LISBON*NEW YORK*AHMEDABAD

2014-2016 14˚EXECUTIVE

MBA In association with:

www.aese.pt

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MESSAGE FROM THE EXECUTIVE DIRECTOR OF THE XIV MBA PARTICIPANTS PROFILE ALUMNI OF THE XIV EXECUTIVE MBA ANA CATARINA FONSECA ANA EMÍLIA OLIVEIRA ANA LUÍSA DE SOUSA SILVA ANDRÉ ALVIM MACEDO ANDRÉ COUTINHO CARLA PINTO CARLOS ALBERTO AMORIM AMADO CARLOS MARCOS MELRO DANIEL DA MARÇA TEIXEIRA DIOGO TORRADO FILIPE DE FARIA LINCE NÚNCIO JOANA SANTIAGO DOMINGOS JOANA RIVOTTI JOANA TRIGO JOSÉ EDUARDO MAGALHÃES LUIS AMADO LUÍS ALBERTO SILVA LUÍS VAZ MANUEL COSTA MARIANA MADEIRA RODRIGUES MARTIM BENSAUDE SPRATLEY NUNO CASTILHO NUNO CORREIA NUNO MARTINS PAULO SANTIAGO TEIXEIRA RITA ALONSO SANDRA LINO TIAGO PESSOA TIAGO ROTHES VENÍCIO MONTEIRO VICTOR GOMES DA SILVA PROFESSORS AND SPEAKERS

Never has it been easy to be a manager. I do not know whether it was more undemanding to be an agent for the Alcmaeonids in the fifth century BC Athens, an estate manager for the Vitelli in the first century BC Rome, a factor for the VOC in seventeenth century Batavia, or to be a C-class manager today. But I am sure that a manager nowadays needs to know much more analytical methods, theories and management lore than managers of earlier times. Then, it was not critical to be cognizant of the Maslow’s hierarchy of needs to manage slaves and serfs; there was no need to be familiar with operations research or kanban methods to manage the supply chain of the manufacture of roman silk palla and stola; it was not critical for a seller of Athenian oil in Corinth to know the 5 C’s or the 7 P’s. But, today, a manager that does not know how to work with dozens of concepts and analytical tools like these is considered to be less than par. Likewise today’s managers need to constantly enlarge and develop their soft-skills. They need to be corporately and socially conscientious and responsible. They need to be harmonious team players. They need to be ethical in all their dealings.

They need to practice prudence and fortitude, to be reflexive and have forethought. It was to learn and review more deeply these tools and skills that 31 bright professionals and managers enrolled in, worked through and graduated from the XIV Executive AESE/IESE MBA. The two years of the programme were long, tiring and arduous, though mixed with more pleasant and relaxed moments such as group lunches, international study weeks, finance exams, and group sports. Many personal and family activities had to be forfeited during this time, much like the soldiers in Alexander’s army had to relinquish their beards. But the enthusiasm and effort produced a sweet fragrance, stronger that the smell of the sweat of Alexander’s army, a smell that by itself was able to drive away the enemy. I trust that the continued enthusiasm and effort of these 31 exceptional MBAs, together with what they learned and the friendships they established, will ensure to each one many future successes.

José Miguel Pinto dos Santos Executive Director of the XIV Executive MBA AESE/IESE

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Fostering an MBA group is always a very gratifying task, both for the new ideas that arise in the group discussions and for the relationship with each of the participants. Your – our group did not deviate from past experiences, on the contrary, it was an even more enriching one, thanks to your cheerfulness and good humour in spite of the intense work that the program required. Nevertheless I have to point out that through it all you continued to balance your daily work life, the MBA and your Family. As a friend once said “Ask more of those who are very busy and not of those who have nothing to do!” In this context Catarinas’ maternity, while filling us all with great joy, was undoubtedly the most relevant experience for the group. An experience that we men, with our without an MBA, could not summon the strength to live through. Congratulations to all, my great friends. …………………………………… Luis Lynce

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YEARS AVERAGE WORK EXPERIENCE

45%

GENERAL MANAGERS/CEO/ ADMINISTRATORS

EXECUTIVE MBA AESE

JOB / FUNCTION

35%

HOLD MASTER’S, POSTGRADUATE OR DOCTORAL DEGREES

13%

FINANCE AND CONTROL

23%

COMMERCIAL

Everything has an end... As Camões wrote “Because, at last, everything is over. For time does not hold steady.” Certainly the study, reading, discussions, i.e. education received brought forth in you, more knowledge and developed skills and enhanced new skills, suggesting other attitudes and values that “are of worth.” You are more cognizant, better prepared to achieve success, to reach power, to take on new responsibilities and to open another chapter of your life. I believe you also strengthen the theme – never fully known and always unfinished – of learning to be a respected person and to respect others. The “knowledge” acquired, is yours; the “product” of your work is for others. I thank the Group, for this voyage we shared… You are different, unique and unequalled; it follows from this journey, the exponential factor that is to learn. I wish ALL and each of You, the pursuit and achievement of both wisdom and prudence in your decisions. And end this short message with Aristotle’s “We achieve what we repeatedly insist on improving. The pursuit of excellence should not be a goal, but a habit.” ………………………………………… Fraústo Ferreira

ALUMNI XIV EXECUTIVE MBA AESE

2014-2016

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Ana Catarina Fonseca ACTING MARKETING MANAGER IBERIA, JOHNSON & JOHNSON [email protected] Acting Marketing Manager Iberia, Johnson & Johnson Diabetes Care Companies (JJDCC) • Definition of Marketing and Communication Strategies for Self Monitoring Blood Glucose (SMBG) Iberian market; • Participation in building the Business Plan and Operational Plan for Iberia; • Preparation, implementation and monitoring new products’ launches; • Leadership and team management; • Multi-hyerarquical and multidisciplinary team work capacity; • Board Member. …………………………………………… Project Manager, Johnson & Johnson Diabetes Care Companies (JJDCC) • Project Management of a very critical project for the business related to ISO 15197:2013 transition for blood glucose meters for Iberia; • Leaded a communication plan with key clinical and non-clinical stakeholders (Infarmed, Scientific Societies, ANF, DGS, …); • Development of an extra incentive plan for the sales team; • Definition of Sales kpi’s and dashboards; • Team work orientation.

Product Manager (Assignment for 6 months), Janssen Pharmaceutical • Definition and Implementation of the Marketing Strategy for a new Oral Antidiabetic drug for Type 2 Diabetes (i-SGLT2); • Building the Business Plan and pre-marketing activities for invoking pre-launch; • Building a cohesive and a new Country Value Team for Diabetes Mellitus therapeutical area; • Budget Management and prioritization; • Develop and understand Market Research and advisory boards’ results. …………………………………………… Category & Trade Manager, Johnson & Johnson Diabetes Care Companies (JJDCC) • Creation of a new department inside JJDCC responsible for 3% growth on sell in sales (average); • Definition of a new category on pharmacy channel and a sales plan for 24 national wholesalers and distributors; • Sales Management of a sales force team for pharmacy channel; • Creation and management of a digital platform to automatize transfer orders’ process increasing in 50% the efficiency of the sales force.

Shopper Marketing Manager Junior (Assignment for 1 year), Johnson & Johnson Consumer Healthcare • Participation on product launches; • Definition of 360 visibility campaigns for pharmacy channel; • Development of BTL materials for brands like Hextril, Compeed and Neutrogena. …………………………………………… Achievements • Recognized as a High Potential in Johnson & Johnson; • Achieved 60% of ISO Transition in 1 year for Iberia Market knowing that the goal was to achieve 85% in a 3 years’ timeline; • Recognized as Sales Rep of the year according to sell out sales.

