Experience

POStech

• Brazil
• Computer Hardware Manufacturing
• 1 - 100 Employee

• Director of Growth

  • Apr 2023 - Present

  POStech is a Brazilian technology player with 4 Business Units of activity: * Automation: Products, Solutions and Services dedicated to Point of Sales. - Mini Printers - All-in-One Touch Screen - CPUs to POS applications - Touch Screen Monitors - Scanners/Hand Helds * Self Solutions: Kiosks, Solutions and Services for Self Service and Self Check-Out. * Network&IT: Products and Solutions, Software and Services. - Desktop Virtualization - Think Clients - Desktops - Notebooks (Vaio) - Servers - Racks - Data Centers. * Payments: Partnership w/ Positivo Payment Solutions. - SmartPOS - POS Terminal - Pind Pad - Chip & Pin In our portfolio, we have Alliances with 3 Global Players: NComputing: partnership in distribution, manufacturing, sales, after sales and legal responsibilities (Anatel certifications). CCL Techonology: a manufacturer that is among the Top 5 in the global ranking of solutions for Self Ordering and Self CheckOut. Partnership with POStech for sales, manufacturing, distribution, after sales and legal responsibilities (Anatel certifications). Zebra Technologies: Official Solution Partner MP7000 Grocery Scanner Scale integrated into our Self CheckOut Solutions. Our Factory: POStech equipment is produced in Ilhéus-BA by our ODM, POSITIVO SERVERS & SOLUTIONS (Positivo Group: BVMF: POSI3), meeting the National Incentive Programs (PPB) and Integrated Management Systems Certified NBR ISO 9001:2015 and NBR ISO 14001:2015, all in line with the importance of contributing to sustainable, social and environmental development. All products manufactured and/or marketed under the POStech brand have a 12-month on-site warranty as standard, services under POStech's domain and responsibility. Show less



Roccato Consultoria Group

• Brazil
• Business Consulting and Services
• 1 - 100 Employee

• Member of Board Advisors of Channels

  • Apr 2018 - Apr 2023

  The Board of Advisors is an initiative of the Direct Channel Group, through its CEO Pedro Luiz Roccato, being founded on July 4th, 2007. The group is formed by the main executives of companies operating in Brazil through indirect channels. We have a group that has knowledge of each link in the Sales and Distribution Chain (Manufacturers/Vendors, Telecom Operators, Distributors, Resellers, Integrators, VAR's and ISV's), not being composed by companies but by professionals, That is, the chair is of ownership of the professional, independent of the company that works today, being the opinion registered in the name of the professional and not of the company that works, with records registered in at least 4 annual meetings to discuss the best practices of Channel Management, Desing Thinkg and another relevant topics. Show less



Ingram Micro

• United States
• IT Services and IT Consulting
• 700 & Above Employee

• Brazil Director DC/POS

  • Nov 2019 - Mar 2023

  Responsible for DCPOS Business Unit results. Management of sales and product team. Responsible for DCPOS Business Unit results. Management of sales and product team.



ScanSource

• IT Services and IT Consulting
• 700 & Above Employee

• Director Sales and Merchandising, Brazil POS and Barcode Business Unit

  • Apr 2017 - Nov 2019

  > Direct report to the President - LATAM.> Leader of the business unit of Point of Sale (POS), means of Payment Solutions, Automation and Identification of Data Collection (Barcode/AIDC) and IoT (Internet Of Things).> Leadership of a team with 94 employees, 1 General Sales Manager, 3 Merchandising Managers and 1 Supply Chain Manager.> Responsible for P&L of the Business Unit.> Elaboration and execution of the Strategic Plan of Sales, Margin and ROI of the Business Unit.> Financial Management – KPI’s: Operating Profit/EBITA, ROI, ROIC, DSO, DPO, WC and ROWC.> S&OP and FPA of the Business Unit.Main Projects and Results:> Responsible for the entire sales area, reorganization of the service model, channel program, by stagnating sales declines, increasing performance in sales areas (KPI's of performances and sales funnel) > Creation of business sub-unit for the sale of solutions (hardware, software and services with financing, leasing and guarantees) - ScanSource Box. Show less

• Director of Merchandising, Brazil POS and Barcode Business Unit

  • Jun 2016 - Apr 2017

  > Report to the Vice President of Sales & Merchandising - LATAM> Strategies and Management of the Merchandising Managers Team.> Financial management of investment and working capital.> Business Plan.> S&OP and FPA.> Focus on Business Unit P&L.Main Projects and Results:> Implementation of best practices of inventory management, working capital, including creating a supply chain area. Development of a product team with the profile and focus for the business, seeking new business, such as new manufacturers and new technologies - (Verifone and Ingenico, creating the area of payments + area of automation security, prevention and losses: Tyco / SenSormatic).> Responsible for a Team with 30 employees, 3 Merchandising Managers and 1 Planning Manager.> Scope of operating income growth through the development and implementation of best practices in Marketing and Trade Marketing. Show less

• Director, Business Division Bematech at ScanSource

  • Oct 2015 - May 2016

  > Report to Vice President of Sales & Merchandising - LATAM> Responsible for Sales & Merchandising Team.> Management of the Top Line Brand (Revenue and Gross Margin).Main Projects and Results:> Bematech Business Division at ScanSource - Project Leader > Responsible for Time with more than 26 employees, being 1 Sales Manager and 1 Merchandising Coordinator.> Dotted Line responsible for Bematech’s operation at ScanSource México.

