Years building sales teams
Márcio Da Rosa Cachapuz
Sales, Marketing and Products Management ( C and Director Level) for Telecom Market
Porto Alegre
Summary
Proven ability to build and lead high-performing teams dedicated to achieving exceptional results and ensuring customer satisfaction, defining a successful 34-year career in the telecommunications industry. Extensive experience spans national and international markets, encompassing product distribution and service sectors. A consistent track record of driving growth and maintaining relevance in diverse projects underscores a commitment to excellence and innovation. Passionate about leveraging expertise to foster collaboration and deliver impactful solutions that meet evolving industry demands.
Overview
25
25
34
34
Years of professional experience in telecom market
Work History
Director of Market Development
Fonnet Precision
06.2023 - Current
- Responsible for the development and management of sales, marketing and product team. ( U$ 20M target/year)
- Structured and monitored budget performance while reporting directly to the US headquarters.
- Monitored sales performance metrics, identifying areas for improvement and driving necessary adjustments to meet goals.
- Reporting directly to the US headquarters and responsible for structuring and monitoring the budget performance.
- Organized trade shows, conferences, and events to enhance brand visibility and strengthen industry relationships.
- Developed and improved relationships with key clients.
- Directed market development strategy to expand demand across target verticals and customer segments.
Sales, Mkt and Products Director - Brasil
OIW Telecom Solutions
06.2021 - 05.2023
- Restructured commercial area, marketing, and products to enhance customer relationships and establish new product portfolio, leading a team of 50.
- Managed relationships with large customers and developed distributors.
- Developed strategic plans and budgets in collaboration with partners and consultants for IPO preparation.
- Construction of partnership with Huawei for distribution in Brazil of FTTx line.
Country Manager - Brasil
Raisecom Brasil
03.2020 - 06.2021
- Led operations in Brazil, overseeing sales, support, marketing, and administration with a U$ 10M target/year.
- Developed new sales channels and launched products, enhancing market presence.
- Responsible for the annual budget and business plan to submit to the head office annually.
- Developed new channels and launched new products.
Sales Director - Brasil
Raisecom Brasil
10.2015 - 02.2020
- Developed relationships with large customers and established channels/business partners for all Raisecom product lines in Brazil.
- Secured contract with largest Brazilian operator of FTTx for Gpon line, establishing Brazil as the largest market outside of China
- Received best sales professional award in the international market in 2019 (80 countries).
Sales and Mkt Director
Digitel SA
05.2005 - 10.2015
- Collaborated with board to develop and implement strategic planning initiatives
- Served as a statutory director for the board, providing governance and oversight. as a statutory director elected by the board.
- Led a team of 40 people and managed a revenue budget of $15M per year.
General Sales Manager
Digitel SA
01.2005 - 05.2005
- Managed all sales areas, including Latin America, to drive regional growth.
- Achieved sales targets consistently by closely monitoring sales performance and adjusting strategies as needed.
- Monitored sales performance and adjusted strategies to achieve sales targets.
National Sales Manager
Digitel SA
01.2003 - 12.2004
- Restructured the Wireless area and took over the national sales
- Reorganized the team and implemented a proactive dynamic focused on results.
- Managed relationships with major customers including Embratel, Telemar, Brasil Telecom, and Telefonica.
Business Unit Manager - Wireless
Digitel SA
09.2002 - 12.2002
- Returned to Digitel to lead the business unit for Wireless/Radio PDH equipment.
- Implemented innovative marketing initiatives that enhanced brand visibility and engaged customers effectively.
- Implemented innovative marketing initiatives for increased brand visibility and customer engagement.
- Oversaw multiple projects to ensure successful completion and adherence to timelines. from inception to completion, ensuring timely delivery within budget constraints.
Regional Vice President RS and PR
Diveo of Brazil
06.2001 - 08.2002
- Managed all operations of Diveo Rio Grande do Sul and Paraná.
- Maximized revenue generation opportunities by analyzing market trends and identifying potential gaps in product offerings or service capabilities.
- Trained local staff in operational procedures for improved efficiency.
