Marcio Rosa E Silva Email and Phone Number

Accountable for Strategic Planning Department in Latin America Region, managing business development opportunities and corporate relationships with public and private entities.

Accountable for Strategic Planning Department, managing business development opportunities and corporate relationships with public and private entities.

Accountable for sales volume, gross and net turn over, market share, people development and other commercial KPI`s. Development and implementation of sales, trade marketing and distribution strategies in Brazil: route to market, shopper marketing, customer management, logistics and field management execution (3.700 people).Main Achievements: - Implementation of strategic sales and marketing plan in Brazil, generating a 10p.p.market share growth, leveraging company´s gross turn over and profitability. - Development of a new business unit, providing a significant increase in revenue and operating profit through the implementation of a strategic partnership for sales and distribution of Diageo, Red Bull, P&G, Perfetti, BIC and Clipper related products. - Implementation of new "low cost" logistics systems (tele-sales, outsourced delivery, network review), allowing the reduction of sales and distribution costs with relevant resuts in terms of volume and outlet base. - Management and implementation of SAP system in the commercial area in 2015/2016, leading the multifunctional project committee board, ensuring full adherence of the operation to new business processes and systems, with effective reduction of operating costs.

Accountable for the development of B2B and B2C platforms, customer relationship programs, consumer promotions, merchandising development and innovation, marketing skills and training programs.Main Achievements: - Development of B2B and B2C platform for relationship programs, generating cost reduction and qualitative improvements in Marketing and Sales integrated processes. - Leadership role in the expansion of 30% of promotional activities to the points of sale, increasing product experimentation focusing on competitors’ consumers, whilst providing a "mobile / online" training solution for outlet attendants.

Responsible for Key Accounts Area in Brazil managing 4 sub-divisions (Hyper and Supermarkets, Cash and Carry, Convenience Stores, Coffee Shops). Account`s profitability management, negotiation of commercial agreements, implementation of customer relationship platform, development of cycle plan strategy, store execution and staff training programs.Main Achievements: - Negotiation of new Key Accounts contratact model considering variable payments linked to performance and focus on organic sales volume growth, brand communication and consumer activation. - Market share growth and profitability increase for the segment.

Head of Rio de Janeiro Sales Unit covering 3 states in Brazil. Accountable for sales volume, gross and net turn over, market share and other commercial KPIs. Field management execution of 13 Sales Area Managers, +250 sales, delivery and merchandising reps. Development of regional cycle plan, route to market, customer management and shopper marketing execution.Main Achievements:- Restructuring of direct and indirect sales channels, promoting qualitative improvements in the point of sales execution, increasing of total customer base and volume growth, leveraging the market share of the Rio de Janeiro Regional in 6p.p.

Accountable for TM&D Planning area, guaranteeing the link between head office and all business units. Support on the development of all business units cycle plan and annual budget, based on an integrated approach combining market, customer and consumer opportunities. Monthly follow up of financial, commercial and cycle plan activities.

Management of an international team to develop a commercial system solution for BAT`s global field force. Definition of business and system requirements, development of functional training programs, business readiness plan and system implementation in the chilean market.

Accountable for IT Marketing systems. Development and implementation of operational and managerial solutions to support marketing strategy.

Accountable for “out of home” marketing strategy, developing a portfolio of innovative brand advertising materials. Agreements with third party companies to implement “out of home” cycle plan.

Accountable for sales volume, management of sales and delivery reps, B2B relationship with retailers and negotiations with local key accounts. Development of channel strategy, category and merchandising implementation.

Accountable for the development and implementation of a national hand held platform for sales and delivery reps. Development of other logistics projects such as dynamic routing systems and warehouse management.

Accountable for sales and distribution operation, dinamic routing processes and fleet management.

Management trainee covering different sales and distribution areas in Brazil.

Sales representative in Rio de Janeiro city attending strategic areas.

Sales Intern Program in Rio de Janeiro Sales Unit.