Sales Manager
Resume:
João Paulo de Sousa Casaca Resume
Name João Paulo de Sousa Casaca
Address *** ******** *****, *******
Mobile Phone +1-805-***-****
e-mail ********@*****.***
Professional Summary
Presently managing an AbbVie plant (Waco Site) Indirect Procurement function to assure services and non BOM related supplies are available to meet production needs, and ensure these functions are performed within financial and regulatory guidelines. Leading formulation and timely execution of strategic supply initiatives across multiple commodities. Lead collaboration between internal stakeholders, suppliers, plant and administrative personnel for product life cycle, equipment life cycle, cost reduction, and new product development.
With over 20 years of experience, a versed and skilled professional proficient in defining Market Strategy based on Market Analysis in the pharmaceutical industry in multinational companies, in USA, Europe and Latin America (Brazil). With a vast experience in analyzing Markets and managing projects for Brand and Generic markets, Biotechnology, Biosimilars (in several therapeutic areas including but not limited to oncology, Women Health, Cardiology, Multiple Sclerosis, Oncology, Hematology, Nephrology and Infectiology). Focused on driving the development and managing the execution of high quality, regional, integrated cross-functional project plans, as an individual contributor and managing a team, in support of the overall program strategy for assigned teams / sub-teams, applying project management best practices in the development, initiation, planning, execution, control and closing of projects. Responsible for budget development and sales and marketing effectiveness. Having performed more than sixty market research studies. Embraced responsibilities such as Brand Plan development, KPI definition, automation and continuous monitoring, budget control/ review (including but not limited to LRP/forecast/reviews), market analysis per region/national and production of insights to enable sales efficiency/optimization.
Having a finance background, as a controller in finance environment (both Banking and Airline).
Skills
Data driven, analytical minded and detail oriented
Comparative Statistical Analysis and report regeneration
Facilitation/development of business strategy and operational decisions
Decision making based on strategic imperatives
Versatile and with a flexible mind set having worked in different environments/areas/countries
Committed towards the organization and results oriented
Interpersonal skills
Team Leader/Team Player
Self-motivated and able to work independently
Agile and resilient
Employment History
Since July 2019 to Present - Procurement Specialist Global Manufacturing, Manager at AbbVie (Waco, Texas)
Managing all Indirect procurement functions, policies, and programs of the Waco manufacturing facility. Assisting with developing departmental policies to ensure compliance to regulatory requirements. Work with cross functional forecasting team to develop data-driven narrative for financial plans.
Ensuring proper Indirect services and non BOM related supplies and services to support plant production, customer service, quality, and financial goals.
Soliciting and considers supplier proposals. Selecting primary suppliers through competitive bid processes and comprehensive evaluation of supplier capabilities and quality systems. Negotiates and awards supplier contracts. Developing and maintaining strong supplier relationships.
Developing and administering the annual service/indirect cost budget
Developing and maintaining supplier scorecards to ensure comprehensive support of the manufacturing facility.
Heightening strategic importance of the procurement function through communication, teamwork, integrity, ethics and supplier negotiations.
Establishing and implementing procurement strategies to resolve immediate and long term problems affecting Waco operations. Duties performed involve many factors to be evaluated and weighed, requiring a high degree of analytical ability, judgment and decision making.
Since March 2015 to July 2019 - Business Analysis Insights Manager – CVBU at Amgen (Thousand Oaks, California)
Leading market research analysis and scenario planning; driving development of contingency and/or risk mitigation plans, ensuring alignment with brand plans and strategies. Focused not only on present market dynamic but understanding and producing insights contributing to LRPs Brand Plan definition. - Managing the effectiveness of the US Cardiovascular (CV) team by:
- Develop action plans with recommendations utilizing market research data driving strategy and operational decisions
- Solving issues, deciding on path forward to mitigate risks and action items of cross-functional US CV product teams and functional sub-teams, as well as ad hoc project team meetings
- Providing appropriate inputs and strategy for the sales force and Business Unit Leads
- Initiating Market Research studies by supplier selection, study design, executing contracts with approved suppliers, managing study budget, analysis oversight, as well as developing actionable recommendations and report generation
- Partnering with Marketing and R&D to develop appropriate cross-functional project issues cross-functional sub-team leaders, as appropriate. Through utilization of research data and analytics capabilities guiding brand strategy and advising on key initiatives based on knowledge of the business and the market.
