Sales Manager

Horacio Belorab

Mobile#: 549**-****-**** Email: *********@*******.***

Skype ID: belorabh

PROFESSIONAL EXPERIENCE:

WRIGHT MEDICAL TECHNOLOGY (December 2014 – Present)

Spanish Latin America Sales Director.

It includes Sales in all countries in Latin America, excluding Brazil and Puerto Rico.

Started in December 2014 with four Distributors in three countries, today I have added four more Distributors in four more countries. I am willing to finish 2015 with three more Distributors.

Hit the Sales Budget, although I am new at the company of Q1 & Q2, and willing to accomplish Q3.

Visit all countries in LATAM, where we have Distributors and where we have not, to build new ones.

Went to HQ to receive trainings in all Wright products portfolio.

Assisted all main Meetings.

Help our Regulatory Affairs Team in Product Registration in new markets.

Give training in Extremities & Biologics.

The last six months I have been involved in Biologics for Diabetes patients launching products.

Finished 2015 with Sales Budget accomplished, 16% over plan!

SIMBIONIX CORPORATION (US & ISRAEL) (May 2012 – November 2014)

Latin America Director & Managing Director for Argentina, Uruguay & Chile.

Cleveland, OH, US; Tel Aviv, Israel. Surgical Simulators for all Procedures.

Based in Buenos Aires, Argentina

Director for Latin America (LA), with focus on Argentina, Chile, Uruguay, Ecuador, Peru & Venezuela.

Product Launched (Simbionix) in Latin America, establishing a distribution network as well as through direct sales, plus contracts with Johnson & Johnson, Medtronic, Boston Scientific; providing simulators (ANGIO Mentor) for Hemodynamic procedures.

Government connections in Brazil, Argentina, Uruguay and Chile

Responsible for building a top distribution network in LA, business development, alliances and acquisition of new Distributor channels. Personnel manager, hiring, operations.

Surpassed Sales Forecast /Quota for 2013 (September).

Provided continuous training to MDs on all new surgical simulators in Israel.

- Increased x by 134% Sales in the Region.

- Decreased x by 48% Operating Income

- Improved x by $ 12,2M Total Sales

- Reduced x by $ 280K Shipping and Logistics costs

- Introduced new Simulators that led to grow Sales, more quickly.

- Removed old Equipment that led to add costs gave less Gross Profit.

- Successfully added New Customers, which improved a lot our P&L.

- Achieved the removal of old Simulators and Sold new ones to the actual customers.

INCOMEPE Implantes Cirúrgicos Ltda. (April 2011 - May 2012)

Latin America Manager & Managing Director

Sao Paulo, Cotia, Brazil

Based in Buenos Aires, Argentina

Latin America Manager, Argentina, Brazil.

Responsible for development of Total Joints & Disposables Devices, managing all countries in LA.

Rapidly promoted to Managing Director for Argentina Operations.

Main products: orthopedics implants.

Comercial Manager, responsible for Monitoring and Development of Sales, Marketing and Forecast in Brazil (São Paulo cities, Rio de Janeiro, Porto Alegre, Minhas Gerais, Bello Horizonte, Monte Claro, and Fortaleza).

Managed Distributors field sales reps, provided training and lead contacts with Regulatory Affairs.

Surpassed Sales Forecast / Quota for 2011.

- Increased x by 310% Sales

- Improved x by $ 9M Sales

- Introduced new Implants that led to Add more Customers.

- Removed old Implants that led to decrease sales, and impacted in Gross Profit.

IMECO S.A. IMPLANTES ORTOPEDICOS (January 2009 – April 2011)

Commercial Director, Domestic and Latin America Manager, Total Joints, Spine & Trauma. Based in Argentina & Uruguay managing all countries in LA.

Responsible for all Sales & Marketing Department: Sales Manager, Administrative Sales Managers, five Sales Reps, four Customer Service and the Logistics Department; Domestic and Foreign Sales.

Participated actively in the development of new implants:

Prothesis for Total Knee Replacement Primary & Revision

Prothesis for Total Hip Replacement Primary & Revision Noncemented

Manage all Distributors throughout Central America.

Surpassed Sales Forecast / Quota for 2010, Local Sales (Argentina) 35% over the Business Plan.

Managed all contracts with Government Authorities in Argentina.

INC. BIOMET (0CT 2004 – DEC 2008)

Latin America Manager Total Joints Hips & Knees

Manager Medical Education Total Joints. Based in Buenos Aires, Argentina & Montevideo, Uruguay, managing all countries in LA.

