BENJAMIN M. AGBULOS
PROFILE SUMMARY
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.
CORE SKILLS
Robust analytical and strategic thinking capabilities
Strong business acumen and goals orientation
Effective project & people management skills
CAREER HIGHLIGHTS & ACHIEVEMENTS
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
AWARDS & RECOGNITIONS
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
TRAININGS & SEMINARS ATTENDED
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
EDUCATIONAL ATTAINMENT
Bachelor of Science in Commerce
Major in Business Management
Ateneo de Cagayan Xavier University
INTERESTS & HOBBIES
Reading, Badminton, Running, Cycling, Swimming.
REFERENCES
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 )