Experience

KimiPharma Group

• Portugal
• Pharmaceutical Manufacturing
• 1 - 100 Employee

• Head of Marketing and Sales

  • Aug 2021 - Present

  Head of Marketing & Sales for Kimipharma Group. Reporting to the Managing Director my objective is to maximize the presence in pharma market by bringing health to life through high quality medical solutions. Kimpharma Group is a leading Company in Animal Health, in Portugal and Spain, looking to extended the business to human health. Head of Marketing & Sales for Kimipharma Group. Reporting to the Managing Director my objective is to maximize the presence in pharma market by bringing health to life through high quality medical solutions. Kimpharma Group is a leading Company in Animal Health, in Portugal and Spain, looking to extended the business to human health.



Dawa Life Sciences

• Kenya
• Pharmaceutical Manufacturing
• 200 - 300 Employee

• Marketing & Sales Head Pharma Division

  • Jul 2019 - Jul 2021

  Reporting to the CEO I was invited by DAWA Pharma a division of Dawa Life Sciences to setup the Marketing Department, to perform a sales team reorganization based on actual business models, play as a transformational agent to improve organization standards and accelerate Company Digitalization. I’m responsible Branded Division and Essential Health Division, with a total business of 64 Mio US$ (private & public sector), Marketing Department and Customer Service. Dawa is a leading pharmaceutical Company focus on Kenyan market and EAST Africa. Objectives Accomplished: • Create a Marketing Department with three product and implement portfolio alignment based on therapeutic areas and market potential • Implementation of Sales Force Restructured Project: Sales Force sizing / territorial alignment in all business lines that was able to revert sales trending showing growth above market, mitigating Covid impact. • Implementation of budget process (Sales & Promotion) • Portfolio alignment and pipeline re-definition focusing on NCD diseases which are two digit growth in Kenya. • Define and implement Company Business strategy with more focus on branded products to sustain Company performance. • Implementation of team incentive structure • Accelerate digital transformation with execution on 10 webinars in 2020 with an average attendees of 500 HCP.



Merck Portugal

• Portugal
• Pharmaceutical Manufacturing
• 1 - 100 Employee

• Country Launch Leader & Business Unit Director – TA Neurology & Immunology

  • 2014 - Apr 2019

  Focus on Neurology Business to maximize the launch of MAVENCLAD and to focus on Immunology pipeline. Reporting to the CEO, with a structure of 10 people (4 KAM’s, 2 PM’s and 3 nurses) I aim to do a remarkable launch by leading and inspiring the team to dare to be bold, vibrant, making difference on patients’ life through internal and external advocacy, believe and passion. I also had the opportunity to work on the digital transformation of the Company.Objective Accomplished: • I was able to achieve a strong alignment by leading the different support functions (medical / MAP / Reg / Finance) through an accountability spirit where team means 1+1=3.• -Working together with MAP achieved MAVENCLAD reimbursement in 264 days.• Working with Medical and MAP 69% of the hospitals included MAVENCLAD on the hospital list in 6 months.• Strong success on MAVENCLAD launch with 40% above financial target and all KPI’s overachieved.• N&I Digital Transformation - “Increase Digital Footprint Project”: - Digital Sales Force Training Program (elearning & Gamification). - Digital eLearning Course for HCP’s to improve immunology knowledge. - Digital DTP program (alEM historias) to increase patient awareness and Merck digital footprint.- Connect2Merck.

