CHANNEL MANAGEMENT

Paulo Domingos Polubriaginof

Alameda Escócia, *** – Alphaville Residencial 1

*****-*** ******* – SP - Brazil

Phone: (55-11-918*-**** / (55-11-419*-****

E-mail: *****.********@***.***.**

CEO / CHANNEL SALES & MARKETING DIRECTOR

SOLID CAREER DEVELOPED IN BRAZIL, UNITED STATES AND MEXICO, IN COMPANIES SUCH AS:

Compaq, Xerox, Olivetti and Lexmark

Summary of Qualifications:

DIRECTION AND OPERATION OF BUSINESS UNITS (P&L), COMMERCIAL, MARKETING AND STRATEGIC PLANNING

GENERAL MANAGEMENT OF SUPPLIES, COMPRISING: PAPER (DOMESTIC AND INTERNATIONAL MARKET), APPLICATIONS AND CONSUMABLES

PROJECT AND START-UP OF SALES OPERATIONS IN LATIN AMERICA

MANAGEMENT OF DIFFERENT DISTRIBUTION CHANNELS, OUTSOURCING AND MAJOR CORPORATE ACCOUNTS

TURNAROUND AND MANAGEMENT OF CHANGE PROJECTS

MANAGEMENT OF MERGER & ACQUISITION PROCESSES

MANAGEMENT AND DEVELOPMENT OF STRATEGIC ALLIANCES

LEADERSHIP AND DEVELOPMENT OF TEAMS WITH UP TO 350 PEOPLE

Academic Background:

EXTENSION COURSE IN MARKETING, J.L. KELLOGG GRADUATE SCHOOL OF MANAGEMENT (IL) IN PARTNERSHIP WITH FUNDAÇÃO DOM CABRAL, 2001

BACHELOR’S DEGREE IN LAW, UNIVERSIDADE MACKENZIE - SP, 1986

Professional Experience :

LEXMARK INTERNATIONAL Dec/2009 - present

American printing solutions and outsourcing company with annual revenues of US$ 4 billion and 3,500 employees worldwide.

Commercial Director

Was responsible for the P&L and defining the road map of products.

Consolidated commercial policies, taking into account the various sales channels: direct sales, indirect sales through VARs, value and volume distributors, government, integrators and retail.

RISO INC. Oct/2004 – Dec/2009

Japanese IT company that manufactures and distributes digital duplicators and high performance printers (150 ppm colored), with annual revenues of US$ 1 billion and 2,000 employees worldwide.

Commercial Director and General Manager (Brazil and USA)

Consolidated the start-up, which involved new installations, distribution channels, import logistics, implementation of a training center, definition of quotas, commercial, support and administrative structure.

Sought new resellers to represent RISO in various localities.

Developed the government sales channel, operating, sales and marketing strategy for the Brazilian subsidiary and Mercosur region.

OLIVETTI LATIN AMERICA / GRUPO TELECOM ITÁLIA MOBILE (TIM) Dec/2002 - Oct/2004

Marketing Director for Latin America

Reporting to the CEO of Latin America and the Vice-President in Italy, was responsible for marketing activities in Latin America and in Brazil also took over the Logistics Department and manufacturing unit in Manaus, comprising a business of US$ 150 million.

Prepared the plan to rebuild the brand, associated to the creation of a new distribution channel, protecting the traditional business and adding the new ICT business (Infrastructure and solution services in the IT industry with particular focus on Telecom, which service is provided by associated company TIM).

From January to June 2003, was President of Olivetti in Mexico, having adjusted the operation to the reality of its revenues and operating expenses, having also been responsible for the merger process of the Mexican operation with the associated company Royal Consumer Products, headquartered in New Jersey, USA.

With the incorporation of Olivetti by Telecom Itália Móbile (TIM), was responsible for closing down company operations in Latin America, including the sale of assets.

Headed the management of TIM-owned stores, defining commercial points, works, contracting and training of commercial and back office teams.

XEROX DO BRASIL Jan/2000 - Dec/2002

Marketing & Operations Director of Consumer Goods

Reporting to the Chief Operating Officer in Brazil and the Vice-President of Supplies and Customer Service of Xerox Corporation in the United States, was responsible for the Supplies operation comprising the paper (domestic and international), applications and consumables operation, with an annual revenue volume of US$ 150 million and 300 employees. Achieved Cost Per Sales Dollar (CPSD) parameters for Brazil that matched that of advanced markets.

With the global acquisition of Tektronix, was responsible for the transition and integration of the business with the Xerox structure, which comprised people, assets, contracts, marketing, distribution channels, as well as the entire managing of the acquisition contract.

Implemented the organizational and strategic restructuring in the sales and marketing operation of consumer goods in Brazil, which comprised everything from unifying 22 branch offices to creating a national distribution center. Obtained savings of 35% and significantly improved margins with an 11 percentage point increase in ROS.

Developed a market research study that involved migrating volume copied to volume printed, number of pages copied/printed, applications, purchasing habits, acquisition manners, delivery time expectations, customer perceptions regarding the difference between genuine supplies and compatible ones.

TEKTRONIX IND. E COM. LTDA. Jan/1998 - Jan/2000

General Manager of the Printer Division for Southern Latin America

Reporting to the Vice-President of International Market Development in Portland, Oregon, worked in marketing, sales, services and development of southern Latin America, making sales through the distribution channels in each country.

Was responsible for Tektronix’s biggest sale worldwide, to the Internal Revenue Service, supplying 1,038 color laser printers for use in the departments, which totaled US$ 5 million.

Became the market leader of Color Printers for Workgroups in 1999, where Tektronix’s market share increased to 46% in the Brazilian market, according to International Data Corporation (IDC).

Expanded the distribution channel with resellers and VARs that worked with Compaq products and solutions.

COMPAQ COMPUTER BRAZIL Nov/1995 - Jan/1998

Regional Sales Manager

Reporting to the General Manager, structured and developed a strong distribution channel composed of 38 corporate resellers, 6 distributors and 6 systems integrators.

Was responsible for a US$ 500 million annual business, with a focus on managing sales, planning, sales out actions, generating demand and developing commercial partners.

Took over responsibility for the Distribution Channels Department, acting as an integrating link between the distribution channel and the major & international accounts organization.

Was responsible for the biggest sale in the government market, having sold to the City of São Paulo the assembly of 200 IT laboratories for municipal schools (5 thousand machines), which involved the establishment of a consortium with four other companies, on being Futurekids for a complete educational solution.

SUPRISERV INFORMÁTICA (Official Epson Distributor) Sept/1993 - Nov/1995

Commercial Manager

Structured the first Official Epson Distributor, developing and implementing the business plan, sales, marketing and support services teams and network of resellers and integrators. Started out with monthly revenues of US$ 100 thousand and six employees and, after two years, grew the business to US$ 2.5 million in monthly revenues and 42 employees.

Made possible the acquisition of a distributor, which allowed for access to products manufactured by HP Brazil.

Together with Epson, developed tools to combat contraband.

ELEBRA INFORMÁTICA LTDA. / RIMA IMPRESSORAS S.A. Feb/1986 - Aug/93

Branch Office Manager / General Manager

PROLÓGICA Microcomputadores Nov/1982 - Feb/1986

Commercial Representative / Key Account Manager

Additional Information:

Brazilian, married, two children, age 46.

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