Updated Fábio Dal Poz's resume

1. FFÁÁBBIIOO DDAALL PPOOZZ
Cerquilho  São Paulo  SP - Brazil
42 years old ∙ Married - Brazilian
CAREER OBJECTIVE/ROLES: PROCESS AND PROJECT MANAGEMENT; STRATEGIC MANAGEMENT; COMMERCIAL
MANAGEMENT; INTERNATIONAL TRADE AND BUSINESS MANAGEMENT; PRICING
CCOORREE CCOOMMPPEETTEENNCCEESS
 Over 18 years of professional experience in multinational and national companies such as Orpak Systems, OTI PetroSmart,
LUPUS Lubrificação e Abastecimento; DuPont Cipatex, Ericsson, Siemens and Daruma Urmet. Strategic roles in business
development, international trade, engineering, reliability and automation.
 Experience at Information Technology, Oil and Refueling, Lubrication, Textile, Electrical Energy and Telecommunication.
 Experience in wider payments (MOP) industry and processes, involving acquirers and issuers requirements, EMV and PCI
DSS related matters, Brazilian compulsory ANTT (Brazilian Regulatory Agency for Inland Transport) rules for Electronic
Freight Process.
 Expertise in pricing, comprising the global supply chain of importation process, international taxation, customs clearance,
Brazilian tributary system.
 Experience in international agreement negotiation, commercial offer negotiation with senior management and presidents
from transport companies, fuel retailers and e-payment (MOP) companies, inclusive of strategic alliances and M&A
processes.
 Engagement on processes to set up strategic alliances in order to establish a subsidiary in Brazil, Importation/Exportation
License (RADAR) and supply chain analysis.
 Experience in Total Potential Market (TPM), Total Viable Market (TVM) and Total Accessible Market (TAM) analysis for
Leads Generation, Leads Management and Sales Pipeline Management (Salesforce and Pipeliner systems).
 Experience in coordination of ERP’s integration process such as SAP and others through Web Services, acting as focal point
of an Israeli company IT division; member of ERP’s project coordination staff to implement SAP and JD Edwards systems.
 Over than five years acting as Business Development, External Sales and Engineering consultant, and as ordinary university
professor at a state public institution.
 International experience in business trips to Spain, Italy, Germany and South Africa.
 Availability to travel, to live in other cities and for expatriation.
EDUCATION
Master in Business Administration: International MBA – International Trade and Business Administration – FGV, Fundação
Getúlio Vargas, Campinas, June/2013 to June/2015.
Engineering in Electronics: Electrical Engineering – UNESP, Universidade Estadual Paulista, Bauru, March/1994 to Dec/1998.
LANGUAGES
Fluent English / Advanced Spanish
PROFESSIONAL BACKGROUND
APR/2016 – PRESENT ORPAK SYSTEMS LTD, ISRAEL
Information Technology for Fuel industry
PRE-SALES AND SALES DIRECTOR – BRASIL (CONSULTANT - INDEPENDENT CONTRACTOR)
 In charge of Pre-sales and Sales roles such as Demo and Proof-of-Concept (PoC) Solutions, Proposal Presentation,
Negotiation, Letter of intent Workshops and Purchase Order contract.
 In charge of prospecting and managing B2B strategic customers, mainly focused on Commercial Fleets, Transportation
Companies and Electronic Payment acquirers, involving acquirers and issuers’ requirements, EMV and PCI DSS related matters.
 In charge of Pricing development for Brazil, comprising the global supply chain of importation process, international
taxation, customs clearance, Brazilian tributary system.

