Washington Costa Email & Phone Number

São Paulo, Brazil

Responsible for leading a team around 280 employees of MKT, Sales, Finance, Supply Chain, Purchase, Legal, Medical, IT, Commercial Excellence, Regulatory, Compliance, BI and Trade MKT. Revenue around than 130 million dollars in 2021.• Defined the business strategy and plan for both countries with the Senior VP. Assure that the functional and enable areas will be able to build & implement the business plan to deliver sustainable results in short, middle, and long term protect the P&L improving the EBIT, bring innovation & new opportunities for the business.• Led the harmonization and integration the Merck Health business inside at P&G Health.• Supported the P&G culture transformation in an entire team of Merck Legacy, applying the PVP’s, Stewardship and Governance model.

Brazil | Mexico

Responsible for leading a team around 300 employees of MKT, Sales, Finance, Supply Chain, Purchase, Legal, Medical, IT, Regulatory, Compliance, BI and Trade MKT. Revenue around than 110 million euros in 2018.• Defined the business strategy assuring that the functional & enable areas will be able to build and implement the business plan to deliver sustainable results in short, middle, long term protect the P&L improving sales the EBIT.• Increased sales from 2017 to 2019 more than +18% and profit more than 25%.

São Paulo

Reporting for the Brazil GM from 2012 to 2014 and Mexico GM from 2014 to 2017, I led team about 377 employees of sales, medical detailing, and merchandisers. Reporting directly to me 5 National Managers. (Medical Detailing, Wholesalers, Retail, Trade MKT and Administrative Manager).• Led the go to mkt strategy business with the GM, Board of Finance and Marketing prospecting for new business and acquisitions. • Revenue of $ 80 million in Euros in 2015, sales force automation, medical sales, merchandising and training, ensuring the efficiency Trade Policy for distribution channels and strategy execution and P & L management, strategy, Trade, and vendor deals in 20 major customers.

São Paulo Y Alrededores, Brasil

Responsible to assure the KPI´s (IBT, Trade Discount, Net Sales, Inventories, Distribution);As a Sales Director, responsible for coordinating National Sales Manager, Sales Manager, Sales Administrative area, Sales force Team and Trade Marketing Manager area;Responsible to assure the results of sales Brazil and motivate all team to reach the goals;Responsible to optimize the operations and make them more productive; Interface with the Marketing Department, product launching, point of sales and distribution strategies;Aggressive sales positioning, development of strategic and tactical planning in the prospection of new business opportunities, promotion of new products, services and market niches;

São Paulo Y Alrededores, Brasil

Reporting directy to the local president I was responsable for all sales plan Brazil- Restructururing team of sales and implementation of performance indicators of sales- Trade policy by distribution channel strategy and execution plan- Management Vendor an P&L in 20 major customers- Responsable for the implementation of Operation Logistcs directly with leading distributors in their own model - Dealing with other areas: Launch products, inventory Management, Production Planning, HR, Legal, Finance, logistcs, communication and epecially marketing strategy.

Set-up, with the Commercial Director, of a new marketing policy, benefits plan, product strategies and merchandising, making operations in Brazil more dynamic;Re-structuring of Sales Branches and detailing, optimizing their operations and making them more productive;Participation in international meetings with presentations of subjects related with the Marketing and Commercial Department such as: Sales Development, Forecast, Budget, Sales Promotion, Marketing Plan, Sales Plan, etc;Differentiated efforts, making the switch from Rx to OTC products and operating with both distribution channels, maximizing efforts, fostering doctors and customers fidelity thus generating greater demand. Monitoring of market research such as: Close-Up, IMS, Nilsen, ECR, Genexis;Space Management / Category Management / Job Business Plan;Excellence in POS - Improve Sales in the largest Pharmacy Chain;First Satisfaction Customer Research;

Responsible for MG, RJ, ES, DF, GO, MT State (60% of total net sales Brazil the Labs. Anakol );Surpassed Sales Objectives all years (110% vs. Budget) and FY2004 (115% vs. Budget) and FY 2005 ( 118% vs. Budget);Increased Core Brands (Kolynos) Market Share in 1993 to 1995;Developed and implemented Sales Training Program;Direct involvement with mega-promotions, such as: Kolynos in the “Caminhão do Faustão”; formula Kolynos cup, and others events;Development of key customers – coordinating sales policy, marketing strategy, promotion and merchandising through the implementation of Trade Marketing initiatives;Interface with the Marketing Department, product launching, point of sales and distribution strategies;

Responsible for management 8 salesman and 15 sales promoters in MG;Training sales force team to reach the results;Developed and implemented the new policy to consumer products and work together with sales team in Minas Gerais to reach the goals;

Responsibility for the local and regional sales;Direct involvement with mega-promotions, such as: Kolynos in the “Caminhão do Faustão”; formula 1 sponsorship, Kolynos cup, and others;Development of key customers – coordinating marketing policy, marketing strategy, promotion and merchandising through the implementation of Trade Marketing initiatives;

Leading Global Growth Through Innovation Program, Business

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Mba, Business Administration Graduate

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