1. W. Furia
Jan/2015
Walter Luís Furia de Souza
br.linkedin.com/in/wfuria São Paulo – SP - Brazil
E-mail: walter.furia@gmail.com Mobile: +55 11 9 8585-7565 Skype: walter_furia
Senior Sales & Business Executive
25 years of experience in sales and business areas for companies such Henkel, ITW and Medtronic
Competencies and qualification summary:
 Experience in the industrial, medical devices,construction and consumer goods markets
 Ability in business unit managementapplying Compliance bestpractices
 Result oriented with client focus
 Strategic planning and business plan development
 Full P&L management
 Team leadership,managementand coach/development
 Developmentand implementation of go to market strategy
 Specialistin distribution channel
 S&OP process implementation and order to cash (OTC)
 Experience in M&A (due diligence)and turn around
 Ability to complexnegotiations with stakeholders
Academic Background and languages:
 Executive MBA Program – BSP São Paulo Business School (SP) 2007
 Graduate Course in Marketing – ESPM Escola Superiorde Propaganda e Marketing (SP) 1996
 Bachelor’s Degree in Mechanical Engineering – FAAP Fundação Armando Álvares Penteado (SP) 1991
 Native Portuguese (Brazilian)
 Fluent English
 Good working knowledge of Spanish
Professional Experience:
HENKEL LTDA Nov 2012 – Mar 2014
A diversified multinational, with headquarters in Dusseldorf – Germany, with 17 billion Euros revenues
National Sales Manager – Consumer Adhesives (AC)
Reporting directly to Sales and Marketing VP, with a 7 people (direct) and 40 people (indirect)
 R$ 237 MM (2013) in net sales revenues in the indirect channel (wholesalers and distributors)
 Responsible for trade marketing area
 Go to market strategy and implementation
ITWPPF BRASIL ADESIVOS LTDA Jul 2010 – Oct 2012
ITW is a leading international corporation with nearly 100 years of history, with a diversified manufacturer of
advanced industrial technology.825 decentralized business units located in 52 countries and employ 60,000
Business Unit Manager (Jun 2011- Oct 2012)
 Direct report to VP/GM with a team of 8 direct reports and 70 indirect
 Active participation in M&A of Mercotrade company
 Full P&L
 R$ 120 MM in revenues
MarketingManager (Jul 2010 – May 2011)
 Introduced Permatex brand in industrial market as well strengthened in the automotive channel
 Responsible for develop & implement the marketing strategic plan to positioning all brands (Gymcol, Solplas
and AdoB), expand and gain market share
 Defined products pipeline as well elaborated the price strategy and channel sales
 P&L analysis and budget control
 Created sales campaign for distributors

2. W. Furia
Jan/2015
EMPAX EMBALAGENS FLEXÍVEIS Oct 2008 – May 2010
A Brazilian company, over56 years acting in the flexible packaging supplying markets like beauty, cookies, snacks,
candies, chocolates, soap, etc
General Sales Manager
Direct reporting to the VP, was responsible for commercial, customer services and marketing, having 5 direct
reports and 15 indirect, among employees and commercial agents.
 Responsible for R$190 millions (US$110MM) revenue in 2010.
 Responsible for price, gross margin and customers development
 Elaborating and sending proposals for electronic BIDs
 Incrementing sales through new channel – public tenders
MEDTRONIC COMERCIAL LTDA May 2004 – Apr 2008
Multinational leading the medical devices market with pacemakers, defibrillators, stents, oxygenators, insulin pump,
etc
SalesManager – CRDM - Cardiac Rhythm Disease Management
Reporting to the General Manager was responsible for the CRDM Business Unit in Brazil, coordinating a team of
five regional sales managers, 23 commercial representatives and 10 technical assistants.
 Restructured the commercial area - an organizational chart with sales managers
 Increased the portfolio of product, according with product launchings in the United States
 Implemented a commercial policy aimed at improving product line profitability using brand strategy.
 Implemented a business intelligence (BI) system, with monthly reports
 Responsible for launching the first defibrillator with a lung congestion monitor, having achieved a market share
of over 50% in the segment.
 Introduced the first implantable defibrillator with wireless telemetry technology in Brazil.
Over a four-year period working in the market, increased sales from just over US$ 15 million (FY2004) to US$ 28
million (FY2008).
 36% increase in sales (fiscal year 2005 versus 2004)
 11% increase in sales (fiscal year 2006 versus 2005)
 14% increase in sales (fiscal year 2007 versus 2006)
HENKEL LTDA Jun 1989 – Apr 2004
Salesand Business Manager – Loctite Industrial Technology (Jun/2001 – Apr/2004)
Reporting directly to Latin America Director with 5 regional sales managers and 25 salespeople (employees).
 Restructured the distribution channel and implemented a commercial policy.
 Restructured the sales department in order to improve market coverage and increase market penetration.
 Launched new products, according to the head office pipeline.
 Implemented a pricing policy and special price list for key clients.
Business Manager – Loctite Products (Jun/2000 – Jun/2001)
Regional Sales Manager – Loctite (May/1995 – Jun/2000)
Loctite Salesman(Feb/1992 – May/1995)
Loctite Sales Trainee (Jun/1989 – Jan/1992)
Development Courses:
 The Complete Skilled Negotiator - GAP Partners Jun/2013
 ITW Institutes I, II & III – (Miami and Chicago – US) 2010/2011/2012
 Managing in the Global Economy (MGE) – University of Toronto, Canada 2007
 Basics in International Management – Cranfield University – Düsseldorf, Germany 2003
 Negotiations Dynamics – M. Schatski – Orlando, Florida 2002