marketing & sales manager

Edgar Pena Sanabria

**th St., Araira Building, *th floor, 3A Apartment

La Urbina, Caracas, Venezuela

Phone: 58.212.243.11.48 - 58.424.220.45.74

E-mail: *******@*******.***

Personal Data:

Place of Birth: Caracas, Venezuela

Children: Two daughters

Marital status: Married, since 1993

Professional Profile

Business executive with advanced and fluent English, international marketing and business

expertise in Latin America, with more than 15 years of work experience in sales and marketing,

leadership and communication skills for developing high performance teams, financial planning,

market and economic analysis. Business plans development. Competency based human capital

management. Vision and strategic thinking highly oriented towards achieving results adding value

to companies in mid and long term.

Career objectives

Seeking a top level management position with leadership responsibilities including problems

solving, planning, organizing, managing high performance teams and budgeting for multinational

companies in Latin America or North America

Professional Development

Strategic vision, leadership, Communication, Decision making, Initiative, Business analysis and

troubleshooting, Planning, Organization, Finance, Change management, Teamwork and team

building.

Languages

Spanish: Native speaker

English: Advanced level. (W, L, R, S) Lado International College, Washington DC, USA

2008 (Michigan Test of English Language Proficiency (MTELP): 91%

Career Summary, responsibilities and achievements

01/2014 – Current Business Division Director

Aspen Pharma Venezuela, C.A

Responsibilities: Head of the Pharmaceutical Division for Venezuela. Responsible for the

Development, execution and control of the Strategic Business Planning. Head of Marketing & Sales

of four (4) business units CNS, Cardio-Metabolism, Hormones and Critical Care. Head of the sales

training unit. Project leader for a divestment process and new products acquisition from

multinational Pharma companies. Responsible for budgeting planning, Gross revenues and

expenditures. Head of a business structure of five direct reports and fifty nine (59) indirect

reports. Direct report to: Silvio Gasbarrino, President & General Manager. Net revenue US$ 42.5

Mio, 2015.

01/2011 – 01 2014 Business & Marketing Director for Latin America

OliMed CR, Latin America

Responsibilities: New Projects head for Celltrion starting up in Latin America. Business

analysis and strategic planning. Marketing and business director of three (3) business units:

Biologics, Dermocosmetic and Primary Care. Responsible for the development of three (3)

business clusters in eighteen (18) countries in Latin America, its management structure and

responsible of four (4) country managers. Budgeting and financial investment analysis, Licensing

and distributorship agreements with multinational, regional and local companies in Latin

America. Products and portfolio analysis. Negotiations with multinational pharmaceutical

companies and suppliers. Strategy, People and P&L main responsible. Net revenue: US$ 25.3 Mio,

2013

08/2009 - 01/2011 Regional Business Manager

Dromedi Science Care ™

Responsibilities: Development and implementation of strategic and operational Business

plans for three (3) countries; Chile, Dominican Rep and Venezuela. Establishment of

economic and financial plans. Product mix and Portfolio analysis. Licensing process and

negotiations agreements with national and international suppliers Development of Marketing

and Communication plans. Sales management activities. Development of POP materials and

Sales Management support. Responsible for Market research and competitive intelligence

plans. Intellectual properties and legal activities. Net revenue: US$ 7.75 Mio, 2011

01/2009 - 07/2009 Brand Manager

Sanofi-Aventis

Responsibilities: Development and implementation of strategic marketing and business plans.

Market analysis using audit tools as ims ®, Inte ®, DDD®, Pharmamix ®. Design,

management and control of promotional investment budget. Planning and forecast of

purchases and products sales. Design of traditional media and new technologies promotional

campaigns. Congresses and physicians own events planning. Net revenue: US$ 12.3 Mio, 2009

01/2004 - 06/2008 Senior Product Manager

Roche Pharmaceutical Venezuela

Responsibilities: Development and implementation of strategic marketing and business plans.