• Business Unit Director – TA Neurology & Immunology | Fertility | Endocrinology

  • Dec 2007 - 2014

  As a Business Unit Director for Neurology & Immunology in Merck Portugal with a total sale of 17Mio€, with a direct report to the CEO and a dot line to the Regional Business Franchise Leader, I represent Merck among internal and external stakeholders and I was responsible for the development of Biopharma Neurology Business in country operations adapting global into local strategies relevant for Portuguese customers and Patients. Additional responsibilities were related with people development and P&L Management.Objectives Accomplished -N&I• Build TA structure (commercial and medical) & implement Key Account and MSL model. • Develop strategic marketing for TA products and implement pharma economic value proposition to prevent product price erosion. • Rebif LCM (RebiSmart / Rebif Multidose).• Launch of an innovative Patient Support Program – RebiCare to improve patient adherence (increased from 60% to 89%). • I developed alternative contracting models (ACM) by the translation of clinical benefits in economic value, to address hospitals negotiations and avoid price erosion.• Change sales trend of Rebif from negative to positive (2 digits growth).- Fertility • LCM Fertility business – Market Leadership with 36% MS. • Launch of Fertility Technologies.- Endocrinology & Rare Disease• Launch of Kuvan (rare diseases) - Business Development • I was responsible for the negotiation and agreement for co-promotion of Lyrica with Pfizer, to maximize N&I capabilities.



Abbott

• United States
• Hospitals and Health Care
• 700 & Above Employee

• International Marketing Manager - Metabolic & Diabetes

  • Aug 2005 - Jul 2007

  In August 2005, due to the success of the business in Portugal and deep market knowledge I was invited to take on an assignment as an International role supporting the business for the three commercial regions (Europe, Latin America/Canada and Asia) and develop Global Strategy for Reductil. Before this position I was already member of the European and Global Product Team. As International Marketing Manager I was responsible for the support for the all non-US markets along with the responsibility of the development and implementation of the following projects:- Product Life Cycle Management• Strategic and regulatory evaluation for the launch of family extension for Reductil (sibutramine) production viability and patent protection process.• Strategic and financial evaluation of price reduction for sibutramine, including market sensitivity analyses, competitors’ impact and project pilots successfully implemented in 2006 and 2007.• Move local to Global Product Strategy.• 2nd Brand & authorized generics – strategic and regulatory evaluation.- Strategic Marketing• Development of a global core message and strategy for the brand Reductil. Successfully implementation of the product amongst the different affiliate locations. • Development and implementation of the Global Strategic Brand Plan based on the market assumptions (generics, new competitors and regulatory changes).• Dissemination of countries best practices to capitalize investments and reduce costs. • Implementation with success of a new price strategies for the brand.• Development and implementation of the Publication Plan based on the Strategic Brand Plan. Continuous follow up in order to maximize the ROI and dissemination through affiliates support with key business strategies. • Development and implementation of Brand Communication Plan (2007 and 2008).

• Affiliate Office Business Unit Manager Metabolic & Cardiovascular

  • Jun 2001 - Aug 2005

  In Jun 2001, due to the Knolls acquisition, I was invited to become responsible for the Metabolic and Cardiovascular Unit involving the report of a one Product Manager and a Hospital Sales Force. During this period, as my role as a Business Unit Manager, I was responsible for the development and successfully implementation of different projects, namely: • Reductil’s launch in the Portuguese market. Market leader since the first month in the market with a MS of 59% and actual MS of 72%.• Development of strong relations with and within the Medical Societies (Cardiologist, Endocrinologist, Dialectologist and Obesity).• Sales Force Management.• Company Qualification Process – Implementation of the “New Products Introduction” proceedings.



BASF

• Germany
• Chemical Manufacturing
• 700 & Above Employee

• Product Manager (Boots Portfolio – Pain & Psychiatry Business)

  • Sep 1995 - Jun 2001

  Due to the Boots acquisition, I was nominated as the Product Manager for Boots Products – Brufen, Froden, Protidene and Reductil. During this period, I was responsible for the following projects: • Repositioning of the Brufen Brand as the most safety NSAID’s (Brufen achieved the position of units market leader in 1999). • Successfully launched Brufen Granules (family extension) and TransAct. Objectives accomplished • Brufen sales grew from 3 Mio Euros to 5 Mio Euros which represents 67% of growth. • Brufen achieved market leadership in 1999. • TransAct achieved 2nd place in the M1Amarket


Boots UK
• United Kingdom
• Retail
• 700 & Above Employee
• Representative

  • May 1990 - Sep 1995

Grupo Alter
• Spain
• Pharmaceutical Manufacturing
• 400 - 500 Employee
• Representative

  • May 1988 - May 1990