Paulo Fernando Arend

• Sales of pulp and relationship management with customers in Western Europe • Represents UPM Pulp in several industry events and conferences • Leads UPM Pulp’s approach to a new end use sector of moulded fibre products, adding new customers to the portfolio • Increased volumes and regularity of supply with previously spot customers by signing supply contracts

• Trading of Polyethylene and Polypropylene to Asia, Africa and Americas, negotiating prices, purchase and sales conditions, and managing risk. Volumes of 5,000mt to 10,000mt per month • Management of sales offices in China and Turkey • Developed a distribution business in Turkey based on local stocks, selling 1,000mt to 2,000mt per month • Trading of LLDPE and mLLDPE to Europe. Volumes of 3,000mt to 5,000mt per month • Established the company as a regular supplier into South America

• Responsible for trading of aluzinc and pre-painted steel, negotiating prices, purchase and sales conditions • Coordinates the administration of steel trading, from the purchase to the final delivery, creating purchase and sales contracts, opening letters of credit • Supervises the work of traffic operators, ensuring highest quality in the shipment and documentation processes • Responsible for the control of stock positions worldwide • Responsible for the improvement of trade administration processes

• Responsible for sales of wood pulp to selected customers, negotiation of price and sales conditions • Consolidates and manages worldwide sales figures • Supports the sales operations in all offshore offices • Coordinated the process of certification of the offshore pulp sales departments in SOX • Standardized sales procedures, reports and controls of the European, American and Chinese branch offices • Coordinated the process of certification of the offshore offices in FSC (Forest Stewardship Council)

• Responsible for the sales planning of pulp in Europe, minimizing stocks while keeping an optimal service level • Coordinated the update of the SAP R/3 ERP system for European pulp sales • Responsible for receiving purchase orders, preparing the sales documentation and giving support to customers • Supported all sales activities of pulp from VCP to European customers, preparing reports, supporting contract negotiations, as well as improving the business intelligence

• Responsible for the logistics of deliveries of pulp in Europe, optimizing the costs and negotiating contracts with the different logistics services suppliers • Controlled payment performance of all European pulp customers

• Responsible for European sales support, checking volumes and stocks and coordinating with sales agents • Created a data bank of information on clients (CRM) • Participated in the strategic planning 2002-2006

• Supported a large telecommunications company during a databank migration, adapting and reconfiguring the ERP system • Participated in the upgrade of the ERP system of a gas distribution company, focusing on data archiving