Horácio Gentil P. António Email & Phone Number

Luanda - Angola

Senior Business Advisor for entrepreneurs and investors in Angola.Leading role in the successful negotiations of the shareholders positions of Drinco - Indústria de Bebidas, SA to Castel Group (Cuca). Main achievements:• Successful leadership in the negotiation of the sale of the positions of the shareholders of Drinco - Indústria de Bebidas, SA to Castel Group (Cuca).• Stabilization of the corporate structure of Drinco - Indústria de Bebidas, SA and holding of the first General Shareholders' Meetings.• Consultancy and support for investors.Consulting • Business Consulting • Investment Projects • Business Planning • Economic & Financial Feasibility Projects

Luanda - Angola

Project developed in the context of the reorganization of the Nuvivalor Group and organic and business expansion of Refriango.Responsibility for Refriango's exports. Study of the feasibility of transferring the company's export operations from Portugal to Angola.Main achievements:• Analysis of the feasibility of transferring the company's export operations from Portugal to Angola, taking advantage of the installed and idle productive capacity in Luanda. 30% of the exports from Portugal were transferred to Luanda.• Analysis of the viability (GO / NO GO) of beer exports to China (Selection of market segments and channels, selection of agent, definition of packaging, definition of target prices, analysis of internal costing vs. costing of co-packers, competitiveness analysis and GPM(%), legal aspects and trademark registration, calculation of the project investment, respective P&L and Pay Back Period, calculation of the incentive per box to be exported to be requested from the government).• Preparation of a report on "Constraints, Difficulties and Proposals for Improvement" of the Legislation and context of Angola regarding exports.Exports • Internationalization • Feasibility Analysis • Cost Analysis • Legislation Study • Context Analysis • Context Costs • P&L Management • Budget Management

Luanda - Angola

Leadership of the company in strong growth, in the context of economic crisis and difficulty in accessing foreign exchange for imports.Responsible for the company's strategy, investment and financing plan and management. Relationship with all stakeholders: Shareholders, Employees, Customers, Suppliers, Partners and Community. Founding member of AIBA (Association of Beverage Industries of Angola).Main achievements:• Exponential growth in sales volume and customer base.• Market coverage: Modern Trade 100%, Informal Market 30%.• High level of brands awareness.• Bank Financing Approval ($10M) for Investment Plan, supported by Business Plan.• Implementation of the Investment Plan: - 1 new PET Injection Line - 2 new bottling lines - Finished Products Warehouse - Distribution & Commercial Fleet - Reinforcement of Working Capital (Finished Products and Raw Materials Stocks, Credit to Customers)• Increase of 1 production shift, doubling production.• Calm, participative and collaborative work environment, through permanent negotiation with the Union and the Workers' Committee.• Founding member of AIBA (Association of Beverage Industries of Angola). Vice-President of the board of the General Meeting.• Guarantee of access to a currency ceiling for imports, through AIBA.Business Strategy • Business Planning • AOP Management • P&L Management • Factory and Infrastructure Management • Asset and Investment Management • Investment Plan • Project Finance • Financial Management • Production Management • HR Policy • Negotiation with Unions • Negotiation with Workers' Committee • Partnership Management • Institutional Representation

Luanda - Angola

Sales & Marketing Leadership for a recently opened beverage industry.Responsible for the implementation and organization of the Sales & Marketing Department, and its strategy: commercial policy, growth of the customer base, go-to-market, route-to-market, launch of products and marketing campaigns (ATL & BTL). Management of the Logistics Department (including stocks & invoicing). Responsible for the relationship with the main business partner (Capri-Sun Germany and Dubai). P&L management.Main achievements:• Exponential growth in sales volume and customer base.• Market coverage: Modern Trade 100%, Informal Market 30%.• High level of brand awareness.• Launch of ATL & BTL campaigns.• Construction of the internal and Capri-Sun's report model of sales and marketing KPIs.• Low level of outstanding (~0.5%) and uncollectible (~1%) receivables. Sales & Marketing Strategy • Business Planning • P&L Management • Sales and Customer Management • Accounts Management • Sales Team Management • Commercial and Internal Procedures • Marketing Management • Brand Management • Relationship with Partners • Institutional Representation

