Experience

Cepsa S.A.

• Ecuador
• Oil and Gas
• 100 - 200 Employee

• General Manager

  • Nov 2022 - Present

  Restructuring the whole operation to reach required profitability levels. Realigning sales and marketing approaches to recover market share and top of mind positions. Optimizing organizational structure and processes to have a leaner and faster company. Restructuring the whole operation to reach required profitability levels. Realigning sales and marketing approaches to recover market share and top of mind positions. Optimizing organizational structure and processes to have a leaner and faster company.



Pharmedical

• Ecuador
• Wholesale Drugs and Sundries
• 1 - 100 Employee

• Health Care Consultant

  • Oct 2021 - Jan 2023

  Structuring the commercial area of the company implementing big pharma processes and metrics. Guiding and implementing marketing campaigns to gain incremental business and market share with milks formulas; food supplements and respiratory products. Supporting the supply chain management to achieve working capital efficiencies and cash position. Implementing budget control processes to ensure topline and expense lines achievement. Implementing innovation projects to increase top line sales focusing efforts in large patient base and high potential pharmacies. Giving support to new BD projects to increase value of product portfolio. Show less



Maxima Medical

• Brazil
• Repair and Maintenance
• 1 - 100 Employee

• Health Care Consultant

  • Mar 2021 - Aug 2021

  Restructuring the company´s strategy and processes to focus sales on private sector business in the absence of public sales due to COVID crisis. Implemented big pharma sales processes in a medium size family business. Restructuring the company´s strategy and processes to focus sales on private sector business in the absence of public sales due to COVID crisis. Implemented big pharma sales processes in a medium size family business.



Glenmark Pharmaceuticals

• India
• Pharmaceutical Manufacturing
• 700 & Above Employee

• Vice President & Head Upper LATAM

  • Nov 2016 - Mar 2021

  - Reporting to the president of Europe and Emerging Markets, I was responsible for achieving the Sales, Ebit and Cash goals of the Region comprised of Mexico, Colombia, Ecuador, Peru, Caribbean and Venezuela.- Responsible for leading the company's strategic plan for the next 5 years in terms of the portfolio and resources necessary to double the size of the business.- I outlined the expansion strategy to other countries in the region, launching the Colombian operation from scratch, moving the Ecuador affiliate from a distributor model to its own operation and defining the expansion plan for Central America.- I fulfilled the same functions of the previous position, now in a larger cluster.- Achieved sales growth from USD 23.7 Mio in 2017-18 to USD 32 Mio in 2020-21. Headcount 187 Show less

• General Manager Andes Caribe

  • Dec 2014 - Nov 2016

  - Reporting to the Senior VP Latam I was responsible for achieving the goals of Sales, Ebit and Cash in the region comprised by Ecuador, Peru, Caribbean and Venezuela. - I defined the company's portfolio strategy both with internal developments and negotiating licensing and brand acquisitions, doubling the number of products in key markets.- I approved and supported the execution of marketing plans for key products in all the countries of my region, building power brands in the Respiratory and Dermatology markets. - I defined the staff development strategy to have a solid succession plan. - I actively participated in the S&OP processes to ensure an efficient flow of key products, reducing backorders and increasing the level of customer service. - I managed to maintain the level of sales at USD 11 Mio despite the closure of the operation in Venezuela. Headcount 120. Show less

• General Manager Venezuela

  • Aug 2008 - Dec 2014

  - Reporting to VP Latam I was responsible for opening and developing the operation in Venezuela.- I created the legal entity complying with all the requirements within the local and corporate compliance.- I achieved the pharmaceutical permits required to operate, transferring the sanitary registrations from the distributor to the company and leading the registration of all the products that would make up the portfolio.- I defined commercial policies leading contacts with wholesalers and pharmacy chains to gain market access.- I led the creation of product marketing plans and corporate communication campaigns for market access.- I implemented corporate financial and administrative policies and processes.- I conducted the hiring of all the personnel that would be part of this endeavor, reaching a headcount of 68 people.- I managed to grow sales from zero in 2010 to USD 78 Mio in 2014-15. - I was a recipient of the Chairman Award 2012 and 2014 for being one of the few operations to break even in the second year of operation and consecutive double-digit growth.- Due to the collapse of Venezuela, I was responsible for closing the operation. Show less



Schering-Plough Venezuela

• Business Unit Manager

  • Jan 2003 - Jul 2008

  - Reporting to the General Manager I was responsible for achieving the sales goals of the division managing 80 people and 40% of the total business in the country. - I took the division with USD 9.4 Mio in 2003 and brought it to USD 42.8 Mio in 2007 after having led and implemented the merger with the Key Division.- I led the Latin American committee for diversified products proposing and coordinating strategies for this group of products for the entire region.

• Regional Sales Manager

  • May 2001 - Jan 2003

  Reporting to the Division Director, I was responsible for 51% of the sales of the business unit, leading 22 sales representatives in the Caracas and East region of Venezuela.

• Senior Product Manager

  • May 2000 - May 2001

  Reporting to the Division Director, I was responsible for the design and execution of the marketing plans of the brands under my charge.



Schering-Plough

• Belgium
• Pharmaceutical Manufacturing
• 1 - 100 Employee

• Product Manager

  • Jan 2000 - May 2000

  Reporting to the Marketing Director of Latam I was responsible for the alignment of regional marketing strategies. Reporting to the Marketing Director of Latam I was responsible for the alignment of regional marketing strategies.

• Medical Sales Representative

  • May 1999 - Sep 1999

  Reporting to the Chicago District Manager, I was responsible for achieving the market share goals of the products in my charge Reporting to the Chicago District Manager, I was responsible for achieving the market share goals of the products in my charge



Schering-Plough Ecuador

• Product Manager

  • Apr 1997 - Apr 1998

  Reporting to the Division Manager, I was responsible for designing and implementing the marketing strategies of the division's key products

• Marketing Assistant

  • Mar 1996 - Mar 1997

  Reporting to the Division Manager, I was responsible for coordinating the market analysis of the division's key products, as well as the implementation of the logistics processes for promotional materials and the calculation of commissions for the sales representatives

• Medical Sales Representative

  • Nov 1995 - Mar 1996

  Reporting to the Sierra and South District Manager I was responsible for achieving the market share goals of the key products of my division