My Aerospace and Defense Industry Journey: Beginnings and Invaluable Rewards

My career took flight in the aerospace and defense sector, an industry I've grown to cherish deeply. It all commenced at a young age, driven by an understanding that turning dreams into reality required immense dedication and unwavering study.

At just 14 years old, I found myself simultaneously enrolled in four different schools. Mornings and afternoons were devoted to technical education, diving into electronics and instrumentation. Evenings were spent completing my basic education, and Saturdays became an exploration of machinery design and computer programming. This technical immersion later led me down the path of mechatronic engineering.

In our region, there was a company I had always dreamt of joining— 摩托罗拉系统 . Through persistent efforts to learn English, I managed to secure an internship in contract administration and project management. Fast forward to a day when I, now a graduate and a full-time employee, found myself overseeing the implementation of a radio base station atop one of Embraer 's buildings. The sight was breathtaking, and my laptop's wallpaper was adorned with Embraer aircraft.

In 2006, the spark of change ignited within me, and I decided to apply for a proposal manager position at Embraer. I had held a similar role at Motorola for two years. Curiously, the response I received led me to a supply chain role, rather than the one I initially pursued.

Under the guidance of Sergio Frias , a seasoned sales expert, I was captivated by the myriad possibilities. What enticed me most was the involvement with projects in their developmental stages. It dawned on me that my role extended beyond supplier management; it was about project management. With experience and an MBA under my belt, I embraced the challenge.

Being selected for this role marked the beginning of an array of challenges, especially given that it was my first foray into the supply chain realm. My insatiable curiosity and penchant for questioning proved to be invaluable assets, shaping my journey in ways I could have never anticipated.

Opportunities for travel arose, and I seized each moment to inquire about the "whys" behind every facet. Engaging with engineers and fellow professionals in the supply chain domain, I gained invaluable insights.

A pivotal memory resurfaces—a supplier's visit necessitated my first-ever contract negotiation. Despite my lack of experience and formal training, I was determined to make it through without stumbling. I referred to a similar contract as a guide, attempting to apply its structure to my negotiation. However, things didn't unfold as planned, and an attorney promptly pulled me aside to provide much-needed feedback.

Though the negotiation reached its conclusion, that experience left an indelible mark. I couldn't afford to let this repeat itself. I committed myself to dissecting each clause, seeking guidance from the legal experts, and, above all, understanding how these clauses related to real-world scenarios. This transformation in my approach proved to be pivotal.

Monumental challenges came my way, always supported by a great leader I had, David John Barnett , such as the development of the composite material control wheel for the Phenom 100/300—a groundbreaking endeavor, wouldn't you agree, Bruno TAILLET ?

As the Phenom Programs reached fruition, I remained engaged until the very last item was certified—the smart probe, where I learned a lot about aerospace software development and certification. Transitioning to a new project was inevitable, and my request to continue working on developmental projects was granted. My affinity for the armed forces, perhaps influenced by my grandfather's service in the Brazilian Army, coupled with my childhood fascination with fighter jets from movies, drove my decision to join the KC-390 project.

Here, the challenges loomed larger. I took charge of the CHS/ADS system, the aircraft's heart and soul, as well as the flight control system. After two years of supplier selection and alignment, I proudly signed the first supply contract for the aircraft. A special acknowledgment is due to Ed Dugic , a sales executive of unparalleled caliber.

For those who know me, my passion for people is evident. It's the reason I chose a leadership career. I resolved to ensure that others didn't encounter the bitter initiation I had in my initial negotiation. Thus, an opportunity arose to develop comprehensive training for colleagues—a detailed guide on analyzing proposals and tackling seemingly insurmountable clauses, drawing on my personal experience and the challenges I'd faced in system certification processes.

A new challenge emerged—leading aftermarket efforts for defense projects. This extended from supporting the Bandeirante, Embraer's first aircraft, to proposing and negotiating new systems such as border protection and the KC-390. The experience was phenomenal. As I delved into leadership, a formidable team emerged and I'm now proud to see how high they are flying ( Everton Marques , Lucas Santos , Paula Cobra Syrio , Elaine Catarina, among others).

Then came the chance to join the defense sales contracts team. Yet again, a world unknown beckoned, requiring relentless effort. Contracts involving governments are intricate affairs, marked by hierarchical etiquette and elaborate procedural rituals. I was fortunate to have Paulo Gast?o Silva , a respected industry figure, as my VP and mentor. Each meeting was a masterclass. Same applied to the customer side with Cel Carlos Eduardo Coelho PM, CSEP .

Five years later, I found myself relocating to Japan, spearheading avionics, electrical, and flight control systems at Mitsubishi for their M90 and M100 projects. This journey introduced me to remarkable individuals, and my experience in Japan defied all expectations. The people there deserve boundless accolades. This venture completed the trifecta of executive, military, and commercial aviation realms.

Today, as an entrepreneur and part of the Mitsubishi Canada team, I continue to be entranced by this captivating industry. As I mentioned to a supplier during a recent conversation, once you enter this field, leaving becomes a formidable challenge. Each day is distinct, and every moment offers something new to learn.

It's natural to forge friendships in the workplaces we inhabit. Yet, the notion I'd like to present (if I may call it a notion) is this: Just because a supplier or client is situated across the negotiation table, representing their organization's interests, it doesn't make them an adversary (a lesson learned from my time in the auto parts industry). Individuals who negotiated with me in 2010 or who collaborated to resolve colossal and stressful problems in 2009 are now cherished friends ( Bruno TAILLET , Ed Dugic , Beth Carter , Carlos Eduardo Coelho PM, CSEP among so many others).

So, when I reflect on what I've gained, I confidently declare: friends for life. While I've referenced only a handful of individuals, an extensive list of figures, both within and outside the companies I've worked for, has shaped my journey.

To each of you, who have contributed to this voyage, I extend my heartfelt gratitude.

I hopes this story can contribute to bring more and more people to this passionate industry and I welcome anyone that would like to talk about contracts and supply chain in the aerospace and defense industries.