Sign in

Sales and Marketing Head

Sucat, NCR, Philippines
March 26, 2020

Contact this candidate




An experienced pharmaceutical marketing and sales professional with 20 years investment in both local and regional roles. I have worked with various therapeutic areas from Hypertension, Diabetes, Anti Infective, Dermatology, Bone & Joint, Asthma, Allergy and Ophthalmology. Passionate in market research & analysis, market shaping, stakeholders engagement & innovation as well as helping other succeed.


Robust analytical and strategic thinking capabilities

Strong business acumen and goals orientation

Effective project & people management skills


March 2019 to Present

Sales & Marketing Head Philippines

Santen Pharmaceutical LTD.

Responsible for providing country-level business directions and leadership to a team of sales & marketing professionals.

Attain subsidiary goals sales targets and progressive market share development as well as profitable pricing management of the all product lines.

Creation of effective strategic directions and marketing programs and talent retention and development.

Together with marketing build strategic marketing & launch plans, and ensure execution by the sales team.

Together with Finance developed operational plan for the subsidiary to effectively manage P&L and SGA.

November 2017 to March 2019

ASIA Marketing Team Manager (Glaucoma & BOTE)

Santen Pharmaceutical LTD.

Strategic planning, implementation and performance management for Glaucoma portfolio in Asia including Thailand, Philippines, Malaysia, Vietnam, Singapore, Hong Kong, India & Indonesia.

In cross collaboration with other departments; lead market understanding and entry into new and expansion countries namely India and Australia.

Lead (2) Regional Product Managers handling East and South East Asia and collaborated with local marketing and country heads for programs, market development and achievement of sales and marketing objectives.

New product planning & development, market & launch preparations for DE117, DE126, DE 128 & DE087A

Product life cycle management & development of line extensions for Cosopt, Trusopt & Timoptol

Market planning and launch preparation for DE126 a global product and the first surgical device for Santen in Asia

October 2016 to November 2017

ASEAN Product Manager Glaucoma

Santen Pharmaceutical LTD.

Lead marketing & performance management for Glaucoma line of products for South East Asia to include Thailand, Philippines, Malaysia, Singapore & Vietnam

Collaborative work with SEA marketing managers and country heads for launch planning, positioning, pricing and LCM

Conducted and managed market survey for Glaucoma for surgical device which included new markets Australia and India in line with business development and market expansion.

Strategic directions, planning & cascade for entry into new territories including India and Indonesia.

July 2015 to October 2016

Product Manager

Santen Philippines Inc.

Managed an anti-Glaucoma and back of the eye line of products contributing 28% sales volume for the company.

Leading and developing a national sales team comprising of 1 National Sales Manager, 3 District Sales Managers & 14 Territory Managers.

Developed and managed key product Taflotan and gained 5% share and 146% growth.

Developed marketing and launch plan for Cosopt, Trusopt and Timotptol and effectively implemented follow through programs

Effectively gained market share growth of Cosopt with 5% share and 32% growth.

Conducted and managed market survey for Glaucoma for better customer and stakeholder analysis.

Developed sales aids, brochures and other promotional sales tools in print and digital platform.

Developed portfolio selling platform for Glaucoma lines for appropriate share of voice and call efficiency.

Achieved profit plan by driving operational efficiency in the division through cost management, driving sales growth and strategic promotional activities.

Pioneered company entry into OTC with launch and campaign for first eye supplement Lutax.

Built and managed relationship with key specialties and medical societies and its subsidiaries and chapters.

Country lead for SLC ( Santen Leadership Competencies )

March 2013 to April 2015

Product Manager

Merck Sharp & Dohme Phils.

Managed an anti-Osteoporosis product delivering P117M+ and launched an anti-Diabetes product delivering P30M+ volume for the company.

Leading and developing teams of up to 3 Regional Sales & 160 Territory Managers.

Developed marketing plans for key products such as Fosavance and Janumet XR and effectively implemented programs

Launched Janumet XR in the market and achieved pipelining forecast which contributed to market share of 20% and growth of 10% for the Sitagliptin line of products.

Managed and lead an external sales team of 7 Managers and 42 Territory Managers promoting Januvia & Janumet to GP, IM & Diabetologists

Developed sales aids, brochures and other promotional sales tools in print and digital platform for internal and external sales force.