Porto / Aveiro / Viseu / Leiria / Torres Vedras / Açores, Portugal

Pivotal role between the Sales and Marketing Departments, in the context of an accelerated change in the business paradigm of the company from Print (Yellow Pages Lists) to Online (Digital Marketing).• Active participation at the Training, Marketing and Sales level in the complete change of the Yellow Pages business paradigm from 95% Print to 100% Online.• Management & Development: Design, implementation and management of the Sales Training Plan.• Training: Design and training Sales Academy, Sales Process, Attitudes and Behaviors, Resilience, Products Portfolio, Internet, Digital Marketing (SEM, SEA, SEO), among others. On Job Training. Target audience: Sales, Operations, Marketing and Management teams.• Coaching: Design, implementation and development of an internal Coaching process. Sales Coaching.• Started the fist E-learning training courses at the company.Training • Sales Training • E-Learning • Sales Academy • Sales Process • Coaching • Mentoring • Sales Operations • Go-to-Market • Digital Marketing • Online Marketing • Products Management

Porto, Portugal

Role within the implementation of the Training & Coaching Department, for the first time, on the Online Channel. Responsible for Training & Caoching in Porto. International report (Truvo Group, Belgium).• Active participation in Training, Sales and Marketing in the starting of the Online Channel in Porto.• Management & Development: Design, implementation and management of the Sales Training Plan for the Online Channel.• Training: Design and training Sales Academy, Sales Process, Attitudes and Behaviors, Resilience, Products Portfolio, Internet, Digital Marketing (SEM, SEA, SEO), among others. On Job Training. Target audience: Sales Team of Porto Online Channel.• Coaching: Design, implementation and development of an internal Coaching process. Sales Coaching Target Audience: Sales Team of Porto Online Channel.Training • Sales Training • Sales Academy • Sales Process • Coaching • Mentoring • Sales Operations • Go-to-Market • Digital Marketing • Online Marketing • Products Management

Porto, Braga, Guimarães

Senior Business Consultant/Advisor working with AEP (Associação Empresarial de Portugal) for the FPME Programme. Business advisor for several clients from different activities and products. Responsible for starting a new terracota pottery & vases company. • Senior Consultant/Advisor for clients from the following sectors of activity: molds industry, textile industry, neon advertising, food distribution, retail, wine production, glass industry (civil construction), among others.• Specialist Consultant/Advisor in Marketing & Sales the clients mentioned above.• Liaison Consultant and Specialist Consultant in collaboration with ACIG (Guimarães Commercial and Industrial Association) within the FPME Programme (Training for Small and Medium sized Companies) promoted by the AEP (Portuguese Enterprise Association).• Responsible for launching the new company Ceram Made - Indústria de Cerâmica, Lda..Training • Consulting • Business Consulting • Business Diagnosis • Commercial Consulting • Sales Consulting • Project Management • Business Launch

Porto, Portugal

Manufacturer of kitchen household goods for domestic use. Management of the Commercial Department with responsability for the Exports & Domestic markets. Responsability for the Sales and Marketing areas of the company. Close connection with R&D and Production Departments to launch new product lines. P&L Management. Commercial Team Management. Leadership in the commercial area for the new ERP implementation.• Commercial Policy: Redefinition of entire commercial policy: target markets, price & discounts, brand & product positioning, definition of GPM (%) mix, products life cycle, relationship with different players, commercial performance incentive plan. • Exports: 82% of sales, 65 countries. Negotiation of Prices, Incoterms, Delivery Conditions, Lead Times, Payment Terms, Packaging.• Domestic Market: Modern trade, distributers and warehouses. Definition of sales goals, supply contracts negotiations, and private labels (Sonae and Auchan).• Team Management: Responsible for the planning, coordination and motivation of a team of 7 (seven) Area Sales Managers (exports and domestic market). • Marketing: 4 Ps (Product, Price, Place and Promotion) decision making. Brands positioning.• International Trade Shows: Decision on the choice and participation in international trade shows. Regular participation in the following trade shows: Frankfurt (2/year), Milan (2/year), Hong Kong (1/year). Occasional participation in the following trade shows: Moscow, Dubai, Chicago, Paris, Birmingham, among others. • Projects: Leadership & Ownership of the commercial department in the implementation of a new ERP.Sales & Marketing Strategy • Business Planning • P&L Management • Sales and Customer Management • Accounts Management • Exports • International Sales • International Trade Shows • Sales Team Management • Commercial and Internal Procedures • Marketing Management • Products Management