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Ana Emília Oliveira HEAD OF HUMAN RESOURCES, MARY KAY PORTUGAL [email protected] Head of Human Resources, Mary Kay Portugal since august 10th 2016 As Business Partner with direct report line to the General Manager supports the Company`s strategy and goals and also are responsible for implementing and managing the Human Resources policies, programs and strategy. …………………………………………… Payroll lead & HR Senior Generalist for Johnson and Johnson I was responsible for payroll implementation in HR worldwide project and also had responsibilities as Senior Generalist Human Resources such as: recruiting; new employee orientation, training; performance and development; succession plans; benefits & compensation; culture surveys; HR policies & procedures; legal compliance; HR Business Continuity Plan; Internal Communication and Supervisor  HR Team.

In all my positions (almost eight years in Johnson & Johnson) i had accomplished my goals with merit and was rewarded. I also had the opportunity to progress and grow I had started in 2008 as HR trainee. On the last year and because of my exceptional contribution in Human Resources Implementation Project I earned the Gold Award. As Business Partner supports the company`s strategy and goals. Responsible for implementing and managing the Human Resources policies, programs and strategy. …………………………………………… Achievements Every day i made achievements! Personal and professional and I believe all of them are precious leanings to be stronger and happier as human being and as exceptional professional.

• Flexibel/Positive/Fighter IF WE DON’T ADAPT WE DIE… WE ALWAYS WIN EVEN WHEN WE LOSE, WE LEARN & BECOME STRONGER. YES I CAN DO THE BEST. IF I BELIEVE & FIGHT IT COULD HAPPEN. • True/ Honnest NO MATTER WHAT, I ALWAYS ASSUME MY MISTAKES. I BELIEVE TRUE IS ALWAYS THE BEST DECISION AND ANSWER. MARATHONER. IF I HAVE TO RUN MILES TO CATCH MY GOAL I WILL RUN. TRAVELING LOVER. MY DREAM IS KNOW ALL BEAUTIFUL & CULTURAL PLACES IN THE WORLD. “Choose a job you love and you will never have to work a day in your life.” Confucious

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Ana Luísa de Sousa Silva SUPPLY AND PROCUREMENT COORDINATOR, FERREIRA CONSTRUÇÃO [email protected] Supply and Procurement Coordinator – Ferreira Construção, SA, Portugal (September 2015 to present) • Responsible for Strategic Procurement and control of materials and services supply for projects, ensuring the effective management of the service. • Contracts negotiation; • Development of strategic partnerships to the projects. …………………………………………… Procurement and Logistic Director Opway Angola, Engenharia, SA - Civil Construction and Public Works Company, Angola (Mar/2009 to May/2013) • Development and monitoring negotiations with international (South Africa, Dubai, China and Brazil) and national markets, creating strategic partnerships to the projects. • Development of specific contracts adapted to professional and financial culture and also local legislation. • Managing and monitoring import processes.

Achievements: reduction of import costs and import deadlines, around 30%; reduction of contracts costs, around 15%, through a proper negotiation with partners, regarding prices and deadlines. …………………………………………… Project Manager - Opway Engenharia, SA - Civil Construction and Public Works Company, Portugal (Oct/2004 to Feb/2009) • Full project management: activities control, contract management with subcontractors and clients • Review and coordination of strategic execution of the work according to planning. • Identification of costs deviations and implementation of corrective measures. Achievements: positive results of 30% in a project and a negative margin recovery of 80%, in another project.

Civil engineer with 14 years of professional experience in the construction sector, highlighting, among the various functions performed, Project Management, Negotiation, Supply Chain Management and Team Leadership. Currently responsible for coordinating supplies for the projects located in the metropolitan area of Lisbon, at Ferreira Construção SA. With international experience, acquired in the performance of management functions in the supply area, such as management of multicultural teams and the development of partnerships with different international players. Joined the implementation team of the Integrated Management System in Opway Angola, SA, and support customer management, such as the Government of Angola during this period.

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André Alvim Macedo ENTREPRENEUR [email protected]

April 2012 - September 2015 Old2new, Soluções em edifícios, Lda. Founder Rehabilitation and refurbishment business development including the management of clients, teams and suppliers. Responsible for brand launch and new segments of clients. 254.000€ revenues in 2012, 440.000€ in 2013, 587.000€ in 2014 and 612.000€ in 2015 with stable working margins. …………………………………………… October 2010- April 2012 Openline Portugal, Lda. Commercial Director Multidisciplinary team management, business development in construction sector, client’s portfolio management and new business. Lisbon revenues of 410.000€ in 2010, 1.080.000€ in 2011. Target revenues surpassed both years.

January 2008- February 2009 De Viris, S.A. (Grupo DREEN) Project Director Start and development of microsolutions department (renewable microgeneration), with focus on photovoltaic and eolic technologies. Revenues of 565.000€ in 2008, launching a sales team of 3 collaborators and an in-house production team of 4 collaborators. Speaker in 2008 Tectonika expo addressing the new legislation and sector results. …………………………………………… January 2007- January 2008 Bogaris Energy (Grupo Bogaris) Country Co-Manager Renewable energy project expansion and promotion, in land and off-shore eolic, solar thermal, photovoltaic, waves and biomass energy. Development of 2 solar hortos near Sevilla and a photovoltaic ongoing test in Tavira.

Achievements • Agricultural Committee chairman in the 1994 Model European Parliament agricultural in Sweden. • Key speaker in 2004 Construction fair “Concreta” on microgeneration and smart grids. • Founder and commercial engagement for diverse start-ups in distinct sectors with a high degree of growth and success. “Inspiration comes of working every day.” Charles Baudelaire

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André Coutinho MANAGING PARTNER, PROCENSUS, CONSULTORES EM SISTEMAS DE INFORMAÇÃO [email protected] Managing Partner at Procensus, since 2015 Co-responsible for the company global strategy definition and implementation. Coordination of Marketing, Innovation, People and Finance support units. • Increase, in 2016, to more than 50% the weight of international revenue • Complete the turnaround from 2014 deep losses to 2015 profit while growing 3 digits in revenue and headcount in one year. • Execute the complete rebranding, positioning and services offer of the company. …………………………………………… Partner and Co-Funder at LCG (2009-2014) COO and Head of SAP and Applications Business Units (represent half of the total revenue). • Project director role and account manager for large national and international companies;

• Responsible for the successful merge of two companies in the LCG Group • Responsible for the Mozambique market internationalization strategy and logistics and commercial activities operationalization. …………………………………………… Consulting Manager at Capgemini (2005-2009) Participation as project manager in national and international challenging and complex SAP and non-SAP projects in different business sectors. Responsible for the consulting services and operations (CSO) business unit staffing and recruitment and development of pre-sales and commercial activity. …………………………………………… Achievements • Successfully implemented an internationalization strategy at Procensus, achieving a projected growth from 5% to over 50% of the international revenue weight;

• Completed, in one year, the turnaround from 2014 deep losses (over 300K) to 2015 profit while growing 3 digits in revenue and headcount; • Development of the new marketing strategy for Procensus and coordination of the rebranding and re-positioning of the company; • Active role as co-founder and partner of LCG in growing from a start-up into a 70 people and 3,5M€ group of companies in 5 years; • Successful management of several complex international IT projects. I believe that true professional success is only possible thought the right mix of long term and emerging strategies supported by a quality, value added and customer oriented service.

