Sales & Marketing Manager

Rodolfo Lascano

** *********** ******, *******, ******* M1L 0B8

Phone: 416-***-**** (Home)/ 416-***-**** (Cell)

Email: *******.**********@*****.***

Career Summary

Highly accomplished sales and marketing manager with proven experience

accelerating revenue growth, market share and profitability for industry-

leading organizations. A dynamic leader, good listener and articulate

communicator, with a talent for developing highly motivated teams.

Energetic relationship builder, with a career-long record of negotiating

and closing complex agreements with multi-million dollar clients,

distributors and suppliers. Demonstrated ability to turnaround

underperforming operations and achieve unprecedented results.

Related Skills

* Strategic Planning

* Executive Presentations

* Leadership and Team Building

* Competitive Market Positioning

* Profit and Loss Management

* Budgeting and Forecasting

* Distribution/ Channel Management

Qualifications & Accomplishments

> Exceeded plans for growth, achieving revenue of US$4.0 million in 2001

by executing an effective "Go-to-Market" strategy. Strengthened Becton

Dickinson's (BD) competitive advantage by directing all

sales/marketing activities in-house with BD, and sub-contracted

distribution functions to Zuellig Pharma Corporation (ZPC), Asia's

leading health care distributor. Hired and trained Representatives

providing them with appropriate leadership and support producing a

highly committed, top performing team.

> Significantly increased net sales to US$3.0 million in the first

year by orchestrating a successful turnaround of a troubled

organization. Recruited by Merck's General Manager/VP to spearhead

the merging of Chemicals and Diagnostics into one, i.e.,

Laboratory division, and to improve its revenues, market share,

and profitability. Instigated an innovative strategy, shifting

from product-centric approach to targeted Customer Relationship

Management (CRM) programs, resulting in increased product sales,

and expansion into new markets.

> Doubled sales revenue to US$1.5 million for a medical distributor in

2004. Transformed Rebmann, Inc. (RMI) set-up from a physical to full

distribution and created organizational design and built effective

teams exclusively assigned to sell 3M and BD product lines.

Restructured sales process implementation, focusing on Professional

Selling Skills System (PSS) with tracking and forecasting that

produced increased revenues per key account as well as expanding

market penetration into new accounts.

> Reversed an annual US$100,000 decline in in-market sales (IMS) through

winning presentation skills. Secured "awards" during public biddings

and established strong executive-level relationships with the

Department of Health. Delivered solid product justifications over

competition generating profitable business for Johnson & Johnson,

including long-term "Supply Agreement" with the largest hospital in

the Philippines.

> Gained international experience with a top healthcare distributor-

American Hospital Supply (Baxter/Travenol) in the Middle East.

Aggressively pursued and won major accounts, including King Faisal

Specialist and Research Center in Jeddah, Saudi Arabia, through the

use of powerful PSS, surpassing sales target by 25% in the first year.

Education

Bridges to Biotechnology, Mississauga Board of Trade, Mississauga, Ontario

2010

Marketing Strategy, Asian Institute of Management (AIM), Philippines

2003/1992

Coaching for Performance & Development, Becton Dickinson (BD), Philippines

2002

National Marketing Conference, Philippine Marketing Association

2000/1992

Professional Selling Skills (PSS), Johnson & Johnson (J&J) Philippines

1989

Bachelor of Science in Medical Technology, Far Eastern University,

Philippines 1980

Professional Experience

Marketing Representative, Costco/PC Financial and Rogers (Actv8)

Costco Wholesale, Richmond Hill, ON.

October, 2011 - present Top-producing Representative in the

sales/promotion of Costco Club Membership and AmEx.

PC Financial/Rogers Communications (Actv8 Marketing), To., ON

January, 2014 - present

Sales Representative, Lennox International, To., ON.

2009 - September, 2011

Consistently earned incentives in Lennox Road Show- HVAC sales, at Costco

across GTA.

Sales Consultant, Physician's EMR (OSCAR McMaster University), Miss., ON.

2010

Instrumental in the introduction of EMR system for a start-up company-

Physician's EMR, including sales strategy development and implementation of

CRM system, i.e., salesforce.com

Business Consultant, Medical/Diagnostic Distribution, Philippines

2006 - 2009/2003 - 2005

Sales Manager, MedHub, Inc., Manila

2009

Negotiated and secured the appointment of MedHub as distributor of 3M

Medical for Manila.

Business Development Manager, Paratron Industries, Manila

2006 - 2009

Managed successful launch of Mindray (China) hematology system, including

QBC (USA).

Sales Manager, Rebmann Inc. (RMI), Manila 2003

- 2005 Aligned and trained sales team to deliver more effective sales

presentations producing major accomplishments and attaining the "BD -

Distributor of the Year" award in 2004.

Becton Dickinson (BD), Philippines

1999 - 2002/1989 - 1995

Sales & Marketing Manager, Medical Sector (1999 - 2002)/ Diagnostics

(1989 - 1995)

Initiated breakthrough-marketing programs, including two-brand strategy

(Ohmeda/ Insyte IV Catheters) through Asia's leading health care

distributor, Zuellig Pharma Corporation (ZPC).

Accelerated the start-up operation and development of Primary Care

Diagnostics (QBC) and implemented competitive pricing strategy through

Mercator Finance Co. (a ZPC company).

Manager, Roche Professional Diagnostics, Philippines

1998 - 1999

Oversaw the management of Boehringer Manheim's (BM) existing contracts with

key accounts during the acquisition of BM by Roche, including the Reflotron

Chemistry products.

Division Head, Chemicals and Diagnostics, Merck Inc., Philippines

1995 - 1998

Assumed and maintained P&L responsibility for two divisions: Diagnostics &

Chemicals.

Broadened target market to include universities, military, and government

clinics.

Professional Sales Rep., Johnson & Johnson (J&J), Philippines

1987 - 1989

Sales Rep., American Hospital Supply, Inc., Philippines/Saudi Arabia 1983

- 1987/1980 - 1982

Territory Representative, Bristol Laboratories, Philippines

1982 - 1983

Personal

Computer Literate: MS Office Suite- PowerPoint, Excel, and Word, Lotus

Notes, and Outlook.

Contact this candidate