- Developed local staff and infrastructure. (50 people)
Regional Director (South Region)
Diveo of Brazil
07.2000 - 06.2001
- Established Diveo's operations in the state of Rio Grande do Sul.
- Developed budget plans, coordinated building negotiations, hired staff, and negotiated supply contracts to optimize operational efficiency.
- Developed budget planning, trading of the building, hiring staff, and negotiation of supply contracts.
- Engaged in promotional opportunities and onboarded new accounts.
- Engaged in various promotional events to enhance brand visibility. and onboarding of new accounts.
- Represented company at various national and global events.
Regional Director
Diveo of Brazil
01.2000 - 06.2000
- Completed 6-month training program in São Paulo headquarters in the headquarters of Brazil for training and development of the project for implementation in the southern region.
- Drove regional sales growth through targeted marketing strategies and strengthened relationships with key clients.
- Directed regional operations, aligning service delivery with corporate growth objectives and customer expectations.
- Led cross-functional teams to improve network performance, issue resolution, and operational consistency.
- Managed regional budgets, prioritizing investments across infrastructure, staffing, and service continuity.
Corporate Sales Manager / Sao Paulo Office Manager
Digitel SA
03.1999 - 12.1999
- Managed the corporate sales channel and the Digitel office in São Paulo.
- Led a sales team and coordinated the office relocation to improve results.
- Led corporate sales strategies to expand key accounts and strengthen long-term client relationships.
- Developed commercial proposals aligned with customer needs, pricing policies, and revenue objectives.
- Negotiated contracts and service terms to secure profitable agreements and reduce commercial risk.
Indirect Sales Manager
Digitel SA
07.1997 - 03.1999
- Managed five distribution channels, including 26 sales representatives and 4 distributors across Latin America, telephone sales, and e-commerce.
- Built and led a sales team of four account managers, each dedicated to a specific channel.
- Secured strategic partnership agreements with key distributors in Brazil and Latin America.
Manager of Sales Channels
Digitel SA
03.1996 - 07.1997
- Managed sales channel through nationwide network of sales reps
- Sales to major Digitel customers in all capitals of the country, especially in Porto Alegre
- Developed and onboarded new sales reps for Digitel products
- Developed over 10 new partners during this period.
Product Manager
Digitel SA
02.1995 - 02.1996
- Developed a new product line by conducting market research and identifying customer needs.
- Defined product specifications, prepared service manuals, developed packaging, established pricing, and coordinated distribution channels and promotion policy.
- Led the entire product development and positioning in a new market for Digitel.
Sales Assistent
Digitel SA
01.1994 - 02.1995
- Implemented billing process, reviewed contracts, input purchasing orders, issued sales documents, and managed product shipping.
- Managed inventory levels for demonstration products displayed by customers for demonstration product displayed by customers.
- Managed customer inquiries, guiding product selection and resolving service issues promptly.
- Coordinated sales orders, ensuring accurate processing across billing, delivery, and follow-up tasks.
- Maintained client records, updating purchase histories and contact information for reliable account management.
System Organization Technician
Digitel SA
08.1993 - 01.1994
- Developed new billing system through contract review, purchasing order input, and issuance of sales documents and shipping to enhance IT operations. for the IT area
- Documented and implemented processes for operations area to streamline workflows.
- Conducted user training sessions to enhance software proficiency.
Intern Quality Area
Digitel SA
7 1992 - 8 1993
- Developed and implemented inventory control process for external product, enhancing quality management practices
- Implemented inventory control system for operations area, streamlining tracking and management of resources
- Developed a recovery system for demonstration products at customer locations to enhance product availability.
