Rafael Tosta de Lima

• Responsible for all Energy Utility accounts in Brazil; • Leveraging business among Energy, Water and Gas Utilities in Bolivia, Chile, Paraguay and Peru; • Management of Sales Channels in South Latam; • Collaboration on designing mid/long-term strategies for Sales department; • Market analysis seeking trends, understanding competitors' actions and bringing company suggestions for new markets and breakthrough developments; • Developing partnerships with world-class and local ITC companies and R&D institutes; • Designing new processes for the Sales department.

• Promoting sales of MDC and MDM system modules focused in helping Distribution Utilities to better attend their end customers and to meet with local regulations; • Responsible for attending part of brazilian Energy Industry companies, as well as for peruvian and ecuadorian utilities; • Developing partnerships with world-class ITC and Meter Manufacturing companies; • Leveraging customized solutions in order to meet regional specifications and needs; • Helping design short and medium-term strategies.

• Business development of a multinational company in Brazilian territory; • Raising technical-commercial channels’ quantity in national territory, promoting a better end-customer experience and increasing coverage area of our solutions; • Leveraging customized solutions in order to meet regional specifications and needs; • Working close to the most important meter manufacturers, developing exclusive drivers in order to support the great majority of installed basis in intertie applications; • Developing partnerships with world-class ITC companies; • Reaching new markets for PrimeStone; • Designing and applying mid and long-term strategies.

• Sales support to private groups of electricity distribution utilities; • Specialization in smart metering systems (Smart Grid); • Leading discussion among a group of companies committed to offer a turnkey solution for customers; • Technical prescription of metering solutions in utilities’ engineering teams; • Creating documents for risk analysis and margin as SOX procedures; • Prospection visits, analysis of technical requirement, approval of equipment into customer and sales; • Market study and strategic planning.

Product Manager responsible for Low, Mid and High-End Metering Equipment, as well as Power Quality and Revenue Grade Meters, Current Transformers, Insulation Monitors and Gateways. As the responsible for these product lines, some of my duties were: • Managing a team of Trainees and Product Application Engineers; • Planning mid and long-term strategies for increasing market share throughout the following years; • Managing the life cycle of portfolio under my responsibility; • Studying the market to seek better price positioning in comparison with the competitors; • Setting safety low stock triggers and study import rules for optimization of inventory turnover; • Assessment of market opportunities and requirements; • Ensuring the complete cycle of a new offer launch - market research, markdown, stock composition, pricing, release, advertising material, training, spreading the knowledge and support; • Supporting consultants, including those allocated in other Business Units (cross-selling); • Preparing monthly reports with local and overall margin analysis, delta-price evolution of the activity front of goal, delta-volume, among others KPIs.

Sales Engineer specialized in metering equipment and solutions for brazilian market. Responsible for pre-sales and sales activities, from the elaboration of Risk and Margin Analysis to participation in bids and tenders, as well as low level after-sales support for Energy Generation, Transmission and Distribution utilities. Geographical area attended was RS, SC, PR, ES, MS, MT, TO, PA and CE, as well as some cities and utilities from SP and RJ. Product line to be sold and supported was: - LV Metering Products for buildings, substations, distribution/transmission boundaries, Free Customers and special applications (such as pre-payment, AMR, AMI and Smart Grid systems); - Meter Data Collection system for metering equipment; - Meter Data Management system for energy utilities.