Achieved profit plan by driving operational efficiency division through sales growth, effective collections and cost management.

Excellent communication skills. Experienced building and maintaining rapport with and presenting to Orthopaedics, General Surgeons, Rheumatologists, Rehabilitation Medicine, Endocrinologist and IM

Recruited sales force professionals for key territories nationwide

Managed relationship with medical Societies ( POA, PRA, PARM, PSEM & ISDF )

Effectively coordinated with Mercury Drug Corporation for ensuring the availability of products to ensure the sell in and sell out targets are met.

Country lead for SPARTA a patient adherence program covering over 500 chain drugstores branches in the Philippines.

March 2004 to February 2013

District Sales Manager

Merck Sharp & Dohme Phils.

Awarded as District Manager of the year in 2011 and 2012

MEPI District Manager of the year finalist 2012

Recognized as top Sales team in 2006, 2007, 2011 and 2012 over 46 teams in the company

Was able to produce (2) Rookie Of the Year awardees and (3) Kahusayan PHR of the year awardees

Managed P73M+ volume of company’s business

Managed and supervised sales team of key territories in North, South and Central business district of Manila.

April 1999 to February 2002

Territory Manager / Product Specialist

Merck Sharp & Dohme Phils.

Received recognition as Kahusayan PHR of the year award

Managed P17M+ volume of the company’s business under the South Luzon District, covering the whole of Alabang-Las Pinas, Muntinlupa

Led and propelled the District to move up to no. 2 ranking out of 36 districts in the company

Supervised and coached a combination of senior and junior medical representatives in achievement of objectives

Maintained working relationships with top MDs and accounts

Managed key industrial, Government & HMO accounts such as PLDT, Philamlife, Grepalife and Makati Health Program

Member of the Product Advisory Group from 2000 to 2002 with main purpose of analyzing internal and external customer needs and develop marketing strategies and programs to achieve business goals


2013 to 2015

2004 to 2012

2002 to 2004

1999 to 2002

Product Managerment & Marketing

Director’s Award - Janumet XR Launch excellence

District Sales Manager

MEPI District Manager Category Finalist

District Manager of the Year 2012

District Manager of the Year 2011

Senior Professional Healthcare Representative

Kahusayan PHR of the year Award

Fosamax & Vioxx Product Champion

Medical Representative Accreditation Program

( MRAP )

Professional Healthcare Representative

Ranked 5th Overall National Sales Performance 2002

Fosamax Product Champion 2002

Detailing Champion 2001

Zocor Product Champion 2000

Bantay Kalusugan Patient Enrollment Award 1999

Training Class Valedictorian 1999


PACE “Real Leaders” Leadership Course 2016

4 Module 1 Year program (Singapore)

Basic Ophthalmic Course 2016

Singapore National Eye Center

Santen Leadership Competencies 2016

Strategic Innovation (Singapore) 2015

Strategy Map : Identifying & categorizing 2015

key value features of your business (Thailand)

Knock Out Presentations:

Achieving High Impact & Engagement 2014

Medical Marketing Compliance 2013

Merck Marketing Foundation 2013

Portfolio Marketing 2013

Merck Marketing in Practice 2013

Merck Zigma 2013

Dynamic Coaching 2012

Compensation & Career Framework 2012

Improving Salesforce Productivity 2012

Global Business Analysis & Planning 2012

Leadership Communication 2011

Performance Management 2010

Leadership & Change Management 2010

Maximizing Productivity 2010

Coaching & Counseling 2010

High Impact Field Salesmanship 2001

Micromarketing 2001

Needs Based Selling 2000

Helping Others Succeed 2000


Bachelor of Science in Commerce

Major in Business Management

Ateneo de Cagayan Xavier University


Reading, Badminton, Running, Cycling, Swimming.


Contact details available upon requests :

Mr. Manuel Maňalac

General Manager

Santen Philippines.

Ms. Glenda Claudio

Business Unit Director

Merck Sharp & Dohme, Phils.

Dr. Norman Aquino

Glaucoma Specialist

Executive Board Member

Asia Pacific Glaucoma Society (APGS )

Contact this candidate