Ernani Prila Occiano
Accomplished Sales Leader | Market Access | Key Accounts
Calamba,LAG
Summary
Transformational commercial leader with over 23 years of experience in the pharmaceutical specialty business, encompassing Oncology, Cardiology, Neuroscience, Dermatology, Psychiatry, and Gastroenterology, as well as the FMCG and nutrition sectors. Proven track record in driving revenue growth, developing market access strategies, and managing key accounts while fostering team development. Expertise in facilitating cross-functional collaborations and crafting innovative patient-access solutions that result in high-impact commercial strategies. Committed to leveraging extensive industry knowledge to deliver exceptional results and enhance organizational performance.
Overview
24
24
years of professional experience
4
4
Certifications
Work History
National Sales Manager
Wellesta Pharma (Buergli Inc.)
06.2025 - Current
- - Spearhead national sales strategies, enhancing market access for healthcare companies in the Philippines.
- - Cultivate strong partnerships with clients, ensuring ethical and transparent business practices.
- - Solidify market shares in Psychiatry and Gastroenterology through targeted sales initiatives.
- - Develop and mentor a high-performing sales team, fostering a culture of trust and collaboration.
- - Salesforce Optimization: Implemented as part of start up company, SFE tools (KEA CRM), boosting rep productivity by 22% (Q3 2025).
- - KOL engagement: Established advisory board with 8 top psychiatrists to guide brand strategy
Lead, Healthcare Solutions & Market Access
Novartis Healthcare Philippines, Inc.
12.2024 - 05.2025
- - Designed and implemented innovative access initiatives to strengthen Service Delivery Networks and improve patient pathways.
- - Collaborated with government and private sector stakeholders to drive Health System Strengthening and expand patient access to oncology care.
- - Enabled sustainable access models through strategic partnerships, policy engagement, and ecosystem development.
National Sales Manager, Pet Specialty Retail
Royal Canin Philippines (a division of Mars Petcare)
11.2023 - 11.2024
- - Led a 28M USD sales team (General/Key Accounts, E-commerce, Distributors), achieving targets via coaching and SFE optimization.
- - Revenue Leadership: Delivered $28M annual sales (+12% vs target) via e-commerce/specialty retail stores optimization
National Key Account Manager/Patient Access Lead – Oncology
AstraZeneca Pharmaceuticals Philippines
12.2019 - 10.2023
- - Launched multilateral partnerships (e.g., Intellicare/Avega, Pru Life UK) for lung cancer patient support.
- - Led strategic planning and execution for AstraZeneca’s Oncology Key Accounts, driving a 23% year-over-year revenue growth to a total of $18.5M
- - Collaborated closely with cross-functional teams to execute bottom-up forecasting, ensuring accurate demand planning and proactive variance management.
- - Conceptualized and launched a patient support program for lung cancer, successfully enrolling nearly 150 new patients.
PH Country Lead – (Stroke Care Program Manager)
Boehringer Ingelheim Philippines, Inc
09.2018 - 11.2019
- - Led a cross-functional team of 5, delivering revenue targets for Actilyse.
- - Executed stroke care programs, improving timely treatment and patient outcomes.
- - Secured product access through strategic hospital negotiations and government partnerships (DOH, PHIC).
- - Contributed to national stroke policy development and pathway optimization.
- - Drove operational plan execution and stakeholder engagement across key accounts.
District Manager II – (Infant Nutrition)
Mead Johnson Nutrition Phils/Reckitt Benckiser Philippines Inc
06.2015 - 08.2018
- - Led regional medical and trade teams across South Luzon, managing portfolios worth over ₱2.1B in annual sales.
- - Directed ethical promotions and collaborated with marketing for full execution of brand activities.
- - Oversaw distributor operations to drive customer reach, merchandising, and market penetration.
- - Managed team development, resource allocation, and sales force engagement to achieve top-line and bottom-line targets.
Senior District Business Manager – Neuroscience
GlaxoSmithKline Philippines
01.2010 - 01.2015
- - Achieved 4 consecutive years of 100% sales targets achievement, earning multiple Gold Awards and market dominance (49% epilepsy share).
Brand Manager – CNS Franchise
GlaxoSmithKline Philippines
01.2009 - 01.2010
- - Launched and managed Keppra & Lamictal, driving Keppra to become the #1 Anti-Epilepsy Brand.
Medical Representative to District Sales Manager
GlaxoSmithKline Philippines
01.2002 - 01.2009
- - Progressed from field sales to leadership, managing teams and optimizing district performance.
Education
Bachelor of Science in Business Administration - Legal Management
Ateneo De Naga University
01.1997
Skills
Strategic market expansion
Key account management
Market Access & Patient-Centric Solutions
Sales Team Leadership & Coaching
Sales growth strategy
Government & Private Sector Partnerships
Sales performance analysis
Recruitment and selection
Sales presentations
Team development
Certification
- 4 D’s of Execution (2012)
References
Available upon request.
Accomplishments
- Sales & Performance Excellence
- Presidential Excellence Awards (2010, 2011 – GSK)
- Sales Award – Gold (2010–2014 – GSK)
- Presidential Club Member (2011 – GSK)
- Special Citations for CNS Performance & Team Excellence (2013, 2014 – GSK)
- Medical Sales Director Award (2017 – Mead Johnson)
- District Manager of the Year – Bronze (2017 – Mead Johnson)
- Cross-Functional Team of the Year (2021 – AstraZeneca)
- Top Performer Recognition
- Distribution & Salesman of the Year (1998 – Unilever)
- MR Achievers & YTD Awards (2000–2003 – Bayer & UCB)
- District Manager YTD Achiever & Brand Bestseller Awards (2007–2008 – UCB)
- Business Development & Innovation
- Special Citation – Infant Formula Category (2016 – Mead Johnson)
Ultrarunning, Trailrunning
Hobbies & Interests
Passionate about the outdoors, I find energy and clarity in mountain trails and open spaces. This hobby serves as a personal reset, helping me recharge and stay focused through solo endurance challenges.
Timeline
National Sales Manager
Wellesta Pharma (Buergli Inc.)
06.2025 - Current
Lead, Healthcare Solutions & Market Access
Novartis Healthcare Philippines, Inc.
12.2024 - 05.2025
National Sales Manager, Pet Specialty Retail
Royal Canin Philippines (a division of Mars Petcare)
11.2023 - 11.2024
National Key Account Manager/Patient Access Lead – Oncology
AstraZeneca Pharmaceuticals Philippines
12.2019 - 10.2023
PH Country Lead – (Stroke Care Program Manager)
Boehringer Ingelheim Philippines, Inc
09.2018 - 11.2019
District Manager II – (Infant Nutrition)
Mead Johnson Nutrition Phils/Reckitt Benckiser Philippines Inc
06.2015 - 08.2018
Senior District Business Manager – Neuroscience
GlaxoSmithKline Philippines
01.2010 - 01.2015
Brand Manager – CNS Franchise
GlaxoSmithKline Philippines
01.2009 - 01.2010
Medical Representative to District Sales Manager
GlaxoSmithKline Philippines
01.2002 - 01.2009
Bachelor of Science in Business Administration - Legal Management
Ateneo De Naga University