Alexandra Silva
Iberia Trade Account Manager
Cascais,11
Summary
- I am a professional with 18 years of experience in the Sales Market, which has allowed me to become a dynamic Sales Manager with a strong record of achievement in driving sales growth and providing leadership to a large Sales Team. I am tenacious in building new business and securing customer loyalty in a highly competitive sector of the healthcare industry. Furthermore, I have been able to:
- Quickly recognize opportunities to provide appropriate coaching and mentorship to further develop the skills and performance of the Sales Team
- Develop the ability to make decisions, set priorities and choose a course of action based on cost-benefit analysis, alignment with the business strategy, and analysis of the potential risk vs. return
- Foster collaboration, synergies and share of information and resources in order to build a stronger organization
- Develop a proven track record of building solid relationships with key customers to enhance generating sales and product recommendation Most recently I took over the entire iberia channel trade in order to strategically align all stakeholders with business objectives.
Overview
21
21
years of professional experience
Work History
Iberia Trade Account Manager
LIFESCAN - JOHNSON & JOHNSON DIABETES SOLUTIONS COMPANIES
01.2019 - Current
- As Account Manager my principal responsibility is the management of the trade channel. In this function I need to act together with Wholesalers and with the specialized professional distributors, to provide our product and services and assure alignment with the strategy for this channel.
- In this function I assume the promise to ensure the specific goals of the group, while maintaining an effective and efficient job of: Implementation, tracking and execution of our commercial plans in the territory and with knowledge of the entire situation, market, products, services and our competition.
- Another goal is developing promotional activities within my area of responsibility, capturing and communicating the desires of everyone we serve.
- Beside assist in all demand planning duties including estimating future product demand, analyzing inventory flow, and developing forecast models.
- Key Accomplishments:
- Recognition for the excellent work in implementing the distributors' business model in managing the transition from the consumer business to Lifescan that allowed us to fulfill one of the key points identified in the company's plans.
Area Sales Manager / Regional Business Manager / Sales Supervisor
LIFESCAN - JOHNSON & JOHNSON DIABETES SOLUTIONS COMPANIES
02.2012 - 12.2018
- As Area Sales Manager I managed a team of sales rep ranging from Leiria to the Algarve, including the Azores and Madeira Islands. In this role, I supervised sales and business development functions, budget management, key account management, and customer relationship development with Regional and National KOLs. As a team manager, my role was to assess individual performance and provide the necessary training, coaching, and mentoring to ensure strong results. I was also responsible for achieving forecasted growth by conceiving and implementing successful business strategies that are in line with the company’s vision.
- Key Accomplishments:
- Conceived and implemented structural changes on the Sales Force, that allowed the company’s business to increase its presence and recommendations with key customers
- Effectively managed major periods of change that involved both personnel and product lines and subsequently finding ways to increase market share year after year
- Over the years, I have developed several strong relationships with some of the company’s most influential professionals in the Portuguese diabetes market
- Assured compliance by practising and encouraging the practice of appropriate corporate policies and procedures
Sales Representative
LIFESCAN - JOHNSON & JOHNSON, DIABETES CARE COMPANIES
03.2008 - 02.2012
- As a Sales Representative, my major responsibility was to increase sales and recommendations referent to Pharmacists, GPs, Endocrinologists and Diabetes Educators. I have strengthened product awareness through educational events, and implemented innovative business strategies to foster and build up sales, always acting with rigorous respect for the company’s plans and procedures.
- Key Accomplishments:
- As a Sales Representative, I was able to increase the business market share each year (even above individual goals)
- Recipient of the Grand Award / Sales Representative of the Year (2010)
Sales Area / Technical Sales Representative
GENETEST – BIOCODEX, INCUBATOR FOR LIFE SCIENCES BUSINESS CORP.
01.2006 - 03.2008
- As a Technical Sales Representative, my major responsibilities were to develop and implement a sales strategy in the Pulmonology, Cardiology and Gynecology business areas, to achieve company sales objectives within my area of responsibility, and to create privileged commercial relations with the main hospitals in the south of Portugal.
- Key Accomplishments:
- Built a key client portfolio through strong prospection activities
Sales Representative
BIAL
01.2005 - 09.2005
- I started my professional experience in the Sales Area by promoting the prescription and recommendation of pharmaceutical products to GPs.
- Initiated new business relationships, along with enhancing existing customer trust, that developed new forms of sustainability for the company’s business
Education
Executive MBA AESE -
AESE – BUSINESS SCHOOL
07.2018
Post-Graduation - Pharmaceutical Marketing & Business Development
ISEG – LISBON SCHOOL OF ECONOMICS & MANAGEMENT
07.2008
Biotechnological Engineering - undefined
ULHT - UNIVERSIDADE LUSÓFONA DE HUMANIDADES E TECNOLOGIAS
12.2004
Skills
Software & Hardware
Additional Information
....
Interests
Quote
Your time is limited, so don’t waste it living someone else’s life.
Steve Jobs
Timeline
Iberia Trade Account Manager
LIFESCAN - JOHNSON & JOHNSON DIABETES SOLUTIONS COMPANIES
01.2019 - Current
Area Sales Manager / Regional Business Manager / Sales Supervisor
LIFESCAN - JOHNSON & JOHNSON DIABETES SOLUTIONS COMPANIES
02.2012 - 12.2018
Sales Representative
LIFESCAN - JOHNSON & JOHNSON, DIABETES CARE COMPANIES
03.2008 - 02.2012
Sales Area / Technical Sales Representative
GENETEST – BIOCODEX, INCUBATOR FOR LIFE SCIENCES BUSINESS CORP.
01.2006 - 03.2008
Sales Representative
BIAL
01.2005 - 09.2005
Post-Graduation - Pharmaceutical Marketing & Business Development
ISEG – LISBON SCHOOL OF ECONOMICS & MANAGEMENT
Biotechnological Engineering - undefined
ULHT - UNIVERSIDADE LUSÓFONA DE HUMANIDADES E TECNOLOGIAS
Executive MBA AESE -
AESE – BUSINESS SCHOOL
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