Senior Business and Distribution Manager
Olympus Optical do Brasil
OLYMPUS OPTICAL DO BRASIL – March 2007 up to present.
# Senior Business and Distriburion Manager.
Equipment Japanese Company for Surgical and Endoscope procedures – Reponsible for bringing and implementing the Gyrus/ACMI, a USD 2.4 billions worldwide company, which has recently bought from Olympus. He also is reorganizing the whole distribution and geographical coverage for Distributors and Clients. He is also creating a new Distribution model for selling, metrics, evaluation and accompanying Sales Distribution acting in the field. Metrics and negotiation are fundamentals qualification for this position, also sales and trust ability
IDG MEDICAL – Assessoring and Planning of Sales and Marketing and Distribution
# Sales and Marketing Director of IDG Medical – 2003 to 2007.
In this position I had the opportunity to build the whole infra-structure to start up the IDG Medical -Assessoring and Planning of Sales and Marketing and Distribution. I set up the all issues related to Regulatory Affairs, Finance, Marketing, Sales, Customer Relationship and Strategic Planning. I achieved a 225% sales growing compared to previous year, 2004. We are the most recognized and respected Distributor working at the Hospital Medical market, being a Johnson & Johnson Professional Products Distributor. Our main Companies are: Codman-Neurosurgery, Endo-Surgery-Laparoscopic Surgeries, Sterrad-Sterilization Equipment, Ethicon-products for all procedures, W Health-Gynecoly; Medex-Catheters, and Lifescan-Glicose meters. We also worked as a Consultant Company in the Strategic Planning for Medical Hospital Market.JOHNSON & JOHNSON PROFESSIONAL PRODUCTS - 1986 To 2003
# Marketing Manager – 2003
Working for JJPP Brazil, a USD 105 millions Company, within the Corporate Business organization, this position worked with all Corporate Business areas and Franchises to provide key corporate accounts with information and a service that strengthen Johnson and Johnson's position in the market place and extends the level of service provided by JNJ versus the competition.
# E Business Manager - 2001 to 2002
Responsible for changing all the J&J Professional Products Culture.
USD – 15 millions of savings. Leading a USD 100 million e-Business Company my responsibilities are: Implementation of regional strategies (e-Marketing, e-Commerce and e-Operations), at the local level and development and management of local e-business plan. Identification and formation of local partnership/alliances as well as environment monitoring. Set up organization and governance structure. Develop and oversee local policies and procedures. Coordination with local legal council. Data collection. Monitor measurements. Transform overall JJPP’s “brick and mortar” operation into Web Business model.
To change the Company Business’ structure I was leader of five implementation groups such as:
–E BUSINESS COUNCIL GROUP – 9 BOARD MEMBERS,
–E BUSINESS MARKETING GROUP– 15 MARKETING AND SALES PEOPLE,
–E-COMMERCE’S IMPLEMENTATION GROUP – 5 PEOPLE,
–DISTRIBUTION CHANNEL REDESINGING – 4 DIRECTORS,
–JJPP’S MARKETING RESEARCH ,
–LEADER OF SIGNATURE OF QUALITY SUBMISSION GROUP – 9 PEOPLE
# Franchise Manager - Joint Venture/ Acquisition of Bard’s Business - 2000
Responsible for evaluating and assessment the Urology Brazilian Market focusing on Financial Analysis, Marketing Dimension, Competitors, Marketing Opportunities and Bard’s Image. The product portfolios of this division were those focused on Urology markets such as Urine Bags and Foley Catheters, Urethral Stents and Laser Segments. After a very deep analysis, I concluded that this acquisition would not be appropriate regarding its image, territory coverage and profitability.
# Marketing Manager – ETHICON - 1997 to 1999
Ability for using the marketing mix as the focus (four “Ps” concept) I obtained excellent results by key product groups, making use of support strategies such as promotional materials, congresses, training courses, videos, brochures, as well as hiring and setting up marketing group people. Responsible for an account of US$ 44 millions of revenue. Winner of Johnson & Johnson Worldwide Advertising Festival in 1999 and J&J Professional Products “EXCELLENCE AWARD” – Best Latin America Campaign 1998. USD 10 million
# Franchise Manager - CODMAN AND ORTHOPAEDICS – 1997
At that time I developed Codman’s* neural surgical as well as Orthopedics* products, which are related to the prosthesis. On this franchise I had the great responsibility to evaluate this business. After one year of intensive marketing research and assessment, I concluded that the best way to develop this business would be introducing its products as a pilot plan just in São Paulo market. The Board Members very well accepted this strategy because it would avoid tremendous unnecessary expenses.
# Business Manager - CODMAN AND ORTHOPAEDICS - 1996
In this position, I attended the Orthopedics course in Boston, during two weeks, obtaining knowledge about orthopedics’ products, anatomy and kinematics systems. I was in charge of looking for the best Sales Team to start the prosthesis and orthopedics franchise, identifying the three best sales reps. in this area. I also prepared all the necessary documentation required by the Health Ministry, as well as recognized, identified and choose the products which would attend the Brazilian’s market needs, and the main target accounts.
# Product Group Manager - ETHICON – 1994 to 1995
Reporting to Marketing Director, all surgical product groups and Advertising/ Promotion Department were under my responsibility. With a staff of six people - Three Product Managers, one Secretary and three Advertising and Promotion Supervisors.
# Product Manager – ETHICON / ENDO SURGERY - 1992 to 1994
Reporting to Product Group Manager, all absorbable sutures, which represented 50% of revenue of this Division, around US 20 million, were under my responsibility. At this time I made the first Latin America product launching, Monocryl suture, recognized and utilized the strategic and brochures by all Latin America countries, United States, Portugal and Spain. I also worked at Ethicon Endo Surgery Division as a Product Manager launching products directed to Laparoscopy Surgeries.
# Sales Manager - ETHICON - 1990 to 1992
Leading nine sales representatives in São Paulo, responsible for US$ 1.2 million revenue per month whose six people were promoted in three years time (period). My main responsibilities, besides reaching sales goals, were re-organization the Distribution channels, training and development of the whole team in sales techniques, establishing contracts with key hospitals, coaching in field. In 1991, I was the Brazilian Winner in the “Brazilian Sales Manager Contest” – USD 12 million a year
# Specialized/ Technical Sales Representative - ETHICON -1986 to 1990
At that time I was a best sales representative in 1988 e the Sales Champion in. In 1990 I was promoted to Product Manager. Attending a 45 days sutures course bringing in prominence products, surgeries, JJ’s policies, and product applications, hospital dynamics etc. Able to promote and introduce differentiated products in hospitals such as:Hospital das Clínicas, Santa Casa de São Paulo, Sírio Libanês, Albert Einstein, Prefeitura de São Paulo, etc. In 1989, I was the Brazilian Winner in the “Brazilian Sales Representatives Contest”