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Work Background
MedtronicDirector Commercial Excellence Latinamerica
Feb. 2021 - Aug. 2022Bogota,D.C., Capital District, ColombiaMajor Accountabilities: Collaborate with Latin America leadership teams to develop and execute data-driven strategies to enhance commercial competitiveness within countries. Lead LATAM Commercial Excellence team that provides sales reporting, sales enablement systems and incentives plans for all region countries using data analytics tools and techniques. Achievements: Increased commercial training coverage across LATAM by 100% to 61% of teams using data analysis and feedback. Accelerated salesforce.com implementation resulting in a 66% reduction in average sales cycle time using data visualization and optimization. Effectively centralized sales incentives calculation for +1200 LATAM commercial employees, improving accuracy and recognition in sales performance using data modeling and automation.
Green Health ColombiaChief Commercial Officer (CCO)
Apr. 2019 - Feb. 2020Bogotá, Bogotá D.C. Department, ColombiaMajor Accountabilities: Create data-driven portfolio marketing strategy to drive sales growth and meet top line sales targets using data analysis and optimization methods. Analyze and segment target markets using data sources and tools and quantify market potential and opportunities using data modeling and forecasting techniques. Build and maintain international commercial relationships using data insights and communication skills. Achievements: Developed a 5-year portfolio strategy using data analysis and forecasting methods. Negotiated international supply deals for Brazil and Uruguay. Secured a strategic alliance with major cosmetic company in Colombia to co- develop new products based on cannabis for local and international markets using data research and collaboration skills.
Novartis OncologyHematology Business Franchise Head Ecuador-Peru
Apr. 2018 - Feb. 2019Quito, Pichincha, EcuadorMajor Accountabilities: Achieve top line business objectives using data-driven insights and actions. Motivate teams to create and execute a data-informed strategic vision for portfolio. Coordinate cross-functional efforts to address market unmet needs using data analysis and solutions. Maintain high-level relationship with customers/marketplace using data communication and feedback. Achievements: 1) Established Hematology portfolio defense strategy from generic erosion in Ecuador.
Novartis OncologyAML Brand Lead Latinamerica & Canada
Sep. 2017 - Apr. 2018East Hanover, New JerseyMajor Accountabilities: Align global strategy, assess market potential using data science methods and prioritize launch markets in Latin America & Canada using AI models. Partner with cross-functional teams to develop and support country strategy using data collaboration and communication. Promote regional and country workspaces to plan and execute successful launches using data platforms and tools. Achievements: Re-negotiated sales ambition in key LACAN markets, increasing Rydapt peak 5-Yr sales forecast from 4M USD to >20M USD using data analysis and forecasting techniques. Engaged global and regional teams to engage Brazilian regulatory authorities, transforming a regulatory constraint for Rydapt into fast-track approval, anticipating brand launch in Brazil by 6 months. Ensured local Launch Excellence in key countries, by co-developing and hosting a brand launch event.
Novartis OncologyHematology Business Franchise Head for Ecuador & Peru
Jan. 2016 - Aug. 2017Quito, Pichincha, EcuadorMajor Accountabilities: Achieve top line business objectives using data-driven insights and actions. Motivate teams to create and execute a data-informed strategic vision for portfolio. Coordinate cross-functional efforts to address market unmet needs using data analysis and solutions. Maintain high-level relationship with customers/marketplace using data communication and feedback. Achievements: Increased portfolio sales growth from 9M USD Revenue to 13M USD using data optimization and growth strategies. Successfully re-launched abandoned brands with >3M USD sales potential, doubling sales during the first year of re-launch using data research and marketing tactics. Enhanced quality of brand strategic plans, reinforcing market and stakeholder analysis using data sources and tools. Fostered and developed high potential from sales position to brand manager using coaching and mentoring skills.
RochePharmaceutical Sales Representative Manager
Jul. 2015 - Dec. 2015ColombiaMajor Accountabilities: Guarantee brand strategy execution and sales target delivery in HER2+ Great Cancer markets. Coach Sales Force on performance in-field on selling techniques, strategy and market analysis based on treatment and patient flow. Identify and develop future talent pool. Achievements: 1) 2015 sales targets exceeded by +4%. 2) Implemented scientific communication selling technique in team, integrating clinical evidence with hospital treatment guidelines.
RocheOncology Senior Brand Manager
Jan. 2010 - Jun. 2015Bogota, ColombiaMajor Accountabilities: Achieve portfolio Business Top-line and Bottom-line objectives. Build local brand strategy, based on quantitative and qualitative analysis. Engage internal cross-functional teams to adapt and execute brand strategy. Engage key stakeholders to connect brand solutions with patient needs. Define and manage promotional budget. Achievements: Achieved Revenue >10M USD and >60% market share between 2013 and 2014. Launch of new indication generating +15% additional growth vs. projected figures in 2014. Doubled revenue for mature product Xeloda from 1.4M USD to 3.7M USD.
sanofi-aventisPatient Support Program Coordinator
Apr. 2007 - Jul. 2009Bogota, ColombiaMajor Accountabilities: - Design and implement strategies to increase patient adherence to treatment. - Design operation processes and ensure implementation. - Lead Call Center team in execution of program. Achievements: 1) Increased patient adherence to therapy by 5%, through the improvement and execution of lead generation calls for registration into support programmes. 2) Supported patient adherence to therapy through the creation of an online health key metrics platform. 3) Successfully reduced operational costs by 20%, maintaining service standards. 4) Successfully consolidated operation from 2 independent contractors into a streamlined call center.
WyethField Force Effectiveness Coordinator
Jul. 2004 - Mar. 2007Bogota, Colombia
NovartisSales Force Incentives Analyst
Aug. 2001 - May. 2004Bogota
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