1. CLAUDIO FRYDMAN
Brazilian, Married, 36 years old.
Established in Sao Paulo (SP) • Belo Horizonte (MG) • Rio de Janeiro (RJ) • Brazil.
Tel: +55 (31) 3296-5205 • (31) 99433-1122 • frydman.claudio@gmail.com • Skype: claudio_frydman
PROFESSIONAL OBJECTIVE:COMMERCIAL ANDMARKETINGMANAGEMENT
Fifteen years of career experience on Commercial, Marketing and Operational areas, developed on
consumer goods, mining and oil & gas multinational companies as Shell, AB Inbev and Vale.
SUMMARY OF QUALIFICATIONS
 Solid experience on Commercial and Product Marketing, with systemic and strategic vision of
the fuels/lubricants, beverage and food-service markets.
 Management and development of high performance sales team, with successfulintroduction
of a new line of frozen broths and soups in mini-markets, hotels and delis in Belo Horizonte
area,incrementing in 13% the business profitability.
 Delivery of consistent results of volume and margin growth of fuels and lubricants sales,with
increment of more than 10% mix of premium fuels and 151% of lubricants volume.
 Development of communication strategy,brand launching and product placement,
guarantying around 21% of low sulfur diesel Market Share, with crescent unit margin
comparing with regular diesel.
 Sales and Operation (S&OP) processes and Sales Force (CRM system) implementations in a
large enterprise of fuels and lubricants distribution.
 Development of diesel strategic plan, aiming the product availability on Brazil nationwide for
the next 5 years (2013 to 2018).
 Trade Marketing model structuring, aiming the launching and implementation of brands and
products on points of sales (POS).
 Small business unit management, covering Supply Chain, Production and Distribution of
food-service factory, including Commercial, Finances and Credit management, Transporting,
Stocking, Procurement,Contract Management and Supplier Quality Assurance.
ACADEMIC EDUCATION AND LANGUAGES
 Professional Master in Strategic Administration - Fundação Dom Cabral (MG), begun Jul 16;
 Executive MBA - Fundação Dom Cabral (MG), Ago 2012 - Mar 14;
 Graduation in Production Engineering – UFF (RJ),Mar 1998 - Dec 2002;
 English, Spanish, Hebrew fluent and good knowledge of French.
EXPERIENCE
Procter & Gamble Ago 2016 – Atualmente
Multinational of Beauty andHygieneconsumer goods.
Sales Manager MG – Independent Pharmacy and Perfumary Chanel
 Sales & Operations for Independent Drugstores and Perfumeries at MG state;
 Strategic Plan development for the channel and sales area;
 Trade-marketing execution on the POS;
 Developing of Sales Actions and Implementation of the Marketing Plan per Category.
 Management and Development of high performance teams;

2. Assim e Assado 2013 – Ago 2015
12 years food-service factory
Partner-Director – Belo Horizonte (MG)
 Strategic repositioning of the business from a snacks to a food service company;
 Supply Chain Management, delivering a 15% production increase by introducing pre-
processed raw material with competitive costs;
 Pricing and Products Management, with successfullaunching of new lines of products in
2013 and 2014 increasing 13% the profitability of the business per year;
 Team development and management: production (14) / back-office (3) / distribution (2) /
sales representatives (5);
 Responsible for the business turn-around and negotiated the sale of the factory and its brand
in August 2015.
Raízen Combustíveis 2011 a 2013
Joint Venture between Shell andCosan, onfuels andlubricants distributionin Brazil.
Marketing Category Manager - Diesel (Dec 2011 – Feb 2013) – Rio de Janeiro (RJ)
Sales and Operations (S&OP) Process Specialist (Mar 2011 – Nov 2011) – Rio de Janeiro (RJ)
 Launching of the new additive diesel brand Shell Evolux Diesel at Mar/12;
 Diesel strategic business growing plan, a guide-line for infrastructure investment plan for
2013-2018 on depots and fleet for low sulfur diesel nationwide;
 Revision of customer value proposition and marketing strategy for Customer Road Transport,
approving the business case for the relaunching of “Clube Irmão Caminhoneiro Shell”;
 PMO of the successfullaunching of S-50 and S-10 Diesel at January 2012 and 2013,
managing indirectly multifunctional teams of 20 employees;
 50% increment of additive diesel mix, delivering USD 50 MM of additional gross margin;
 PMO successfulimplementation of the Sales Force, a BI e CRM system;
 Commercial result appraisal management;
 Standardization and revision of Sales and Operations processes from Shell and Cosan;
Shell Brasil 2009 - 2011
Oil & Gas exploration, production and distribution multinational company
Marketing Category Manager – Lubricants (Jun 2010 – Feb 2011)– Rio de Janeiro (RJ)
Senior Territory Sales Manager (Apr 2009 – May 2010) – Rio de Janeiro (RJ)
 Development and implementation of 2010/2011 strategic category plan.
 Turn-around of 2010 Q4 results due to tactical actions, maximizing the volume and increasing
10% the unit margin.
 Global Retail Oil Change Project revision and implementation, achieving 30% of income
increase of the pilots and 130 prospects for 2011 pipeline.
 Increment of 10% of additive fuels volume and 151% of lubricants volume 2009 x 2008;
 Financial Exposure Management of USD 10 MM p.m., having negotiated a debit recovery of
USD 1 MM in 2009;
Vale 2008 - 2009
Large multinational mining company
Supply Coordinator (Feb 2008 – Mar 2009)– Vitoria (ES)
 PMO of the successfulMRO data base integration of Vale (Brazil) and Inco (Canada);
 Coordinator of Global Items Management Project, adapting a MRO description pattern –
eOTD to Vale operational requirements;

3.  Optimizing in 30% the base of suppliers, reducing the local and less competitive suppliers;
 Team development and management: 12 full time employees (FTEs).
AmBev 2006 - 2008
Company-ownedby AB InBev, a large multinational beverage company
Regional Logistics and Finance Specialist (Oct 2006 – Jan 2008) – Rio de Janeiro (RJ)
Logistics Coordinator (Jan 2006 – Sep 2006) – Rio de Janeiro (RJ)
 Risk Manager of direct distribution, delivering a loss reduction of 250% in 2007 x 2006;
 SOx Manager and internal auditor of the logistics operations of direct distribution of Rio de
Janeiro business unit, guarantying the 2007 and 2006 certifications;
 Team management (third-parts with direct report): 4 coordinators e 50 FTEs;
 Fleet Management: Cesa Logistics Carrier (170 trucks and 420 employees);
 50% reduction of the direct distribution devolution indicator.
Shell Brasil 2003 - 2006
Territory Sales Manager (Jan 2003– Dec 2005) – Vitoria (ES) / Goiania (GO)
Production Engineering Internship (Apr 2001 – Dec 2002) – Rio de Janeiro (RJ)
 Fuels and lubricants record volume growth and mix of premium products of Shell’s biggest
sales area in Latin America in 2005;
 Successfully implementation of a consultant program in one of the biggest retail group of
service stations, Rede Flecha - an Itapemirim corp enterprise.
SPECIALIZATION COURSES
 Leadership and successors development – Raízen (2012)
 Sales Force system administrator – TOPi Consulting (2011)
 IT Project Management (ITIL) – Trainning Education Services (2011)
 Negotiation advanced skills – Shell (2009)
 Management of high performance teams – AmBev (2007)
 Results and routine management (Six Sigma) – AmBev (2006)