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Carla Pinto EXECUTIVE BOARD MEMBER, CASES – COOPERATIVA ANTÓNIO SÉRGIO PARA A ECONOMIA SOCIAL [email protected] Executive Master in Business Administration – AESE/IESE; Master in Clinical Psychology and Counselling, Universidade Lusófona de Humanidades e Tecnologias, Lisbon; 3 years of experience as a member of the Board of the national body for the Social Economy (Cooperativa António Sérgio para a Economia Social); 8 years of experience in clinical psychology and project management in mental health programs (Hospital Júlio de Matos and Hospital Beatriz Ângelo). …………………………………………… Executive Board Member, CASES – Cooperativa António Sérgio para a Economia Social , Government Administration • Direct responsibility for two departments (Department of financial instruments, Department of Entrepreneurship and Social innovation), two offices (Image and Communication, Finance and Human Resources) and four action programs (Programa ES Jovem, Programa GeraçãoCoop; Programa Impacto Social; Portal Zoom);

• Responsible for the management of initiatives entered in Portugal 2020 Framework Programme, with an allocation of 34M€; Participation, as representative of the social economy sector, in the negotiation of the Social Inclusion and Employment Operational Programme of Portugal 2020, with an allocation of 2.130M€. …………………………………………… Project Manager at Hospital Beatriz Ângelo – Luz Saúde Group • Member of the team responsible for the structuring and implementation of the Psychiatric Service of the Department of Psychiatry and Mental health; • Responsible for the management of activities and the team of Psychiatric Day Hospital; • Responsible for the IT system implementation at the Department of Psychiatry and Mental health; • Member of the internal Committee for the certification of quality of public health service by Joint Commission International.

Clinical psychologist at Hospital Júlio de Matos • Responsible for structuring, implementation and development of projects of intervention of differentiated mental health care, including specialized consultation for young people, social skills training, group therapy for depression, grief support group; • Evaluation, treatment and rehabilitation of patients of different valences of intervention (Outpatient, Inpatient, Day Hospital, Day area and alcohology consultation), with the completion of about 8500 clinical acts; • Member of the partnership of the Municipal strategic plan of prevention of drug addiction. Life’s challenges are important evidence of overcoming that allow us to access a higher level of knowledge of ourselves and of others. Only these milestones of life allow us to personal and professional achievement, maintaining and getting the respect and consideration for each other.

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Carlos Alberto Amorim Amado IT INFRASTRUCTURE MANAGER, INSTITUTO DE INFORMÁTICA [email protected] IT Infrastructure Manager • Design, develop and implement information and communications technology infrastructure plan. • Ensure the operation and monitoring of infrastructure (including servers, storage, backups, national communications and voice, VoIP). • Management and improvement of Datacenters. • Definition of the system architecture. • Owner of the Availability and Continuity Management Process. • ISO 20000 and ISO 27001 Internal Auditor. • Team of 35 IT experts and consultants. …………………………………………… Datacenter and Operations Manager • Responsible for managing the Datacenters, Central Systems (Unix / Linux), Middleware and Databases. • Responsible for the operation and supervision of all batch processing for Portuguese Social Security. • Implementation of Disaster Recovery Datacenter and Business Continuity Plan for Social Security.

• Ensure the management and continuous improvement, according to the guidelines, mission, strategy and objectives set. …………………………………………… Core Systems and Database Teams Coordinator • Coordinate the activities of the Core Systems and Databases teams. • Ensure the implementation of systems, databases and middleware to support projects. • Monitor the availability of Portuguese Social Security applications used nationwide. • Ensure the consolidation of social security systems and databases. • Responsible for systems and databases security. …………………………………………… Achievements • VoIP Project Implementation in the Ministry of Labour, Solidarity and Social Security, with more than 15,000 phones; • Data Backup consolidation for more than 600 locations in Portugal;

• Responsible for Social Security Business Continuity Plan technical implementation; • Project to consolidate 18 District platforms of Social Security in a centralized and national solution; • Plan, design and implementation of the Alternative Datacenter for Portuguese Social Security. “Luck is what happens when preparation meets opportunity.” Elmer Letterman   Initiative, Innovative, teamwork, organized, flexible, determined as well as problem-solving skills are some of my personal characteristics. Core values: humility, honesty, ethics, friendship, justice, solidarity.

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Carlos Marcos Melro SENIOR MANAGER, CAPGEMINI PORTUGAL [email protected] Senior Manager (7+ years) at Capgemini Portugal Holds the financial controlling function with responsibilities of the annual budget, monthly forecast and all activities related to projects control and key performance indicators. …………………………………………… CFO (8 years) at MundiServiços - Companhia Portuguesa de Serviços e Gestão, which specializes in consulting services. Directed the financial area of ​​4 companies located in Portugal, Brazil, Cape Verde and Mozambique. …………………………………………… Manager (1 year) in Honda and Chrysler-Jeep at the GMS automotive group. Managing a team of 30 people of car dealerships with functions in financial, commercial and operations areas.

Controller (3 years) at Profabril Consulplano group that operates in the engineering sector. Responsible for the financial reporting of eight group companies. With the CEO prepared the group’s restructuring process. …………………………………………… Economist (2 years) at Lusomundo media group. In the ​​strategic planning and capital markets department controlled all financial investments of the group and prepared the economic and operation information of the group. …………………………………………… 21 years of experience in areas such as financial, management, capital markets, consulting and auditing. Expert in finance with skills of leadership, strategic plan and commitment to result. Has an academic training in management, master in finance and executive master of business administration.

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Daniel da Marça Teixeira SENIOR ACCOUNT MANAGER, JOSÉ DE MELLO SAÚDE [email protected] Senior Sales Manager As a B2B Business Development Expert and Sales Team Leader I have been managing an Account Management team whose main role is to position José de Mello Saúde (JMS) as the main focus of the referral’s circuit generated by general practitioner clinical practice. • Number Direct Reports: Six Account Managers; • Number of Relationships under Management: up to 620 General Practitioners; • Business Volume under Management (Clinical Referrals): up to 8 Million; • Business Growth in the last 12 Months (Clinical Referrals): CAGR of 51%; …………………………………………… Key Account Manager As a KAM of the International Healthcare Insurance Companies (IHIC) I founded and develop the International Segment within José de Mello Saúde (JMS) Sales Department.

• Founder and developer of the IHIC Segment in JMS; • Negotiation and Contractualization with the major IHIC; • Business Volume under Management: up to 4 Million; • Number of IHIC under Management: 9 Accounts; …………………………………………… Key Account Manager Assistant As a KAM Assistant my focus was in business analytics in order to generated useful and valuable information to Decision Makers of the JMS´s Sales Department. • Collaborated in the renegotiations of Four Core Accounts; • Developed a Fixed Surgery’s Pricing Model; • Developed a Negotiation’s Pricing Model;

Achievements • Founder of the International Insurance Segment in José de Mello Saúde; • Team Leader and Manager of an 8 Million Clinical Referral Network; • Generator of seven Employee Opportunities in the last 24 months; • Business CAGR up to 51% in the last 12 Month; • Negotiation with the biggest International Healthcare Insurance Companies.

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DIOGO TORRADO DIRECTOR, CORPORATE FINANCE ASK [email protected] Director, Corporate Finance ASK Leading role in ASK´s Corporate Finance Team, specialized over the past 8 years in M&A Deals, HY Bonds, Leverage Finance, Direct Lending, MBOs / MBIs, Debt Restructuring and Securitization. …………………………………………… Senior Associate, Restructuring Services KPMG Several restructuring projects completed (financial & operational) for Portuguese corporates in a wide range of industries, including Cost Optimization and Cash Management approaches. …………………………………………… Assistant Director, Private Equity Banif Capital Management of a portfolio of equity stakes in SMEs, including deal origination, negotiation of contractual agreements and investment follow ups.

