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Work Background
Grupo SOMARHead of CDMO and Sales LATAM & USA
Jul. 2025Mexico• In 2025, achieved an 11% increase in gross margin across Latin America and the United States, reaching an EBITDA margin of 28%, based on full-year audited actuals versus budget.
• Managed a portfolio of 25 active clients, including national and multinational pharmaceutical companies with annual revenues of up to USD 50 million, located in Mexico, the United States, Brazil, Central America, Ecuador, and other markets.
• Led contract manufacturing and licensing operations, overseeing outsourced production across five GMP-certified manufacturing sites approved by FDA, COFEPRIS, and INVIMA. Annual contracted production totaled 25 million units, including softgel capsules, hormones, oral solids, sachets, and liquid formulations.
• Headed the PMO function, responsible for conducting technical feasibility assessments and CAPEX evaluations for strategic projects. Managed a pipeline of 32 molecules at final gate stage, with projected sales of USD 15 million.
• Managed strategic distribution agreements with Walmart and Amazon for the commercialization our own products in the United States.
• Designed and implemented a tactical revenue diversification plan focused on new client acquisition, introducing innovative business models such as dossier duplication, exclusive development of strategic molecules, LATAM distribution agreements under clients’ brands, and technology transfer service agreements.
BioinsightHead of New Market and lic-out
May. 2024• Formal Speaker of ABIQUIFI – “Associação Brasileira da Indústria de Insumos Farmacêuticos” and SINDUSFARMA – “Sindicato da Indústria de Produtos Farmacêuticos” – Course of: Internacional Expansion and Sales; due date August/2025
• Part-time business advisor of a regional API manufacturer of Latin America Market. Main responsibilities include:
- Expand its current portfolio to Europe and North America.
- Identify strategic partners in these markets.
- Assist the company to sell its products to new markets.
- Conduct strategical market analysis to introduce these products into new markets to maximize its revenue.
• Part – time business advisor of a healthtech company (start-up) which delivers innovative solutions for multi-national and national pharmaceutical companies. Main responsibilities include:
- Increase revenues with existing partners.
- Prepare the executives to conduct negotiations with potential partners in the USA and support the assessment of term-sheet, distribution agreement and LOI’s.
- Review and implement new strategic approaches with current partners.
- Define a new price list for the international market.
União Química Farmacêutica NacionalHead of sales and B&D - LATAM
Sep. 2022 - Apr. 2024São Paulo, Brazil•• In 2023, surpassed the consolidated sales objectives for Latin America by 5%, reaching a 65% gross margin and an EBITDA of 25%.
• Successfully presented the business plan to implement the company's operations in Ecuador and Mexico to the board of directors. The following participated in the implementation project, reporting directly to the board of directors: one senior manager and two new business coordinators.
• Responsible for a 12% growth in net sales in the Latin America – 2023 vs. 2022.
• Led the launch of three new product categories in LATAM: hormonal contraceptives, anesthetics and eye health.
• Signed ten new commercial agreements with leading companies in the industry for the marketing and sales of own-brand products in Latin America, Africa and Asia. Lines: OTC, anti-inflammatories, central nervous system, antibiotics and probiotics.
• Developed, in partnership with the marketing sector, and implemented a new marketing strategy for hormonal products and took actions to increase the market share of the products, such as: holding a congress with KOL physicians, new price positioning, redirecting the sales objective for the medical advertising team and visiting POS, launching new products (SKUs), new customers prospecting, campaign in direct sales channels, and training and qualification focused on the main chain pharmacies.
• Led the development and launch of forty new products to be launched in new markets, such as: Costa Rica, Dominican Republic, Bolivia, Uruguay, Chile, Mexico, United States and Canada.
EurofarmaSenior Sales and New Business Manager – LATAM
Jan. 2018 - Sep. 2022São Paulo, São Paulo, Brazil• Established, together with the new business team, new strategic partnerships to form two joint ventures in the United States and Angola to launch injectable and solid oral medications. Additionally, prepared the business plan for both operations with net sales of $20 million in the first year.
• Successfully managed thirteen commercial partnerships in Latin America and other countries, being responsible for the sales budget of thirty-two products being marketed with current partners.
• Led and launched the women's health line in the Middle East – total of eighteen molecules and contribution margin of the mix of 55%. In addition, led the team to adapt commercial practices and marketing actions for the launch of the products in the target market. Provided training and qualification of the partner's sales force to ensure a successful launch.
• Conducted projects and business plans on-site to enable the company's commercial operations in different countries, such as: Malaysia, Ethiopia, Saudi Arabia and Mozambique. These projects improved the team's competencies, such as: cultural awareness, intracultural communication, adaptability to different practices and diverse environments, and sense of equity.
EurofarmaNew Business and M&A Manager – LATAM
Jan. 2017 - Dec. 2017• Identified and led two new product acquisition processes in Central America and Colombia. The acquisition processes were required to follow compliance procedures and practices as required by governance and shareholders.
• Proactively searched for products in Latin America with potential to complement the portfolio.
• Responsible for the financial modeling of companies and target products and the process was subsequently reviewed by external and independent auditing.
• Analyzed and prepared the due diligence process of assets – products and companies.
• Reviewed, in partnership with the legal department, acquisition contracts, term sheets, binding and non-binding offers, and supply contracts.
EurofarmaBU Manager – Production Planning and Control
Feb. 2016 - Dec. 2016Santiago Metropolitan Region, Chile• Responsible for managing thirty-two employees who worked directly in the management of the finished product production flow, including the implementation of Lean Manufacturing and Six Sigma methodologies for continuous process improvement.
• Implemented and led monthly S&OP meetings with internal areas, especially the commercial area.
• Managed production KPIs: OEE, out-of-stock rate, inventory management, production order productivity and adherence to the production plan.
• Reduced the out-of-stock rate by 8% (compared to 2015).
• Planned the line of creams, liquids, injectables and solids on a monthly basis – total of 30 million units per month.
• Sequenced production lines in the campaign with the aim of reducing replacement costs and optimizing labor.
Eurofarma Chile / SantiagoSenior New Business and Supply Chain Manager
Apr. 2013 - Jan. 2016Santiago, chile• • Implemented an action plan to include an alternative source of raw material with the aim of cost reduction. Example: 60% reduction in the cost of Naproxen raw material – curve A.
• Signed new partnership contracts with Chilean companies to produce finished products at the Eurofarma Chile factory. 12% increase in full-service sales.
• Led a team of professionals with diverse skills with the goal of achieving. In 2013, sales closing achieved a -35% contribution margin and, in 2024, achieved a +45% margin. Main actions: including new customers, reviewing sales price, and resizing the general manufacturing costs.
• Launched in Chile three molecules licensed from Europe and the United States: risperidone, fluoxetine and sertraline.
• Reduced the out-of-stock rate from 20% of the portfolio to 8% of the total portfolio.
EurofarmaSales Manager - LATAM
Jun. 2007 - Mar. 2013•• Managed the current customer portfolio and opening of new businesses to expand international sales.
• Managed eleven international customers with revenues of $3 million. Area of operation: LATAM, Africa and Asia.
• Trained the partners’ sales force to access public and private sales channels.
• Conducted market research in international markets to launch new products with new customers.
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