Samuel B. Fernandez Jr.
Mandaluyong City
Summary
Forward-thinking sales and marketing manager with a proven track record in accurately predicting and strategically planning for new sales directions and market trends. Skilled in identifying and cultivating new sales prospects, negotiating deals, and ensuring high customer satisfaction. Adept at overseeing the development and execution of strategies and campaigns throughout the entire lifecycle of products, services, or concepts. Known for leading by example and inspiring sales and marketing teams to consistently perform at peak levels.
Overview
33
33
years of professional experience
1993
1993
years of post-secondary education
Work History
Senior Sales & Marketing Manager
STERLING PAPER GROUP OF COMPANIES
09.2017 - 07.2022
- Creates sales and marketing strategies/plans to meet organizational objectives
- Delivers sales volume, value and market share
- Researches and incorporates competitive environment, product flows, and client feedback into product strategies
- Evaluates and refines products' sales and distribution, based on financial, internal capabilities, and market
- Prepares product P&L when needed
- Ensures products are compliant with regulatory requirements
- Manages customer support and procedures for assigned products
- Presents solutions that anticipate customer requirements
- Maintains existing client base while developing new markets
- Creates and maintains a customer relation management (CRM) system to ensure excellent account management
- Oversees, monitors and evaluates alternative product offers to optimize performance and increase profitability; identifies product gaps as well as other issues and concerns around product management, implements procedures for filling gaps and takes corrective action
- Drives overall development, launch and integration of new products and services through active coordination of cross-functional teams and project management
- Leads in the implementation of marketing strategies to improve brand equity, to include both above and below the line initiatives
- Analyzed sales and marketing data for improved strategies.
- Conducted market research to identify new business opportunities and stay ahead of industry trends.
- Optimized sales processes, streamlining procedures for increased efficiency and better customer service.
- Improved brand visibility with well-executed promotional campaigns and engaging social media content.
Commercial Director (Ethical-Women's Healthcare)
EMBIL INTERNATIONAL/ EXELTIS PHILIPPINES INC.
06.2016 - 07.2017
- Responsible for designing commercial strategies (Sales and Marketing) along with the successful communication and delivery of company's objectives
- Responsible and accountable for developing and executing business strategies to deliver growth in accordance with the strategic plans
- Responsible in providing commercial operations in defining priority and concentration areas to allocate resources and effort that will generate substantial business in the shortest possible time
- Combine entrepreneurial drive with business-management skills to drive gains in revenue, market share and profit performance
- Communicate a clear strategic vision for the company, effectively training and coaching the sales and marketing team
- Cultivate excellent partnerships with key stakeholders both new and existing customers
- Conduct market analysis, monitor and evaluate emerging business opportunities
National Sales Manager
EMBIL INTERNATIONAL/EXELTIS PHILIPPINES INC.
09.2013 - 05.2016
- The main responsibility is to obtain profit contribution, establishing and accomplishing business objectives by managing sales and operational support teams
- Responsible for Sales, Sales & Marketing Support and works closely with Human Resource, Logistic and Finance & Accounting
- Reports to the Country Manager of the Philippine Operation as well as the management personnel at the Company Headquarters in Istanbul and provides the following:
- Sales forecasting & cost control
- Commercial strategy
- New product ideas and Development
- Direct Reports include 5 District Managers (with 47 Medical Representatives) and 1 Sales Effectiveness Officer
- Develops strategic plans by studying industry, business development and financial opportunities; presenting assumptions and recommending objectives and strategies
- Accomplishes objectives by establishing plans, budgets, and results measurements; allocating resources; reviewing progress; making mid-year corrections
- Responsible for the Sales Force Effectiveness initiative by reviewing and establishing sales, marketing, support services structure and procedures
- Initiated Data analytic structure for the sales force
Senior District Manager
MERCK SHARP & DOHME PHILS.
