Edu Rocha Email & Phone Number

São Paulo, Brasil

Responsible for the operation of the Union of Brazilian Pharmacies (Unifabra), composed of 16 networks operating in eight states. The networks collectively generated approximately R$ 1.7 billion in revenue (Data CPP/IQVIA/Mat-Aug/22).• Faced key challenges at Unifabra, including contributing to the expansion of the organization, both organically and through increasing the number of members. I also collaborated in redefining the Strategic Plan and consolidating partnerships between the… Show more Responsible for the operation of the Union of Brazilian Pharmacies (Unifabra), composed of 16 networks operating in eight states. The networks collectively generated approximately R$ 1.7 billion in revenue (Data CPP/IQVIA/Mat-Aug/22).• Faced key challenges at Unifabra, including contributing to the expansion of the organization, both organically and through increasing the number of members. I also collaborated in redefining the Strategic Plan and consolidating partnerships between the organization and the Pharmaceutical Industry, Consumer Goods, Hygiene & Beauty, and their Distributors, as well as other business partners.• Responsible for leading and constructing the Strategic Planning process, defining short, medium, and long-term goals and objectives, as well as the Vision, Mission, and Values of the Association.• Conducted the launch event of the Association's Strategic Plan, with the physical presence of over 300 Executives from the Pharmaceutical Industry, Consumer Goods, Hygiene & Beauty, Nutrition, and other sectors.• Introduced the Association to over 80 clients, including Pharmaceutical Laboratories, Consumer Goods, Hygiene & Beauty, Nutrition industries, and others. In doing so, I highlighted the relevance and excellent results, well above market average, of the Association to a market that had not yet fully recognized its importance and potential.• Created the Unifabra Partners Club, a new source of funds and direct investment contributions from clients to the Association, developing a novel model for generating financial revenues.• Expanded the membership base by bringing in a new member from a state where the organization did not have a physical presence.• Implemented the automation of cooperative orders for members by introducing electronic systems aimed at reducing human errors, increasing productivity, and expediting the decision-making process in negotiations with suppliers of the Affiliated Networks. Show less

São Paulo Area, Brazil

Responsible for structuring commercial offers, services and special projects, aiming to meet the specific interests and demands for Strategic Partners, Information Providers, Pharmacy Chains, Retail Distributors, Hospitals and others, Associations representing the sector in accordance with confidentiality rules and GPDL managed by IQVIA in Latin America Region (that accounts with 18 countries; Mexico, Central America, Caribbean and Latin America, excluding countries without Diplomatic Relations… Show more Responsible for structuring commercial offers, services and special projects, aiming to meet the specific interests and demands for Strategic Partners, Information Providers, Pharmacy Chains, Retail Distributors, Hospitals and others, Associations representing the sector in accordance with confidentiality rules and GPDL managed by IQVIA in Latin America Region (that accounts with 18 countries; Mexico, Central America, Caribbean and Latin America, excluding countries without Diplomatic Relations with the USA). In seven years, I developed the Strategic Partner Relationship Department robust and innovative solutions in order to strengthen and create commercial and strategic ties between IQVIA and its more than two thousand Partners, obtaining major cost savings for IQVIA and providing strategic solutions for decision-making by Networks, Distributors and Class Representative Associations. For seven years I achieved all the financial objectives planned for the department, exceeding the targets year after year, reaching the end of the seventh year to contribute 10% of the financial results of the Information & Analysis Department, this revenue was zero at the time of the creation of the area. Developed and implemented areas of Client Services, Training, Business Support & Development and Consulting in order to implement innovative solutions based on real market data aimed at providing insights and recommendations to improve the performance and productivity of Strategic Partners. Represented IQVIA in more than 300 corporate events for Associations, Unions, Universities, Strategic Partners and other market stakeholders. Additionally, I made more than 400 face-to-face visits to strategic partners in Brazil, Latin America, USA and Europe. I obtained recognition from the American Headquarters as “State of the Art” in the management and development of the Strategic Partner Relationship Department (Networks, Distributors and Associations representatives of Health environment). Show less

Sao Paulo

Netfarma, a Retail sector startup conceived by five prominent entrepreneurs in the Pharmaceutical market, along with Executive Marcio Kumruian (owner of Netshoes), was an online company focused on e-commerce of Well-being, Health, and Consumer products.• Responsible for structuring offerings related to the commercialization of advertising spaces on the company's website, establishing strategic partnerships with clients in the Healthcare chain, and creating assurances for the full… Show more Netfarma, a Retail sector startup conceived by five prominent entrepreneurs in the Pharmaceutical market, along with Executive Marcio Kumruian (owner of Netshoes), was an online company focused on e-commerce of Well-being, Health, and Consumer products.• Responsible for structuring offerings related to the commercialization of advertising spaces on the company's website, establishing strategic partnerships with clients in the Healthcare chain, and creating assurances for the full support of commercial partners and end customers in e-commerce. Show less