- Participating and implementing decisions from governance / review boards, Product Teams and/or local/regional function Heads
- Developing and delivering training to Marketing and Sales on Market Analysis tools
- Managing external business partners and alliances, where applicable, contributing to partnership contract deliverables.
Since August 2014 to March 2015 – B. A. I. & Sales Force Effectiveness Manager at Amgen Brazil (Sao Paulo – Brazil)
Responsible for the reorganization of BAI and SFE, managing a team of two direct reports attending all areas for both Amgen and Bergamo`s products. Provide a Bridge and leadership across all areas to ensure that a consistent approach and perspective regarding sales analysis are shared across the affiliate. Partnering with functional leads in the development of high quality, integrated, cross-functional plans for cross-functional US teams that are aligned with the overall program strategy by: - Identifying key deliverables for each function and their inter-dependencies - Ensuring cross-functional alignment and accountability - Identifying project issues or resource gaps and facilitating resolution - Driving decision making according to Amgen’s decision making framework - Monitoring and communicating progress and adherence to timelines • Facilitating resource planning, financial and capacity assessments as needed.
Driving the communication plans for cross-functional Brazilian teams by: - Serving as a single point of contact for managing cross-functional local team information (content and quality) - Providing cross-functional project. Package Lead for incorporation into commercialization deliverables and program timelines - Providing cross-functional project information at functional sub-team meetings and to other stakeholders, as appropriate - Managing the Brazilian team communication across functions.
Provide forecasting support to key Amgen products as well as Bergamo products. Prepare and present forecasts for pipeline products and potential in-licensing products. Preform analysis and assessments that include market size, penetration, market dynamics and potential revenue.
Responsible for VEEVA implementation in Brazil (CRM system) – developing activities reports.
Implementation of a Sales incentive plan regarding the promotional grid for each different area (Amgen, Bergamo, Key Account Manager and Commercial team). Participation on the development and implementation of a CI (Competitive Intelligence) platform, piloting for Vectibix.
Work with corporate strategic planning colleagues and country teams to implement a sales/forecasting consolidating tools that allows for Regional leadership to be able to retrieve consolidated reports.
Support the development of the periodic Last Estimate (LE) and Long-Range Plan (LRP) forecast and ad-hoc requests for the affiliate.
Responsible and oversee developing Local Market Research studies for commercial products – R&D products. Active participation in BAI Latin America group to ensure successful implementation of international market research studies. Monitor and track the key digital health market trends and new developments to enhance speed to market. Managing the annual departments’ budget.
Since October 2013 to July 2014 - Business Analysis Information Coordinator at Amgen Brazil (Sao Paulo – Brazil)
Responsible for BAI, managing a direct report attending all areas for both AMGEN and Bergamo`s products.
Provide a Bridge and leadership across all areas to ensure that a consistent approach and perspective regarding sales analysis are shared across the affiliate.
Provide forecasting support to key Amgen products as well as Bergamo products.
Prepare and present forecasts for pipeline products and potential in-licensing products.
Preform analysis and assessments that include market size, penetration, market dynamics and potential revenue.
Work with corporate strategic planning colleagues and country teams to implement sales/forecasting consolidating tools that allows for Regional leadership to be able to retrieve consolidated reports.
Support the development of the periodic Last Estimate (LE) and Long-Range Plan (LRP) forecast and ad-hoc requests for the affiliate.
