Gerard Mark Buma-at

• Business Unit Head for Exclusive Principals
• Reports directly to the President / CEO of the company
• Collaborated closely with senior executives on corporate strategy development, aligning business unit objectives with the overall company vision and mission.
• Streamlined operations for efficiency and cost reduction, leading to increased productivity and profitability.
• Developed strong relationships with clients, resulting in long-term partnerships and increased revenue.
• Trained and guided team members to maintain high productivity and performance metrics.

Accomplishments / Outcome:

• Delivered 8% growth in 2023 versus prior year in the first 6 months of partnership (H2 of 2023) with Pascual Pharma
• Drove 78% growth Ytd April 2024 versus prior year through effective and timely implementations of trade programs

• Head of Sales for the Specialty (Rx Portfolio) of Stada Phils Inc
• Reports directly to the General Manager with an annual sales revenue target of Php 246 million and led a total of 30 people.

Accomplishments:

• Built sustainable operational excellence to deliver growth
• Implemented well-designed sales and operations
• Developed high-performing team behaviors that supported significant growth
• Defined and implemented growth strategy initiatives
• Transformed the team by aligning behaviors with organizational vision and core values
• Implemented high-impact and sustainability programs that focus on customer partnership and loyalty. Despite covid-19 pandemic, accelerated revenue growth of the Rx portfolio by 30% in 2021 OPY with major brands registering double-digit growths (Ophthalmology 28%, Oilatum 30%, and Pedia vitamins 22%)

• Business Unit Manager for the Specialty (Rx Portfolio) of Stada Phils, Inc
• Reports directly to the General Manager and leads a total of 40 people with an annual revenue target of Php 208 million.

Accomplishments:

• Organized and implemented a new commercial structure
• Developed company policies in line with global requirements; implemented and organized a new corporate structure reporting line
• Successful integration of growth initiatives • Built strong marketing and sales platforms
• Tapped a sub-distributor that caters direct customers and optimizes opportunities during the pandemic, yielding Php 8.5million in sales in the first year and 68% growth the year after. This initiative created a ripple-like effect on other Rx-driven channels like mercury, which grew by 15%.
• Facilitated sales integration (Hibor FTE) and reallocated resources on CME to reinforceeducation and scientific programs that increased customer reach and SOV of Stada, while F2F coverage and client visits were still restricted due to the lockdown. As a result ofthe integration, the brand grew 114%.
• Stada initiated high-impact projects during the height of the lockdown and was one of the first to implement a live international scientific forum with over 200 attendees and helped established Stada as a reliable partner for the medical society.

• Abbott Laboratories, Abbvie Products Division 2012 - 2019 Specialty Care: Sevorane (General Inhalational Anesthesia), Chirocaine (Regional Anesthesia), Nimbex (Muscle Relaxant), Survanta (Beractant/Surfactant) Abbott Laboratories
• 2011 - 2012 Specialty Care / CNS (managed 42 employees)
• 2009 - 2010 Specialty Care / Primary Care (managed 52 employees)

Accomplishments:

• Developed a sales strategy that was designed to support the exclusive listings of Abbott brands in targeted accounts
• Implemented education programs that discouraged brand switching and increased brand loyalty
• Defended pricing with key decision-makers and shaping their mindset on the brand value proposition.
• Developed high-impact and sustainable strategies to boost end-user loyalty. Sevorane's strategy of "Bid-to-Win" at government, "Drive Exclusivity" at private hospitals, and "Brand Value Presentation" resulted in 39% growth, maintaining the company's leadership position and achieving targets for 7 consecutive years from 2012-2018.
• Established a pricing strategy that created an additional revenue of 8MM by training field force on sales solution selling and "mark-up/margin," which led to a 3% increase in the average selling price (ASP) of Sevorane.
• Optimized consignment opportunities from key government hospitals generated incremental revenue with well-thought-out strategy which eliminated unnecessary risks
• Spearheaded by creating the career ladder program, which was implemented alongside the "Step-up" program resulted in 100% of the field force exceeding targets for 2 consecutive years
• Intensified integration projects to optimize resources. Resource allocation and account penetration strategy in the hospital chain, MPHHHI, Mt Grace & Qualimed which delivered 13% growth (from Php 43.2M to Php 48.9M)

Awards & Recognition:

• "Brand Team Award" - Regional award for cultivating a culture that reflects brand values (2016)
• "JAPAC All Stars" - Regional award for excellent leadership & sales management (2015)
• "JAPAC Enterprising" - Regional award on strong leadership and cross-functional leadership (2014)
• Five times awardee on the “Three Years Consistency Award” as NSM (2012 - 2018)

• 2006 - 2009 Cardio-Metabolic Isoptin, Tarka, Reductil, Synthroid, Iberet Folic 2000 - 2006 Pediatric Nutrition (Similac, Isomil, Gain, Pediasure), Pedialyte, Pedia Vitamins
• The District Sales Manager reports directly to National Sales Manager
• Managed the pediatric nutrition portfolio and was responsible for coaching, training, and providing overall direction to people to promote & sell to target clients, Pediatricians, OBGyne, Nurses, and Midwives and to achieve sales targets. The target channels were Hospitals, Modern Trade, Gen Trade, and Drugstores.
• After 6 years, moved to the Cardio-Metabolic franchise under Abbott Pharma and was promoted to Sr. District Sales Manager, and target client specialties were Diabetologists, Endocrinologists, Nuclear Meds, and OBs.

Awards & Recognition:

• President's Club Award & Coach of the Year
• Consistent "Quota Buster" for 8 years with key products and major sales awards