Lucio Marques, RCDD

Experience

• 

  Furukawa Industrial S.A.

  Aug 1997 - Feb 2012

  Responsible for presales engineers team supporting LATAMSupport all sales team in Mexico, Colombia, Chile, Peru, Ecuador, Channel distribution development for LATAM Training and marketing activities in LATAM to develop the brand and solution in LATAM Technical sales, Project Development, Product Development, Data Analysis, Research and Development (R&D), Continuous Improvement Production performance follow up, product certification, raw material analysis, PDCA, customer support, standard development. Optical fibers and cables expertiseStandards DevelopmentCustomer supportCopper cables expertisePDCAProduction quality control development

  • CALA Pre Sales Coordinator

    Jan 2011 - Feb 2012

  • Product Engineer

    Aug 1997 - Dec 2010

  • Quality Engineer

    Oct 1998 - Dec 2002

  • Product Engineer

    Aug 1997 - Dec 1998
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  WHB AUTOMOTIVE S.A

  Jan 2003 - Jan 2004

  Quality Engineer
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  TE Connectivity

  Feb 2012 - Sept 2015

  Sales Engineer for South Region

  I worked closely with end customers across all organizational levels, fostering customized project partnerships. Engaged in competitive analysis and conducted market research to identify new product opportunities while staying updated on industry trends and developments. I also strengthened distribution channels and regional partnerships to support various projects.My role involved generating qualified leads, identifying and nurturing them through calls and visits. Additionally, I hosted regional road shows to promote products or services and conceived supporting documentation for government projects.Significant Accomplishments:• Closed sales quotas consistently from 2012 to 2015. Show less

• 

  CommScope

  Oct 2015 - Sept 2023

  In this role, I managed de pricing team for CALA/LATAM, taking charge of establishing pricing and margin strategy for entire business unit's offering range. This includes partnering with engineering and sales teams to manage regional portfolio, identifying, and customizing products to meet specific needs of each country. I also performed cost-benefit analysis tailored to product's origin, with core focus on heightening competitiveness and driving improved business outcomes within different countries. Additionally, I contributed to project closure process by analyzing and suggesting project alternatives and portfolio-ready products. I managed product certification process with ANATEL, including participation in requirement creation and product certification as integral part of product line management. Moreover, I collaborated with local suppliers to tailor products to align with market needs through negotiation and adaptation.My other key contributions include the following:• Analysis and monitoring costs and prices of competitors in various countries to define product prices, resulting in successful price alignment strategy that boosted volume sales.• Successfully created comprehensive competitive map for the LATAM region, which included detailed insights into competitors, pricing strategies, and product offerings in Argentina, Brazil, Colombia, and Mexico.• Development and implementation effective sales strategy for CommScope in the LATAM region, leading to improved market penetration and revenue growth.• Achievement of remarkable enhancement in quote response times, with 93% of quotes being responded to within single business day by end of 2022.• Implemented bundle strategy in Colombia in 2022/2023, resulting in significant reduction in number of quotes required for small projects, decreasing from 150 per week to just 20. This strategic shift allowed account managers to focus on larger projects, increasing overall efficiency. Show less I was responsible for overseeing operations in Brazil's southern region, managing ICT and Data Center projects and installations for major clients such as Banrisul, Itaipu, Sicredi, RBS, Itaú, and some government accounts. I handled key regional and global accounts, including SAP, Dell, BRF, Sicredi, Itaú, Unimed, TexCotton, and Mercado Livre. My role involved crafting strategies to meet the requirements of Federal, State, and Municipal Governments.I actively cultivated relationships with end customers, collaborating across all organizational levels to tailor project development to their specific needs. Additionally, I formulated regional distribution channels and partnered with key entities for project servicing. I conducted training sessions and presentations to educate and engage end customers. Furthermore, I organized and executed regional road shows to raise awareness of various products or services.My responsibilities also included creating documentation to support government projects and conducting market analysis to identify emerging trends and target market opportunities. I utilized Salesforce and Dynamics as CRM (Sales Force and Dynamics) tools to maintain regular communication with management and ensure effective operations.Following are some of my achievements in this role:• Created complete government serving chain for project types, establishing channels, distributors, and commercial strategies yielding over R$3M revenue within initial eight months.• Generated leads, and identified and mapped through calls and site visits, topping lead generation in 2020 and 2021.• Closed sales quotas consistently from 2017 to 2021.• Drove sale of industry 4.0 project to leading food company in Brazil, resulting in sales exceeding $1M in span of three years and earned exclusive status of being sole supplier for company, starting from 2018. Show less

  • Opportunity Manager CALA/Business Development LATAM

    Jan 2022 - Sept 2023

  • Senior Sales Engineer

    Jul 2020 - Dec 2021

  • Senior Sales Engineer

    Oct 2015 - Dec 2021
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  LFGM Tecnologia

  Jan 2024 - now

  Business Develop Manager
• 

  I3C

  Aug 2024 - now

  Director Connectivity