Rafael Machado Email & Phone Number

Brazil

Mato Grosso And Mato Grosso Do Sul

• Management of commercial operations with an annual revenue of R$4.5 billion, leading growth strategies, M&A projects, profitability, territorial expansion, marketing & digital planning and execution and implementation of commercial policies in the retail network.• Statutory Commercial Director a JV between Raízen and Simarelli, responsible for P&L with EBITDA exceeding R$75M.• Leadership of a multifunctional team managing 16 direct reports with wide geographical dispersion: 10 territory managers, a project manager, 2 business development coordinators, a franchise consultant, inside sales and an intern.• Management of senior stakeholders across various areas, leading strategic and executive agendas: steering committee, board meetings, investment committee, etc.Key Achievements:o Led the M&A to establish a new JV, designing the governance model, negotiating among shareholders, achieving rapid dealers conversion (50% of the planned time), and anticipating the EBITDA plan by 2 years while capturing synergies.o Restructured the sales team by revising workload, increasing coverage, improving productivity and enhancing diversity.o Recognized as the Best Manager of the division, considering integrated KPI management: profitability, portfolio management, expansion, churn, implementation of the value proposition and overdue debt management. Recognized for achieving the best credit management of the year in Brazil, maintaining debts below 1% on an exposure exceeding R$100M.o Reduced churn potential by 40%, with contracts where customer retention was 61% higher than the average, solidifying sustainable long-term results delivery.o Led a cultural shift towards additional revenue focus, achieving the best lubricant sales performance in Brazil: 660 thousand liters and 121% of the target (Brazilian average: 97%).o Actively participated in S&OP, eliminating disruptions and improving customer satisfaction levels in the region with the most complex logistics in Brazil.

Rj / Mg / Es / Go / Df / Mt / Ms

• Managed 10 experienced coordinators across an extensive geography (Southeast and Midwest Regions), responsible for growth strategy, negotiating network expansion, real estate sales (divestments), lease management and the expansion of Shell Select franchises, reporting directly to the Sales Director.• Responsible for strategic planning and its execution, influencing and mobilizing peers, direct and indirect teams (+70 employees).• Planned, identified, led and approved complex negotiations involving investments of up to R$100 million with returns above 20%, generating over R$40 million in annual profitability. • Managed a capex plan budgeted at R$200 million/year (33% of the Commercial Budget), leading investment and divestment decisions with a new allocation strategy that improved profitability and reduced loyalty costs by 10%.Key Achievements:o Awarded an international trip to Istanbul in September 2023 as the Best Business Development Manager of the year.o Achieved a historic expansion record with 178 new clients, growing the network by 12% and exceeding the target by 170%.o Set a client retention record for the division: 248 retail sites retained (17% of revenue) and 138% of the target, reducing churn and increasing process efficiency, resulting in R$500k savings.o Restructured the team, increasing staff, bringing in high-potential employees and gender diversity.

Minas Gerais

• Managed sales and commercial operations for a portfolio of 180 retail service stations with annual revenue of R$1.8 billion.• Directly managed 6 territory managers following a team expansion restructuring that I approved.Key Achievements:o Achieved the best performance in volume and gross margin versus plan among all Retail Managers in Brazil, reaching 110% in volume and 127% in gross margin.o Increased spot inside sales volume by 300% as a lead generation strategy for expansion.o Winner of the national sales campaign with the best overall performance across all KPIs: volume, gross margin, overdue debt, premium product mix, operational excellence and convenience store revenue.

São Paulo E Região, Brasil

• Responsible for managing pricing and profitability in the Southern Region (~1,100 retail sites), with a gross revenue of approximately R$10 billion/year. Position reported to the Pricing Director with direct interface with the Sales Director and 6 Regional Managers.• Managed a multidisciplinary team of 5 analysts, responsible for implementing pricing strategies (Sell-In) and initiatives aimed at maximizing Contribution, Volume, and Market Share results.• Worked closely with Logistics, Distribution, and Trading, enabling the anticipation of market movements to define tactical and strategic actions for profitability improvement. Contributed to the financial results analysis of the company.Key Achievements:o Gained 2.1 market share points in the Southern Region, achieving the highest gain among all retail divisions.o Achieved 6% volume growth in a declining market (12% growth over main competitors) and 10% increase in gross margin.

São Paulo Area, Brazil

• Led Sales and Operations Planning (S&OP) and operational execution (S&OE), achieving a sales forecast accuracy of 93.4%, optimizing logistical costs and price competitiveness.• Strategically managed supply chain processes, integrating multiple areas to optimize performance, monitor inventory, and anticipate actions to meet targets, minimizing financial impact and ensuring customer satisfaction.• Led a project to revise the commercial pricing policy and conducted market intelligence analyses, projecting short, medium and long-term profitability, as well as market share analysis, driving corrective actions for all business areas and reporting to the financial market.

Rio De Janeiro E Região, Brasil

• Managed retail territory sales, focusing on prospecting (hunter), portfolio maintenance (farmer), contract negotiation, achieving volume and revenue targets, with an average contribution of R$1.8 million/month.• Provided strategic consulting to retail sites dealers, covering operational excellence, marketing, pricing strategies, premium product sales and financial performance optimization.

Rio De Janeiro Area, Brazil

• Developed strategic planning for the retail network, focusing on market analysis, financial feasibility, and results tracking, including new business/expansion, contract renewals/retention, and Opex and investment optimization.• Key achievements included leading analyses for the formation of a Joint Venture valued at R$400M, conducting over 200 economic analysis for partnerships, developing the first KPI ranking for new businesses managers and implementing the first Post-Investment Review.

Rio De Janeiro Area, Brazil

Managed pricing for new and existing businesses, optimizing costs, calculating margins, and conducting impact analyses to maximize results in the NO, NE, and SE regions. Highlights included strategic pricing/costing actions, market and competition monitoring, and identifying margin recovery opportunities.

Rio De Janeiro E Região, Brasil

• Worked on projects for retail, B2B, finance, and the formation of the Joint Venture between Shell and Cosan, collaborating with multinational teams. Responsibilities included defining requirements, designing solutions, specifying functionalities, and monitoring project indicators.• Achievements included reviewing a portfolio of 250+ systems, developing a business case for the Lubricants CSC, implementing a solution for migrating accounts payable to Manila, and contributing to improvements in royalty billing systems and retail automation.

Rio De Janeiro E Região, Brasil

Contributed to projects in asset management, IT governance, and downstream benchmarking in the telecommunications and oil & gas sectors, focusing on process design, reconciliation of accounting assets and preparing reports for global benchmarks for companies like Petrobras, Petronas and RepsolSinopec.

Rio De Janeiro, Brazil

Consultancy project for a remold tire manufacturer.The main activities were:- Preventive maintenance;- Training guides and videos;- Capacity measurement through time study;- Employees performance study;- Production losses study.

Master Of Business Administration - Mba, Executive Mba

Insper is an AACSB accredited institution and its Executive MBA is accredited by AMBA, among other international and local organizations.

Bs, Industrial Engineering

Activities and Societies: Research scholarship from National Petroleum Agency (ANP). Theme of research: Crude Oil price analysis.

Master'S, Business Administration