Marcelo Milani Machado Email & Phone Number

State Of Paraná, Brazil

Brazil

Consultant in the automation and process optimization areas for the food industry.Joined the Sulmaq group forming "SulmaqTech" - a branch of Sulmaq helping to develop sales of the international agencies of Sulmaq, among them:- Cabinplant (From Denmark);- Marelec (From Belgium);- CSB (ERP/MES Software from Germany);- Scanvaegt Nordik (From Denmark);

Hårby, South Denmark, Denmark

Cabinplant is one of the most solid providers of solutions for the food processing industry, with a wide range of well-proven solutions for processing Fish, Meat, Poultry, Vegetables, ready Meals and Pet Food, acquired over more than 50 years of hands-on experience in the field.Latin America now became my garden, let’s seed it !

Curitiba Area, Brazil

Cabinplant is a Danish company, owned by the CTB Group, with more than 50 years of experience and with a goal to develop, manufacture and market innovative, high-quality processing equipment for the food industry worldwide, focused in 5 segments: Fish & Seafood / Fruit & Vegetables / Meat & Poultry / Dairy Food and Convenience Food.Allied with the plans to develop the presence of Cabinplant in the American Market, I was hired as a Sales Director of Cabinplant for South and Central America, developing the business in all 5 areas of Cabinplant in all countries of South America, using the expertise and the product knowledge acquired during the period of agency of Cabinplant in 2015/2016. Business Development:- Consolidate & Coach the network of distributors of Cabinplant in South and Central America in regards the competitive strengths of Cabinplant products;- Follow-up the leads and support the sales on the several business segments of Cabinplant thought South America;- Strength the relationship of Cabinplant with the Key Accounts in the market;- Develop strategies on how to beat the competition in the region;Results:- Over 7 Mill EUR in Capital sales of Cabinplant Products in the region (Including the period of agency 2015/2016);

Brazil

The BRF Group is one of the leading global producers and exporters of poultry, pork and processed food, with operations in 140 countries, more than 35 production plants, 40 distribution plants, in addition to more than 4,000 products and 4.5 million tons of food sold around the globe.Using the connections built over more than 20 years of relationship with BRF Engineering dpt. my mission was to break in the dominance of Marel into the BRF Group by couching and developing a deeper understanding of the technologies where Meyn are superior than its competitors.Business Development:- The KAM development had a major setback just after the scandal of “Carne Fraca” in March/2017, where the major producers of Poultry and Red meat (JBS/BRF/Seara) where accused of having mixed rotten meat treated with chemical components into meat sold in Brazil and abroad.- As a consequence, BRF faced financial difficulties and changes in the whole C-Level management. The problems with the scandal allied with the Brazilian financial crisis (worst in the Brazil history), several factories where temporarily closed due to overcapacity of production against the market demands.- The BRF-KAM was discontinued by September/2019.

Brazil

Due to the change in strategy of the company to have P&L accountability per country (not per region), and due to the size of the operation in Brazil, I was redirected to support the administrative merge of the operations of São Paulo and Curitiba, unifying the financial and the service administration.Directed at 100+ person team to achieve 60 Million EUR annually (75% equipment; 25 % service sales) with increased focus on growing the Poultry and Meat sectors and develop the Fish and Further Processing business.

Brazil

Consolidate the positions of GM in both Brazil and Uruguay, handling also the representations of Marel in Argentina and Paraguay, as well the sales management of the Stork operations in Brazil.The Marel sales team was composed of more than 13 Salesperson (Including Uruguay), supporting 4 industries (Fish/Meat/Poultry/Further Processing), and 12 Product Centers, spanning from scales, Freezers, burger/sausage, portion cutters, graders, IT Systems and complete projects for the Meat and Poultry industries.The task was to consolidate the strategy of the company in regards having a full accountability of the whole product portfolio among the sales team, with defined budgets and targets per industry and product segment.To ensure a more even contribution of revenue, the Fish division in Brazil was created, and the Meat/Further processing areas had dedicated people jointly visiting the references in Uruguay.Revenue reach record breaking highs, transforming Marel South America in one of the powerhouses of the Marel group, only second to Marel USA Sales and Service unit.

