Manager Sales

CAREER PROFILE

V More than ** years of experience with increasing responsibility in the

pharmaceutical industry.

V Proven experience in positions related with Marketing such: Product

Manager, Product Group Manager, Marketing Manager, Market Research and

Business Development.

V Strong customer insights recovered during my marketing professional life

in a variety of therapeutic areas such as antibiotics, antiviral,

gastrointestinal, HIV, Respiratory and CNS.

V Chemical Engineer with specialization in Marketing and special studies in

Management

V Demonstrated skills in develop strategic marketing plan, understand

market dynamics, develop strategies from customer needs, build strong

relationship with cross functional business partners, business

development, change management, influence, information search, flexible

thinking and continuous improvement.

V Good communicator, with innovation, dynamism and result oriented manager.

V Exceed business objectives over the years 2005 to 2012 in different

professional positions.

PROFESSIONAL EXPERIENCE

GlaxoSmithKline Jan 2010 - Current

Marketing and Sales Director

V Directed the Marketing and Sales activities of the Company's Trade

Department with the direct reports of Business Unit organized in

Franchises (e.g. Respiratory, Metabolic, Urology/CNS, Dermatology,

Classic Line and Public Business)

V Exceed business objectives over 3 years by more than 10% in an

unpredictable environment (Venezuela market) designing and implementing

an operational excellence exercise that generated the operation in

franchises permitting strategic focus.

V Designed and lead the creation of the following structure: Trade Segment:

Creation of the Business Unit structure (integrating Marketing & Sales)

and launching of the new Classic Brands and Branded Generics project.

Public Business Segment: creation of the Access Unit (as a consequence of

the integration of Oncology, Hospital line and Public Key Accounts).

V Directed the Sales Force Productivity improvement obtaining 8% increase

in number of daily calls, 37% increase in medical data-file coverage and

14% reduction of Time out of Territory by year 2012

V Guided the company market trend results reaching Evol Index of 105 (MAT)

based on Key Brands performance (e.g. Seretide, Avodart. Keppra and

Zinnat). .

V Lead a project oriented to analyze and re-allocate the resources between

brands based on finance, technological and market relative importance,

aimed to guarantee the best allocation of limited A&P resources.

GlaxoSmithKline, Caracas, Venezuela Apr 2008

- Dec 2009

Marketing Director

V Managed the Marketing area of the Company's Trade Department with the

direct reports of four Product Managers, Oncology BU, Market Research

Department and the Training Department warranting the strategic focus of

each key player in the department

V Exceed the business objectives in more than 6% during years 2008 and 2009

trough the key products achievements (as Augmentin, Pritor, Paxil,

Lamictal, Valtex, Seretide and Tykerb) and the successful launching of

Avodart.

V Balanced the A&P and Selling allocation by brand and implemented a

continuous screening of the budget executed.

V Co-ordinated of the Sales Resource Optimization (SRO) exercise by 2009

year end, establishing the structure for year 2010 and beyond.

GlaxoSmithKline, Caracas, Venezuela Nov 2007

- Apr 2008

Commercial Excellence Manager

V Created the Commercial Excellence local profile and responsibilities in

coordination with the Latina team, establishing a culture of Commercial

Excellence in Venezuela, joining marketing and sales competencies and

driving key elements to stimulate all commercial people to improve.

V Provided strategic support for the Commercial Head (Marketing and Sales)

establishing and communicating to the organization metrics and KPIs for

Sales and Marketing people in order to evaluate performance progress

GlaxoSmithKline, Caracas, Venezuela Jan 2004

- Nov 2007

Sales Manager

V Lead the promotional activity of 120 Sales Representatives providing

adequate coaching trough 9 District Sales Managers in order to warrantee

the Marketing strategies implementation through sales force activities.

V Exceed Trade business objectives in more than 15% from 2005 to 2007 and

achieving market segment leading position with own products in the main

therapeutic class of competition.

Previous experience in several positions such as: Line Manager, Product

Group Manager, Product Manager and Medical Sales Representative in

Pharmaceutical companies

EDUCATION

B.Sc. Chemical Engineering (5 years), 1984

Simon Bolivar University, Caracas, Venezuela.

PROFESSIONAL DEVELOPMENT

Sales and Marketing Connections, Feb 2013

Humber School, Brampton, Ontario.

Advance Management Program (PAG), Oct 2004

Administration Superior Studies Institute (IESA), Caracas, Venezuela.

Integral Management Marketing Specialisation (2 years), May 2000

Metropolitan University (C.E.N.D.E.C.O), Caracas, Venezuela.

Others:

Strategic Planning Presentations / Public Speaking

Decision Making Band Management

Managing Effectiveness Negotiation

Budget Control Marketing Plan Preparation

Management by consensus Finance for non financial Managers

VOLUNTEER WORK

Leader for the Scouts Association of Venezuela (20 years).

AWARDS

V Footprints 2002, "Consenso VIH/SIDA" Program. GSK Latina

V Third place 2003 CNS Franchise general performance. GSK Latina

V 2012 President Award, "achieving high standards of productivity in pharma

commercial operations" Emerging Markets

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