Education
BA in Business Administration (3 Years) -
PUC-RS
Porto Alegre, RS 03.1992 - Current
High School -
Colégio Anchieta
Porto Alegre, RS 03.1989 - 12.1991
Primary -
Colégio Anchieta
Porto Alegre, RS 03.1981 - 12.1988
Skills
Corporate Processes & Systems – Analysis and Development
Billing Process (Contract Review, Sales Document Issuance & Product Shipping)
Development of Distribution Channels
Channel Manager (result)
Sales Team Management
Corporate Customers
LAN Products (Routers, hubs & switches)
WAN Products (Multiplex, Concentrators)
Access Products (Optical Modems, xDSL, Digital)
Wireless Products (Speed Spectrum 900Mhz, 2,4 Ghz e 5,7 Ghz, 6G a 38G PTP)
Optical Products (PDH, SDH, Gpon and DWDM)
XSGpon,Gpon and Epon (ONU and OLTs)
L3 and L2 Switches (MPLS)
WIFI 5, 6 and Professional
Local Network
Balance Sheet Analysis
American GAP
Project Management
IP
Datacenters services
IP and clear channel services
Timeline
Director of Market Development
Fonnet Precision
06.2023 - Current
Sales, Mkt and Products Director - Brasil
OIW Telecom Solutions
06.2021 - 05.2023
Country Manager - Brasil
Raisecom Brasil
03.2020 - 06.2021
Sales Director - Brasil
Raisecom Brasil
10.2015 - 02.2020
Sales and Mkt Director
Digitel SA
05.2005 - 10.2015
General Sales Manager
Digitel SA
01.2005 - 05.2005
National Sales Manager
Digitel SA
01.2003 - 12.2004
Business Unit Manager - Wireless
Digitel SA
09.2002 - 12.2002
Regional Vice President RS and PR
Diveo of Brazil
06.2001 - 08.2002
Regional Director (South Region)
Diveo of Brazil
07.2000 - 06.2001
Regional Director
Diveo of Brazil
01.2000 - 06.2000
Corporate Sales Manager / Sao Paulo Office Manager
Digitel SA
03.1999 - 12.1999
Indirect Sales Manager
Digitel SA
07.1997 - 03.1999
Manager of Sales Channels
Digitel SA
03.1996 - 07.1997
Product Manager
Digitel SA
02.1995 - 02.1996
Sales Assistent
Digitel SA
01.1994 - 02.1995
System Organization Technician
Digitel SA
08.1993 - 01.1994
BA in Business Administration (3 Years) -
PUC-RS
03.1992 - Current
High School -
Colégio Anchieta
03.1989 - 12.1991
Primary -
Colégio Anchieta
03.1981 - 12.1988
Intern Quality Area
Digitel SA
7 1992 - 8 1993
References
- Carlos Alberto Ferreira da Silva, CEO, Connvert Group, (Ex-SAP and Vivo Empresas)
- Jamil Abbud, Superintendente, Telefonica/Vivo
- Gilberto Machado , Presidente Digitel
- Andy Ji - Raisecom CEO Brasil
Extracurricular Activities
Marketing Director - ABCCC - (Ass.Brasileira of Breeders Criollos) - 96/97 Marketing Director - ABCCC - (Ass.Brasileira of Breeders Criollos) - 06/07 Marketing Director - Equestrian Society Portoalegrense - 10/11 Creation of an ISP to provide access to operators in partnership with Grupo RBS (2010). Contract with Telefonica. (LINCA Telecom) Creation of an APP for student facilities. A discount club and education information. (ALFACLUB) M&A consultancy for investment fund representatives and investors for the Telecommunications market (ISPs)
Training
- ISO 9001 – SGS – Quality Auditor
- ISO 9000 – SGS – Quality System
- Quality Tools - in-company
- Time Management – in-company
- Sales Convention of Rio Grande do Sul – ADVB – 1996
- Sales Convention of Rio Grande do Sul – ADVB – 1997
- Name Brand Development – Jaime Troiano
- Sales Partners – CISCO
- Sales Motivation – Prof. Falcão – in-company
- Distribution Channels – Mission SP
- Wireless Solutions (Spead Spectrum) – Wavespan
- Wireless Products – DTS
- Latin America Channel Development Workshop – Comdex Miami 98
- The ISP Market in Latin America – Expo-Comm Mexico 99
- Leadership School – Alkindar SP (in progress)
- Seminário com Heinz Goldmann – HSM 98
- Seminário com Tom Peters – HSM 2000
- 8 Congresso de Vendas ADVB/RS – 2000
- Mídia Training SP – G&A Consult. 2000
Personal Information
- Age: 52 anos
- Number of Children: 1 filho ( 15 )
- Date of Birth: 02/18/74
- Marital Status: Casado