Roberto Costa Email & Phone Number

São Paulo, Brazil

São Paulo, Brazil

Responsible for the areas such as: Strategic Pricing, Tenders, Sales Force Effectiveness, Commercial Performance, Market Access and RIG & PAG

Humlebæk, Capital Region, Denmark

• Identify the optimal business model for direct-to-consumer and e-commerce solutions• Project lead the design & implementation of end-to-end processes for direct-to-consumer and e-commerce solutions across markets• Manage process integrations between commerce solutions• Drive process improvements and operational efficiency gains across markets• Design, implement and track operational KPIs related to Direct Sales Channel

São Paulo, São Paulo, Brasil

Lead the Team in the execution of the responsibilities of Commercial Planning & Strategy, Sales Operation and Performance for Primary Care, Generics and Specialty Care.• Lead daily sales operations, comprehending Commercial needs and how we address action plans with all Business Units and others company areas• Work with Marketing, Finance, Supply, Trade and other areas in the company focusing on the achievement of monthly sales goals and how to solve any issues or identify opportunities to accomplish sales targets• Define how Sell In, Sell Out and SIT performance will be measured, identify performance discrepancies and discuss with commercial team action plans to improve it• Translate BU strategies into executable plans focused on Brand Strategy, Go to Market and Segmentation• Lead commercial performance routines and guarantee high level standard for each report through an unified BI Platform• Lead S&OP Cycle from Commercial perspective looking at Demand Review (SO and SI) and Inventory Phasings

São Paulo, São Paulo, Brazil

Lead the team in the execution of the responsibilities of Commercial Sales Operation.• Manage daily sales operations, comprehending KAMs needs and how we interact with all Business Units and others company areas• Work with Marketing, Finance, Supply, Trade and other areas in the company focusing on the achievement of monthly sales goals• Define how Sell In and SIT performance will be measured, evaluate commercial proposals effectiveness, track direct clients Sell In, identify performance discrepancies and discuss with commercial team action plans to improve it• Coordinate reports routines and guarantee high level standard for each report through an unified BI Platform• Support S&OP Cycle from Commercial perspective looking at SI Review, SO performance and SIT Phasings

São Paulo, Sp, Brazil

Coordinate a team in the execution of the responsibilities as follow below:• Work with Sell In team managing daily sales operations, comprehending KAMs needs and how we interact with all Business Units and others company areas• Work with marketing, finance, supply and other areas in the company focusing on the achievement of monthly sales goals and how to solve any issues or identify opportunities to accomplish sales targets• Define how Sell In performance will be measured, evaluate commercial proposals effectiveness, track direct clients Sell In, Sell Out and Stock levels, identify performance discrepancies and discuss with commercial team action plans to improve it• Responsible to translate BUs needs to Sell In team and define which actions should be prioritized• Coordinate reports routines and guarantee high level standard for each report• Support performance tracking for Joint Business Plan clients

São Paulo, São Paulo, Brazil

Responsibilities:• Delivery analysis and complete diagnosis of Key Accounts in order to increase the participation of medicines and support business decisions• Understand in a broad way the possible solutions that Amgen can provide to the Key Accounts (risk sharing, RWE studies, innovative projects, marketing and commercial actions)• Manage KPIs focused on Key Accounts• Construction and approval of Key Accounts P&L including annual sales target• Design and manage the processes and applications for Commercial Area ManagementRepresentative Accomplishments:• Lead and implemented as PO a new integrated commercial order model through a tailormade web plataform for order management from Hospitals, Wholesalers and Amgen• Designed from scratch commercial decks and dashboards to support plan sales strategy and decision-making for Directors and KAM’s• Developed and implemented an account segmentation based on complex analitical methodology in order to design strategics that meet specific client needs’• Implemented internal processes such as Sales Insights, Business Review Meetings and Backlog Prioritization for Commercial Area Management

São Paulo, São Paulo, Brazil

Responsibilities:• Management, customization and development of improvements in the CRM and BI system (Tableau, Salesforce.com; Veeva)• Drove competitor analysis that support business decisions for Directories and GNV’s • Planned and implemented training program to sales force assuring their adoption to Analytical tools• Developed and monitored KPIs focused on each business model• Sales force Deployment and Sizing• Suppliers Management: (IMS, Close-up, Nielsen, Neogrid and Veeva)Representative Accomplishments:• Implemented a new web analytics plataform (Tableau) in Brazil, for retail and non-retail market, enabling Sales Force Team and Marketing Area to have full scope view of account/Reps performances and market insights• Designed dashboards to support plan sales strategy and decision-making (Accounts and Products Performance, CRM, Prescription and Market Share) for Directors, District Managers, Sales Rep and Marketing. • Developed and implemented a Balanced Scorecard (BSC) to evaluate Reps across teams based on multi KPI's (Ranking and One Page Report)

São Paulo, São Paulo, Brazil

Responsibilities:• Developed strategic reports (Sell out, Sell in, Weeks of Stock) for Retail and Grocery Channels in order to get insights to drive revenue growth (systems: Neogrid, Business Object, Retail Link)• As the National Sales Key User, supported Field Sales Force to mitigate technical problems in the sales system and SAP• Developed and Conducted the Perfect Store Training for MerchandisersRepresentative Accomplishments:• Improved network infrastructure sales administration area, accelerating over 10 times the speed of loading data and terrific increase in area efficiency• Developed strategic reports (Sell out, Sell in, Weeks of Stock) for Retail in order to delivery insights to Business Management Team

São Paulo, São Paulo, Brazil

Responsibilities:• Conducted a project to reduce overhead costs and develop better practices in DTS (Direct to Store) project• Conducted a Pay for Performance program in order to incentive Distributors to achieve targets • Managed the Budget Area (Budget Holder) and responsible for RTM payment process• Developed strategic analysis and recommendation that led to growth in sales (Neogrid, BI, Nielsen)Representative Accomplishments:• Reduced by 20% the monthly DTS car costs (gas and damages) in 2016• Developed RTM Cockpit(Scorecard) that led future sales decision making based on improvement opportunities.

Thousand Oaks, California, Usa

Responsibilities:• Conducted spend analysis that led to savings and future decision making • Developed strategic data analysis and created outputs (graph, spreadsheet, presentation)• Conducted RFP in Ariba for Marketing Research & Data projectsRepresentative Accomplishments:• Identified and estimated $3 million saving opportunity related to Analytics Rate Card Project• Recommended 2016 incremental savings opportunities for Intercontinental Region worth $0.3 million• Recommended a new model suggesting how Amgen should structure the call center category• Assisted in the catalog of current Market Research and Data outsourced projects to be completed at Onyx

Bauru, São Paulo, Brazil

Bachelor Of Engineering (Be), Industrial Engineering, Gpa 3.8

1 year-and-half Academic experience in USA sponsored by Capes through Science without Borders Program (SwB). International life experience.

Bacharel, Production Engineering, 8.0 (Top 1 Gpa)

Activities and Societies: Teacher Assistant in Element Machine Class for 1 year100% scholarship (ProUni) Bachelors degree in Production.