Leoncio “Iňaki” Chavenia Mercado

#** ******* **., *******, ****** City

e-mail : adjt0z@r.postjobfree.com

contact #: 092********, 094********

Professional Profile

I have a total of 20 years pharmaceutical experience with 6 years background as a Senior District Sales Manager of Eli Lilly and Zuellig Pharma Corp. and have handled Diabetes, CNS, Osteoporosis and Men’s Health portfolio handling promotion for the whole country. Skilled in Salesforce Development, Sales Operations, Market Analysis, Product Launch and Sales Effectiveness. My key strengths that would support my success include:

• I strive continually for excellence – being the No. 1 District Sales Manager for 2016 and 2017

• I successfully launched and developed new brands – Cialis, Forteo and Cymbalta

• I provide exceptional coaching to associates/reps and maintained strong relationship to business accounts.

Work Experience

Senior District Sales Manager

Zuellig Pharma Commercial Solutions - Eli Lilly Business Unit (April 2019, 1 year & 6 months)

Crafted territory configuration and sales targets for the Immunology, Men’s Health and Osteoporosis Teams. This led to the development of systems and processes that promoted field force effectiveness which supported the delivery of key messages using various channels that resulted to the improvement of customer adoption.

Implemented webinar lecture sessions for the brands involving nationwide group of Urologists, Rheumatologists and Orthopedic Surgeons.

Recommended standards for key performance indicators(KPIs) that are aligned with business objectives.

Developed motivating and financially sound incentive schemes and awards program that strengthened performance culture among the field force.

Eli Lilly Phillipines, Inc. (March 2014, 5 years)

Built a full-scale sales operation from the ground-up; duties include establishing territory configuration and sales database, recruitment of medical representatives, as well as developing sales and marketing strategies over a national scope of territory.

Implement strategic goals for marketing campaigns working within an appropriate budget, crafting a productive territory configuration and setting of annual sales targets for the brands.

Promoted two medical representatives to a higher position based on their career path, strengths and competency.

Successfully expand the marketing reach of older/legacy brands into emerging digital and online platforms

Successfully launched brands : Cialis, Trajenta Mono and Duo and Cymbalta.

Handled different brand portfolios : Diabetes, CNS, Men and Women’s Health

Opened new accounts : Pills and More, EVZ Pharmacy Mandurriao and Japanese Wellness Clinic.

Achievements

2020 Senior District Sales Manager

Grew Forteo by 27% as of September YTD

Initiated multi-platform customer engagements (webinar, online activities) which resulted to sustained revenue for Cialis and Forteo brand

2019 Senior District Sales Manager

Grew Forteo by 26% and Cialis by 13%

Ethics and Compliance Officer - Eli Lilly Philippines

2018 Senior District Sales Manager

98% YTD Team Performance with 33% growth

7 out of 9 Sales Representatives were on plan in YTD performance

Ethics and Compliance Officer – Eli Lilly Philippines

2017 District Sales Manager

DSM of the Year - Exceptional Leadership Award

2016 District Sales Manager

DSM of the Year – No. 1 in Sales Performance Lilly–Boehringer Ingelheim Alliance

2013 Sales Excellence Awards

104% achievement of annual sales targets

2011 Sales Excellence Awards

102% achievement of annual sales targets

2010 Quotabusters Award

109% achievement of annual sales targets

Work Experience

Sales Specialist (July 2009, 5 years) – Diabetes, Men’s Health and Oncology

Pasig, San Juan and Mandaluyong Territory- 4 years handling Humalog, Humulin and Cialis

PGH, MDH, Batangas, Laguna, Bicol, Tuguegarao and Ilocos – 1 year handling Alimta and Gemzar

Sales Associate (August 2004, 5 years) – Diabetes Portfolio and Men’s Health

Pasig, San Juan, Mandaluyong, SLMC QC, UERM

Multiple Brand Awardee for Humalog and Humulin

Opened new accounts : San Miguel Corporation Medical Clinic and JF Cotton Hospital

Sales Representative (April 2000, 4 years) – Carry All Specialty Brands- Diabetes, CNS and Antibiotics

Cavite, PGH, Manila Doctors Hospital and Pasay Territory

Multiple Brand Awardee for Humulin, Zyprexa and Prozac

Opened new account : US Veterans Administration and Seamens Hospital

Accounts Manager ( November 1996, 3.5 years) – Asian Durables Mfg. Inc. - Daewoo Electronics

Handled accounts : SM Appliances, Makro, Ansons and Uniwide.

Opened new accounts such as : E.S.Lim Enterprises, and Houseware Square

Technical Skills

Business Coaching

Sales Operations

Excellent communication skills

Education

San Beda College – Bachelor of Science in Commerce Major in Marketing 1996

San Beda College – Secondary 1992

St. Joseph’s College – Primary 1988

Trainings

• Business Planning Process (Eli Lilly 2019)

• Success Through Coaching (Eli Lilly /2019)

• Insights Discovery - Personal Effectiveness (Eli Lilly/ 2018)

• Strategic Territory Management (Eli Lilly/2018)

• Introduction to Global Sales Capabilities (Eli Lilly/2018)

• Good Documentation Practices (Eli Lilly/2018)

• Handling of Product Complaints (Eli Lilly/2017)

• Global Adverse Event and Product Complaint Refresher (Eli Lilly/2017)

• Handling Off-Label Inquiries (Eli Lilly/2017)

• Be Courageous and Bold (Eli Lilly/2017)

• Performance Improvement Plan Policy (Eli Lilly/2016)

• Working with Integrity (Eli Lilly 2016)

• Sales Coaching Essentials (Eli Lilly/ 2015)

• Making Compensation Decisions (Eli Lilly/ 2015)

Character Reference

091******** Dr. Jose Albert Reyes III

Urologist

Past President Philippine Urological Association

St. Luke’s Medical Center QC

091******** Ms. Fatima Mangalindan

Ethics and Compliance Head Manager

Zuellig Pharma Commercial Solutions

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