Sales Marketing

Maria L. Encinas

*** * *** **, ***** Vancouver V*L 1J3, BC 778-***-**** **************@*****.***

Marketing and Sales Executive

Strategic Leadership - Operational Excellence - Profitable results

Dynamic and passionate sales and marketing executive, with more than 18 years of driving profits in

the pharmaceutical industry. Achieved strong results, market shares, and revenue growth through

applied expertise in creative initiatives, business development, sales and new product launches,

and also in these fields:

• Marketing Plan Development • Access • Key Account Management

• Strategic Planning • Business Plan & Budget • Sales Force Effectiveness

• Sales Force Deployment • Forecasting • Results Tracking (BI)

• Market Research • Information Technology • New Business Development

Professional Experience

Novartis

Access Internship Sep 2013-Dec 2013

Initially focused in the western provinces, developing a map of the Rare Disease Framework for Manitoba,

Saskatchewan, Alberta and BC, adding Ontario to keep a sustainable approach for any rare disease

product.

Conducted several Access related market research priorities, to update contact lists of different areas.

Apotex

Marketing and Sales Manager Jan 2011-Dec 2012

Apotex is the largest Canadian-owned pharmaceutical company with over 6800 employees in research and

development, manufacturing and distribution facilities worldwide, exporting its generic pharmaceuticals to

over 115 countries around the world.

Responsible for the sales and marketing plans, ensuring to reach customers through targeted physicians

promoting relevant brands by an experienced and motivated sales force in the Argentine branch.

• Developed marketing and sales business plans, in accordance to physician market research

findings.

• Designed and implemented the Access strategy and plans to ensure a successful product launch.

• Executed the physicians marketing strategy through the sales force, developing tools and materials

aligned with the target customers.

• Portfolio management, selection of new products, brand assignment and strategic planning

forecasting and timing. Business Development efforts for enhancing portfolio success. Defined

product launch sequence.

• Reached and exceed sales targets per brand, within budget assigned.

• Supervision and coordination of the IT activities and sales force automation.

Maria L. Encinas

375 E 4th St, North Vancouver V7L 1J3, BC 778-***-**** **************@*****.***

Pharmadorf

Operations Head Jan 2007 – Jun. 2010

Ophthalmology company start up, with responsibilities including the direct supervision over Marketing, Sales,

Access, Forecasting, Business Planning, IT, Finance and Manufacturing.

• Landing process and New Business Development, including due diligence and business startup

• IT & Finance responsibility, system definition and implementation, aligned with head-office.

• Marketing plan development, competitive analysis and agency management.

• Sales force sizing and deployment, increasing rep productivity by 23% in the first year.

• Access: Managed VIP contacts on an on-going basis throughout the industry; obtained access to key

institutions and major HMOs, private and provincial.

• Selected and led a cross-functional team of professionals to triple sales growth in two years.

• Obtained a 43% growth in profitability by improved negotiations, in-depth analytics and ruthless

prioritization of tactics. Sales force productivity doubled in year 2.

Novartis

Marketing and Sales Effectiveness Director Jun. 2005 – Dec. 2006

Active member of the Management Committee in Novartis Mexico, overseeing a staff of 26 in the Market

Research, Forecasting, Segmentation & Targeting, and Sales Force Effectiveness areas.

• Team leader and Marketing partner in the segmentation tasks, defining positioning and messages

across key brands

• Achieved 4 month, >25% post-launch of new product “Prexige”.

• Developed IT tools to enhance market research reporting (Business Intelligence).

• Designed and launched a sales force effectiveness program jointly with Seibel

• Increased field force effectiveness and productivity by 19%.

BMS

Marketing Services Director Apr. 2003 – Jun. 2005

Directed staff of 14 responsible for marketing services, marketing research, forecasting, BD&L, promotion,

advertising and sales force effectiveness in Mexico and New Jersey.

• Developed regional and national sales force strategy for sizing and deployment.

• Member of the Abilfy (antipsychotic) launch team and participated in other high specialty product

launches in HIV and Humira.

• Marketing plans coordinator for Business planning process.

• Improved business deals with out-licensed brands, increasing profitability by 15%.

• Increased sales representative productivity by 18%.

• Directed flawless migration of new sales force automation system among 500 reps

• Created the reporting systems across the affiliate, with dashboards and templates

• Introduced marketing research processes that led to improved decision making

Maria L. Encinas

375 E 4th St, North Vancouver V7L 1J3, BC 778-***-**** **************@*****.***

Eli Lilly

Market Research and New Product Planning Manager Dec. 1994 – Apr. 2003

Responsible for marketing plans coordination, market research, forecasting and new product planning in

Argentina, Southern Cone and Mexico.

• Led a highly effective team for consulting in marketing/medical

• Participated in the launch team of Zyprexa in Argentina, and then conducted market research with

medical department for new global indications that helped make Zyprexa the #1 antipsychotic in

Mexico.

• Contributed major strategic direction to Cialis launch advertising campaign.

• Responsible for pre-marketing and marketing launch plans for Cialis, Cymbalta, and Strattera

• Member of the Global Team, for the development of the Market Research Repository .

• Participated in the launch teams of Evista, Gemzar and Humapen for Argentina.

Education

University of British Columbia, Vancouver

•

MBA in Health Care (2014)

Universidad del Salvador, Buenos Aires

•

Bachelor of Information Technology (1987-1992)

Interests and additional skills

Interests: International travel, Pilates, running, guitar playing and horseback riding

Fluent in English and Spanish, some knowledge of French

Contact this candidate