Achievements In the past four years, ASK Corporate Finance has successfully concluded advisory mandates that surpassed Eur 500 M, mostly for mid-market Iberian & LATAM Corporates, including: • € 80 M HY Bond on MARF • € 100 M Direct Lending Fundings • BR$ 65 M M&A Cross Boarder PT/BR • € 45 M Private Equity Acquisition Deal

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Filipe de Faria Lince Núncio FOUNDER, OWNER AND CEO, WATTSAVE – ENERGY CONSULTING [email protected] Founder, Owner and CEO of WattSave – Energy Consulting • Responsible for technical supervision; • Responsible for Commercial Department and Projects Implementation. …………………………………………… Founder and Owner of WattSky – Monitoring and Control Systems Responsible for Commercial Department and Projects Implementation. …………………………………………… Board of Director of Aparroz – Agricultures Producers Association Strategic Planning and Implementation. …………………………………………… General Manager of Marinhais Sociedade Agrícola – Agricultural business Manager for the global agriculture business of the company.

Ecochoice – Energy Projects and Certification Responsible for Technical Department. …………………………………………… Autonomia – Recursos Renováveis – Energy Systems Responsible for Technical and Commercial Department. …………………………………………… Wurth Portugal – Tools and fix accessories Responsible for Business branch of Metalwork Market. …………………………………………… Poco Graphite – graphite for tooling manufacturing molding business Responsible for Business in Portugal and Spain.

Lisforja – production of metal pieces for train railway systems General Manager for Metalwork industry. …………………………………………… Delphi Automotive Systems – production of electrical harnesses for automotive industry Process and Industrial Engineer.

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Joana Santiago Domingos EXECUTIVE BOARD MEMBER, CREDITE-EGS, INSURANCE BROKERS [email protected] March 2016 - Present Executive Board Member, Credite-EGS Responsible for execution and compilation of proposals, and at the same time, a problem solving approach in order to increase corporate productivity, but most of all, customer satisfaction via constant innovation and a clear focus on customer needs. …………………………………………… January 2014 – February 2016 Assessor to the Board of Directors, Credite-EGS Responsibilities: Risk Analysis; Supervising insurance claims; managing insurance records in various departments including multi-risk insurance as well as liability claims; Creation and running of the Marketing Department; Managing information systems of Customer Service Department; Responsible for new projects and providing support to the Board of Directors.

October 2012 – December 2013 Assistant to Board of Directors, Credite-EGS After a few years of professional experience in a different field was offered the opportunity of joining a company in the insurance market so as to learn everything about the insurance business and explore the possibility of developing a career in the firm. …………………………………………… Achievements Presently concluding the AESE Executive MBA, and simultaneously in the Board of Directors of an insurance firm, has a strong problem solving mind-set supported in objective, technical and academic skills. Dedication, discipline and responsibility were determined to the rapid success in the actual job, which enabled an almost immediate delegation of various relevant tasks by superiors. Recent professional years, complemented by the MBA studies, highlight an effective and efficient performance empowered by a clear vocation to serve the organization, its clients and the society.

“A customer is the most important visitor on our premises. He is not dependent on us. We are dependent on him. He is not an interruption of our work. He is the purpose of it. He is not an outsider of our business. He is part of it. We are not doing him a favour by serving him. He is doing us a favour by giving us the opportunity to do so.” Mahatma Gandhi

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joana rivotti JANSSEN PHARMACEUTICAL, BUSINESS DEVELOPMENT ANALYST [email protected] Johnson & Johnson Family of Companies - Janssen Pharmaceutical Business Development Analyst (2015- Present) • Responsible for assessment of commercial opportunities for the Janssen portfolio to maximize sales and profit, delivering higher value to patients and customers. • New Product Introduction process owner, coordinating several functions needed to maximize the process efficiency. …………………………………………… CME, Portugal, Head of International Business Development - Water and Environment Division, at ProCME Group (2015) • Responsible for leading bid responses and proposals, responding to tenders and working alongside other business units to proactively identify emerging industry needs and opportunities to expand and diversify services to clients. …………………………………………… CME, Portugal, Business Development Manager- Water and Environment division (2012-2014) • Assessed new opportunities in Europe and North Africa through evaluation of market potential, market assessment regarding strategic options evaluation, leading contract negotiations with revenue-potential of $10M.

• Proactively identified business opportunities at national level, established strategic alliances with engineering and consultancy companies, leading contract negotiations with revenue-potential of $0,5M. …………………………………………… CME, Portugal, Senior Process Commissioning Engineer (2010-2012) • Performed the overall project commissioning coordination of 60 Million € Capital Scheme. …………………………………………… ANGLIAN WATER SERVICES, United Kingdom, Innovation Projects Manager (2008-2010) • Responsible for identifying and develop research opportunities to meet the water industry strategy business needs related to renewable energies, wastewater treatment and biosolids. • Managing a team of engineers and scientists, dealing with national and international research institutions, consultants and universities. …………………………………………… ANGLIAN WATER SERVICES, United Kingdom, Asset Management Graduate Management Trainee (2006-2008) • Project manager, during Construction phase, three capital schemes with overall budget of £2.9 Million. • Responded to Government consultations relating to Carbon Reduction Commitment on behalf of Anglian Water Group.

CELTIC ANGLIAN WATER, Dublin, Ireland, Process Engineer, Team Leader to the Wastewater and Sludge Streams (2005-2006) • Assist with the ongoing operation and optimization of a 1.7 million population equivalent Wastewater treatment plant. …………………………………………… Achievements • Proactively identified business opportunities, established strategic alliances, lead negotiation process to achieve the Water and Environment division objectives, ProCME Group; • Overseeing the completion of multidiscipline division of work related to commissioning of 60 Million € Capital Scheme. Lisbon, Portugal, ProCME Group; • Leading the response to Government consultations relating to Carbon Reduction Commitment on behalf of Anglian Water Group; • Completion of Six Peaks Challenge, in less than 72 hours, raising awareness and funds for WaterAid; • Selected as the first Asset Management Graduate Management Trainee, at Anglian Water Services Graduate Scheme, United Kingdom.

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JOANA TRIGO FINANCE BUSINESS PARTNER, CUF – CONSULTADORIA E SERVIÇOS [email protected] Finance Business Partner CUF – Consultadoria e Serviços, S.A. (Since 2014) As finance business partner benefiting from a high degree of autonomy managed several projects on debt restructuring, financial reporting and working capital improvement, among others. …………………………………………… SAP Project Manager CUF – Consultadoria e Serviços, S.A. (2007-2014) Ensul-Meci (2004-2007) As SAP project manager assured SAP evolved with business requirements deeply involving internal customer to guarantee goals achievement. Was responsible for projects in Finance and Logistics such as implementing collections management policy, improving transportation planning and processing and implementing a radio-frequency warehouse management system.

Senior SAP Consultant CASE EDINFOR / TECNIDATA (20002004) As senior SAP consultant has a proven track record in delivering multiple projects in a variety of industries (Communications, Pulp and Paper, Construction) and companies. …………………………………………… Achievements By conducting an in depth analysis on debt instruments and conditions developed a plan for a debt renegotiation strategy that led to an overall all in cost decrease of 3% By issuing recommendations focused on a tighter credit control policy and on the renegotiation of average payment period with main vendors achieved a WCR decrease around 3M€ and 1.5M€ decrease in imparities By implementing process improvements in transportation management a 10% reduction on transportation costs was attained.

Accept and embrace each challenge with all you have and try to exceed yourself every time.

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José Eduardo Magalhães INFORMATION SYSTEMS COMPLIANCE AND METHODOLOGIES DIRECTOR, CA SERVIÇOS – GRUPO CRÉDITO AGRÍCOLA [email protected]

Information Systems Compliance and Methodologies Director CA Serviços – Grupo Crédito Agrícola Responsible for: • IT Compliance; • Process Management; • IT Security; • IT Continuity Management; • IT Risk Management. …………………………………………… Planning and Control for the IT area at Grupo Crédito Agrícola (2014). …………………………………………… Responsible for Implementing and managing a Project Management Office (PMO) for the IT area at Grupo Crédito Agrícola (2009 – 2013).

