Sidnei Tozetto is a Brazilian business development manager based in Chile with over 15 years of experience in Latin America. He has a strong background in market research, business development, customer relationships and negotiation. Most recently, he worked as the Sourcing and Business Development Manager for Fonterra in Chile and Argentina, where he was responsible for an $81 million business exporting dairy products. He excels at developing new business opportunities, managing key customer accounts and international operations throughout Latin America.

1. Sidnei Tozetto
Santiago, Chile
(+56) 9 4232 3922
sidneitozetto@gmail.com
BUSINESS DEVELOPMENT MANAGER
I am a Brazilian citizen living in Chile with a strong background in business development, market
research and customer relationship, negotiation of supplier´s agreement in the LATAM as well as the
engagement in negotiations with public organization and senior management team in the region.
I feel comfortable to work under pressure, due to a high degree of self motivation and initiative, strong
analytical broad business vision, problem-solving and communication skills, to all ranges of
stakeholders, resilient behavior to implement strategies, procedures and projects/actions.
 Market research, business planning and
execution;
 Development of new business;
 Analytical vision and business acumen;
 Account management;
 Strong customer relationship;
 Management of international business, with key
focus on Latin America;
 Communication skills with various range of stack
holders.
 Expertise on dairy industry;
PROFESSIONAL EXPERIENCE
Sourcing and Business Development Manager Southern Cone at Fonterra Ltd – Prolesur/Chile
Fonterra Global sourcing Santiago, Chile Nov08-Jul15
Responsible for an USD81million business, leading the export of more than 15.000mt/year of dairy
products from Chile and Argentina and to manage sales of over 12.000mt/year of dairy products in
Chile, Argentina, Uruguay, Paraguay and Colombia.
Activities:
 Development of new business;
 Development of new business in Colombia, Bolivia and Argentina, with a revenue worth over
USD10million;
 Increased market share of New Zealand dairy product in Chile, making New Zealand the lead
exporter of dairy product to Chile, with more than 15000mt/year exported to Chile;
 Sales to customers in Colombia, Chile, Bolivia, Paraguay, Argentina and Uruguay;
 Increased the sales of dairy in Chile, from 300mt to 12000mt, over USD35million incremental
revenue;
 Increased sales to Bolivia and Colombia from 100mt to 3000mt/year.
 Management of exports; liaising suppliers with import markets;
 Development of Russian Market, for Chilean Cheese, with a EBIT of USD1,5million;
 Implemented long term contract agreement price indexed, with a volume of 2500mt/year;
 Long term contract using arbitrage, due to FTAs advantages, generating 14% increase on
EBIT for Milk Powder, and 20% for cheeses;
 Tailor made WMP to Guatemala, generating a 7% extra margin;
 Cheese export using arbitrage model generating USD1million margin;
 Planning volumes to export, and feed headquarter with planning information;
 Worked together with local suppliers to define best product mix based on market intelligence;

2.  Management of market access for our suppliers;
 Increased market access from 9 countries to 47 countries;
 Management of supplier coordinators activities; control suppliers performances;
 Lead direct or indirectly a team of 15 person, which was responsible to export and import the
products negotiated;
 Definition, implementation and control of KPIs;
 Management of payments overdue; control of commission’s payment;
 Liaise with markets, customer and suppliers the payments of Invoice and due commissions;
 Report of supplier’s performance;
 Definition, implementation and control of KPIs;
 Participation on projects related to our suppliers;
 Won three times internal innovations award;
Sourcing Coordinator Southern Cone at Fonterra Ltd – Sancor/ Argentina
Fonterra Global sourcing Buenos Aires, Argentina Aug07-Nov08
Responsible to coordinate the export of >15.000mt of dairy product from Argentina and Chile leading
indirectly a team 10 people.
Activities:
 Coordination of exports ex-Chile and Argentina;
 Coordinate with internal personal, supplier warehouses, factories and exporting team, shipping
companies and customers the shipment of volume contracted;
 Lead the implementation of supply-chain improvement process;
 Lead the management of customer complaints;
 Logistics performance management;
 Implementation, control and report of suppliers KPIs;
 Liaison of headquarter (NZ) with vendors;
 Feed the HQ with supplier reports;
 Kept the suppliers updated with market intelligence;
Customer service executive at Fonterra Brasil – Brazilian local market
Fonterra Brasil São Paulo, Brazil Mar06-Jul07
Management of the supply-chain for the local sales in Brazil. Moving around 8.000mt during the year.
Won 2 innovations award in the period.
Activities:
 Logistic coordination of local market;
 Coordinating with sales team, customer and warehouse the delivery of volumes negotiated;
 Reduced the lead time to process an order, from 3 to 1 day;
 Negotiated with warehouses and transporting companies new agreements that represented a
saving of 3% on the logistics costs;
 Developed and implemented a code bar system in the warehouses, which reduced time and
cost to control inventory and allowed an electronic control of products to be dispatched;
 Developed and implemented a new process to destroy expired and damaged products, cost
saving of USD100.000
 Local market logistics performance management;

3.  Implementation, control and report of warehouses and transporting companies KPIs;
Import analyst at Ecimex Brasil. Sept05-Mar06
Activities:
 Import of parts for computers from China
Price and classification analyst at Intertek do Brasil -
ITS –Intertek do Brasil São Paulo, Brazil and Brentwood, UK Oct03-Jul05
Activities:
 Pricing evaluation for pre-shipment inspection purpose;
 HS-Code classification for Pre-shipment inspection evaluation;
 I went 6 months to UK to replace a colleague in medical leave;
Business development assistant at Aurigae Jawara Brasil
Aurigae Jawara Brasil São Paulo, Brazil Aug01-Oct03
Activities:
 Export coordination;
 Market research;
 Market development;
EDUCATION
Universidad Adolfo Ibanez, Santiago de Chile, Chile, – July2014;
Post degree in Business management;
Universidade Braz Cubas, Mogi das Cruzes – Sao Paulo, BR, Jun 2005;
Bachelor in business management.
LANGUAGE SKILLS
 Portuguese – Native;
 English – Fluent;
 Spanish – Fluent;
 Dutch – Moderate;
REFERENCE
 Fabrizio Jorge – Sales Director - Reg Accounts & Sourcing;
 Joseph Thornley – Channel Manager;
 Willians Giardina – Senior Global Category Manager;
 Richard North – Manager Supply Chain Excellence;
 Glen Hodges – Project Manager / Global Process Technology;
 Mike Tappin – Tactical Production Planner;
 Jose Miguel Porraz – General Manager - Fonterra Brands (Malaysia) Sdn Bhd;
 Mark Piper – Vice President Sourcing, USA;
 Tim Appleton – Soprole CFO;