Fabio Mendes de Oliveira

Position: Sales Channel Director Latin America na Huawei Enterprise Latinoamérica (Accumulating the position: Key Account Manager) Division: Solar Base: São Paulo Sales Channel Director Latin America Job Function: Responsible for managing Distributors, OEMs, EPCs channel businesses and the implementation of effective business development measures to ensure the promotion and generation of sales of the Solar products and services in accordance with company directives. Developing such business involved such aspects as structuring commercial agreements & new opportunities proposals, as well as sales and pricing strategies development. Initiating actions to resolve complex problems, implementing measures to achieve cost savings and ensuring customer satisfaction. Essential Functions: • Increase the Distributors, OEMs and EPCs channels volume in each target country across all latin america region. • Setup strategy and action plan. • Identify, drive and pursue new business opportunities with different channels by selecting appropriate products/services enablers. • Identify channels requirements/gaps and develop a business plan for target channels organization. • Establish strategic partnerships with specific channels. • Define and create sales campaigns in order to move distributors stock and get the distributor's sales force involved in to do business with Huawei.

Position: Distributor Channel Manager (Accumulating the position: Key Account Manager) Division: EP (Low Voltage, Medium Voltage, UPS, Solar) Base: São Paulo Distributor Channel Manager: Job Function: Responsible for the coordination of Distributors Channel business and the implementation of effective business development measures to ensure the promotion and generation of sales of the Low Voltage, Medium Voltage, UPS and Solar products and services in accordance with company directives. Developing such business involved such aspects as structuring commercial agreements & new opportunities proposals, as well as sales and pricing strategies development. Initiating actions to resolve complex problems, implementing measures to achieve cost savings and ensuring customer satisfaction. Essential Functions: • Increase the Distributors Channel volume in the country across all potential Low Voltage, Medium Voltage, UPS and Solar products and services. • Setup strategy and action plan. • Identify, drive and pursue new business opportunities with different distributors, wholesalers, resellers by selecting appropriate products/services enablers. • Identify Distributor sales requirements/gaps and develop a business plan for local distributor organization. • Establish strategic partnerships with specific distributors. • Define and create sales campaigns in order to move distributors stock and get the distributor's sales force involved in to do business with ABB.

Position: Regional Distributor Channel Manager in Latin America (accumulating the position: Distributor Channel Manager in Chile) Division: EP (Low Voltage, Medium Voltage, UPS, Solar) Report to: France Based on: Guarulhos-SP: 2011 à 2014 Based on: Santiago – Chile: 2015 à 2017: Regional Distributor Channel Manager in Latin America: Job Function: Responsible for the coordination of regional Distributors Channel business and the implementation of effective business development measures to ensure the promotion and generation of sales of the Low and Medium Voltage products and services in accordance with company directives. Developing such business involved such aspects as structuring commercial agreements & new opportunities proposals, as well as sales and pricing strategies development. Initiating actions to resolve complex problems, implementing measures to achieve cost savings and ensuring customer satisfaction. Essential Functions: • Increase the Distributors Channel volume in the region across all potential Low Voltage, Medium Voltage, UPS and Solar products and services. • Setup strategy and action plan by country. • Identify, drive and pursue new business opportunities with different distributors, wholesalers, resellers by selecting appropriate products/services enablers. • Identify Distributor sales requirements/gaps and develop a business plan for local distributor organization in each country. • Establish strategic partnerships with specific distributors. • Define and create sales campaigns in order to move distributors stock and get the distributor's sales force involved in to do business with ABB.

In charge of ensure customer satisfaction and generate profitable business for all corporate areas (power products, service and power systems). Responsible for effective management of Generation and Distribution Utilities businesses across the country. Leadership for develop and execute strategies and action plans for all business units. Act as the only interface between the customers and the several business areas. Restless to find the faster way to solve the problems and the customer needs. Develop and keep close relationship with all levels: • VP; • Operational Director; • Supply chain Director, manager and staff; • Engineering staff and managers; • O&M (Operation & Maintenance); • Homologation and Quality Control staff and manager; • Logistic and planning managers. Essential Functions: • Ensure the customer satisfaction; • Achieve the quarterly and annual targets (sales and financial); • Support the engineering to homologate and specify new products/services/solutions; • Support the supply chain and legal departments during the fine tuning of commercial and legal terms; • Primarily focused on expand the portfolio and maintain the existing accounts and then, open new accounts; • Develop strong relationship with all decision makers; • Define different approaches and organize the action of different personnel from several business units; • Identify, drive and pursue new business opportunities; Results: Sales: • 2013 and 2014: Consistent growth (from new products, services and solutions homologated).

Head of Repair Center, Power System and Stand-Alone solutions. Responsible for implementation of effective business development of Medium and Low Voltage, Automation,Drives and Power System projects. Initiating actions to resolve complex problems, implement measures to achieve cost savings and ensure customer satisfaction. Essential Functions: • Increase the Retrofit, Field Service and Power Systems businesses volume • Development of a new Repair Center (PLCs, MMIs, Drives and Electromechanical components) • Define action plans by key initiatives • Manage business opportunities and deliver recognized value to customers • Establish strategic partnerships • Promote the Life Extension package concept in the existing footprint

Responsible for the coordination of local Distributors, OEMs and Panel Builders Channel businesses in Brazil. In charge of the implementation of effective business development measures to ensure the promotion and generation of sales of Medium and Low Voltage, Automation and Drive Products in accordance with company directives. Structuring commercial agreements and sales and pricing strategies. Implement measures to achieve cost savings and ensure customer satisfaction. Essential Functions: • Increase the Distributors, OEM and Panel Builders business volume. • Define action plans by channel as well, set goals for market share & growth by state. • Manage business opportunities and deliver recognized value to customers that will generate profit and continuous growth. • Establish strategic partnerships with specific channel. • Maintain control of all marketing activities to ensure achievement of all objectives within allocated budget and determine all sales goals. • Coordinate and prepare with Product Managers all required reports and ensure achievement of all sales objectives by channel.

Ensure compliance to all sales practices, perform various training sessions for same and coordinate with sales associates to maintain all the activities. Administer and review efficient usage of all sales formula and prepare effective sales programs. Identify appropriate sales staff, establish an efficient work procedure, prepare required work schedule and set the pace of sales activities in order to achieve the targets assumed. Essential Functions: • Review work of all salesperson on weekly basis • Maintain effective customer relationships • Execute all strategic business plans and monitor all branch sales process • Perform appraisals for all branch employees and provide training and counseling as per requirement • Oversee all activities for branch and provide optimal level of customer services in compliance with the company • Prepare and ensure compliance with all marketing strategy and recommend growth activities for all segments and channels.

Committed to the expansion and success of the business. Development of the organization’s employees to ensure that employees get the appropriate support to deliver the best that they can. Set and manage a budget. Supervising staff, ensure customer satisfaction, structure commercial agreements and sales and pricing strategies. Essential Functions: • Assessing sales reports • Drafting and executing market plans • Mentoring • Motivating employees • Meeting targets and deadlines • Ensuring the company make profits • Enforcing safety measures

As a problem solver to Automation products and Automatized Solutions, provide assistance to the sales department, answer questions about the technical functionality from the client, provide technical support for products from customer service departments. Responsible for presenting information and new ideas to be implemented into new and existing products and solutions. Highly results driven, good at thinking outside the box and aptitude for innovation. Good business skills and be able to understand the commercial value and use of a product in order to better assist the clients in determining their business needs and to be able to work out the details of a product and tailor it to address the client's needs. Determine the clients' needs, business goals, and desired outcomes.