Project Manager for the new branch application for Grupo Crédito Agrícola (2007 – 2009). …………………………………………… Responsible for Managing the IT Infrastructure of Grupo Crédito Agrícola (2001 – 2007). …………………………………………… Responsible for the Database Management Area of Grupo Crédito Agrícola (1997 – 2001). …………………………………………… Database Manager at Grupo Crédito Agrícola (1994 – 2007). …………………………………………… Responsible for the IT Infrastructure at Banco Hispano de Investimento / Banco Central Hispano Portugal (1991 – 1994).

Independent Consultant at Pedro Caldeira Sociedade Corretora (1991). …………………………………………… Consultant at Andersen Consulting (1989 – 1991). …………………………………………… Junior Investigator at Laboratório Nacional de Engenharia Civil (1987 – 1989). …………………………………………… Engineer at ENGIDRO - Estudos de Engenharia, Lda. (1986 – 1987).

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Luis Amado INDEPENDENT CONSULTANT [email protected]

Board Member, REN – Redes Energéticas Nacionais …………………………………………… Social Lab Manager (support to over 30 social business start-up projects) at EDP Foundation …………………………………………… General Manager and Vice–President at APBio (Portuguese Bioindustries Association) Foundation and, growth form 3 to more than 20 members, interactions with national and international authorities and organisation of Portuguese biotechnology missions abroad - over 10 missions to main European and worldwide events. …………………………………………… CBDO Bioalvo, SA Corporate and business development, corporate image and communication, investors’ relationships regarding fundraising. More than € 200.000 raised in capital and over € 500. 000 in European grants.

Executive Vice-President/COO Biotecnol, S.A. Growth form 5 to over 20 collaborators, internationalisation, creation of company own space with offices and labs and new corporate image, auditors interactions (5 yearly audits carried out by Arthur Andersen and Deloitte), fund raising (VCs and corporate partners, over € 500.000 raised), human resources, business development and partnerships (joint development, licensing, etc.) namely patent acquisition, technology license/acquisition, partnerships (management of international partnerships with contracts exceeding € 500.000). …………………………………………… Achievements • Married, 4 children. • Co-Author of the book “Desenvolvimento Económico e Social” (Social and Economical Development), Colecção Economia do Conhecimento (knowledge based Economy collection), SPI. • Co-Author of the book “Inovação ao Serviço das Cidades” (How May Innovation Be of Service to the Cities), SPI.

• Already planted a couple of trees. • Player of Agronomia Rugby team winner of the National Cup. • Outstanding student prize at Master of Science in Science and Technology Commercialisation”, IC2 Institute at the University of Texas, Austin, USA and IST Technical University of Lisbon. • PhD in Molecular Cytogenetics by Agriculture Institute, Technical University of Lisbon, supported by a grant from JNICT. We are what we share. I try to live everyday paying attention to the needs of the ones around me and contributing to make world a better place. I am passionate about innovation and regard technology as way to improve sustainability (do less with more) and create positive social impact. Analytic, creative, resilient and believer that small details make all the difference.

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Luís Alberto Silva INTERNATIONAL BUSINESS DEVELOPMENT DIRECTOR, STECONFER [email protected] International Business Development Director, at Steconfer SA • Responsible for developing business in the Scandinavian markets, Middle East and Asia. • Managing the Swedish branch start up process. • Working strategic partnerships and medium / long term for each of the countries or geographic areas under consideration. • Management and negotiation of contract agreements. (contracts >15M€). …………………………………………… Production Director, Constrope Angola • Responsibility for the P&L of the construction department (>$10M), leading and managing multidisciplinary teams; • Contract Management and CRM (residential market luxury and commercial real estate). • Process redesign and change management. Successfully sponsored the

introduction of report procedures and systematic and standardized flow of information, prior to integration of ERP. • Start partnering and collaborating with Asian companies. …………………………………………… COO / Site Engineer • Quarry and precast’s factory - industrial production planning and portfolio management. Budgeting and Procurement. • Leadership and people management under severe circumstances • Negotiation with stakeholders in multinational business environments. …………………………………………… Achievements • Consistent increases in turnover levels and gross performance of contracts. • Improved efficiencies in procurement processes with clients and suppliers. • High levels of satisfaction and motivation in teams.

Diverse professional experience, locally and internationally. I developed the ability to think the business in an integrated and strategic way, analysing by multiple perspectives, and anticipating solutions that creates competitive advantages.

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LUÍS VAZ I AM AVAILABLE TO MOVE ANYWHERE IN THE COUNTRY OR ABROAD. [email protected] Commercial Manager at Emsor Bennasar Diagnostic (mammography equipment distributor for tomosynthesis and interventional radiology), from June 2015 to May 2016. Main responsibilities & Projects developed: • Presentation and sale of the company’s medical equipment to the main public and private hospitals in Portugal (mainland and islands), including demonstration of the potential of the company’s equipment to members of the clinical staff of the different units, and subsequent negotiation of that equipment with the Board of each health institution; • Over time, I have exceeded by 60% the pre-established objective set for me (200 K €), with a turnover of 320 K € in strategic customers for my Company’s business in the north and central region, and in one of the 3 largest Portuguese football clubs; • Company representation in the most important Radiology and Mammography congresses in national and foreign territory; • Support to and collaboration with the

marketing department for developing commercial actions aimed at physicians, as well as for creating materials for conferences, seminars and meetings; …………………………………… Account at MedicalConsult (leading consultant of radiological protection and sourcing technical teams for radiotherapy and nuclear medicine, which invoiced 4 M € with 120 employees), from October 2012 to May 2015. Main responsibilities & Projects developed: • Research new products, some of them quite innovative, using existing technology, to provide for new needs and satisfy new customers (wireless electronic dosimetry instruments); • I succeeded in approving a partnership with a company that was operating in Equatorial Guinea and Cape Verde with niche products and offering consulting services for radiation protection and Quality Control, • In 2012 I led the offer of business solutions aimed at companies in the industrial

sector – licensing support, quality control and training – which allowed me to surpass the pre-established goal by 25%. …………………………………… Account at RADILAN (X-ray equipment distributor for the multinational HOLOGIC) from October 2005 to September 2012. Main responsibilities & Projects developed: • Business Development of the company’s offer to public and private hospital centres, including the launching of specific equipment for orthopaedics, interventional radiology and digital mammography; • Release, presentation and marketing of the first 5 vacuum biopsy systems (interventional radiology) installed at the best and reference centres in Lisbon – Hospital da Luz, IPO Lisboa, Santa Maria Hospital – achieving an aggregate turnover of 212 K €; • Training teams of medical representatives, as part of screening actions of Osteoporosis (Mepha, Ratiopharm, Sanofi, Quintilles and Servier), reaching a total of 350 trainees.

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Manuel Costa BOARD MEMBER, SUMA - SERVIÇOS URBANOS E MEIO AMBIENTE [email protected] 2015 to present Board Member, SUMA S.A. • Board Member with executive control over the national waste collection and urban cleaning business unit. • SUMA is the Market leader in Portugal and has important operations overseas. …………………………………………… 2014 to present CEO, Mota-Engil Indústria e Inovação SGPS • CEO of Mota-Engil Industria e Inovação, which operationalizes the joint venture program (Mota-Engil, Caixa Capital and AICEP) “internationalize in partnership” that aims to support Portuguese companies that want to start business in the geography’s where Mota-Engil Group operates.  • To present the program implemented two projects in Latin America and other two in Africa.