2.  In charge of developing Brazilian Distributors and Business Partners, INMETRO and ANATEL accreditation process.
 Brazilian Focal point in Project Management, Competencies Development, Support to Key Accounts and Partners.
 Coordination of ERP’s integration process such as SAP and others through Web Services, acting as focal point of the IT
division.
 Leads and Pipeline Creation and Management (Pipeliner CRM).
 In charge of development Competitors’ Comparison Matrix, Competitive Forces and SWOT Analysis.
 Engagement on Strategic Marketing, Business Development and Sales Planning involving advanced solutions for fleet
segment and AVI e-payment.
 Engagement on processes to set up strategic alliances according to the Israeli headquarter M&A policy in order to establish
a subsidiary in Brazil, Importation/Exportation license (RADAR) acquisition and supply chain analysis.
Main Success Cases:
 Whole Raizen’s PoC design and implementation management involving Orpak Latina (Chile) and Israeli teams for Ethanol
and Sugar-Cane mills business, in such way we were approved in the First-place in September 2016, inclusive of with a real-
time field development with Israeli R&D staff remotely; pre-sales activities inside RFP process supporting the company to win
the first bidding process in February 2017.
 Whole Rumo ALL’s PoC design and implementation management, involving Gilbarco Veeder-Root, Orpak Latina (Chile) and
Israeli teams for Railway Transport business; pre-sales activities inside RFP process supporting the company to win the bidding
process in April 2017, which comprised 28 refueling stations within 28 cities and 1000 locomotives.
 Developed a medium to long-term sales pipeline potential of US$ 60.000.000 FOB, meaning US$ 2.200.000 FOB of sales
forecast up to the first two years end.
 Support in pricing, international taxation, customs processes, Importation/Exportation license (RADAR) achieving the goal to
complete the Brazilian company acquisition in November 2016, which will be the Orpak subsidiary.
APR/2015 – MAR/2016 OTI PETROSMART (PTY) LTD, SOUTH AFRICA / OTI GLOBAL, ISRAEL
Information Technology for Fuel industry (at a South African subsidiary from an Israeli headquarter)
BUSINESS DEVELOPMENT MANAGER – LATAM (CONSULTANT - INDEPENDENT CONTRACTOR)
 Upon the company headquarters’ strategic definition, I´m the only resource in charge of all OTI PetroSmart's strategic and
operational activities and commitments in Brazil (Home Office based).
 In charge of Strategic Marketing, Business Development and Sales Planning involving technological solutions for advanced
and integrated refueling management, fleet management and e-payment (MOP).
 In charge of managing Competitors’ Comparison Matrix.
 In charge of developing Brazilian Distributors and Business Partners, wording and negotiation of Distribution Agreements,
INMETRO and ANATEL accreditation process.
 In charge of prospecting and managing B2B strategic customers, developing International Trading arrangements.
 Pricing, since EXW INCOTERM based quotes, international freight and insurance, international taxation and local taxation
for B2B reselling through channels partners in Brazil.
 Leads and Pipeline Management (Salesforce CRM).
Main Success Cases:
 Starting from gathering the first strategic contacts in Brazil, an immature market, unaware of the solutions and products
value and portfolio, without intention of buying, in the throes of a serious economic and political crisis.
 Nine Sales Qualified Leads, from which raised six projects with commercial offers presented at the end of the first eight
months, currently in revision process, totalizing roughly R$ 5.510.000,00 CIF in equipments; exclusive of installation services
and recurrent revenues from BackOffice services, automated reports and integrated management. Three out of these five
Qualified Leads are not considered in the amount aforesaid; and these three Qualified Leads means roughly 35% of the Total
Accessible Market (TAM) for the next years.

3. OCT/2012 – OCT/2014 LUPUS EQUIPAMENTOS PARA LUBRIFICAÇÃO E ABASTECIMENTO LTDA., CERQUILHO
Lubrication and Fueling Company
PRODUCTS DEVELOPMENT ENGINEER
 Responsible for create and implement the Engineering, Turnkey Projects and Solutions processes and division. Development
and presentation of turnkey and special projects for B2B customers.
 International Agreements Management with European, USA and Chinese suppliers. Involved with WOLFLUBE company, USA
(Miami), planning to supply Mexico, Central America, Africa and Asia markets.
 Coordinated the SAP (ERP) implementation process at Engineering and Technical Assistance divisions, aiming the Strategic
Post-Sales process; coordinated the ISO 9001 certification process.
Main Success Case:
 Through the engineering division implementation and creation of the specific commercial area, it was prospected millions of
Brazilian reais in offers for new sales opportunities (confidential conversion rate). Simultaneous implementation of SAP and
ISO 9001 certification in less than one year.
AUG/2007 – SEPT/2012 CENTRO PAULA SOUZA - FACULDADE DE TECNOLOGIA – FATEC / DAL POZ CONSULTORIA , TATUÍ
State Public University / Consultancy
ORDINARY PROFESSOR / INDEPENDENT CONSULTANT
 Managed projects of medium voltage power stations, low voltage electrical buildings and automation.
 Performed auditing and electrical energy effectiveness analysis, tariff model analysis and compliance.
 Development of training and workshops: Electrical Safety, Electrical Energy Quality and Effectiveness; Maintenance and
Reliability Engineering Process, Key Performance Indicators, Overall Equipment Effectiveness (OEE).
 Ordinary university professor approved in public contest, of Electronics; visiting professor of Digital Electronics, Industrial
Electrical Buildings, Buildings Automation, MIDI Protocol, of under graduation courses on Industrial Automation and on Audio
Production Business.
Main Success Cases: electrical energy costs reduction projects through energy analyzers for several companies across the
region. Projects and implementation of medium voltage power stations and low voltage electrical buildings. FATEC/ELEKTRO
partnership in order to provide vocational training and recruiting tens of professionals to be hired as employees of ELEKTRO
Energy Company.
SEPT/2002 – JULY/2007 DUPONT CIPATEX S.A., CERQUILHO
Textile Company
MAINTENANCE/ENGINEERING SUPERVISOR
 In charge of the whole production process integration, which machines and equipments were supplied from Europe (French
and Italy) and automation project was developed in the USA.
 Projected and implemented the Industrial Automation Network retrofit
 In charge of implementing real time Energy Management System.
 In charge of restructuring the maintenance process in order to implement and manage Reliability Engineering and to
implement JD Edwards ERP.
Main Success Cases:
 Green Belt Six-Sigma project aiming electrical energy costs reduction, through Production Wheel optimization according to
the electrical profile by product, achieving a cost reduction of 22% with electrical energy during the nine first months. Uptime
(DuPont KPI similar to OEE) variability reduction enabling predictability to the Productive Capacity. Deployment and
implementation of the automation system network retrofit, reducing the “downtime” due to synchronism fails.
FEB/1999 – SEPT/2002 DARUMA URMET – TAUBATÉ, SIEMENS – SÃO PAULO, ERICSSON – SÃO PAULO
ROLES SUCH AS CUSTOMER SERVICES , SALES, TENDERS ELABORATION