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Work Background
CryoHoldco BiotechCountry Manager
May. 2024 - Apr. 2025MéxicoResponsable de la reestructura organizacional un equipo de 153 personas (7 reportes directos y fuerza de ventas). Logros principales: Unificación de 3 empresas bajo una misma estructura de ventas y post ventas mejorando el performance de las marcas y bajando costos operativos
Detención de la caída en ventas, pasando de un balance negativo a un EBITDA de +12% en un año.
Sesiones de comunicación abiertas con los empleados, para medir la aceptación del cambio e intercambiar ideas sobre soluciones, manteniendo la motivación y el compromiso
BioResource International, Inc.Country Manager
Sep. 2020 - Jul. 2024MéxicoResponsable del desarrollo de toda la estrategia de la empresa desde caso de
negocio hasta la introducción de productos en el mercado mexicano de enzimas.
Responsable del desarrollo proyectos de presencia de marca en la audiencia y sector
agroindustrial y de nutrición animal.
Responsable de atracción y selección de talento para la integración del equipo
comercial y técnico en México.
Seguimiento a registro de productos con las instituciones gubernamentales del país.
Enfoque y visión de Startup para generar resultados cuidando los recursos financieros.
Brindar información clave de forma mensual a Dirección General para la toma de
decisiones.
Desarrollo de planes comerciales con socios estratégicos del negocio.
Logros principales:
Ventas en un año que representan el 40% de resultados en LATAM.
Negociación exitosa que logró introducir el producto en dos cuentas clave de
renombre en el país.
Posicionamiento de marca en la red nacional de nutricionistas clave en el negocio.
MerckBusiness Unit Director
Sep. 2015 - Feb. 2020MéxicoPROFESSIONAL EXPERIENCE
MSD (Merck Sharp & Dohme) 04/2010 – 02/2020
US-based public (NYSE: MRK) pharmaceutical company, ranked as 78th at Fortune 500 (2018), with revenues of 42.2B USD having a presence in 120 countries with 31 facilities and 70k employees.
Business Unit Director – Animal Health (CDMX, Mexico) 09/2015 – 02/2020
Accountable for a USD 18M/Yr Business Unit, reporting to the General Manager, leading a team of 4 direct reports (2 Marketing Managers, 1 Technical Manager, and 1 Sales Manager), 12 indirect collaborators. Led the implementation of strategies and action plans to convert opportunities detected in the niche market, ensuring short and long-term business results, achieving the Top 2 for the Mexican market in every portfolio
• Full BU P&L responsibility, improving overall business EBITDA in +4%, overachieving the expectations in Mexico for the first time in 5 years, and placing the BU as the #1 from a margin perspective within LATAM.
• Ability to overachieve 38% CARG in a 3-years’ timeframe while expectations were set at 15%; achieved through restructuring business model, distributions changes activities, and portfolio strategic plans.
• Successful sales growth of +350% in a record time of 3 years (plan was set for 5 years), from 5M to 18M USD/Yr, placing Mexico’s BU to rank at Top 15 worldwide (25th place prior) and Top 2 LATAM (5th place prior)
• Identification of opportunities for new businesses in the Mexican market, venturing into the government and specialized OTC sector for the first time, delivering an additional business of USD 1½M (2 years)
• Launched “Pet Fan” program (multichannel & digital marketing strategy), getting +10% sell-out vs sell in.
MerckBusiness Unit Manager CA & CAR - Ecuador
Mar. 2013 - Sep. 2015Venezuela-PanamaIn charge of developing and implementing strategies to achieve sales and profitability objectives in the countries, ensuring market share growth with effective leadership of a team of 8 direct reports (including marketing, technical, and sales) and 4 indirect collaborators. Reporting to the General Manager of the Region. Created a marketing plan adaptable to different countries' needs, placing core brands in clients' top of mind. Empowered internal and external sales teams through continuous technical sales and management development. • Successfully improved BU's net profitability by 10% through effective P&L management.
• Achieved +230% sales growth (from USD 3M in 2014 to USD 7M in 2015) through identifying new business opportunities, improving the distribution chain, and adjusting sales structure.
• Ability to reach 20% in savings on investment for 2 new products launch, through standardizing regional portfolio to improve resources impact, as well as research and prospecting for new products
Takeda Pharmaceuticals (formerly Nycomed)Portfolio Product Manager
Aug. 2009 - Mar. 2013Responsible for new Business Cases’ portfolio of USD 19m/Yr (OTC, Rx, COPD) planning structure as well as search for commercial alliances and representation of products from other companies. Reporting to the Managing Director, leading a team of 3 direct and 40 indirect collaborators. Coordination with the Sales Manager to implement marketing plans, guaranteeing the execution according to KPIs, which allowed to assure the franchise growth roadmap. Pre-launch DAXAS in the Venezuelan market, responsible for COPD Advisory Board.
• Successful startup on the entire respiratory portfolio (from scratch up to product commercialization) achieving USD 19M in sales FY2013.
• Ensured MS growth (double-digit) through the development of brand positioning in key audiences, based on brand benefit and a deep understanding of market needs.
• Successful re-launch of Ebastel© (Ebastina), taking its ranking from 45th position 2011 up to 5th place 2013.
• Generated portfolio brands “top of mind” (all brands showed MS >17%), creating marketing campaigns based on prescriber levels of adoptions by specialty under adequate market segmentation and targeting.
• Products’ launch on diverse markets (Rx and OTC), placing them at the Top 5 ranking in every category.
sanofi-aventisProdurct Manager
Mar. 2007 - Jun. 2009Venezuela• Managed the respiratory franchise strategy, designing plans that helped position the products in key audiences and launched line extensions in the Venezuelan market (Antihistamines, Antibiotics, Steroids).
• Along with the sales team, coordinated the implementation of the marketing tactics and guaranteed their compliance, obtaining an EI 109 (Evolution Index) at the end of the year for the franchise.
Schering-Plough PharmaceuticalsSales Representative / Marketing Trainee
Oct. 2005 - Mar. 2008Caracas VenezuelaMarketing Trainee • Designed the positioning and promotion strategy for the dermatological and respiratory franchise, focusing on key audiences, supporting the fulfillment of the sales goals of the business unit.
• Shared the promotional grid with the rest of the BU's products, prioritizing the positioning of the portfolio's products, through targeting and segmentation of the message and products in key audiences.
• Organized and directed the launch of new products for the line. Won the Shining Performance 2008. Sales Representative • Promoted products of the Cardiovascular line, achieving sales growth in the assigned area, through the implementation of activities and execution of marketing plans.
• Visualized new business opportunities and generated action plans for the penetration of brands in new pharmacies and businesses in the area.
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