Responsible and oversee developing Local Market Research studies for commercial products –and R&D products. Active participation in BAI Latin America group to ensure successful implementation of international market research studies. Monitor and track the key digital health market trends and new developments to enhance speed to market. Managing the annual departments’ budget.
Since March 2005 to August 2013 - Market Research and CRM Manager at Teva (Lisbon – Portugal)
Responsible for the department where all the national and regional market analysis are made based on IMS data, internal data as well as physicians, new products market and sales budget elaboration (company and sales representatives). Responsible for developing and executing analytical plans for conducting ROI (Return On Investment) analysis to measure sales force and Marketing activities. Responsible for the annual budget development and 3 years strategic planning. Management Team member with active involvement in decision making over strategic/marketing plans.
Department budget control and coordination with annual suppliers’ negotiation. Field force incentive definition and management. Participation in sales representatives’ recruitment and assessment. Predefinition of sales force performance assessment criteria and thorough analysis.
Elaboration of all the activities and financial reports for the international. Active participation in administration meetings within strategic affiliate definitions. Sales representatives Training.
Market Research and CRM Department including a direct report Coordination. Implement a new CRM system (E-Pharma, internet based) including development of activity reports, purchasing orders and stock management.
July 2002 to March 2005 - Market Analyst Manager at Boehringer Ingelheim (Lisbon – Portugal)
Responsible for Market Analysis of the Multinational Pharmaceutical Company Products, by doing national and regional analysis gathering of all analytical tables: Analysis related report elaboration; Active attendance to strategy decision meeting for several areas.
Coordinate the work of another market analyst being also responsible for his training. Responsible for the new sales representative training including initiation to used tools; company’s products; market perspective; product analysis versus competitors and market.
March 2000 to July 2002 - Market Analyst Manager at Sanofi (Lisbon – Portugal)
Assist all the marketing team to enable definition of annual strategy (first for the Thrombosis / Urology unit and then for the Central Nervous System unit). Being responsible for Market Analysis of the Company’s products, by doing national and regional analysis with report elaboration; field force budget elaboration and control being thereafter submitted to the BUM s; Quarterly definition of KOL plan with the national and regional Sales Manager and its control.
March 1999 to March 2000 - Credit Analyst in a central unit for Banco Comercial Português (Lisbon – Portugal)
Responsible for business account analysis as well as decision on regarding credit attribution.
September 1997 to March 1999 - Personal and Business Account Manager in B C P (Lisbon – Portugal)
Assessment of Customer Financial needs. Customer financial patrimony management. Financial Credit Proposal presentation. Customer financial responsibilities fulfilments follow up. Achievement of Individual and agency Budget. New Customers Gathering.
June 1994 to September 1997 - Cost Controller for Portugalia Airlines (Lisbon – Portugal)
Responsible for several areas: Maintenance of equipment; Car and airplanes fuel; Fix and unfix airplane maintenance; Unfixed maintenance for several equipment’s; Communications – Booking systems; Responsible for Budget development for 1995, 1996 and 1997 covering the areas described above; Responsible for the monthly budget control covering the areas described above.
Education & Background
1994 – Lisbon - Graduation in Company Organization and management by I.S.C.T.E.
1998 - Lisbon - World Trade Center course on company’s value
2001 – Lisbon - Post-degree by Universidade Católica – Executive Advanced Program
2004 – Brussels - Research Toolbox – EphMRA
Lisbon - Geo Team Training Program – IMS / Areks
Lisbon - Regional Planning – IMS / Areks
2006 – Lisbon - Forecasting IMS
2007 – Lisbon - Targeting and segmentation IMS
2009 / 2011 – Lisbon - Leadership Mastery course (Franklin Covey)
Other Qualifications
Portuguese – mother language
English - Proficient
French and Spanish – Intermediate
Working knowledge of commonly used Pharmaceutical Industry databases (word, excel, power point, outlook, access), IMS, Premier, Sales Force, E-Pharma, Teams, CAM.
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