Last Updated on January 16, 2025 by PALFINGER
At PALFINGER, we believe in more than just providing exceptional products and services. We believe in the individuals who shape and contribute to our success. Faces of PALFINGER MARINE is a blog series highlighting the diverse talents and perspectives of our colleagues across roles and locations. For our next edition, we met up with Guilherme Felix, Head of Global Marine After Sales. Find out more about what happens in the background beyond product development – there’s a whole world of service out there.
THE START OF A STELLAR CAREER
With an undeniable talent for handling sales and managing people, Guilherme’s professional journey started as a product engineer at a Brazilian engineering firm. When PALFINGER MARINE decided to open an office in Brazil after winning the then largest order in the company’s history in 2013, Guilherme was one of the first employees to be onboarded as a sales manager for cranes, boats, and davits. After taking on his first service responsibilities following a structural shake-up, he played a key role in merging two distinct corporate cultures after the 2016 acquisition of Harding. His excellent performance led to a promotion to Regional Director Latin America in 2017. Five years later, things became even more interesting for Guilherme…
THE BIG MOVE ACROSS THE ATLANTIC
PALFINGER MARINE first approached Guilherme with the proposition of advancing him to Head of Global After Sales mid-2022, transferring the responsibility for global after sales of our entire marine solutions portfolio, as well as overseeing service execution across Europe. For more than a year, Guilherme spent roughly two weeks in Europe every month – a taxing situation at the best of times, especially for a father of two. In March 2024, Guilherme relocated to be based at the PALFINGER MARINE Headquarters in Salzburg. “The move was a challenge,” Guilherme admits freely. “But PALFINGER provided all support to me and my family to build a home here. We’re finally here to stay.”
A DAY IN THE LIFE OF GUILHERME IS …
Exciting, international, and highly dynamic – I get to drive change every day.
“I attach great importance to close contact with both my teams, consisting of eleven direct reports.” It’s a task of international format, reflected in his everyday schedule. “I talk to people in five to ten different countries every day, which is extremely exciting,” he smiles. When asked about what is most rewarding about working for PALFINGER MARINE, Guilherme is quick to answer: “Here, I am afforded the opportunity to drive and inspire change on a daily basis together with my colleagues. Our culture is proactive, the whole team is still committed to and passionate about fulfilling our potential and fight every day – even after years of progress. This is such a dynamic industry – and the future looks so intriguing.”
AN EXAMPLE OF PERFECT TEAM MANAGEMENT
“One of my proudest achievements was turning around Service Region Europe in less than nine months, after multiple years of negative results. This was one of my first special assignments after relocating to Europe, and it required a clear focus on driving change,” Guilherme reflects. With the right people in the right roles, a strong operational focus, and effective price management, we proved it is possible,” he adds. Today, Service Region Europe, with service locations in Italy, Spain, Austria, Germany, the Czech Republic, the Netherlands, the UK, and Norway, is one of the biggest EBIT contributors within PALFINGER MARINE.
A LOOK AHEAD
Guilherme firmly believes in the service market: “Service accounts for approximately 40% of our revenue in the marine business. However, we – meaning the more than 200 in-house service engineers and several external service partners – are merely scratching the surface of what is possible. We are moving from being a reactive service provider to an uptime partner for our customers, staying ahead of the game with 24/7 support, digital solutions, and much more.”
In preparation for the opportunities to come, Guilherme will continue to settle into life in Europe with his family and gear up for the new adventures that await him.
Eager to find out more about the career path of other PALFINGER MARINE employees? Keep an eye open for the next edition of Faces of PALFINGER MARINE right here.