Marcos Gonçalves de Melo

Machine tool solutions specifically for the bending market. Responsible for understanding the application, optimally size the machine, customize machines according to the application, study technical feasibility (payback), and offer the best solution. Responsible for developing and serving the Brazilian market: - Identify opportunities - Apply resources - Mapp potential markets - Enhance the AMOB brand - Develope partnerships and coverage strategy Based at the factory in Portugal, with frequent trips to Brazil.

Responsible for supporting Europe's business: • Prove intuitive insights to reduce energy consumption, minimize maintenance, avoid waste and digitize processes through a data Intelligence platform that monitore and manage equipments • Identify opportunities to each European country, especially in supermarkets and equipment manufacturers • Support global accounts with presence in the European market

Responsible for managing Coolblok's business (commercial brand from Purever Group). • Activities: commercial attendance of international accounts, monitoring of Portuguese/International market, management of marketing strategy, business plan (based on sales and volume), development of new products acccording to market needs, responsible for representing the brand at international events • Achievements: increased results in the international market, price realignment, marketing updates (catalogs, price list, logo), development of new products, active prospecting for new international customers

Responsible for applying the portfolio (photovoltaic panels, natural gas thermal equipment, electrical energy generators, HVAC equipments), through energy efficiency solutions, to hotels, shopping malls, commercial buildings and industries. • Identified an opportunity to diversify the profile of our business partners, according to each region, which resulted in the largest equipment supply contract, including installation and maintenance, with revenue of around 8 million reais. • Developed new application for our products, resulting in the sale of the first cogeneration of electricity using distributed generation, through the use of natural gas, providing to the customer greater operational safety (diversification of the energy matrix), less environmental impact, and less operational cost.

Responsible for defining and applying the portfolio, through automation solutions, for hotels, shopping malls, commercial buildings and industries. • Identified an opportunity to create a partnership with the largest automation valves company, which resulted in the dissemination of products and the sale of the largest project, in the order of 500 thousand reais. • Developed new sales channels for each region, according to data obtained from the market study, producing marketing material aimed at each audience (catalogues, events, training). • Developed all operational tools: sales KPIs, inventory control, price list (according to market analysis and brand positioning).

Responsible for introducing the company into the HVAC market, positioning the company as a distributor of the largest manufacturers of automation valves and sensors, with the largest customers being integrators and installers of HVAC systems. • Prospected all HVAC system integrators and installers to present the company and product portfolio. • Developed commercial team to attend the cutomers and prepare commercial proposals, and all marketing material to attract leads (website, magazine ads). • Added new partner brands, diversifying the product portfolio, and increasing the average of the sales ticket. • Developed all operational tools: sales KPIs, inventory control, price list (according to market analysis).

Responsible for the operation of the commercial and engineering departments, managing a team of 5 people, and reporting the commercial results directly to the president of the head office of the company based in the United States. • Participation in national and international HVAC market fairs, preparation of technical articles for industry magazines, and coordination of all marketing actions for the operation, having positioned the brand as the best manufacturer of automation valves and actuators. • Implemented the sales representative culture, getting significant sales through these channels. Defined incentive programs for distributors, such as rebate and discount for ranking results. • Directly participated in the preparation of the cash plan, especially for marketing/travel&entertainment cost centers. • Developed the company's entire strategy: marketing, pricing, sales channels, minimum inventory, sales tools, forecast – sales targets, employee hiring. • Represented the company in all sales meetings in the United States (11 in total), presenting sustainable results that were always higher than double digits (34% in 2012 and 20% in 2013), gaining visibility within the group's global strategy.

Responsible for the technical-commercial attedance to all distributors.

Responsible for technical assistance to all HVAC equipment manufacturers, introducing new products and technologies according to national market trends, and reporting my activities directly to the technical director of the company based in the headquarter of the United States. • Presentation of dozens of technical lectures throughout Brazil, training manufacturers and service providers on how to handle and select the products, greatly reducing the amount of breakage of products under warranty. • Technical support and technical sales to all manufacturers of the new products and technologies, creating credibility and increasing marketing share. • Technical training through technical visits to the company's factory in Sydney, Ohio (USA), and participation/presentation at the company's annual sales meeting (held in Miami, USA).

Responsible for the technical-commercial attedance to all distributors, aligning monthly portfolio and price strategies with the sales team from other Latin American countries. • Responsible for the preparation of technical articles for industry magazines, and participation in all national fairs and events in the HVAC market, increasing brand visibility. • Technical training at the factory in Danbury, CT (USA) for 15 days.

Responsible for the technical-commercial attendance to end customers, especially in the hospital and industrial market, including issuing the equipment manufacturing order after receipting the purchase orders. • Started the training routine for end customers, answering questions about the equipment, building loyalty to our brand, and being present inside the customers to identify new sales opportunities. • Did customize equipment, including increasing the range of chillers capacity, opening up opportunities for us to participate of new markets. • Participation in fairs of the plastic, hospital and food sectors.

Registered Under Number 220230074969

Master in Business Administration