São Paulo

Hero Nutritionals is an American company based in California, USA. It pioneered the market segment of Adult and Children's Nutritional Supplementation in gummy format and has since maintained global leadership with brands such as Yummi Bears, Yummi Bears Organics, Slice of Life, among others.• Led the startup process of the company in Brazil in 2013. Among my responsibilities, I highlight the definition of the portfolio, business plans, commercial strategies, marketing, and… Show more Hero Nutritionals is an American company based in California, USA. It pioneered the market segment of Adult and Children's Nutritional Supplementation in gummy format and has since maintained global leadership with brands such as Yummi Bears, Yummi Bears Organics, Slice of Life, among others.• Led the startup process of the company in Brazil in 2013. Among my responsibilities, I highlight the definition of the portfolio, business plans, commercial strategies, marketing, and communication (media, merchandising, and digital strategies, including social media) for the launch of the company in Brazil.• Responsible for assembling the local team, establishing B2B commercial partnerships, developing distribution channels (Retail and Wholesale), and managing relationships with the importer and the company's headquarters in the USA. I was responsible for introducing Gummy Vitamins, a product format that did not exist in the Brazilian market, to Brazil. Show less

São Paulo

The Astellas Pharma Co. is one of the largest Pharmaceutical companies in Japan, leading in the development and research in the fields of Urology, Oncology, and Dermatology.• Led the commercial launch of the company during its startup phase. My main responsibilities included the development and leadership of the Sales structure, Business Support (Market Intelligence and Sales Force Productivity), and the Development/Negotiation of New Products and Strategic Partnerships with national… Show more The Astellas Pharma Co. is one of the largest Pharmaceutical companies in Japan, leading in the development and research in the fields of Urology, Oncology, and Dermatology.• Led the commercial launch of the company during its startup phase. My main responsibilities included the development and leadership of the Sales structure, Business Support (Market Intelligence and Sales Force Productivity), and the Development/Negotiation of New Products and Strategic Partnerships with national laboratories. In this role, I actively contributed to achieving 100% of the objectives set for the year, meeting all budget and planned cost targets. Show less

São Paulo

IMS Health is the global leader in providing services and supplying data to clients in the pharmaceutical chain, operating in over 110 countries, with an annual revenue exceeding US$15 billion (year 2022).• Promoted the reengineering of the company, being the first Executive hired by the new CEO. At that time, I contributed by bringing in more than ten market Executives for key positions in the company. Also, as Commercial Director, I increased IMS Health Brazil's revenue by over 300% in… Show more IMS Health is the global leader in providing services and supplying data to clients in the pharmaceutical chain, operating in over 110 countries, with an annual revenue exceeding US$15 billion (year 2022).• Promoted the reengineering of the company, being the first Executive hired by the new CEO. At that time, I contributed by bringing in more than ten market Executives for key positions in the company. Also, as Commercial Director, I increased IMS Health Brazil's revenue by over 300% in just over six years.• In this role, I was responsible for the Commercial area of Consulting & Services, encompassing client prospecting, as well as the development and executive supervision of projects. Key areas of focus included Sales Force Effectiveness, Promotional Management (Ad-hoc Studies, Medical Radar), Distribution Management, Sales Force sizing and alignment, Performance Management, and Training Programs and Professional Development in the Pharmaceutical sector developed using simulators (AREKS/IMS Academy).• I had under my responsibility a team of Analysts, Trainers, and Consultants. In 2006, I won the IMS Latin America Solutions Specialist of the Year award for the launch and implementation of the IMS Medical Radar offering in Brazil. In 2007, 2008, and 2009, I was consecutively awarded the IMS Americas 100% Club Prize, granted to Sales Executives who exceeded 100% of the established goals for the previous year (equivalent to approximately 2% of the total company employees with sales targets).• Before taking on the role of Director of Consulting & Services (in May 2007), I led the entire Sales team at IMS Health Brazil. In this role, I sought to understand the clients' needs and align IMS tools with these requirements. I also experienced various market realities, learned about Marketing and Sales strategies of various clients (both national and multinational), and built an extensive network of relationships in the pharmaceutical sector. Show less

São Paulo

Bristol-Myers Squibb is one of the largest pharmaceutical companies in the world, with an annual revenue of about US$15 billion and operations in dozens of therapeutic areas. I worked in the Strategic Planning and Marketing department, where I was responsible for structuring the Health Management area (Market Access). In 1998, I was awarded the Aventure-se Prize as the Best Hospital Representative for B-MS in Brazil.

Pós-Graduação, Gestão De Economia Na Saúde, 9,40

Economia da Saúde/Farmacoeconomia

Pós-Graduação, Marketing Estratégico, 8,57

Marketing Estratégico

Bacharelado, Comunicação Social, Relações Públicas, 7,35

Relações Públicas