Montevideo, Uruguay

After the acquisition of Scanvaegt by Marel - Kept the position as GM in Uruguay,Marel was not present in Uruguay at that time.

Curitiba, Paraná, Brazil

Marel is a global provider of advanced equipment and systems for the food processing industry with headquarters in Iceland. Marel supplies high tech IT systems for the Beef, Poultry, Fish and Further processing industries worldwide.At the time of the acquisition, Marel was handling the Brazilian market with a representative company which was less than 1/5 of the size of Scanvaegt in Brazil.

Uruguay

Complex IT Project Management (MES) – INAC SEEIC - Project in UruguayINAC SEEIIC (Cajas Negras) was and still is the biggest beef traceability project in the world, and the biggest and most complex MES/IT system sold by Scanvaegt to date. It covers the whole country integrating 40 plants and more than 350 IPC Scales for a full control of the country Beef production.The project has received several awards, like 2005 - Excellence Award Security Solutions (worldwide prize), 2008 PMI Montevideo Chapter Best Project of the year, 2009 PMI Government Special Interest Group – 4th Place (worldwide prize).Due to the infrastructure built, Scanvaegt, and later Marel sold two more big beef deboning projects in the country (the most modern in the world at that time), selling no less than 28M EUR in Capital equipment in that small country.I was fully responsible for the technical concept of the project, project management and oversaw the daily business, building the company from zero to 20 FTE until 2010.

Brazil

- Grew average turnover from 28-30 M DKK to a steady 45-50 M DKK/yr. - Achieved steady business growth from a relatively localized “Poultry/Pork” dependent business in Brazil (70% of the business within two clients) to a multinational with strong presence in fish (Chile, Uruguay and Argentina), beef (Uruguay, Argentina and Brazil) and poultry (Brazil, Argentina, Colombia and Chile) avoiding country related political/economical risks, specific industry risks (diseases) and big dependency on few clients.- Increases market share of Scanvaegt in Chile to more than 70% in the period of 2000-2003 through sales to biggest pork, poultry and salmon processors. - Achieve 90% market share of “belt” weighing systems in Colombia. Develop a partnership with our main clients to support local assembly of Scanvaegt equipment in Brazil more than doubling the average sales.

Following the company strategy to not be dependent of a single market/single industry segment, I was responsible to open the office of Scanvaegt in Chile to explore the possibilities of the booming Salmon business in that country.From 2000 to 2004 Scanvaegt became the undisputed major player in the Chilean Salmon industry, selling graders, portion cutters and IT Systems to all producers, lifting the Salmon business in Chile to the Scandinavian standards of productivity and quality. Accumulated the position of GM in Brazil and Chile for 5 years, selling more than 12M EUR of Capital goods during this period.

Brazil

Responsible for sales of MES/IT Software and equipment to the food processing industry in South America, dealing with system integration with ERPs and factory floor production to control yield, stocks and productivity on Fish, Poultry and Pork processing plants.Among other projects, sold complete shop floor automation for all slaughters of Sadia and Perdigão (34 factories) during the period transforming Brazil in the Scanvaegt Powerhouse of the Scanvaegt MES/IT business worldwide in only 3 years, selling more than 10M USD worth of Capital equipment and software in the period.

Porto Alegre Area, Brazil

Created company during University studies keeping in mind the progressive need for system integration between hardware-oriented solutions (PLC based) to PC based solutions.ProSoft activities span Unix based systems, PLC Integration, development of specific drivers for communication between the PC and data collection devices and SDCD/SCADA Supervisory/Control Systems.

Gmp - General Management Program, Business Administration And Management, General

This leadership development program is designed for general managers in any industry who have overall profit and loss responsibility.

Mba, Business Management

FGV EAESP - GvNext Executive MBA - Class 11

B.S., Electrical Engineering