Sales Manager

WILSON TORTORELLI FILHO

e-mail: ******.**********@*****.***

Tampa Florida USA Phone: +1-813-***-****

SALES AND MARKETING PROFESSIONAL

Skills and Competencies

A successful career in the commercial area in multinational pharmaceutical and biotechnology companies.

Extensive experience in Marketing, Sales and Market Development.

Latin America Marketing and Sales experience

Management of accounts with the main clinical analysis laboratories in Brazil.

New product and business opportunity prospecting and implementation.

Control of budgets, forecasts, and product imports.

Technical training of the sales force.

Responsible for marketing Roche's clinical chemistry and equipment line and for product and equipment launches e.g. the cobas 8000 modular analyzer system.

Responsible for the adoption and rollout of the Salesforce online lead tracking system for use by the whole of the Sales and Marketing area.

Responsible for pre marketing about Atellica’s launch

Responsible for legacy and Alinity forecast

Salesforce.com skills

Professional knowledge of microbiology, clinical biochemistry, clinical immunology, hematology, molecular biology, purification of biomolecules, electrophoresis and HPLC.

EDUCATION AND LANGUAGES

B.Sc. in Pharmacy and Biochemistry - Pharmaceutical Sciences School - University of São Paulo/SP; 1997

Strategic Business Management - ISE Business School Administration; 2012

Marketing Course - Getúlio Vargas Foundation (GVPEC); 2006

Portuguese (native) ; English and Spanish

PROFESSIONAL EXPERIENCE

ABBOTT, USA 06/2018 to 05/2019

Product Manager Distributors Central & South America & Caribbean

- responsible for 2018’s Marketing Plan for Central & South America & Caribbean region

- leadership related to Marketing and Communications of business

- Support to the sales force and project team.

SIEMENS HEALTHCARE, BRAZIL 2016 to 2017

Marketing Manager

- Led a team of six

- responsible 2017’s Marketing Plan

- sales business review

- leadership related to Marketing and Communications of business

- Responsible for planning, development and implementation of all the Organization’s marketing strategies

- P&L control

- Atellica`s forecast and pre-launch

ROCHE DIAGNÓSTICA BRAZIL 2001 to 2016

National Sales Manager - Life Sciences (2.5 years)

- Responsible for Salesforce.com implementation

- Led a team of six

- Annual turnover of 10 million

- Restructured the product line

- Set up the network of sales reps

- OPEX management

- Business Plan

- Strategic Planning

- P&L control

Technical Sales Manager (1 year)

- management of technical sales team

- high value-added products

- women's health, oncology and cardiology

- team of three

- introduction of the PCR methodology for HPV

Product Manager - Clinical Biochemistry, Systems and Tumor Markers (2.5 years)

Launch and installation of four Cobas 8000 modular analyzer systems, Roche's top-line equipment.

Sales team training.

Launch of the HE4 test (oncological marker).

Responsible for the import of tests and systems in the biochemical and tumor marker product lines.

Closely involved throughout the product life cycle, from strategy development, product launches and market introduction to maintenance and withdrawal from the market.

Oversaw the performance of products and took the necessary actions to correct quality problems.

Support to the sales force and project team.

Managed the dispatch of free samples of products to clients for testing and familiarization, monitoring the ROI of the scheme.

Development of the Strategic Marketing Plan for the Biochemical and Immunology test and systems product lines.

Oversaw the implementation of the marketing plan, focusing on achieving objectives.

Relationship with customers for product promotions.

Demand analysis to match forecast changes, ensuring product availability while minimizing losses.

Account Manager (5 years)

- customers in all segments (Key Accounts, public, private and distributor)

- Hospital Santa Marcelina - 4 million/year

- Richet - 2 million/year

- Biesp – 2 million/year

- CRIESP – 5 million/year

- Hospital Ben. Portuguesa – 3 million/year

Application Expert - Immunology, Biochemistry and Molecular Biology (5 years)

Training and preparation of methods, systems installations, site inspections, translation of manuals and sales visits.

Installation and training on the E170 Modular equipment at the Fleury, Delboni, ACL and Criesp laboratories.

AMERSHAM PHARMACIA BIOTECH 2000 to 2001

Product Specialist (2001)

Technical Salesman (2000)

Training and installation of DNA sequencers (MegaBACE1000) for the Cancer Genome Project, funded by FAPESP.

Participation in the proposal, installation and training for 25 DNA sequencers (MegaBACE 500) for the National Genome project to sequence Chromobacterium violaceum.

Installation of Microarray systems in the laboratory of Prof. Sérgio Verjovsky (Chemical Institute – University of São Paulo).

Technical sales and demonstrations of the Drug Discovery line (basic molecular biology, sequencing, scanners and cell biology), Lab. Separations (chromatographic systems and analyzers).

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