodologies and tools for technical equipment selection and operational failure reduction, leading the technical support team ✔ Improved NPS by 30 points with focus on consultative service and qualified technical support, reducing customer acquisition cost with strategies based on market intelligence and account segmentation ✔ Used BCG matrix and SWOT analysis for segment prioritization and strategic planning, guiding allocation of commercial resources and portfolio decisions by market and growth potential ✔ Implemented failure analysis tools (RCA) and continuous improvement, in addition to developing partnerships with distributors and regional technical channels to expand market coverage ✔ Developed own commercial teams, partnerships with distributors, sales representatives, and regional technical channels, using market analysis and competitive benchmarking to define entry and expansion strategies in new segments and territories

✔ Transformed the renewable energy and environment business unit into the company's growth engine, leading brand repositioning and national expansion with a consultative approach oriented to customized technical solutions ✔ Increased revenue by 80% in 2 years through value-based sales approach and customized solutions, winning contracts with leading companies in chemical, pulp & paper, and food sectors ✔ Conducted market mapping and brand repositioning with focus on technical differentiation ✔ Developed technical-commercial team focused on solutions rather than just products, ensuring consultative approach and high perceived value ✔ Used Totvs ERP and RD Station CRM to integrate sales, engineering, and logistics areas, ensuring order traceability, delivery quality, and full visibility of commercial operation ✔ Conquered new markets in the national territory, with opening of regional channels and obtaining necessary certifications, ensuring the company's presence expansion ✔ Adopted market intelligence with BI and competition analysis to support pricing and margin decisions, implementing a commercial policy focused on profitability and customer retention ✔ Used technical evaluation tools and payback analysis to defend proposals in technical committees; conducted complex negotiations with focus on added value ✔ Achieved market leadership in target segments with 60% share growth and elevated average ticket per contract, positioning the company as a reference in renewable and environmental solutions ✔ Implemented performance indicator dashboard with focus on short and medium-term goals, ensuring alignment between sales team, engineering, and board on results and revenue projections

✔ Responsible for developing and closing the company's largest EPC and Turn Key contracts in Brazil, being the main commercial and technical interlocutor with automakers and base industries installed in the country and South America ✔ Managed contracts worth over R$ 100 million with OEMs such as Volkswagen, Mercedes-Benz, GM, Toyota, Hyundai, Michelin, Scania, and BMW, with consequent expansion of the company's key account portfolio in Brazil ✔ Developed consultative sales strategies for EPC and Turn Key projects in the automotive industry, managing technical-commercial proposals for paint systems, exhaust, and industrial automation with high degree of customization ✔ Used SAP and engineering tools (SolidWorks, AutoCAD, EPLAN) for detailed technical proposal development, ensuring alignment and consistency between scope and pricing ✔ Conducted international negotiations with headquarters in Germany and clients in Brazil and South America, with technical presentations in English and Spanish for executive committees and technical areas ✔ Increased average project margin by 12% through value and scope-based negotiations, using cost-benefit analysis (TCO and payback) to technically defend proposals and reduce customer price pressure ✔ Used MS Project and PMI methodologies for schedule and commercial risk management, supporting the engineering team in commissioning, start-up, and technical project delivery phases to clients ✔ Implemented customized solutions with focus on energy efficiency and emissions reduction; technical support to customer supply, engineering, and production teams during all project phases ✔ Implemented total cost of ownership (TCO) and payback analysis to defend technical proposals in approval committees, reducing decision cycle and increasing conversion rate in high-complexity and high-value projects

✔ Led mapping and developing the Brazilian market for energy efficiency projects, building strategic relationships with industrial market clients (Usiminas, ArcelorMittal, Gerdau, Vallourec, Cosipa, CSN, CST) through integrated solutions for steam, gases (LPG/NG/Biogas), and biomass cogeneration ✔ Closed strategic partnerships for projects, raising institutional presence in industrial forums and positioning John Cockerill as a reference in energy efficiency solutions in Brazil ✔ Prepared technical-commercial studies and proposals, preparing feasibility reports and technical presentations in Portuguese, English, and Spanish for international clients and approval committees ✔ Conducted stakeholder mapping and value proposition alignment with customer objectives; support to European headquarters with market data, competition, and regulatory trends in Brazil to support global strategic decisions ✔ Contributed to increasing the company's institutional presence in industrial forums and energy sector events, generating brand visibility and opening new business opportunities in segments previously unserved by the company in Brazil ✔ Developed strategies for entering new markets using competitive intelligence; conducted competition mapping and regulatory trends to support the company's positioning in strategic segments ✔ Participated in developing innovative solutions for clean energy that expanded the company's portfolio in Brazil, making John Cockerill competitive in public tenders and large private contracts in the energy infrastructure sector

✔ Over 8 years at the country's largest sanitation company, evolved from automation engineer to technical manager responsible for critical infrastructure, automation, and remote monitoring projects for water supply and wastewater treatment systems in São Paulo ✔ Reduced operational failures of industrial assets by 25% with improvements in PLCs, communication networks, and supervisory systems, increasing reliability and reducing average response time to failures with intelligent alarms and GPRS communication ✔ Implemented automation, control, and telemonitoring projects in pumping systems and reservoirs; coordinated integration with the company's Operational Control Center (OCC) ✔ Developed technical specifications for acquisition and implementation of SCADA systems, with programming and testing in Elipse E3 and Siemens TIA Portal software, ensuring technical compliance and integration with the company's legacy systems ✔ Executed energy efficiency projects with pump and valve automation; performed commissioning, start-up, and maintenance in treatment units and pumping stations, with post-implementation assisted operation monitoring ✔ Used MS Project and control spreadsheets to manage project schedules and technical deliveries, in addition to data analysis tools for operation optimization and energy consumption reduction in pumping systems ✔ Conducted training for operators and maintenance technicians in post-implementation assisted operation; developed operational indicators and monitoring dashboards with continuous technical support to field teams ✔ Implemented operational indicators and monitoring dashboards that allowed technical management to monitor system performance in real-time, reducing corrective interventions and increasing operational availability of water and wastewater treatment stations