Leonardo Reis, MSc

Reporting to the Commercial Director. Responsible for structuring the Bags and Paper Export Department, focused on driving sales volume, increasing financial margins, and diversifying markets. Key early achievements include a 59% reduction in available inventory within the first three months and a significant increase in volume and client portfolio diversification, onboarding major global traders such as Ekman, Central National Gottesman, Roxcel, and others.

Scope increase compared to the previous role, with the incorporation of Machine and Product Importation. * Marketing: structure the department with the mission of promoting the reputation of Forest and our brands. Branding, market intelligence, e-commerce; * R&D: relationship with customers and brand-owners in the development and approval of products; * Export: structure the department, trading own (cut size, testliner and machine glazed paper) and third-party products (paperboard, kraftliner) abroad and establishing the first commercial office in Miami; * Import: structure the department, relationship with traders and major global producers to serve the Brazilian market. Key Achievements: rebranding of Forest, reorganizing the group into Business Units and positioning the company as a leader in circular economy within the paper and pulp supply chain; opening of 12 export markets and achieving the annual target within the first ten months of 2024; launch of RevitaPrint, a circular economy sulfite paper, which reached a sales volume of 1,000 tons/month just six months after its launch.

I was in charge of the export of paperboard to various parts of the globe via the company's direct sales, distribution, and trading channels. I oversaw Ibema's international business operations. I supervised two offices in Brazil and Argentina, as well as a network of agents in Portugal, United States and United Kingdom. My responsibilities included ensuring that business operations were profitable and predictable, fostering long-lasting client relationships, protecting market share in captive markets, and capitalizing on opportunities to promote eco-friendly packaging alternatives. In addition to my global commercial responsibilities, I supervised Ibema's Brazilian distribution network, creating brands and products for tens of thousands of printing businesses of all types. Under my direction, both businesses generated a total annual income of BRL 400 million. Here are some of my most significant accomplishments during my employment: • In 2022, I increased net sales in Brazil's distribution channel by 30.1% year over year and exports by 11.0% year over year. • In 2021, I increased net sales in Brazil's distribution channel by +74.3% year over year and in exports by +15.3% year over year.

As the head of the company's greatest commercial division, I was responsible for direct sales to Brazil's largest packaging industries, generating over BRL 350 million per year in revenue. I supervised nine professionals at the levels of critical account management and sales representation. I also participated in the design of the new mission, visual identity, and positioning statement for the "new Ibema". As a member of the agile teams for Human Capital and Verticalization & New Businesses, I contributed to the development of a strong company culture and the identification of acquisition and structural competitiveness improvement opportunities. Here are some of my most significant accomplishments during my tenure: • Despite a -3.7% decline in demand on the Brazilian market in 2019, my team accomplished record sales for the channel in 64 years (November 2019) and a 3.8% increase in sales. • In October of 2020, my team accomplished the highest sales increase for the channel in 65 years (6.0%), surpassing both the company and Brazilian market averages. We celebrated 18 consecutive months of exceeding sales goals in December, and I was awarded the "You are the legend" Prize for exceptional performance. • In 2021, up until June (my last month in the position), my team achieved +19.5% YoY volume growth and +13.9% YoY price growth, resulting in a +36% YoY increase in net sales compared to the same period the previous year. Additionally, sales linearization was attained in five out of six months. • I was able to improve the morale of the complete front-line sales team and restore their pride in being salespeople.

Reporting directly to the CEO of the Business Unit, I led a team of over 50 people at SAE Digital across Brazil to expand our customer base in a healthy and sustainable manner, securing the #1 position in the basic education market. My responsibilities included managing the following areas: Sales Force: overseeing B2B negotiations and active capture of new customers through a team of 15 regular sales representatives throughout the year. Marketing: driving brand exposure and generating demand through events, content production via Inbound Marketing, and piloting Outbound Marketing prospecting. Intelligence and Market Operations: creating value for customer capture and retention through metrics and indicator production and management. As a result of our efforts, we achieved the following key results: 22,000 new long-term contract students with an average ticket 15.9% higher than the current customer base in 2018. BRL 1.7MM revenue from Inbound Marketing with an ROI of 19x. BRL 1.5MM revenue from offline events with an ROI of 14x. Our main achievement was the development of a predictable and scalable sales model with metrics and performance cadence, which laid the foundation for continued growth and success.

Reporting directly to the CEO of the Business Unit, I established and led the Commercial Operations Department at SAE Digital, an Arco's Business Unit. My primary responsibilities were focused on developing business intelligence and strategies to drive growth and ensure our position as the fastest-growing education system in Brazil, with the ultimate goal of achieving market leadership. Some key achievements during my tenure include: Developing a robust business intelligence system to support data-driven decision-making and enable the identification of growth opportunities. Creating and implementing a comprehensive commercial strategy that resulted in a 25% increase in revenue and market share growth of 5% within the first year. Building and managing a high-performing team of professionals, focused on key areas such as sales, marketing, and business operations, resulting in increased productivity and significant cost savings. Establishing strong partnerships with key stakeholders in the education sector, including school networks and government agencies, to drive growth and improve the quality of our educational products and services.

As a Jr. Manager, I led the direct selling department of Cut Size paper in the São Paulo (SP) area. I was responsible for the strategic positioning of brands in stationeries, bookstores, and copiers with annual revenues of BRL 225 million. My main achievements were: • Successfully implemented a price increase strategy while maintaining sales volume and gaining market share, despite a 3.5% decrease in demand. • Received 95% favorability as a manager in the Annual Engagement Survey, which was 15pp above the company average and 6pp above the global high-performance average. This was due to my ability to build and lead a high-performance team, keep people motivated in difficult situations, encourage teamwork, and act on feedback.

One of the company's biggest paper accounts, with annual revenues of BRL 150 million and a product range that included more than 40,000 tons of printing and writing paper (coated and uncoated, graphic and cut size), paperboard, and more, was under my management as an account manager. Under my management, the account achieved the following results: * Boosted prices by 10% while increasing the total amount of paper traded by 28% YoY (+9.6 tons, total 44K). We were able to maintain sales growth despite a 5.7% decline in domestic market demand; * Inventory committed for more than 15 days was reduced by 98%, from 1,291 tons in November 2015 to 26 tons in December 2016. These achievements were attained by managing the sales staff well, working closely with customers to understand their requirements and preferences, and being proactive in identifying and resolving any problems or challenges that might arise.

As a B2B Portfolio Manager in the Southeast region of Brazil, I successfully oversaw the creation and execution of the Green Belt project Operation Eisenhower, which had a BRL 1.82MM budget. Outstanding outcomes from this initiative included a notable increase in volume (+23%) and operational profit (+24%).

I had extraordinary sales success managing a portfolio of clients in the Northeast of Brazil's small retail industry. Due to my efforts, I was named Brazil's top sales representative for both the first half of 2014 and the entire year. In international ceremonies conducted in Huaca Pucllana, Peru, and Bali, Indonesia, I was presented with these esteemed honors.

Advanced skills in negotiation, conflict resolution, and strategic decision-making. The course provided a deep understanding of negotiation dynamics, persuasion techniques, and strategies to achieve advantageous agreements in complex and multicultural environments.

International Masters program in Political Science that spans over 2250 hours. The program includes mandatory subjects such as the study of the International Political Environment, Political Leadership, and International Political Management. In addition, students have the option to choose from elective subjects such as International Cooperation or Political Marketing. The program is designed to provide a comprehensive understanding of political science in an international context, with a focus on leadership and management skills.