Responsible for two product managers their development, training and support. Market analysis

using audit tools as ims ®, Inte ®, DDD®, Pharmamix ®. Design, management and control of

promotional investment budget. Planning and forecast of purchases and products sales. Design of

traditional media and new technologies promotional campaigns. Development and implementation

of patient support programs (PSP). Congresses and physicians events planning. Planning and

implementation of educational and promotional events nationwide. Sales force training activities

and development of training tutorials and manuals. Net revenue: US$ 12.5 Mio, 2008

01/2002 - 12/ 2003 District Sales Manager - DSM

Roche Pharmaceutical Venezuela

Responsibilities: Tactical implementation of promotional plans. Management of promotional

activities. Coaching and management of a six sales representative team. Establishment of qualitative

and quantitative goals and performance assessments. Development of sales force s training

activities. Planning and implementation of sales force s meetings. Management and execution of

promotional budget at regional level. Net revenue: US$6.3 Mio, 2003

2001 - 2002 Hematology and Oncology Sales Representative

Roche Pharmaceutical Venezuela

1995 - 2001 Cardiovascular and Hospitals product Sales Representative

Bristol Myers-Squibb Venezuela

1993 - 1995 Hormonal and Oncology Sales Representative

Abbott Laboratories

Education and Qualifications

2010 - 2013 Master in Business Administration, MBA Major in General Management GPA: 3.85

Universidad Central de Venezuela, Caracas, Venezuela

2010 – 2011 International Business Management Advanced Program

“Universidad Metropolitana”, Caracas, Venezuela

2009 - 2011 Master in Business Administration, MBA Major in Marketing, GPA: 3.67

“Universidad Metropolitana”, Caracas, Venezuela

2010 - 2010 General Management Advanced Program

“Universidad Metropolitana”, Caracas, Venezuela,

2005 - 2007 Bachelor's Degree in Administration Major in Marketing, GPA: 3.1

“Universidad Nacional Simón Rodríguez”, Caracas, Venezuela,

2002 - 2003 Marketing and Business Management Certificate Program

“Universidad Metropolitana”, Caracas, Venezuela

1988 – 1991 Associate in Administration Major in Marketing, GPA: 3.25

“Colegio Universitario Cecilio Acosta”, Los Teques, Venezuela

IT Skills

Microsoft Office: (Word - Excel - PowerPoint). Advance User.

Outlook Express, Internet, Web 2.0. Blogging, SPSS™, Microsoft Project®

Professional training:

2011 IBM SPSS Statistics 20, IBM

12 academic hours, online training center

2010 Microsoft Project, “Universidad Metropolitana”

8 academic hours, Caracas, Venezuela

2008 Project Formulation and Evaluation. “Universidad Simón Bolívar”

16 academic hours, Caracas, Venezuela

2007 Pharmaceutical Marketing Strategic Planning, S-400. IMS,

36 academic hours. Caracas, Venezuela

2007 Effective Negotiations. “Universidad Metropolitana”

16 academic hours. Caracas, Venezuela.

2006 Marketing Advanced Seminar. Roche Mexico

32 Hours. Mexico City, Mexico

2006 Pharmaceutical ethic Product launching, S-100. IMS

36 hours. Caracas, Venezuela

2005 Marketing One Seminar, Roche Argentina

32 Hours. Buenos Aires, Argentina

2004 Regional Sales Management – DTV, IMS

36 Hours. Caracas, Venezuela

Other Personal Details

Interests:

Reading management and economy books, technology and social change magazines

Surfing internet and blogging

Playing with my daughters

Health:

Excellent; non-smoker, non-alcohol / Sports: Walking Running, Hiking

Other sources of contact:

http://mejormarketing.blogspot.com

http://twitter.com/pesaned

http://ve.linkedin.com/in/pesaned

References (available upon request)

Mr. Randy Robleto, Regional General Manager (Regional CEO) at OliMed CR

e-mail: *****.*******@**.***-***.*** Cel #: +58-414-*******

Prof. Luis Maturen, Metropolitan University Professor, Head of Market Research Dept.

e-mail: ****.*******@*****.*** Cel #: +58-424-*******

Contact this candidate