03.2012 - 08.2013
- Reports directly to the Business Unit Director and leads the first specialty team Hepatitis building the Hepatitis and Oncology Market
- Responsible for supervising national operations related to market penetration and market shaping activities of newly launched products
- Develops business plans and sets strategic direction for the specialty team to ensure achievement of sales and market share goals
- Partners with Marketing in crafting value-adding programs that will drive customer belief /behavior alignment and ensures effective execution
- Identifies and Delivers Key Performance Indicators (KPIs) critical to the achievement of business goals
District Business Manager- Ethical Pharmaceutical /Nutrition/ Institutional Vaccines (LGUs and Government Accounts)
GLAXOSMITHKLINE PHILIPPINES
01.2001 - 12.2011
- Involve in the business development of adult vaccination
- Develop sales and marketing strategies to expand vaccination in the adult market
- Responsible for supervising all operations pertaining to the assigned district, including the development of Territory Representatives/Specialist, responding to customer and subordinates needs to ensure the achievement of committed goals and objectives of the district
- Develops business plans and sets strategic direction for the district to ensure achievement of sales and market share goals
- Ensures the effective planning, strategizing and implementation of marketing initiated programs and Territory Action Plans on a monthly and quarterly basis, including coordination with departments concerned
- Conducts regular coaching sessions with Product Specialist /Territory Representative through regular fieldwork and discussions on sales and marketing activities
- In doing so, spends 80% of the time in the field to coach, counsel, train, and plan with MRs
- Conducts Employee Development Review to identify strengths and areas for improvement
- Ensures sales and process performance and employees overall career development
- Ensures adherence to GSK Ethical Policy Guidelines, Pharmaceutical Healthcare Association Guidelines and other relevant codes/policies impacting the conduct of business
Business Development Specialist
GLAXOSMITHKLINE PHILIPPINES
01.1999 - 12.2000
Medical Communication Specialist
GLAXOSMITHKLINE PHILIPPINES
01.1994 - 12.1998
Medical Representative
GLAXOSMITHKLINE PHILIPPINES
11.1989 - 12.1993
Education
Bachelor of Science - Medical Technology
UNVERSITY OF SANTO TOMAS
Masters - Business Administration
ATENEO DE MANILA UNIVERSITY
01.1995 - 01.1996
Masters of Science - Entrepreneurship
DE LA SALLE UNIVERSITY
01.2013 - 01.2016
Skills
- Leadership and Performance Management
- P & L Management
- Budget and Financial Analysis
- Forecasting
- Market Analysis
- Business Development
- Create Business and Strategic Business Solution
- Entrepreneurial Orientation
- Coaching and Mentoring
- Change Management
- Building Collaborative Relationships
- Innovative
- Goal Oriented
- Results Oriented
- Strategic Thinking
- Critical Thinking
Seminarsandtrainingsattended
- Lean Six Sigma Certification Workshop, 2018, Yellow Belt Certified
- Market-Driving Strategies by Josiah L. Go, 2016
- Marketing for Non-Marketers, 2013, Ateneo De Manila University Professional School
- Course in Business Acumen Module and Emotional Intelligence, 2011
- Applied Entrepreneurship Program, 2010, Ateneo De Manila University Graduate School of Business
- Leadership Greatness, 2009, Salt and Light Ventures
- John Maxwell Leadership Summit, 2008, Salt and Light Ventures
- Ateneo Masters in Entrepreneurship, 2007, Center for Continuing Education
Timeline
Senior Sales & Marketing Manager
STERLING PAPER GROUP OF COMPANIES
09.2017 - 07.2022
Commercial Director (Ethical-Women's Healthcare)
EMBIL INTERNATIONAL/ EXELTIS PHILIPPINES INC.
06.2016 - 07.2017
National Sales Manager
EMBIL INTERNATIONAL/EXELTIS PHILIPPINES INC.
09.2013 - 05.2016
Masters of Science - Entrepreneurship
DE LA SALLE UNIVERSITY
01.2013 - 01.2016
Senior District Manager
MERCK SHARP & DOHME PHILS.
03.2012 - 08.2013
District Business Manager- Ethical Pharmaceutical /Nutrition/ Institutional Vaccines (LGUs and Government Accounts)
GLAXOSMITHKLINE PHILIPPINES
01.2001 - 12.2011
Business Development Specialist
GLAXOSMITHKLINE PHILIPPINES
01.1999 - 12.2000
Masters - Business Administration
ATENEO DE MANILA UNIVERSITY
01.1995 - 01.1996
Medical Communication Specialist
GLAXOSMITHKLINE PHILIPPINES
01.1994 - 12.1998
Medical Representative
GLAXOSMITHKLINE PHILIPPINES
11.1989 - 12.1993
Bachelor of Science - Medical Technology
UNVERSITY OF SANTO TOMAS
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