Fábio Dal Poz - Vbs Champion Email & Phone Number

State Of São Paulo, Brazil

Brazil

Responsible for the Commercial team and the Gilbarco Veeder-Root Representatives Network in the brazilian territory for the Fleet Solutions business unit
Products and complete solutions for Fueling, Tanks Measurement and Inventory, Environmental Monitoring, Fueling and Fleet Management for Agribusiness, Mining, Sugar Plants, Carriers, Industries, Bus Companies, Public Fleets.
Main responsabillities:
- Funnel Manament proccess and Daily Management
- Leader of Stratetic Planning within LatAm region
- Policy Deployment action planning
- S&OP proccess within LatAm region

Israel

 In charge of Pre-sales and Sales roles.
 In charge of prospecting and managing B2B strategic customers, mainly focused on Commercial Fleets, Transportation Companies and Electronic Payment acquirers.
 In charge of Pricing development for Brazil.
 In charge of developing Brazilian Distributors and Business Partners, INMETRO and ANATEL accreditation process.
 Coordination of ERP’s integration process such as SAP and others through Web Services.
 Leads and Pipeline Creation and Management (Pipeliner CRM).
 Engagement on processes to set up strategic alliances according to the Israeli headquarter M&A policy in order to establish a subsidiary in Brazil, Importation/Exportation license (RADAR) acquisition and supply chain analysis.

Main Success Cases:
 Whole Raizen’s PoC design and implementation management involving Orpak Latina (Chile) and Israeli teams for Ethanol and Sugar-Cane mills business, in such way we were approved in the First-place in September 2016, inclusive of with a real-time field development with Israeli R&D staff remotely; pre-sales activities inside RFP process supporting the company to win the first bidding process in February 2017.
 Whole Rumo ALL’s PoC design and implementation management, involving Gilbarco Veeder-Root, Orpak Latina (Chile) and Israeli teams for Railway Transport business; pre-sales activities inside RFP process supporting the company to win the bidding process in April 2017, which comprised 28 refueling stations within 28 cities and 1000 locomotives.
 Developed a medium to long-term sales pipeline potential of US$ 60.000.000 FOB, meaning US$ 2.200.000 FOB of sales forecast up to the first two years end.
 Support in pricing, international taxation, customs processes, Importation/Exportation license (RADAR) achieving the goal to complete the Brazilian company acquisition in November 2016, which will be the Orpak subsidiary.

 Roughly 20 years of professional experience in multinational and national companies such as Gilbarco Veeder-Root, Orpak Systems, OTI PetroSmart, LUPUS Lubrificação e Abastecimento; DuPont Cipatex, Ericsson, Siemens. Strategic roles in business development, international trade, engineering, reliability and automation.
 Experience at Information Technology, Oil and Refueling, Lubrication, Textile, Electrical Energy and Telecommunication.
 Experience in wider payments (MOP) industry and processes, involving acquirers and issuers requirements, EMV and PCI DSS related matters, Brazilian compulsory ANTT (Brazilian Regulatory Agency for Inland Transport) rules for Electronic Freight Process.
 Expertise in pricing, comprising the global supply chain of importation process, international taxation, customs clearance, Brazilian tributary system.
 Experience in international agreement negotiation, commercial offer negotiation with senior management and presidents from transport companies, fuel retailers and e-payment (MOP) companies, inclusive of strategic alliances and M&A processes.
 Engagement on processes to set up strategic alliances in order to establish a subsidiary in Brazil, Importation/Exportation License (RADAR) and supply chain analysis.
 Experience on Leads Generation, Leads Management and Sales Pipeline Management (Salesforce and Pipeliner systems).
 Experience in coordination of ERP’s integration process such as SAP and others through Web Services, acting as focal point of an Israeli company IT division; member of ERP’s project coordination staff to implement SAP and JD Edwards systems.
 Over than five years acting as Business Development, External Sales and Engineering consultant, and as ordinary university professor at a state public institution.
 International experience in business trips to Spain, Italy, Germany and South Africa.
 Availability to travel, to live in other cities and for expatriation.