Porto, Portugal

Management of the Modern Trade Channel in the Northern region of Portugal. Responsability for Sales, Key Accounts Management, Negotiations with Customers, Commercial and Operational Teams Management, Teams Training and Development, RTM (Route-to-Market), Promotions and Targets achievement. Setting of the 1st OT (Organized Tade) Commercial Delegation in Portugal (Rio Tinto).• Set the 1st. exclusive OT office & warehouse in the country (Rio Tinto). Commercial and global supervision of it.• RTM: (Re)engineering all route-to-market within the region in order to increase efficiency and its KPIs.• Responsible for the OT (Organized Trade) Channel in the North region of Portugal. • Key Accounts Management: Negotiation with customers (OT), sales targets, commercial contracts: investments, promotional and merchandising contracts. Main customers: Continente, Modelo, Feira Nova, Pingo Doce, Jumbo, Pão de Açúcar, Carrefour, Makro, Minipreço, Lojas Dia%, Armazenistas e Grossistas.• Team Management: Responsible for the planning, organization, coordination, motivation and monitoring of a sales team. Definition of sales tagets by rout. Accountable for the training and development of the team.• Targets: Achieved >100%.Sales Management • Channel Management • Accounts Management • Sales • Negociation • General Supply Contracts • Customer Commercial Incentives • Trade Marketing • Sales Operations Management • Route-to-Market • Routes Management • Stocks Management • Team Management • Sales Training • On the Job Training

Centre Of Portugal

Management of the Modern Trade Channel in the Centre region of Portugal.Responsability for Sales, Key Accounts Management, Negotiations with Customers, General Supply Contracts, Promotions and Targets achievement.• Responsible for the OT (Organized Trade) Channel in the Centre region of Portugal. • Key Accounts Management: Negotiation with customers (OT), sales targets, commercial contracts: investments, promotional and merchandising contracts. Main customers: Continente, Modelo, Feira Nova, Pingo Doce, Jumbo, Carrefour, Minipreço, Lojas Dia%, Irmãos Costa Pais.• Team Management: Supervised and trained a team of (~) 15 Merchandisers (Outsourcing).• Targets: Achieved >100%.Sales Management • Channel Management • Accounts Management • Sales • Negociation • General Supply Contracts • Customer Commercial Incentives • Trade Marketing

Lisbon, Portugal

Category management of the light bazaar (Auto & Hardware and Books & Stationary) of a hypermarket. Management of the business unit before and after the centralization of Feira Nova Hypermarket chain purchases. Responsability for Sales, GPM (%), Negotiations with Suppliers, Purchases, Stocks, Category Layout, Merchandising, Promotions, Team Development and Operations of the business unit. Active participation in the opening of two stores (Feira Nova Telheiras and Feira Nova Évora).• Sales and GPM Management: Planning and monitoring of Sales versus Gross Profit Margin so as to reach pre-defined goals.• Negotiation with Suppliers: General Supply Contracts, Store Opening Contracts, Promotional Campaigns and Space Letting Contracts.• Purchasing and Stock Management: Stocks analysis, control of buffer stock and placing Purchasing Orders.• Team Management: Operational coordination and motivation of the merchandising team.• Merchandising: Development of displays and fairs (promotional areas) so as to improve the quality of space, visibility, sales volume and product rotation.• Opening of the Hypermarket Stores Feira Nova de Telheiras and Évora.• Targets Achieved >100%.Business Unit Management • Store Management • Category Management • Sales Operations Management • General Supply Contracts • Purchasing Management • Stocks Management • Logistics • Layouts • Trade Marketing • Visual Merchandising • Promotions• Team Management

Licentiate Degree (Pre-Bologna), Degree In Business And Administration

Activities and Societies: Students'​ Association of the Univerity of Évora - Portugal• Vice-President of the Board of the Students'.

Post-Graduation, Marketing

Modules: Marketing I, Marketing II, Strategic Management, Consumer Behaviour, Marketing Research, Digital Marketing, Advertising &.