• Business Manager

  • Oct 2012 - Sep 2015

  > Report to the Sales Director.> Support directly with the Board of Directors of ScanSource POS&Barcode Brazil in decisions on representation and distribution of new manufacturers and complementary product lines to the Bematech - Crosseling.> Management of non-promoted products, processes of alienation and rationalization, allocation of investments in new product lines.> Adequacy of structure and preparation and development of new business (Marketing Plans, Business Plan, Business Review and Portfolio Review).> Management of the process of diffusion of new brands and products for specific areas in Brazil in POS&Barcode Brazil.> Orientation and supervision of the preparation and implementation of marketing plans for new products and processes of dissemination through the team.Main Projects and Results:> Leading the Team qualification actions, Coaching, with elaboration of development plans and goal setting and monitoring to improve the quality of the services provided by the Business Unit.> Sales and products team with: 07 Business Development Managers, 13 Sales Consultants, 02 Account Managers, 01 Regional Manager and 02 Product Managers. Show less

• Senior, Business Development Manager

  • Nov 2011 - Oct 2012

  > Analysis and development of the Bematech portfolio, with great emphasis on the sale of the Product Mix.> Management of Bematech's Channel Program in Distribution.Main Projects and Results:> Bematech Business that represented 40% of the Business Unit POS&Barcode Brazil.> Unique and Exclusive Bematech Distributor (4 consecutive years)



ELGIN S.A. (Brazil)

• Brazil
• Appliances, Electrical, and Electronics Manufacturing
• 700 & Above Employee

• National, Sales Manager

  • Aug 2010 - Nov 2011

  > Responsible for sales through indirect channels (Software Houses and Resellers), through a sales team: 09 Regional Managers, 02 Managers for Payment Solutions - located/resident in all regions of Brazil. > Active participation in the development of Sales Channels of the Payment Solutions products with the acquirers of cards such as: Cielo, Rede, Banrisul, Hipercard, etc. Main Projects and Results: > Preparation and participation in various events and road shows by Brazil for the development and expansion of the portfolio by region Show less



Epson do Brasil

• Brazil
• Computers and Electronics Manufacturing
• 400 - 500 Employee

• Senior, Business Executive

  • Aug 2007 - Jul 2010

  > Report to the Director of B2B Unit - Latam. > Responsible for PEPS Program: Relationship program developed and managed with the objective of attracting software companies to commercialize Point of Sale and IT Products. > Channel Management (Distribution and Top Resellers - Epson Stars) Main Projects and Results: > First Executive contracted for this business Brazil, development of the Distribution Channel, Network of Technical Assistance (after sale) and Partnerships with companies developing systems, when creating the PEPS Program, Epson Program of Software Partnerships. In the 3 years period, we left a start-up of a division at Epson, to the 2nd position in the market of Fiscal Printers in Brazil. Today Epson is the leader in mini printers in Brazillian market. Show less



ELGIN S.A. (Brazil)

• Brazil
• Appliances, Electrical, and Electronics Manufacturing
• 700 & Above Employee

• Regional Manager

  • Aug 2004 - Aug 2007

  > Report to the Sales Director > Management throughout the sales chain (channels and strategic end clients). Main Projects and Results: > Start-up - Responsibility was to make the best of the operation, with the rapid integration between Schalter Channels with Elgin products and also Elgin Channels working with Schalter products. In 3 years, we went from an annual revenue of R$ 12Mi/year to R$ 40Mi/ year. > Report to the Sales Director > Management throughout the sales chain (channels and strategic end clients). Main Projects and Results: > Start-up - Responsibility was to make the best of the operation, with the rapid integration between Schalter Channels with Elgin products and also Elgin Channels working with Schalter products. In 3 years, we went from an annual revenue of R$ 12Mi/year to R$ 40Mi/ year.



Schalter Tecnologia

• Brazil
• Computer Hardware Manufacturing
• 1 - 100 Employee

• Business Executive

  • Jul 2003 - Aug 2004

  > Report to the Sales Director. > Channel management. > Focus on the development of the Reseller Channel. > Develop and manage a distribution channel for the Schalter product line. > Report to the Sales Director. > Channel management. > Focus on the development of the Reseller Channel. > Develop and manage a distribution channel for the Schalter product line.



Bematech

• Brazil
• IT Services and IT Consulting
• 200 - 300 Employee

• Trainne, Sales Management - Training and Enforcement of Contracts.

  • Apr 2001 - Jul 2003

  - Administration of routine administration of the sales operation, such as monitoring of the profile of dealers, their credit limits, available inventory, cross-checking of resellers x mix; - Merger: the history of the company's resellers Yanco Co. bought by Bematech in 2001, providing information for credit analysis, credit limits, forecast of both factories to Commercial Management. Reporting to Channel Manager. - Administration of routine administration of the sales operation, such as monitoring of the profile of dealers, their credit limits, available inventory, cross-checking of resellers x mix; - Merger: the history of the company's resellers Yanco Co. bought by Bematech in 2001, providing information for credit analysis, credit limits, forecast of both factories to Commercial Management. Reporting to Channel Manager.