Cape Town Area, South Africa

My activities as OTI PetroSmart Consultant will expire on 03/31/2016.

 Upon the company headquarters’ strategic definition, I´m the only resource in charge of all OTI PetroSmart's strategic and operational activities and commitments in Brazil (Home Office based).
 In charge of Strategic Marketing, Business Development and Sales Planning involving technological solutions for advanced and integrated refueling management, fleet management and e-payment (MOP).
 In charge of developing Brazilian Distributors and Business Partners, wording and negotiation of Distribution Agreements, INMETRO and ANATEL accreditation process.
 In charge of prospecting and managing B2B strategic customers, developing International Trading arrangements.
 Pricing, since EXW INCOTERM based quotes, international freight and insurance, international taxation and local taxation for B2B reselling through channels partners in Brazil.
Main Success Cases:
 Starting from gathering the first strategic contacts in Brazil, an immature market, unaware of the solutions and products value and portfolio, without intention of buying, in the throes of a serious economic and political crisis.
 Nine Sales Qualified Leads, from which raised six projects with commercial offers presented at the end of the first eight months, currently in revision process, totalizing roughly R$ 5.510.000,00 in equipments; exclusive of installation services and recurrent revenues from BackOffice services, automated reports and integrated management. Three out of these five Qualified Leads are not considered in the amount aforesaid; and these three Qualified Leads means roughly 35% of the Total Accessible Market (TAM) for the next years.

Mumbai Area, India

• In charge of Strategic Marketing and Business Development for Lubricants and Drymix Mortar divisions of Frigmaires Engineers in South America.
• In charge of marketing planning, sales and customer service.

São Paulo Area, Brazil

 Responsible for create and implement the Engineering, Turnkey Projects and Solutions processes and division. Development and presentation of turnkey and special projects for B2B customers.
 International Agreements Management with European, USA and Chinese suppliers. Involved with WOLFLUBE company, USA (Miami), planning to supply Mexico, Central America, Africa and Asia markets.
 Coordinated the SAP (ERP) implementation process at Engineering and Technical Assistance divisions, aiming the Strategic Post-Sales process; coordinated the ISO 9001 certification process.
Main Success Case:
 Through the engineering division implementation and creation of the specific commercial area, it was prospected millions of Brazilian reais in offers for new sales opportunities (confidential conversion rate). Simultaneous implementation of SAP and ISO 9001 certification in less than one year.

Tatuí Area, Brazil

• Ordinary university professor approved in public contest, of Electronics, under graduation course on Industrial Automation.
• Visiting professor of Digital Electronics, Industrial Electrical Buildings, Buildings Automation, MIDI Protocol, under graduation course on Industrial Automation and on Audio Production Business.
Main Success Cases:
 FATEC/ELEKTRO partnership in order to provide vocational training and recruiting tens of professionals to be hired as employees of ELEKTRO Energy Company.

Sorocaba Area, Brazil

 Managed projects of medium voltage power stations, low voltage electrical buildings and automation.
 Performed auditing and electrical energy effectiveness analysis, tariff model analysis and compliance.
 Development of training and workshops: Electrical Safety, Electrical Energy Quality and Effectiveness; Maintenance and Reliability Engineering Process, Key Performance Indicators, Overall Equipment Effectiveness (OEE).
Main Success Cases:
 Electrical energy costs reduction projects through energy analyzers for several companies across the region. Projects and implementation of medium voltage power stations and low voltage electrical buildings.

São Paulo Area, Brazil

 In charge of the whole production process integration, which machines and equipments were supplied from Europe (French and Italy) and automation project was developed in the USA.
 Projected and implemented the Industrial Automation Network retrofit
 In charge of implementing real time Energy Management System.
 In charge of restructuring the maintenance process in order to implement and manage Reliability Engineering.
Main Success Cases:
 Green Belt Six-Sigma project aiming electrical energy costs reduction, through Production Wheel optimization according to the electrical profile by product, achieving a cost reduction of 22% with electrical energy during the nine first months. Uptime (DuPont KPI similar to OEE) variability reduction enabling predictability to the Productive Capacity. Deployment and implementation of the automation system network retrofit, reducing the “downtime” due to synchronism fails.