Developed the business strategy of THR, TKR, Trauma, and Sport Medicine mainly, in Latin America.

Negotiated with the Government the TKR contract FNR (Government) in Uruguay, which was obtained. The implant used to win was the TKR MAXIM Primary and Revision.

Developed a Marketing Strategy for all Latin America taking Doctors to see how the contract worked. This strategy helped to sell in countries where it was very difficult because of the competitors (Chile, Paraguay, Colombia, Venezuela, Brazil, Ecuador and Peru); in all countries, business was with the Governments mainly.

Received two awards, recognition for personal Sales numbers in Total Knee Implants in the Region in June 2006, and for Growth of 32% in 2007.

Most of this award was for the decision to bring the OSS (Oncology Salvage System) to Argentina and Uruguay, which produced a great impact in sales, and numbers to all LATAM.

Gave training courses with the New TKR System Vanguard for Argentina and Chile.

STRYKER CORPORATION (DEC 1999 - SEPT 2004)

Latin America Sales & Marketing Manager Total Knee & Hip Replacements.

Manager for the Argentina Brunch plus my actual position.

Regional Manager for Southern Cone based first in Miami FL., then in Argentina/Uruguay, managing all LA countries.

Based in: Miami, FL, US; Buenos Aires, Argentina; Montevideo, Uruguay; Sao Paulo, Brazil

Latin America Manager Howmedica Osteonics (Knee & Hip) reporting to Miami and based in Buenos Aires, in charge of the branch in Argentina.

After a year of sales growth and accomplishing Business Plan, promoted to Regional Manager for South Cone (Argentina, Brazil, Chile, Uruguay, and Paraguay). Created a Sales Force for Buenos Aires to be able to fulfill the Sales Forecast.

In addition to Implants, started selling Capital Equipment from Stryker Endoscopy (Cameras, Shavers, and complete Arthroscopic Towers) for Sport Medicine and General Surgery. Then added other hospital equipment, stretchers and every product related to the patient care after having surgery.

Sold in Uruguay 54 Stretchers to the number one Private hospital Asociación Española, for the VIP rooms.

Added responsibility for selling/managing Endosuites (complete OR)

In April of 2001, started to work two days per week in Uruguay to be able to obtain FNR contract (Government) for Stryker TKR November of 2001. At the same time, started in Uruguay with the Gamma Nail in the three main centers.

Managed all the business in Uruguay through distributors, which I gave all management and Know How for all the businesses, Training of the personnel, Business Plan, Rolling Forecast, etc.

Regular travel to Chile and Argentina, (when I obtained the contract the company relocated me in Uruguay) to give Training courses of TKR to doctors and technicians, and to control the operation of the company.

Recognized as Best Manager in Latin America and received from the President of Stryker Corp, Mr. James Brown, and a Manager PTQ Award in 2002.

Received Sales Excellence Recognition Award in 2003 for success in sales growth and launching new product lines that year.

Relocated for four months to manage the Mendoza, San Luis & San Juan Distributor, in Mendoza, to give complete training and management to the Distributor. Sales grew almost 62% in the region.

Relocated to South Neuquén & Rio Negro for five months to work with the distributor, give training, coaching and manage all business. Sales grew 85%. Both relocations business where almost 80% with the State Government.

While in these two territories, continued travelling to all countries in Latin America 50% of the time.

When started in Stryker Argentina, the annual sales were US $500K. In 2004 when Stryker closed the fiscal year, sales grew to US $6M, with gross profit of 62%.

Relocated in Brazil to give to support to Stryker Brazil, giving Training courses of Scorpio PS & TS and to help launch new products, to all the Distributors in Sao Paulo, Rio de Janeiro, Minhas Gerais and Fortaleza.

JOHNSON & JOHNSON MEDICAL (oct1995- Nov 1999)

Sales Rep for CODMAN

Sales Rep for CODMAN & ORTHOPEDICS (TOTAL KNEE REPLACEMENT PFC SIGMA)

Product Manager Southern Cone

Medical Education Manager Latin America (TKR PFC SIGMA)

Based in: Montevideo, Uruguay & Southern Cone (Argentina, Chile & Uruguay)

Started at J&J as a Sales Rep, with the Codman Line of Capital Equipment (craneotoms, retractor systems), Neuro and General surgical Instruments, and aneurism clamps, hydrocefaleus systems pumps.

Started with almost no sales in the region and drove sales, Surpassed Sales Forecast/ Quota, and surpassing over the Business Plan 46% Growth.

Received recognition for this success and started travelling to different LA countries to continue with the growth.

