Experience

MC-Rx

• United States
• Health and Human Services
• 1 - 100 Employee

• Group Vice President of Operations

  • Sep 2020 - Present

  Pharmacy Benefits Management Pharmacy Benefits Management



L&F PR Ventures, LLC

• San Juan, Puerto Rico

• Director, Strategy Development / Lead Consultant

  • Aug 2018 - Sep 2020

  Developed the vision and business model for a firm with the primary focus of providing consulting services in the evaluation of customer experiences practices with main focus in the Marketing, Sales and Organizational Effectiveness areas to small and medium-sized companies, across all commercial sectors including direct healthcare services. Lead organizational changes, drive SOPs implementation and establish governance expectations for client companies. • Restructured the commercial sales unit for waste collection Services Company with $15 M in annual sales and projected growth of 10-15%. Lead a team of eight associates and a cross-functional team (Human Resources, Finance, Operations, Sales, and Marketing). Advised on strategic marketing initiatives. o Outlined the marketing plan, business strategies, sales tactics, SOPs, efficiency initiatives, governance plans, performance indicators, reporting systems, job descriptions, vendor management, policies on pricing, RFPs and customer service structure. o Prepared the segmentation plan and reviewed profitability by segment. o Developed the recruitment process and training plan for the sales team and cross-functional staff. o Integrated technology platforms. o Evaluated and reviewed agreements and service contracts. o Created and implemented the Forecast Model and the Annual Business Planning Process. • Outlined the business plan to acquire a companionship services franchise involving research on health insurance coverage and potential market to establish viability. Developed pricing and promotional strategy. Other activities: contracting; growth strategies; financing options assessment; SOPs and marketing plan development. Show less



Pfizer

• United States
• Pharmaceutical Manufacturing
• 700 & Above Employee

• General Manager & SI Business Unit Lead

  • Nov 2015 - Jul 2018

  Handpicked to lead a medical devices company with $60M in annual revenues. Created expansion plan achieving 20% local market growth. Transitioned in the merger with Pfizer after 10 months to lead two business units and $70M in revenue. Direct Reports: Trade Senior Acct. Mgr., three Hospital Account Managers, and one Operations Associate. • Oversaw the legal due diligence process working with attorneys and the divestiture of several business units. • Turnaround initiatives: local customer service plan; collections SOPs; Demand Realization Taskforce; inventory systems (mins/max based on demand); performance baseline; growth potential; emergency plan; institutional alliances; contracting strategies; contract and pricing revisions. Key results: o Growth > 50% in two critical contracts (injectable portfolio); 3% over budget after merger. o Others: Divestiture-savings of $500K and $1M in the 1st and 2nd years; 30% increase in revenue; $700K in product launches; Antibiotics: 30% growth; Oncology: 40% growth. • Performed market and competitive analysis to establish local pricing strategy, local pricing strategy (different from the US) to offset disadvantages in Medicare funds and maximize sales volume. • Led OPEX cost reduction efforts (Contracting, Sales Force Capabilities, Warehouse & Logistics, Trade, and others). Show less



Eli Lilly and Company

• United States
• Pharmaceutical Manufacturing
• 700 & Above Employee

• • Jul 2014 - Feb 2015

  Development of the PR Affiliate Strategic Commercial Plan, including, Brand Strategy, Sales Force Structure, Resource Rrioritization, and New Product Launches. Accountable for a $200M P&L and leadership of Brand Mgrs., Market Research / Forecasting, New Product Mgr., and one Payer Marketing roles. Led cross functional efforts with Managed Health Services & Contracting, Medical & Sales Operations to drive execution. • Co- Chaired the Hispanic Marketing Group & Task Force within the US Affiliate focused on gathering insights, identifying touchpoints & outline patient journey for several vulnerable populations (ex. Diabetic patients among Hispanics in US)• Proposed and enabled revisions to internal processes aligned with desired customer experiences and using customer Insights. • Led the development of customer / patient journey models to identify areas of focus, touchpoints and sharpen marketing strategies to drive desired outcomes while maximizing investments. • Achieved 16% in demand and 100% profit above plan for the 2014 Affiliate’s performance.• Launched new driving Payer Marketing role and effectively pulled demand with mature products to protect business bottom line.• Drove the Diabetes Portfolio Customer Plan to optimize a $100M portfolio and launched two new products. • Improved productivity and increased demand maintaining 82% SOM in the biggest brand while impacting the late stage mature portfolio of several physical and mental health products. • Assumed the leadership in private and public segments of the Insulin portfolio obtaining exclusivity in the PR Health Reform representing 8% in total revenue while overcoming significant product shortages. • Project Champion for several Six Sigma projects. • Corporate representative for the PR Pharmaceutical Industry Association, Marketing Committee, member of the Commercial Committee.• Mentored, developed and promoted key talents into leadership roles in both Corporate and the US Affiliate. Show less

• • May 2010 - Jul 2014

  Directed sales and marketing strategies for the Oncology, Cardiovascular, Men’s Health and Osteoporosis divisions in Puerto Rico & USVI with P&L accountability of $30M in annual sales revenue and $6M marketing budget. Supervised three District Sales Managers, three Brand Managers, market research and forecasting specialists; indirect Reports: 25 Sales Representatives. • Repositioned the Oncology BU by refocusing sales execution to exceed the volume goal by 9% and thrusting the unit from #4 to #1 in customer experience perceptions. • Led the strategic process of understanding and gathering customer insights, developing customer journey and identifying critical touchpoints to drive desired outcomes with an optimized investment. • Led several brands from launch to LOE, achieving #1 & #2 SOM position in their respective markets. • Led two marketing partnerships and alliances with Daiichi Sankyo and Takeda for cardiovascular/diabetes drugs. • Exceeded annual goals and delivered significant growth vs. previous year (10% and 38% respectively). Exceeded expectations vs US with the cardiovascular drug, Effient. • Positioned Cialis as ED market Leader with main specialty and across the market vs Viagra as market leader. • Improved forecasting capability, reduced variability, and improved the ROI of market research investments. • Boosted career development opportunities that resulted in promotions within Corporate and the US Affiliate. Show less

• • Jun 2004 - Apr 2010

  Led a team of 10 marketing professionals among them: Brand Managers, Market Research Manager and Associate, Forecasting Analyst and Marketing Associate and Demand Associate. Coach team on the implementation of new marketing planning models, transitioning from Brand Focus only to Customer and Brand Focus. Effectively worked cross functionally to maximize opportunites that ended in incremental growth and revenew. Responsible for Brands in all the spectrum of the life cycle, Specialty and Primary Care & Consumer Focus. Effectively interacted with Creative and Media Agencies to create and balance the Portfolio Investments according to the prioritized brands. Worked with direct reports on monitoring performances as well as investments focusing on ROI performance. In alignement with the Sales Operations Team, developed the Direct Selling Strategy to maximze sales force capacity in high potential customers. Hel Show less



Eli Lilly

• Marketing

  • 1997 - 2010

  Thru this period I was able to occupy several roles withing Eli Lilly Marketing. From Marketing Associate with responsability for tactics development, Brand Manager with focus and responsability on Forecasting, Brand Leadership, and Portfolio Marketing Manager required to prioritze efforts, sharpen brand strategic focus and supervising and leading sevaral Brand Managers. Responsible for the Diabetes and Women's Health Portfolio. Effectively launching several products during this period, with outstanding performance for the Affiliate. One achiving 25% SOM, highest in the world for the Brand. Dealt with product shortages and able to maintain customer satisfaction and service thru difficult period, all of this while achiving plan for the portfolio and growing vs. previous year. Show less