Mario Fernandez

  • Madrid (Madrid) Spain

Summary

MD, Sales Manager with more than 8 year of experience with proven track record in new business development. Experience in liaising with senior personnel across functions, including at Director Level within clients organizations. Ability to negotiate complex contracts. Tenacious in building new business, securing customer loyalty, and forging strong relationships with external business partners. Exceptional mentor and coach.

Breadth of experience encompasses: Strategic Market Positioning, Contract Proposals/Negotiations, Key Client Retention, Solution Selling Strategies, Territory Growth/Development, Organizational Leadership, Team Building, High-Impact Sales Presentations..

Additional strengths and capabilities include: Fluent English, strategic view, high negotiation capacities, team management and  management skills.

Work History

Work History
2007 - Present

Sales Manager

Tpro

Main responsibilities: Interact with General and Commercial Direction to develop and implement sales strategies within the markets. Key account management, customer relationship development, and contract negotiations. Oversee all sales and business development functions, including offers (proposals, tenders). Provide cross-functional department coordination, from Budgeting and Operations departments for offers´ preparation to Financial, Legal and Export-import departments for the control and follow up of bank guarantees, contract check and letters of credit. Provide coaching and mentoring to agents (TPRO has agents both in Korea and in Taiwan). Coordinate TPRO´s Chinese subsidiary office (with a team of 17 employees under my supervision). Carry out daily tasks such as procurement, financial, engineering resources control, or human resources and other sales management functions.

Achievements: Sales over € 5.3 M

2005 - 2007

BD & Licensing Manager

Grunenthal

Main responsibilities: Design and implement company’s strategic vision in the short and mid term. Research and identify potential new business opportunities. Monitor competitor’s commercial actions. Evaluate product clinical phase and commercialization, making a follow up through specialized press. Patent situation analysis. Control and follow up of in and out licences under contract conditions. Present the company to other companies of the sector. Negotiate business cooperation opportunities with other laboratories. Lead internal evaluation of selected products.

Achievements: More than 80 pharmaceutical companies were visited and 1 licence in and 1 licence out contract was signed.

2003 - 2005

Technical Director

IBADEFARMA

Main responsibilities: Manage Exportations: Release of goods for exportation. Complete export declaration for the administration (Ministry of Health). Follow up of pharmaceutical alerts. Supervise GDP compliance (Good Distribution Practice).

             
2000 - 2005

Area Sales Manager

OMFE

Main responsibilities: Design and implement company’s international commercial policies in present countries. Research and identify potential new business opportunities by assisting to international trade shows and commercial missions. Consolidate existing markets with customer relationship development. Negotiate collaboration terms and conditions. Manage international marketing efforts and market information & trends analysis to expand existing business. Negotiate offers and payment terms. Supervise logistics. Prepare budgets for public tenders and adHoc offers. Manage and coordinate project teams in designated areas.

Procurement Management -

Main responsibilities: Research, audit and select new suppliers. Compare and negotiate offers from different suppliers, including delivery and payment terms. Execute orders, follow up and claim orders.

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Education

Education
2001 - 2003

Master

Universidad Politecnica de Madrid
1993 - 1999

GRADUATE in Pharmacy

Universidad Complutense de Madrid