Promoted to orthopedics product line in 1995. Sent to training in Raynham, Boston as a result of obtaining the financial cover, the five years Contract of the Fondo Nacional de Recursos (Government) 1000 Primary Total Knee Replacements plus 30 Revisions per year ( 8M Contract), starting April 1996.

Trained the sales force of J&J Argentina and Chile. Invited to cooperate in an International Training in Boston, USA.

Provided Training Courses of TKR with PFC Sigma in Bogota, Colombia for the Sales Forces, technicians and surgeons of the north of the region. Surgeons of Ecuador, Venezuela, Chile, Argentina and Brazil came to Montevideo to receive Surgical Training.

Received recognition/award for sales success for 29% growth over Sales Forecast/ Quota for 1998.

SAGRIN S.A. (BDF Medical AG) 1986-1995

Sales Rep

Product Manager

Sales Manager Disposables Division

Montevideo, Uruguay

Representing of Therapeutic Sales for Surgery Equipment and Devices (Leukoplast, Leukofix, Leukopor, etc).

Responsible for searching out new products of BDF or other companies. Established joint venture between Sagrin and Wembley Rubber Products WRP to represent for the region gloves of surgery, soundings, etc

Represented the company in Private & Public Bids, and mutual contracts.

Sagrin had 50% direct sales and 50% Distributors.

INGAS SRL

Sales Rep of Equipment of Cold for Blood donation points. (1983 to 1986)

Sales of Equipment of Cold for Blood donation points. (1983 to 1986)

Montevideo, Uruguay

Specialized in the sale and advising of equipment of storage for Banks of Organs and Weaves, Blood, bones, etc.

In all the companies that I worked in Orthopedics, in spite of being General, Regional or Commercial Manager I had always the responsibility of being at the same time Product Manager for TKR, Tumours Implants and had to go to the country that was needed to give to surgical attendance to surgeons or training them.

Many trainings where done, not only workshops, but also going to surgery at least the first five procedures with each trained surgeon.

In total, 6,646 surgeries where assisted between Total Knee Replacements (Primary & Revision), Sports Medicine and Tumors Implants.

EDUCATION:

University studies:

MBA Master Business Administration at Duke University, Durham, North Carolina

Master Degree Total Knee Replacement - Richard Scott MD Team, Boston, MA

Master Degree Total Knee Replacement – Ormond Mahoney MD Team, Athens, Georgia.

Master Degree Tumor Implants Upper/Lower Extremities, John Healey MD, New York, NY

UDELAR: MEDICINE UNIVERSITY (Universidad de la Republica) Montevideo, Uruguay

5 years as Anatomy Assistant

CERTIFICATIONS:

JOHNSON & JOHNSON COURSES:

1995 January: PFC* KNEE SYSTEM (Raynham, MA)

1995 October: ULTIMA* HIP SYSTEM (Punta del Este, Uruguay)

1996 December INTEGRITY SELLING (Santiago, Chile)

1997 August: MITEK ANCHORS TRAINING (Miami, Fl)

1996 December ICP NEUROSURGERY CODMAN (Santiago, Chile)

1998January ADVANCED KNEE TRAINING, SIGMA* KNEE SYSTEM (Raynham, MA)

STRYKER CORPORATION COURSES:

2000 March: Howmedica-Osteonics THR & TKR (Allendale, NJ)

2001 February: Maxilo-facial Leibinger (Kalamazoo, MI)

2002 February: Stryker Trauma (Kiel, Germany) Gamma & IC Nail

2003 January: Dale Carnegie Training Leadership for Training Managers (Palm Springs, CA)

2003 June: Stryker Orthopaedics Hip, Rolls (Mawa, NJ)

BIOMET INC. COURSES

2004 September: Advanced course THR & TKR (Warsaw, IN)

2005 Julio: Biomet Sports Medicine Training - Howell MD (Warsaw, IN)

2006 August: Managers Training Skills (Miami, Fl)

2007 February: Master in Total Knee Replacement Vanguard knee – Adolf Lombardi MD (San Diego, CA)

2008 May: Master OSS (Oncology Salvage Systems) –John Healey MD (New York, NY)

MARKETING:

1. Integral course of Marketing. IDEAS Institute - Uruguay

2. Master in Marketing. ADM. Institute - Uruguay

3. Upgrade Lic. of Sales. IDEAS Institute - Uruguay

LANGUAGES:

Spanish & English: Bilingual

Portuguese: Speak and write fluently.

French: Speak and write average.

Horacio Belorab

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