Fábio de Senzi Miguel

Forward-thinking and results-driven Business leader with more than 20 years of experience in partnership development, account management and channel building. Self-directed leader with talents in diversifying networks, product offerings and pricing strategies to drive growth with value-added solutions.

• Brazil
• Argentina
• Chile
• Uruguay
• Mexico
• United States
• Canada

• Specialty Chemicals
• Commodities Chemicals
• Paints and Coatings
• Agricultural

• Commercial Business Strategy
• Sales Management
• Large Contracts Negotiations
• Strategic and Global Accounts Management
• Sales Excellence
• Supply Chain
• Logistics
• Finance
• Customer Service
• Operation and Product Management

• Regional Sales Manager for Strategic Key Accounts, United States / Canada / Mexico, 10/2018 - Present, Responsible for the implementation of the annual sales and growth strategy for PPG General Finishes segment. Promote value selling and developing the relationship with key stake holders with the paint end users, significantly increasing PPG share of wallet at Key Accounts. Accountable for approximately $100MM / Year in Sales by commercializing all PPG technologies for the Large and Strategic Accounts.
• Coil Coatings Sales Director, United States, 04/2016 - 10/2018, Responsible leading the sales team to execute the growth strategy for the Coil Business through new sales channels (service centers) to promote PPG into the mid-tier market. Maintain the sales base and improve relationships with the key stake holders at the Coil Industry in the United States. Accountable for approximately $120MM / Year in Sales.
• General Manager, Latin America South, 12/2011 - 04/2016, Promoted to build and lead high performance Regional Teams of in Brazil, Argentina and Chile, culturally diverse staff located throughout South America. Cultivate and maintain positive, long-term relationships with Local and Global customers. Manage P&L, developed segment-specific strategies where PPG was able grow 26% in 2013 in the region and revert the profit loss of $1MM in Argentina to a solid and positive profit of $1MM. In 2014 , PPG expanded my role to manage the Marine and Protective Business in the region and along with the functions the business broke even for the first time in 6 years. Discipline, Focus on the right segments and the implementation of Commercial Excellence Tools were key to reach all of these goals.
• Commercial Business Manager, South America, 10/2010 - 11/2011, Responsible for Coil Coatings Business in South America and for implementing growth strategy in South America. Responsible for the P&L, Customer Services, Sales Team, Technical Services at the Customers, Raw Material and Finished Goods Inventory Management. My major accomplishments were adding $8MM of net sales to the top line by getting $5MM of sales at CSN in Brazil (Compania Siderurgica Nacional) and $3MM of sales Siderar in Argentina in less than a year.
• Supply Chain and Commercial Manager, Brazil, 02/2009 - 09/2010, Responsible for all Sugar and Ethanol transfer from the mills to the port by combining and maximizing the logistics resources available such as Rail and Road. Also, improve assets utilization and sell Logistics services for trading companies. Lead the Sales & Operations Planning Team (S&OP). More than MR$3,5 of logistics savings during the 09/10 Crop. Responsible for leading and implementing one of the largest logistics projects (sugar) in Brazil with Rumo/Cosan.
• Senior Account Manager and Market Development Manager for Paints and Coatings in Latin America, Latin America, 12/2006 - 01/2009, Responsible for a MMUS$100/ year net sales portfolio. Developing and implementing both growing strategies and action plans in Latin America for Dow Coatings Solutions to achieve its Goals. Responsible for managing the relationship between Dow and the Largest Coatings Producers such as Akzo Nobel, Basf, DuPont, PPG, Sherwin Williams, Valspar and WEG. Responsible for ABRAFATI Coatings Show Organization – The largest Coatings Show in Latin America and for Dow Coatings Solutions communication.
• Senior Account Manager, Latin America, 07/2005 - 12/2006, Responsible for a MMUS$40/year portfolio on Flavor and Fragrance industry, UPR (unsaturated Polyester Resin) and Specialty Polymers Markets. 40% Growth in net sales by creating and implementing growth strategy at UPR (Unsaturated Polyester Resin) market.
• Credit Analyst, 05/2003 - 07/2005, Responsible for add value to the company by professionally manage accounts receivable, supporting sales and maximizing economic profit. Administrate credit risk and enhancing cash flow/liquidity while complying with the credit policies and procedures. Responsible for collecting more than MUS$500 of bad debts during 2 years. Responsible for a MMUS$400 portfolio.
• Latin America Styrene and Ethyl Benzene Planner, Latin America, 11/2000 - 05/2003, Responsible for managing all the Styrene supply chain in all sites where Styrene is either produced or used in Latin America as well as to work with the New Plant Project Team on all aspects related to the Styrene and its Raw Materials Logistics. Using the 6sigma methodology more than MMUS$1 of supply-chain cost were saved in 3 years. Responsible for trading (Buy, Sell and Swap) styrene monomer with BASF, LYONDELL and PETROBRÁS-INNOVA.
• Logistics Service Coordinator, 01/1999 - 11/2000, Responsible for coordinate and manage arrangements and delivery of chemical products until their arrival at customer’s facility.

• I have been here for about 4 months, and I cannot thank Fabio enough for helping me and my team with excellent sales visibility into the GF segment from a technical aspect as well as navigating PPG across all SBU’s. Fabio has an amazing mind for networking and working across the aisle. He is continually focused on the One PPG approach and facilitates internal solutions for the customer whether he is compensated on the sales or not (Tarsco Bolted Tanks and Taylor Made are both key examples where $6-7 MM were pushed to PMC). Fabio also has sales that are not reflected in his standard book of business managed; indirect sales for Coatings Services has gained approximately $15MM for PPG on a rolling 24. Fabio is an excellent manager with amazing creativity and a sharp mind for commercial. Fabio continues to add to the pipeline and makes it his priority to gain share of wallet with key accounts and seek large obscure solutions to growth. Fabio has done a fantastic job of limiting the liability of PPG as regards operational plant level shortcomings and customer claims. He has saved the company over $200k in claims in 2022. By creating urgency with key stakeholders and organizing teams to settle the customer concerns and working across the aisle to execute. He excels at managing frustrations internal and external and is an expert at diffusing negative situations. I am ranking his performance rating at "strong year" for all of his contributions to 2022 inside and outside of GF.
• In addition to exceeding all goals including, sales, price and engagement, Fabio has taken a leadership role in the organizational restructure, the global water-based initiative and reestablishing focus with the Canada team. A continued focus on new business, building cross functional partnerships and mentorship of additional team members will yield a strong 2022. 2021 was a strong year for Fabio.
• Fabio has been focused on driving growth, managing challenging environments and building a foundation for future success. 2020 was a strong year for Fabio.

• BS - Mechanical Engineering, FEI - Faculdade de Engenharia Industrial, 07/1997
• Post Graduation - Business Administration, FEA/USP - Faculdade de Economia e Admistração da Universidade de São Paulo, 07/2002

• Global Key Account Management Training - 14th - 19th of June 2015 - Ashridge - London
• PPG Global Leadership Development Program - 2015 / 2026 - Awarded with the Best Project - Shanghai and Pittsburgh
• PPG MLS - Mastering Leadership Skills - London - 2013
• APG Amana-Key - Advanced Management Program - September 2024 - São Paulo - Brazil
• H.H Dow Academy - Lead to Discover - August 2006
• 6 Sigma Certified by Dow Chemical in 1999