Fernando Marino - Bsc, Mba Email & Phone Number

São Paulo Area, Brazil

Responsible for establishing Glaukos initial organizational infrastructure, debut operations and go-to-market strategy in Brazil.

São Paulo Area, Brazil

Supporting Brazil medical strategy and execution of global medical affairs plan for oncology & hematology existing franchise and new technology introductions. Responsible for Ad Board development, HCP engagement, speaker training, MSL support, patient support initiatives, and management of field operations under compliance championship procedures.

Campinas Area, Brazil

Managed the integration of prescription business with direct responsibility for sales and marketing, strategic planning and P&L. Led overall marketing team and renewed leadership placed in key marketing positions at regular product lines (OTC, generics and branded-generics). Promoted the startup operations of the ophthalmic business unit with line responsibility for the whole company P&L valuing BRL$ 400 million net sales.

São Paulo Area, Brazil

Key member of the Executive Management Team hired to help a Latin American group in the transition phase from a family owned dental company to a private equity company. Direct responsibility for the commercial operations, strategy, marketing services, sales back-office, training and business intelligence areas. Key duties encompassed turn-around, structural changes, business model review and start-up of professional business and operations required to remove critical growth restrictions. Strong contribution with finance, industrial, business development and HR peers in establishing internal policies, corporate governance model, job descriptions, strategic planning, S&OP tools and implementation of ERP-SAP system. Reporting to the General Manager, accounted for 100 people and annual sales of BRL$ 60 million.

São Paulo Area, Brazil

Has joined the company in 2001 and rapidly promoted to head net sales US$ 110 million Brazil Pharmacare business unit enterprise, leading 94 staff in sales, marketing, training, market research and medical areas. Defined three-year strategy and marketing/profit plans for eye care products, garnering buy-in from top management and regional LACAR team. Reporting to the General Manager, and recognized for building a high performance driven organization, was the company’s “President Award” winner in 2004. Added Bolivian distribution operations in 2008, acting as Country Manager.

São Paulo Area, Brazil

Managed product groups in urology, woman`s health and gastrointestinal areas. Quickly invited to manage portfolio of priority brands in respiratory franchise representing around US$ 90 million sales. Responsibility for the strategic planning, annual budget, product life-cycle management, setting objectives and KPIs, day-to-day management and financial results, leadership of product managers, interface with headquarters in global projects for the country specific and for LATAM region. Reporting to the Marketing Manager, has successfully introduced leading brands in the market, promoted double-digit sales growth year-over-year and acted as fast-paced executive in managing projects and coordinating marketing initiatives to support the three-year strategic plan aiming the co-promotion alliance with Pfizer in COPD market. Assigned as the Latin American representative for the international marketing sub-team for strategy development, new devices design and alternatives therapies for the use of propellant gases in aerosol therapy.

São Paulo Area, Brazil

Transitioned to the Pharmaceutical Division to manage woman`s health, urology & oncology franchise, and CNS pharmaceutical brandings with sales valuing US$13 million. Reporting to the Marketing Manager, has fostered a new treatment concept in urology, repositioned global product by using scientific experience and knowledge to change perception among the KOL; Expanded the market in BPH (benign prostatic hyperplasia), developed demand creation programs and PR activities, and expedited sales performance using partnerships with medical societies and key influencers, then doubling the sales in the first year to US$ 3.8 million. Managed licensed Lupron-Takeda franchise and expanded brand penetration to oncology by launching the 7.5mg presentation, with sales surpassing the target in 44%.

São Paulo Area, Brazil

As Scientific Manager for hospital products division, acted as business partner for the marketing and sales team by providing medical/marketing support and directions for business strategic decisions and tactical plans related to the whole product portfolio including anesthetics, pediatric biopharmaceuticals, medical nutritionals, medical devices, critical care punctures and disposables, infusion systems. Ensured support to registration and to regulatory activities, provided earlier analysis of new products and innovative therapeutic procedures, developed pharmacovigilance reporting system, prepared training handbooks and medical lectures to the sales force, interacted with QA/call center, structured medical information services, liaised with medical societies and KOL for advocacy training sessions locally and abroad, organized educational symposia, attended internal and external customer meetings and medical congresses, implemented post-marketing studies and international phase II/III clinical trials for biologics, supported access strategy with HMOs/payers and medical institutions by using health economics and scientific publications for value proposition purposes. Was the LATAM headquarter representative for all pre-launch clinical trials involving the biopharmaceutical pulmonary surfactant – Survanta, the high technology anesthetic Sevorane, and the Ross ready-to-use enteral nutrition product franchise. Active medical affairs function to help accelerated business growth.

São Paulo Area, Brazil

Coordinated local phase IV studies for promotional purposes and implemented international phase II/III clinical trials in the areas of cardiology, woman`s health and immunology. Responsible to assure sales force training for pharmacovigilance procedures, to provide medical lectures to the sales team and to assist the Medical Director in local issues.

Latin America

Assisted the LATAM Regional Medical Director in the implementation and control of more than 30 phase II/III multi-centric international clinical trials in the region, generating scientific data for NDA submission and for local countries regulatory registration dossiers. Therapeutic areas of immunology, woman`s health, neuroscience, biologics and antiinfectives (rotavirus vaccines), gastrointestinal and rheumatology. LATAM countries under responsibility: Argentina, Brazil, Chile, Colombia, Mexico, Peru, Uruguay and Venezuela.

Latin America

Pioneering in implementing GCP standards and FDA guidelines in LATAM region, has conducted 22 phase II/III international clinical trials projects in a number of therapeutic areas (cardiology, rheumatology and immunology) in Argentina, Brazil and Mexico with direct responsibility for the protocol adherence and the administrative/financial management of all study centers.

Mba - In Company, Business Management - Pharmaceutical Industry

Mba, Marketing

Activities and Societies: Executive volunteer at GESC Institute - Social management activities

Post Graduate, Business Administration

Graduation, Bachelor Of Science, Bachelor In Biomedicine

Activities and Societies: Member of the Regional Council of Biomedicine - SPSpecialization: Clinical Pharmacology & Microbiology