2012 to 2014 HR Director, Mota-Engil Engenharia e Construção, S.A. • HR Director of the construction and engineering national market leader, Mota-Engil Engenharia. • Review and Consolidation of the Performance Management System. • Hard Sector crisis period that forced the company to a hard readjustment, leading to the process of reallocation to other markets or contract termination of hundreds of collaborators. …………………………………………… 2007 to 2014 Board Assistant, Mota-Engil Engenharia e Construção, S.A. • Board Assistant of the construction and engineering national market leader, Mota-Engil Engenharia. • Assign coordination of procurement department and technical/ operational units. • Dissemination of Internal technical capabilities and business know-how to other markets.

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Mariana Madeira Rodrigues FREELANCE CONSULTANT [email protected]

Freelance Consultant (2009 – Present) Consulting services in several areas, such as strategic management, financial and asset management and social project management. …………………………………………… 2. Treasury Director/Executive Director/Vice President - Casa dos Rapazes, Non-Profit Organization (2008 – 2015) Responsible for managing day-to-day operations, restructuring internal processes, team leadership and strategic planning for the organization. Also successfully responsible for turbina around the financial performance of the project which includes implementing regular activities for sustainability in the long term (strategic partnerships with public institutions, companies, media and wellknown personalities) as well as raising the additional necessary funds to build a new facility after a fire. …………………………………………… CFO, Artégia Holding SA (2007 – 2009) Responsible for the Financial and HR departments of a consultant firm in tourism and local development as well as a hotel (namely: controller and treasury, human resources, reporting and planning).

CFO, Dot One Holding SA (2003-2004) CFO of the holding, managing four conglomerated companies, shortly after an initial position as CFO of one of the companies of the group. …………………………………………… Financial Assistant/Treasury Manager/ Financial Controller, Hill&Knowlton Portugal Group (1998 - 2002) Initially started as financial assistant reporting to the CFO, embracing later the treasury manager position in the holding, and after that, a financial controller challenge in a joint venture with Accor services. …………………………………………… Achievements • Co-founder of the solidary movement “4help” • Directly responsible for fundraising more than 1Million Euros, during an economic crisis, to build a new home for young Portuguese boys urgently needing a new foster care facility – Casa dos Rapazes (including a national radio station campaign and the Pepsi/Cristiano Ronaldo donation to complete the requested value). The ONG received, just after, an honour distinction from the President of the Portuguese Republic.

• Award Scholarships and Distinctions: (1) Insead Social Entrepreneurship Programme - IES powered by Insead; (2) Executive MBA – AESE/IESE Business School; Dean’s List BBA’s third year. • Other personal achievements: Member of the Portuguese Bridge Federation; has done alone 437Km of the “Caminho de Santiago” achieving the objective in 19 days; successful application at the age of 16 years to the most prestigious engineering university in Portugal (IST); piano melodies composition; presences in several media (tv/radio/press) regarding mostly the solidarity work developed, but also contribution for a book about personal life paths (by Maria José Costa Félix); Whatever professional challenges the future holds for me, and although having a professional background which developed a clear mind-set towards financial results, my ambition is to manage a team strongly focused on creating relevant shared value to society. In fact, I believe every profit-oriented project in the world should simultaneously embrace such objective. 28

Martim Bensaude Spratley EXECUTIVE DIRECTOR, CLIPMAR – CENTRO LOGÍSTICO INSULAR PORTUGUÊS [email protected] 3 Years in Clipmar (a Warehouse Service Company from Bensaude Marítima), Executive Manager Responsible for a nine warehouse network in Portugal main land and Azores. Clipmar provides warehouse services for forwarders. • Responsible for defining warehouse procedures; • Implementing a software system to coordinate operations and procedures. …………………………………………… 2 Years in Mutualista Açoreana (a Shipping Company from Bensaude Maritima), Executive Manager for New Business Responsible for creating new business for Mutualista Açoreana and improving client service. • Implementing a new regular bulk cargo service. • Renovating all digital presence from Bensaude Maritima, improving the way all companies from Bensaude Maritima interact with the client

6 Years in BS Solar, Executive Sales and Operation Manager (funding partner) Responsible for sales and project development and coordinating installation teams, managing 3 teams of 9 installers. • Over 2000 m² of solar panels installed in commercial buildings and 1700 m² in domestic. • Over 350 Kw of domestic geothermal systems installed. …………………………………………… Achievements • Responsible for defining warehouse procedures and workflows in Clipmar. Implementing a software system to improve coordination of operations. Redefining the way the process is developed and controlled, giving new tools for managing customer service and experience. • The development of a new service for bulk cargo in regular container service vessels. Responding to the growing needs of cattle food companies in Açores. This was a new service to Mutualista Açoreana and a new service to the Açores region.

Giving a competitive advantage to Mutualista Açoreana in this market. • Starting a new business from scratch was a very enriching adventure. Demanding a multi-skilled motivated manager at a very young age. This challenge enabled me to consolidate and widened my management and leadership skills as well as my ability to adjust to different people and working environments. Customer orientation (internal and external) and results-driven are the main aspects of my management profile, always supported on an inspiring leadership and with a strong presence while management and leading teams and people.

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Nuno Castilho SALES DIRECTOR, IMSHEALTH [email protected]

Sales Director, IMSHealth Provide leadership to the sales team and coordinates the involvement of IMS resources (marketing, consulting, client service) in actively promoting the full IMS portfolio of products and consulting services. …………………………………………… Senior Auditor, Arthur Andersen/Deloitte Undertaking external Audits for clients, working in the Audit team executing the audit test designed by the “in-charge auditor”, supporting managers in the execution of their work plans and guiding the lower grade auditors.

Achievements • IMSHealth has successfully achieved the sales forecast, despite market conditions: around 75M of sales in the past 5 years. • Business restructuring after corporate acquisition and new commercial model implementation were done with success.

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Nuno Correia CEO, PRIMOPRAXIS [email protected]

CEO, Primopraxis • Founding partner and responsible for the company’s leadership since 09/2005; • Definition and implementation of company policy. Achievements and Awards: • Market leader in the brokering of pharmacies in Portugal; • Company recognized by the IAPMEI Portuguese Ministry of Economy. …………………………………………… Senior Account Manager (10/2003 - 10/2004) and Account manager (09/1999 - 09/2003), TMN - Portugal Telecom • National management of major accounts, functional leadership merchandisers team visiting 200 stores. Achievements and Awards: • Overcoming quarterly goals; • Promotion to senior account manager (year 2003).

Commercial Supervisor (06/1996 09/1999), UNICER - Brewery Union Functional Leadership of distributor sales force team (7 sellers) and partner management (01/1999 - 09/1999). • Negotiation agreements and sales with traditional distribution customers and some modern distribution customers; • Daily meetings, monitoring and team coaching. Achievements and Awards: • Overcoming monthly goals; • Best distributor of the southern zone (1999). …………………………………………… Direct Leadership of UNICER sales force team (5 sellers) (06/1996 - 01/1999) • Negotiation agreements and sales with traditional distribution customers and some modern distribution customers; • Daily meetings, meetings, monitoring, team coaching, and individual annual assessment. Achievements and Awards: • Overcoming monthly goals.

Salesman (02/1993 - 06/1996): • Prospecting, negotiation agreements and sales with traditional distribution customers and some modern distribution customers; Achievements and Awards: • Overcoming monthly goals; • Promotion to commercial supervisor (year 1996). …………………………………………… Salesman (03/1992 - 02/1993), XEROX • Prospecting, negotiation and sales. “Turn adversity into an opportunity”

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Nuno Martins SENIOR PARTNER – HEAD OF INDUSTRY, QUADRANTE, ENGENHARIA E CONSULTORIA [email protected] QUADRANTE, Engenharia e Consultoria, S.A., Since 1998 – Co-founder Over the years assumed the responsibilities of Project Manager, Business Area Manager (Industry), Foreign Market Officer, and Responsible for Support Areas to company operations. …………………………………………… Profabril, Centro de Projetos S.A. 1995-1998 – Structures Designer and Project Manager Deputy Was involved in major engineering projects such as NorteShopping and the Panoramic Tower at Expo 98. …………………………………………… Main achievements • Developer of QUADRANTE, Engenharia e Consultoria, S.A. • QUADRANTE is currently one of the largest Portuguese engineering companies. It employs about 140 workers, with offices in 7 countries and work in 4 continents.

