FÁBIO CEFALY DISCUSSES STRATEGY AND SUCCESSFUL CAREER PATH AT M. DIAS BRANCO

Fábio Cefaly began his journey in Santos and later moved to São Paulo, where he earned a degree in Business Administration from FGV. Over the course of his career, he worked for major companies such as Telefônica, General Motors, and Natura, before joining M. Dias Branco, where he has overseen new business and investor relations since 2016. “I wanted to have an international career… I wasn’t exactly sure whether it would be in Finance, Marketing, HR, or Sales, but I knew I wanted an international career,” Fábio recalled when reflecting on his early steps in the market.

He also emphasized that, to achieve success in his career—especially in Investor Relations—it is essential to be intentional. Fábio highlighted the importance of having a clear goal, even if that goal evolves over time. “You need to know where you want to go. That’s perhaps the starting point. Where you want to go will change. It’s not a single destination. The destinations change. And you must be prepared for that,” he explained.

He further stressed that, for an IR professional to succeed, it’s necessary to build a strong foundation that goes beyond financial figures. It is crucial to understand the company’s culture, its values, and long-term objectives. “It’s important to have very solid foundations. Accounting knowledge, financial grounding, understanding what’s happening in the country, understanding what’s happening in the world,” Fábio concluded.

In his experience, Fábio believes that communication in IR should be clear and objective, always maintaining message consistency. “There’s no point in trying to speak the way I do. The way I speak relates to my background, the way I think, and my structure. You might speak differently, but the message must be the same. The investor must perceive exactly the same message, even if you use different words.”

The company, recognized as a market leader in Brazil in the biscuit and pasta segment, has been expanding into synergistic categories and international markets. Fábio explained that M. Dias Branco’s strategic diversification includes acquiring companies and focusing on healthier products, in addition to a cautious expansion abroad. “M. Dias is the market leader in biscuits and pasta in Brazil… the focus is to grow in pasta and biscuits,” he said regarding the company’s priorities.

Fábio also spoke about the impact of ESG on IR communication. He highlighted the company’s progress in environmental and governance goals, and the increasing demand for ESG in recent years. “In the last 15 years, there’s been a significant improvement. The demand kept growing and growing, and eventually, local investors started bringing up ESG topics,” he noted.

Fábio also addressed the evolution of the IR market, where the role has gained relevance and expanded responsibilities. “IR accumulates other functions, and that makes a lot of sense. The IR agenda is from the inside out,” Fábio explained, emphasizing that although the role traditionally focuses on the market, it also connects directly with the company’s internal operations.

In the day-to-day of IR, he emphasized the importance of being present with investors, not only through digital channels but also in face-to-face meetings. “I try to organize my schedule to be physically present with investors. In-person meetings are the foundation,” he stated, underscoring that despite the convenience of the online environment, nothing replaces direct contact.

At the end of the conversation, Fábio shared his view on the essential skills for a good IR professional: clear communication, systemic thinking, and solid knowledge of finance and accounting. “IR depends on many areas, so you need to know how to connect,” he concluded, offering words of encouragement to those aspiring to pursue this career.

The episode also covered various other important topics in the investor relations world.

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