• Developed projects, commercial tenders and proposals (RFT/RFP) involving AXE Digital Telephone Exchanges, WLL (Wireless Local Loop) Networks e NGN (Next Generation Networks) Networks.
• Developed the Network Consulting (Network Design & Network Performance Improvement) Services Portfolio. Performed strategies and plans to introduce consultancy services inside Wireline Core Networks market.
• Responsible for the VUE (Virtual University Enterprise) Datacom certification program to the Wireline Core Network department.
• Consultancy role for Core Wireline services, acting as a process coordinator to Multiservice Network Planning tools acquisition.

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• Desenvolvimento de projetos e propostas envolvendo Centrais Telefônicas Digitais AXE, consolidação de propostas de Redes WLL (Wireless Local Loop) e Redes NGN (Next Generation Networks).
• Desenvolvimento do Services Portfolio de Network Consulting (Network Design & Network Performance Improvement) para redes Wireline Core Networks. Elaboração de estratégias e planos para inserção de serviços de consultoria dentro do mercado Wireline Core Networks.
• Responsável pelo programa de certificação em Datacom da VUE (Virtual University Enterprise) para os colaboradores do departamento.
• Função de Consultor em Serviços na área Core Wireline, atuando como coordenador no processo de aquisição de ferramentas de Planejamento de Redes Multisserviços.

São Paulo Area, Brazil

• Developed projects, commercial tenders and proposals (RFT/RFP) involving EWSD Digital Telephone Exchanges. Projects involving Digital Switching and Common-Chanel Signaling #7, through STP (Signaling Transfer Point) network, for Brasil Telecom PSTN (Public Switched Telephone Network).
• Started the ISDN (Integrated Services Digital Network) research in order to implement the SURPASS solution at Telepar/Brasil Telecom PSTN.


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• Desenvolvimento de projetos de Centrais Telefônicas Digitais EWSD, elaboração de propostas e análise de edital. Projetos envolvendo Comutação Digital e Sinalização de Redes por Canal Comum #7, através de redes STP (Signaling Transfer Point), para a Brasil Telecom.
• Início de atividade de estudo de projetos de convergência de Redes de Serviços Integrados ISDN para implantação da solução SURPASS nas Centrais Telefônicas da Telepar - Brasil Telecom.

Taubaté Area, Brazil

• Until May/2000, as Product Engineer, Technology Department, in charge of perform products development and electronic components type-approval. Managed technical documentation regarding product bill of materials, assembling and testing procedures.
• From May/1999 to May/1999, as Post Sale Engineer, Technical Support Department, in charge if implementing the P.O.S. (Point Of Sale) product inside the Brazilian market, EFT (Electronic Funds Transfer) equipment, involving hardware, software and protocols (HDLC e X25) field debugging. Developed and provided training.

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• Até Mai/2000, atuação como Engenheiro de Produto, Departamento de Tecnologia, funções de desenvolvimento de produtos, homologação de componentes e equipamentos, execução de documentação técnica da estrutura de produtos, desenvolvimento de instruções de montagem, procedimentos e meios de testes.
• De Mai/1999 até Dez/1999, Departamento de Suporte Técnico, atuação como Engenheiro de Pós-Venda. Implantação do produto P.O.S. (do inglês, Point Of Sale) no mercado nacional, equipamento para TEF (Transferência Eletrônica de Fundos), envolvendo depuração do produto em campo quanto a “bugs” de software, hardware e protocolos de comunicação (HDLC e X25). Elaboração e execução de treinamentos.

Master Of Business Administration (Mba), Gestão De Comércio Exterior E Negócios Internacionais, Com Módulo Internacional Em Ohio

Activities and Societies: International Business Plann Awainting for international module scheduling at Ohio University. International.

Bacharel, Engenharia Elétrica

Graduated in Electrical Engineering