The international work of the company is 4/5 of the annual turnover. QUADRANTE is nowadays a Portuguese engineering reference in the areas where it operates. • Specialist in Structures Engineering by the Portuguese Engineers Association (Ordem dos Engenheiros), since 2008 (title awarded for outstanding work in the area). • Young Engineer Novelty Award, 1996, awarded by the Portuguese Engineers Association (Ordem dos Engenheiros), FLAD, and Secretary of State for Higher Education. • Civil Engineer, Instituto Superior Técnico - Universidade de Lisboa (1995). Believes in hard and enduring work, because every day counts, and considers that the level of commitment that each puts at it is a differentiation factor.

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Paulo Santiago Teixeira HEAD OF CONTRACT MANAGEMENT, NOS COMUNICAÇÕES [email protected] Head f Contract Management, NOS Comunicações S.A. In charge of defining and strategically planning all the company’s negotiation, deployment and licensing activities. …………………………………………… Head of Negotiation and Licensing, Optimus Telecomunicações S.A. In charge of managing the entire negotiation and licensing process, as well as the Pre and Post contractual management, field team management and budgetary preparation and implementation processes. …………………………………………… Project Manager, Albany Partnership Telecom Responsible for managing a customer portfolio from which leading companies such as “Ericsson”, “TMN”, “Vodafone” and “Optimus” stand out.

Main achievements • I currently lead a 9 person team with clear emphasis on participative management, permanent training and successive activity procedural improvement. • I have managed to surpass objectives two years in a row (2014 and 2015), reducing infrastructural contract costs in over 1 Million Euros per year. • I am responsible for developing and monitoring my area’s budgets in accordance with the company’s strategic vision. • Pre and Post contractual management of over 3.000 contracts. • I managed to reduce the fixed network’s procurement deadlines, from around 2 months, down to 15 days. • I have led joint projects with other providers such as Vodafone and MEO, accomplishing the establishment of a number of zero cost contracts and significantly reducing costs in existing contracts. • I have successfully changed internal communication, monitoring and reporting procedures through regular activity evolution status presentation.

“15 Years experience in team management, negotiation, procurement, planning, contractual, operational and financial management, implemented in an evolutional and sustained approach within technological and data processing companies”

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Rita Alonso EUROPEAN PERFORMANCE REPORTING TEAM BUSINESS LEADER, MERCER [email protected] European Performance Reporting Team Business Leader • Unit leader of the European performance reporting team based across Lisbon and Liverpool. Headcount at 52 people. • Monitoring Reporting services provided internally to the Investments business in the UK, Portugal, Ireland, Sweden, Spain, Norway, Germany and Netherlands. …………………………………………… European Performance Reporting Team Project Manager • Responsible for two different projects for Mercer clients in UK and one project for Norway, involved managing in total 10 people and c. 300 reports deliverables per quarter. • Main responsible for liaising with an external company and guarantee that Mercer receives all the information accurately and on time for c. 90 UK clients.

European Performance Reporting Team Investment Analyst • Produce and review performance reports for Defined Benefit and Defined Contribution Pension Funds for different countries. The reports involve peer group comparisons, return distributions, asset allocation, attribution analysis and manager research. • Responsible for one small projects for Mercer clients in UK, that involved managing in total 5 people and c. 20 reports deliverables per quarter. …………………………………………… Achievements • Involved in a team set up in India to offshore some of our team work. • Responsible for Recruitment, for a team which grew from 20 to 40 employees. • Mentor – responsible for helping to develop the career plan of 7 people. • 2 Mercer PRIDE Gold Award (November 2015 and March 2016) – award that recognizes an individual achievement where

significant effort or support to a client or initiative has been demonstrated with Mercer’s value. • Mercer PRIDE Platinum Award (July 2016) – award that recognizes an individual achievement where significant effort or support to a client or initiative has been demonstrated with Mercer’s value. Work hard to achieve success and wake up each day thinking about how to make a difference.

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Sandra Lino EXECUTIVE DIRECTOR OF MEDICINES’ INFORMATION SERVICE AT NATIONAL ASSOCIATION OF PHARMACIES [email protected] Executive Director of Medicines’ Information Service at National Association of Pharmacies • Conceiving, building and maintaining several information databases, which support health professional practices, both in primary care, including a network of about 3000 pharmacies, and in hospital setting. • Enhance the development of entrepreneur activity in several geographies and approaching different advanced solutions. • Manage the information content of B2C and B2B platforms, including an e-commerce solution. • Provided multilingual and executed roadmap solutions to answer to different geographic challenges. …………………………………………… Coordination and Implementation of Pharmacies IT System Databases Content • Leadership and coordination of a team of about 40 pharmacists responsible for conceiving and maintaining a database with technical and scientific information,

oriented to support health provider’s professional practice, pharmacies oriented. • Formulated and executed specific training to support its successful implementation. …………………………………………… Achievements and Awards • Several articles and technical contents published in specialized bulletins and journals 2011 Award of Excellence and Professionalism. • 2013 Award of Best Team of the Year Key note speaker at several international world congresses. • Promoted to Executive Director of Medicines and Health Information Department in 2008. • Promoted to Manager of Pharma Solutions Area at Glintt (Global Intelligent Technologies) in 2016. “Be the change that you wish to see in the world” – Mahatma Gandhi

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Tiago Pessoa DEPUTY CEO AND CIO, IFAP - AGRICULTURE AND FISHERY PORTUGUESE PAYING AGENCY [email protected] IFAP - Agriculture and Fishery Portuguese Paying Agency, Deputy CEO and CIO • Responsible for strategic planning, information systems, HR practices, human capital development, purchasing and strategic sourcing, communication and external relations. • 40M€ budget under management; Budget wages reduction by 8-10% per year; Cost reduction in IT department achieving €1,5M year savings by reducing licensing software costs and by optimizing hardware infrastructure. …………………………………………… Heidrick & Struggles International, Inc., Engagement Manager • Engagement Manager in the global Leadership Consulting practice, focusing his activity on leadership talent strategy, leadership development and corporate governance.

• Built and developed a client-oriented team of 10-15 consultants in charge of developing complex projects. • Serving clients across many countries like Portugal, Spain, Poland, Angola and different business areas such as transportation, construction, banking, industry and utilities. …………………………………………… EMEL – Mobility and Parking Management in Lisbon, Executive Board Member and CFO • Responsible for financial, accounting and treasury, investments, commercial and IT business areas. • Procurement and contract management; commercial and sales activities; fleet management and revenue control systems. • Turnaround in the second year, achieving net profit results and 40% increase in sales revenues.

Accenture, Inc., Consultant • Consultant in the global Products Market Unit, focusing his activity in projects related with business process design, change management, supply chain management, contract management, systems integration and business strategy. • Serving clients across many countries like Portugal, Spain, France, Belgium and different business areas such as transportation, construction, industry and government. “Goals driven manager with strategic vision, business knowledge and leadership skills, which strongly believes in teamwork and empowerment to build effective and sustainable organizations.”

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Tiago Rothes ACCOUNT MANAGER, BPI BANK [email protected] Account Manager at BPI Bank (2007 to present) • Establishing productive and professional relationships with assigned Clients in order to meet account performance objectives and Customers expectations; • Selling Bank services and products as Loans, mortgage, time deposits, investments and insurances; • On-boarding of new Clients and business partners. …………………………………………… Board member at RUTE IPS (2009-2013) • Financial Policies and management; • Annual budget development and control; • Bank account maintenance; • Financial transaction oversight; • Reports.

