Marco Antonio Cione

Análise de Mercado de Resinas Plásticas | Gestão de Risco | Hedge Commodities | Certificação Anbima

Management of a cross-functional team comprising 9 people (sales and market development), working on motivation, qualification and professional development; Responsible for LatAm sales strategy (contract and spot) for polyethylene and polypropylene resins, implementation and development of new applications for agriculture, construction, sanitation and energy segments; 17% sales volume growth over the previous year; Portfolio with over 100 direct customers. Diligent credit management with customers so as to maintain default indices below Company and Industry reference averages in Brazil.

Management of a cross-functional team comprising 25 people (sales, technical services and market development), working on motivation, qualification and professional development; Responsible for sales strategy in Brazil (contract and spot) for polypropylene resin, implementation, technical services for customers and development of new applications for houseware, rigid and flexible packaging (agricultural and industrial products, food and beverages), civil construction (tiles, water-tanks), textile sector (rugs, carpets, furniture and sports clothing), and channel strategy (Distribution Network). Recovery of 9 p.p. Market Share in 6 months, preserving quality, and Business EBITDA percentage; portfolio with over 200 direct customers.

Construction of the Braskem Internationalization Project Business-Case for Central America and the Andes, Board of Directors approval and project implementation; local Team building and qualification (account manager, technical support for customers, administrative assistant and sales assistant), sales channel structuring, legal-entity establishment and operation startup; Commercial Strategy focusing on regional Market Share growth through direct sales with better contribution margin and strategic positioning.

Management of commercial teams (Senior - Segment Leaders, and Junior –Regional Account Managers), leading a team of 12 people responsible for securing segment –based commercial synergies post-integration of Ipiranga Petrochemical assets; Review and implementation of segment-based Commercial Strategy improving unit contribution margin, cost-to-serve reductions, Customer Share and Market Share gains per segment. Main Market Segments: Houseware, Home & Personal Care, Industrial and Consumer Packaging, Textile and Toys. Launch and consolidation of projects to substitute materials totaling over 40,000 tons annually of polypropylene; annual sales volume of over 450,000 tons of polypropylene.

Management of a 10-person cross-functional team comprising market, competitive intelligence and communication analysts; responsible for Market Segmentation; product/segment/customer/region-based profitability analyses; Strategic Segment Plan; cost-to-serve implementation and analysis; implementation of Polyolefin Unit CRM; Customer Satisfaction research and action plans; participation in the Ipiranga Petrochemical M&A process – synergy analysis and capture; responsible for commercial integration (people and processes) and commercial performance.

Account Manager – São Paulo – July 2001 to April 2005 Account Manager – Northeastern Brazil – March 2000 to June 2001 Application Engineer – North and Northeast Brazil – March 1999 to February 2000

- Key Elements of Global Strategy and Management - Context, Scenarios and Challenges of the New World Political and Economic Order - The 5 Dimensions of International Value Creation - Intercultural Management in Global Companies - Innovation and Internationalization - Adapting and Building the Global Value Proposition - The Business Model and Value Chain Management in International Markets - Strategic and Organisation Alignment in the Internationalization Process - Talent and Leardeship in the Global Company - Internationalization Business Game - Stakeholders Management and Corporative Social Responsability in the International Operations - Case Study - International Value Creation - Integrated and Applied Perspective

Focado em Indústria Petroquímica