Experienced (15 years) / Trilingual
(English, French and Portuguese) / Technical and commercial skills B2B
Passionate/ Forward thinking/ Focused/ Hard working
I am an energetic and dynamic sales manager with
proven skills in key account management, negotiating complex agreements,
strategic planning and relationship development. Responsible for securing
F&L key accounts and increasing market share. I can solve problems in a creative way being a strategic thinker who knows how to set priorities. I build
strong relationship with customers discovering and meeting their needs by
providing not only products and services, but also advice and assistance.FORMAL
EDUCATION1999-2000 UNICAMP (University of Campinas), São Paulo,
Brazil. Master’s degree specializing in Adsorption: Heavy
Metals removal in fixed beds.
1997-1998 INSA (National
Institute of Applied Sciences) of Lyon, Lyon, France
Year of exchange in Thermodynamic Engineering in
1993-1999 UFU (Federal University
of Uberlândia), Minas Gerais, Brazil
Graduated in Chemical
Belgium – Huntsman Performance
Products Division (Home office)Sales Manager (Global Key Account Coordinator- F&L market): Sales volume at 15 000 m3 and
Turnover at ~ 40 M€ annual.
Find new business
opportunities, develop new products.
Identify the customer's unmet
Involve needed stakeholders
within our client's organization in order to deliver the best solution for
the customers (including technical customer service, senior management,
R&D, or Strategic Marketing).
Lead effective negotiations
within the division's principles and guidelines; teach customers, tailor the
proposal, and take control of the negotiation.
Develop strategies and plans
for managing account activities; assess, prioritize and coordinate
opportunities; develop, communicate and monitor sales forecasts to ensure
accuracy and execution; track deviations and analyse those.
new and on-going business acquisition (contracts).
As Key Account
Coordinator, Form and Lead
Global Account Team. Establish Means of On-going Communication and
Coordination with the team. Facilitate development of Key Account Plans which
contain agreed upon elements. Create a Relationship Matrix, Powermap and associated visit plan. Facilitate
Review of Strategy Options and Decide Path Forward. Present Account Plans and
Recommended Strategy to Regional VP’s.
2008 - 2010
France – Fuel Department
Account Manager Fuel Industry
: Acting as primary point-of-contact for client. I led day-to-day
management and optimization of client
queries. I assisted in strategy development. I often had to
find proactively new ways to build the
client’s business and grow accounts. I always maintained
knowledge of client’s business, competition, and latest industry news and
trends. Sales volume at 750 000 m3
and Turnover at ~ 250
M€ annual.2006 - 2008
Berre l’Etang, France – Steam Cracker
Technologist. Troubleshooting, technical projects
and daily operation. I am part of a RCA technique (Root Cause Analysis) team
in order to solve problems with heavy feed furnaces in the Steam Cracker. Ethylene unit performance at 420 kt day.
Aix les Milles, France
in Brazil for a project to build a waste water treatment for a coke plant.
The client was USIMINAS. Working directly with VEOLIA do BRAZIL in order to
finalize contract agreements, to implement plant design and supervise
technical designers in P&ID conception. 3 M€ budget.2002 - 2006
BP Lavéra, France -
Process Engineer. Carried out plant analysis and
upgraded equipment for debottlenecking. As a project engineer I improved EO
loading/unloading facilities at Lavéra (cost 1.3M€). I did the revamping of
the ethylene oxide scrubber (700K€) and I worked in a project for the
replacement of the ethylene oxide high selectivity catalyst (5M€). I was
active in HAZID and HAZOP study group for projects and plant units.04/2004 - 07/2004
BP Lavéra, France - Atmospheric Crude
Distillation Unit and Gas Plant Unit
Technical Support for the CDU turnaround. I inspected equipment (heat
exchangers, towers, fin fans.) and developed a programme to follow up the
steam cleaning in “Process 2003”.
I improved my technical competencies and developed interpersonal and
management skills being proactive, dynamic, reactive and self-confident.
2001 - 2002
BP, Lavéra, France - R&T – Polyethylene
Research Engineer with activities in project
coordination. I improved pilot plant design to optimise development ensure
reliability and advance the possibility of further research. These activities
allowed me to apply and develop my technical competencies but also to monitor
the project management (CVP) and network.
I coached trainees in process and safety in HSE
projects in order to implement HSE policy of BP.
in Leadership & Management - DALE CARNEGIE
2008 Training for Sales Professionals -
2010 Management – CEGOS
2015 Professional Selling Skills (FSS) Program, Belgium
ERP : SAPDéveloppement
: WindowsLogiciels techniques
: SPYRO – Rigorous
Simulation of the Steam Cracking Ethylene Furnace, ASPEN
Tech Process Optimization, Autocad.