Achievements • Several sales awards • Fundraising for non-profit organization “Driven by ethical principles and committed with goals.”

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Venício Monteiro CEO, JDEUS [email protected]

Industrial Director at JDeus Responsible for overall manufacturing operations (Production, Logistics, Maintenance, Process Engineering, Methods&Work analyses and External Warehouse), manufacturing annual Budget definition and it´s management; Industrial interface for NPI ( New Products Introduction ) and Lean Manufacturing active sponsor. • Substantial improvement of industrial KPI; • Substantial optimization of production cycle time and material consumption through process improvements and new technologies implementation (eg.: laser cutting process); • Successful implementation of Lean Manufacturing methodologies (SMED, TPM, 5S, PIM, Milk Run); • Successful projects coordination with synergy between JDeus and other Denso plants

OEM Production manager at JDeus Responsible for the Original Equipment production area, Team Leader of multidisciplinary improvement teams and daily interface between Production, Technology & Maintenance, Process Development and R&D departments. • Improvement of workflow and reduction of work in progress and material along the production line; • Scrap reduction of Original Equipment area; • Manpower efficiency through cycle time reduction and labour losses reduction. …………………………………………… Production Manager at DTBR (Denso Sistemas Térmicos do Brasil) Supervisor of plastic injection area and Manager of HVAC assembly lines. • Start-up of plastic injection area; • Training for the first team of plastic injection area; • Improvement of Job rotation system for assembly lines;

• Assembly lines cycle time optimization through operations balance improvement; • Internal claims and scrap analysis system improvement. …………………………………………… Plastic injection process specialist at ZF Lenksysteme Responsible for plastic injection technology and process development related with plastic components. • Introduction and start-up of plastic injection technology at Nacam B.H. unit; • Responsible for the transference of the injection plastic process from France and Spain plants to Nacam B.H. unit in Brazil. “There is no limit to the person who has a constancy of purpose, a positive mental attitude, self-discipline and willpower to succeed” Napoleon Hill

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Victor Gomes da Silva CHANNEL MANAGER - CREDIT CARDS DISTRIBUTION, BARCLAYCARD PORTUGAL [email protected] Channel Manager, Barclaycard Portugal • Management of a countrywide sales team of 320 sales representatives in 70 points of sales, leading a team of three direct reports. • Negotiate and prepare the channel Business Plan both for short and long term. • Supervises the preparation of weekly and monthly sales reports, and is also accountable for the production of economic and financial statements related to the business under his responsibility. • A very significant part of his work consists in the interaction with other business and functional areas such as Credit Risk, Legal, Operations, Compliance, Finance and Strategic Analytics, where he is a key player in the business strategy definition and implementation also supporting interactions with local regulators. • Active Participation on technological projects related to dematerialization of the sales process, leading the work stream for Portugal.

Assistant Manager, Citibank Portugal • Supervised the training and motivation schemes from the sales team and also actively contributed to the training plan. • Responsible of managing the incentives policy and the definition of individual and wider team sales objectives. Responsible for the accomplishment of sales quality standards. • Strong focus on sales performance and results analysis with a daily monitoring of business evolution, creating and implementing corrective and preventive measures targeting the achievement of Business goals. • Analysis of the costumer behaviour based on financial and management reports to support decisions taking, in order to meet the profitability hurdles proposed. …………………………………………… Key Account Manager, Popular Servicios Financieros Portugal • The role was to create new business opportunities for consumer credit products (POS Finance), also monitoring and enhancing the existing business under his responsibility. 

• Conducted researches of new business opportunities in the fields of consumer credit, personal loans, private label credit cards, co-brand credit cards and financial services to the modern distribution. Having successfully created business partnerships valued in 6M€/year on credit lending, during the time in the company. • Prepared partnerships proposals and business plans, including profitability calculations based on information provided by finance and credit risk areas. The proposals produced had also incentive plans and policies, including the communication strategy and product presentation to be used in the point of sale. “A True Team Player at Work, with strong sense of responsibility, analytical thinking and rational approach to problem solving tasks. A great communicator with strong learning capabilities and leadership skills.”

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Honor. It is one of the words that comes to my mind when I think of each of you and remember your faces. I´m proud to have been with you on this journey, week after week. Now, in addition to looking back at where you came from it’s time to stop and reflect: What added value has the MBA given me? How have I improved my knowledge, attitudes, skills and values? What will the other gain? What will change for the better? Responsibility. Increased by what I shared and plenty more from what I learned from you. Increased, for you, for after knowledge you will need to start doing and being. For AESE, to continue to support your personal and professional development. Friendship. A piece of you that I take with me. …………………………………… Agostinho Abrunhosa

PROFESSORS AND SPEAKERS XIV EXECUTIVE MBA AESE

2014-2016

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Adolfo Gonzalez [email protected]

Adrian Caldart [email protected]

Agostinho Abrunhosa [email protected]

Agustin Avilés [email protected]

Alexandra Reis [email protected]

Ana Paula Moutela [email protected]

André Vilares Morgado [email protected]

António Cardoso Mota [email protected]

António Mendes Calado [email protected]

Beatriz Capaz [email protected]

Beatriz Muñoz-Seca [email protected]

Bruno Baldeante da Costa [email protected]

Carlos Lacerda [email protected]

Carlos Rodriguez Lluesma [email protected]

Conceição Zagalo [email protected]

Daniel Porot www.porot.com

Derek Condon [email protected]

Diogo Ribeiro Santos [email protected]

Diogo Silveira [email protected]

Duarte Braga [email protected]

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Eduarda Luna Pais [email protected]

Eduardo Pereira [email protected]

Eugénio Viassa Monteiro [email protected]

Eurico Nobre [email protected]

Fernando Neves de Almeida [email protected]

Fraústo Ferreira [email protected]

Gavin Eccles [email protected]

Isabel Vaz [email protected]

Joana Ogando [email protected]

João Martins da Cunha [email protected]

Joaquim Vilà [email protected]

Jorge Ribeirinho Machado [email protected]

José Fonseca Pires [email protected]

José Manuel Morgado [email protected]

José Manuel Silva Rodrigues [email protected]

José Miguel Pinto dos Santos [email protected]

José Ramalho Fontes [email protected]

Josep Riverola [email protected]

Juan Toribio [email protected]

Lúcia Vasco [email protected]

Luís Cabral [email protected]

Luís Lynce de Faria [email protected]

Luis Manuel Calleja [email protected]

Luís Pereira Coutinho [email protected]

Lula Kiah [email protected]

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Maria de Fátima Carioca [email protected]

Maria João Carioca [email protected]

Maria Manuel Seabra da Costa [email protected]

Nuno Netto [email protected]

Paulo Macedo [email protected]

Paulo Miguel Martins [email protected]

Pedro Afonso [email protected]

Pedro da Rosa Ferro [email protected]

Rafael Alvira [email protected]

Rafael de Lecea [email protected]

Rafael Franco [email protected]

Ramiro Martins [email protected]

Rui Semedo [email protected]

Sunil Handa [email protected]

Tobias Kretschmer [email protected]

Vasco Bordado [email protected]

International Study Week in the USA: David Rogers Felix Cardenas Josep Valor Luís Cabral Luis Casas Michelle Greenwald Thomas Wedell Wedellsborg

International Study Week in India: Ashish Nanda Diptesh Ghosh Ganesh Natrajan Meenakshi Sharma Samir Barua Sunil Handa Sunil Parekh S. Manikutty TV Rao 44

AESE BUSINESS SCHOOL A SCHOOL OF LEADERS. LEADERS WHO SHAPE THE WORLD. A WORLD OF KNOWLEDGE.

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