Eliandro Fileni Email & Phone Number

Brazil

Reporting to International Sales Director (Germany)Responsible for managing and serving customers in Latin America (distributors, doctors and private and public hospitals).Management of sales operations for the public market (bids/tenders) and private (including Large Hospital Chains).Management of direct sales and distribution channels.Restructuring of the network of international distributors in Latin America.Responsible for reestablishing specific action plans in accordance to the demands of each Latin American Country, in synergy with the company's growth strategy, observing regulatory needs, portfolio management, distribution chain, market share and sales growth. Responsible for ensuring that commercial, fiscal, and regulatory aspects of sales operations are met.Responsible for marketing actions in the region, including portfolio assessment, product launches, marketing campaigns, pricing policies, distributors and regulatory management besides attending international conferences.

● Reporte VP Américas e CEO Dinamarca.● Responsável pela Gestão de Vendas no Brasil e América Latina, venda direta ou indireta (via distribuição) de produtos e serviços, com foco ao atendimento a hospitais públicos e privados, operadoras de saúde, convênios, médicos, indústria farmacêutica e de Dispositivos Médicos.● Reestruturação da rede de distribuidores LATAM, ênfase em: Brasil, México, Colômbia, Chile e Equador.● Responsável por estabelecer planos de ação em sinergia com a estratégia de crescimento da Corporação para a região, bem como estruturar setor de prestação de serviços a hospitais públicos e privados, traçando business plans específicos, incluindo avaliação de portfólio, estratégia regulatória, precificação, análise de margens, ações de marketing, gestão de rede de clientes e análise de performance, além de alianças estratégicas com players globais.● Responsável por garantir que aspectos comerciais, fiscais, de serviço, regulatórios e de compliance das operações sejam cumpridos.● Reestruturação da rede de distribuição nos principais mercados da América Latina, incluindo Brasil, Colômbia, México, Equador, Chile, Paraguai.● Estabelecimento de canal de serviços direto e indireto para atendimento à região. ● Participação em processos de licitação: México, Equador.● Estabelecimento de contas corporativas na região com parceiros estratégicos da Companhia.● Aumento do faturamento.

América Latina

Reporting to the CEO/Latam DirectorResponsible for managing and serving customers abroad (distributors, doctors and private and public hospitals).Management of international sales operations for the public market (bids) and private (including Large Hospital Networks).Management of direct sales and distribution channels.Restructuring of the network of international distributors in Latin America with a focus on Brazil, Mexico, Argentina, Colombia, Chile and Peru.Responsible for establishing action plans in synergy with the company's growth strategy for each market, drawing specific business plans for each region's demand.Responsible for ensuring that commercial, fiscal and regulatory aspects of export operations are met.Responsible for marketing actions in the region, including portfolio assessment, product launches, marketing campaigns, pricing policies, distributor and regulatory management besides participation in international conferences.

Responsible for the Customer Service and Sales Administration Management of Brazilian and Colombian offices, managing team of 12 employees.Management of National and International Sales Operations of the Company, leading sales department and respective customer service staff for Brazil and Colombian commercial office; strategic planning, sales forecast monitoring and control, P&L Statement, budgets and profit analysis. Establishment and follow up of sales planning strategies, including regulatory affairs, sales demand analysis, distribution agreement, marketing operations, sales campaigns, sales forecasts, quotations and inventory optimization, businesses feasibility analysis and market intelligence. Implementation of Quality Management System at Colombian Unit, besides establishment of Commercial/Financial Policy and corporate marketing strategies.International Relations aiming the negotiation of distribution arguments for the Brazilian and Latin American markets, including businesses plans design and analysis, market evaluation, product and brand launch campaigns, pricing building. Restructuring of customer portfolio, focusing on key accounts, and also of customer service department, with the purpose of reducing operational costs and to reach commercial and service indexes targets, obtained in synergy with Supply Chain, Production Planning and Control, Financial, S&OP, Quality and Regulatory departments. Responsible for the viability business analysis, through costs, margins, sell in and sell our pricing analysis, and territory conflicts evaluation.Responsible for assuring the commercial, financial, regulatory and compliance qualification of the customers are done in accordance to the corporate directives.Sponsor of the Project which recovered the sales growth after economic and medical devices sector crises in Brazil, promoting healthy sales, improving sales margin and results with consequently EBITDA and Operating Cash Flow improvement.

Legal Representative of Colombian Branch assuming strategic role, aiming the reduction of the customers’ credit exposure and accounts receivable maximizing the business volume.Management of multidisciplinary team with 6 employees in Brazil and Colombia, responsible for opening Latin American Markets, restructuring the Colombian office and recovering the unit’s revenue, increasing the sales volume in more than R$ 2,5MM for the management first year besides significantly reducing the accounts receivable.Responsible for restructuring the quality management system and recertification of the Colombian Branch according to local sanitary authority directives (INVIMA), in addition to stablishing distribution agreements with key-customers at Colombia, Ecuador, Argentina, México, Nicaragua among other countries.Management of Regulatory Staff with the purpose of registering medical devices in Latin American Countries, to mention a few: México, Colombia, Argentina, Peru, Brazil. Sponsor of the project which represented the highest turnover of the department in 2015, increasing the revenue in more than R$ 7MM if compared with the previous year.

Development of suppliers of finished and semi-finished products (medical devices), raw materials and services, qualified under Brazilian Sanitary Authority - ANVISA Normative; responsible for agreements negotiations, market analysis and business plans designs.Quality management assurance audits conducted in international providers facilities’ as China, Taiwan, Spain, Italy, France and Finland, acting as leader auditor under the Brazilian Normative Standard RDC 16/2013.Responsible for the introduction into the Brazilian Market of trademarks and products, establishing marketing, regulatory and commercial strategies.

Responsible for the administrative restructuring of the department, reorganizing staff’s position and competences, direct management of Customer Service Department, post sales and billing department, managing a team of 7 direct employees.Negotiation of distribution agreements with Brazilian key account customers, stablishing sales volumes, commercial and production forecasts, profit analysis, territory evaluation and business feasibility analysis.

Responsible for Market opening in Latin America (México, Argentina) and Middle East (Iran and Turkey), directly interface with customers, European Notify Bodies and Sanitary Authorities.Head of the Project which represented the increase of the export Department turnover in more than 100%, leading the projects which recovered international certifications and product’s certifications as CE Mark.Implementation of the marketing opening feasibility Project, contemplating regulatory, supply capacity, portfolio launching analysis and ROI measurement.

Responsible for processing indent orders for Latin American Customers like Brazil, Argentina, Peru, Chile, Ecuador, Colombia etc., organizing shipments of different facilities from North America, Asia and Europe to Latin American countries, as Pirelli, Goodyear, 3M, Continental, Braskem, Chevron, Petrobras, among others.Direct interface between the Customer and manufacturing facilities in China, Europe, Latin and North America, administrating activities directly linked with global accounts and customers.Development of “paperless” project, aiming the reduction of printed purchase orders of national and International customers.Sponsor of “SAMPLES” project which aimed to measure the expenses the company had to send samples of chemical products to national and international customers and check if the ROI covered the costs, the project showed that the company used to have a very low percentage of return over the investment on shipping samples and thus changed its samples consent policy.

Master Of Business Administration - Mba, Commercial Inteligence

Master Of Business Administration - Mba, Business Management

Graduação Em Administração De Empresas, Business Administration And Management, General