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Work Background
Villa CéuBusiness Owner
Feb. 2024Bahia, Brazil · On-siteDear colleagues and friends,
After 25 years dedicated to the pharmaceutical industry, I am excited to share some thrilling news with all of you. I have decided to make a significant change in my career and embark on an entirely new journey. I am becoming an entrepreneur and fulfilling a long-held dream: I am opening a boutique hotel in the incredible and paradisiacal Maraú Peninsula, in the south of Bahia, Brazil.
This hotel is much more than a business venture to me; it is the realization of a dream that I am thrilled to share with all of you. Villa Céu is an exclusive retreat, where every detail has been carefully planned to offer a unique and memorable experience to our guests.
I invite all of you to visit our website at www.villaceu.com.br to learn more about this paradise that I am building with so much care. You can also check out the exact location of Villa Céu on Google Maps here and follow our updates and incredible photos on Instagram @villaceu.
I hope to welcome you personally soon to share special moments in this charming place.
I am immensely grateful for your support and friendship over the years, and I look forward to your visit at Villa Céu.
Warm regards,
Jaime Ribeiro
Lee Hecht HarrisonCareer Transition
Apr. 2019 - Apr. 2024São Paulo Area, Brazil
PfizerRegional Director, Commercial Excellence - Latin America
Aug. 2017 - Mar. 2019São Paulo Area, Brazil■ Partner with the Regional President & GM’s on the Sales Effectiveness Plan. Participate as a member of the Regional Leadership Board. ■ Led the deployment of a Global Financial Platform to manage pricing and field force selling expenditure. The implementation of the Financial Platform saved US$ 5.4 M in selling expenses during 2018. ■ Implemented a Segmentation Project based on Pharmacy potential and Pharmacist profile that generated US$ 3.5 M in Business Efficiencies and US$ 4.7 M in additional sales.
MerckGlobal Director, Commercial Operations Excellence, Emerging Markets
Nov. 2013 - Apr. 2017São Paulo Area, Brazil■ Led the global implementation of a sales forecasting model that improved product launch predictability coordinating remotely a team of 3 managers and 20 analysts in Pune, India. ■ Worked in partnership with Country Managing Directors to leverage launches by aligning cross-functional areas like Marketing, Commercial, Finance, Regulatory and Production.
MerckGlobal Director, Customer Facing Strategy, Latin America
Jan. 2010 - Oct. 2013São Paulo Area, Brazil■ Developed strategies for different customers including Pharmacies, Patients, Payers & Physicians, serving as point of contact to support and collaborate with the implementation at country level which enhanced a customer-centric mindset. ■ Designed the Strategic Pharmacy Framework to avoid the switching of MSD prescriptions, together with the Brazilian team, as a benchmark for other Latin American countries and other Emerging Markets. ■ Created a Strategic Key Account Management Process to ensure long-term and sustainable business growth through profitable partnerships with Top Customers in Brazil, Mexico and Argentina that increased sales by 8%. ■ Implemented an innovative Customer-Centric Project to improve reach of non-visited physicians in Brazil based on call center capability and customer engagement with an increase of 15% in territories where sales force was not present.
MerckDirector, Sales Effectiveness & Resource Allocation, Latin America
Jan. 2007 - Mar. 2010São Paulo Area, Brazil■ Managed US$ 60 Million resources allocation and improved the sales effectiveness of 1500 reps in Latin America. ■ Led the New Commercial Model that established the future platform that turned the company into a customer-centric organization. ■ Implemented a New Targeting & Segmentation Process in Latin America that allowed to cut the bottom 20% physicians of the call deck and to maximize resource allocation to top physicians increased sales/rep ratio by 12%. ■ Created with the LATAM countries a Customer Segmentation Matrix with the development of a software to guide customer’s promotional and tactical actions.
Novo Nordisk BrazilBusiness Unit Director, Diabetes Line, Brazil
Jan. 2006 - Dec. 2006São Paulo Area, Brazil■ Led Diabetes Franchise with a team of 92 employees in the Marketing, Commercial, Training and Medical areas, with an annual revenue of US$ 70 million. ■ Successfully increased LEVEMIR sales in 24% reaching #2 position in the Insulin analog market with 42% market share by implementing a marketing campaign based on patients’ insights. ■ Structured the marketing area and built the sales team to maintain market leadership, providing conditions to grow upon the arrival of new drugs from different therapeutic areas.
GlaxoSmithKline BrazilBusiness Unit Manager, Respiratory Line, Brazil
Dec. 2002 - Sep. 2005Rio de Janeiro Area, Brazil■ Led Respiratory Franchise with a team of 135 employees in Marketing and Brand Management, Commercial and Medical areas focused on the following therapeutic areas: Asthma (Aerolin, Seretide, Flixotide, Serevent, Aerotide), Allergic Rhinitis (Zyrtec, Flixonase, Beclosol) and Anti-tobacco (Zyban) with annual sales of US$ 65 million.
GlaxoSmithKline BrazilMarket Intelligence Manager, Brazil
Mar. 2000 - Nov. 2002Rio de Janeiro Area, Brazil■ Successfully structured the market intelligence team by assigning market analysts on GSK’s core products and restructuring the sales force, optimizing the number of sales promoters throughout Brazil.
GlaxoSmithKline BrazilDemand Planning Finance Manager
Nov. 1998 - Feb. 2000Rio de Janeiro Area, Brazil■ Coordinated the Sales Forecasting Process of 172 products with a 78% accuracy rate and adjusted inventories to market demand.
GlaxoSmithKline BrazilSales Administration Manager
Oct. 1997 - Oct. 1998Rio de Janeiro Area, Brazil■ Developed a Sales Commercial Policy that reduced sales discounts from 18% to 15% and increased payment terms to distributors from 30 to 35 days with a 1.5% gain in company’s contribution margin.
GlaxoSmithKline BrazilProcurement Manager
Sep. 1995 - Sep. 1997Rio de Janeiro Area, Brazil■ Managed a US$ 12 million budget for packaging material purchases by developing partnerships with vendors and allowing innovations in packaging.
Mercedes-Benz PortugalSales Assistant, Portugal
Sep. 1993 - Oct. 1994Lisbon Area, Portugal
Mercedes-Benz GermanyTrainee Foreign Trade, Germany
May. 1992 - Sep. 1992Munich Area, Germany
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