Andrea Contreras Cuenca
Key Distributors Management
Citta San Jerónimo
Summary
Develop, implement and oversee marketing and sales strategies and execution for B2B and B2C Industries.
Overview
10
10
years of professional experience
7
7
years of post-secondary education
3
3
Certifications
Work History
Sales Supervisor
Johonson & Johonson
04.2024 - Current
- Ensure new business opportunities, seeking long-term customers growth, to achieve commercial and financial objectives for the Indirect Channel
- Design Sales and execution plans aligned with the BU and Customer Strategies to increase market penetration
- Consolidate Business Strategy for Channel Distribution Accounts ensuring contracts, Due Diligence, and customer requirements (E2E sales Order Cycle aligned with Forecast)
- Indirect leadership within the commercial BU Team, to develop and manage performance sales indicators
- Develop strong customer relationships with key stakeholders by achieving key activities that ensure customer satisfaction (Trainings, onboarding process, and other related activities)
- Design the commercial strategy and execution of the annual plan for Strategic Accounts.
- Ensure incremental price increase for the Indirect Distributor Channel Customers (+25 Clients / 4 BUs)
- New Business Development Opportunities: Define and identify new business opportunities ( Territories, Distributors, Sub TPIs for strategic channel actions that need to be measured by KPI´s metrics.
- Compliance Management: Negotiate contractual distribution agreements and Due Diligence renewals.
Key Account Manager
Becton Dickinson BD Medical
10.2021 - 04.2024
- Correct positioning of the value proposition, seeking long-term customers growth, to achieve commercial and financial objectives in coordination with each Business Unit
- Ensure participation and permanence in current and future projects for the most important tenders
- Consolidate Business Strategy for Channel Distribution Accounts and deliver a sustainable price rates and commercial conditions per category customers
- Assure sales and budget objectives by Customer Accounts
- Manage Government Integrator Customers for the BDX businesses Company portfolio for the whole process order cycle
Professional Sales Executive
Johonson & Johonson
10.2020 - 10.2021
- Implement market development and field marketing activities
- Design and execute territory planning strategy (customer presentations with HCP’s and main stakeholders)
- Develop product presentations with commercial solutions
- Perform contract and tender management negotiations
- Target and manage territory while operate an assigned budget
- Design logistic and supply strategy with cross functional teams
Senior Sales and Marketing Specialist
Applied Medical
10.2018 - 12.2019
- New product introduction (NPI) in government and private sector according to global strategy
- - 500K Incremental Sales
- Product trainings, workshops, demos for distributor salesforce, nurses, surgical physician and chief departments for open and minimal invasion surgical products
- New PO and distributor sell out inventory
- Solutions seminars in public institutions for new product introduction
- National product inclusion at ISSSTEs Hospitals
- Value added proposals to decision makers (portfolio management)
- Brand Awareness and exhibitions in National Congresses with KOL conferences and meetings in healthcare industry
- AMCE & FEMEG2018
- Deliver OP results against an assigned quota
- Manage AAA customer level relationships, identifying opportunity for growth and re-design plans to attain quota results
- Objections Management and competitors analysis
- Project Leader in ABC Hospital: key account mapping and bundle promotions per specialty
- Increase average sales ticket and portfolio penetration
Business Developer and Marketing Coordinator
3M
06.2015 - 08.2018
- Core product sales portfolio management (+30 M USD)
- Develop business case for new product launch
- Project Leader in Marketing Digital Campaign (Global & LATAM)
- Responsible for the P&L analysis and budget planning
- Implement price strategies according to customer/market needs
- Sales and marketing plan definition, collaboration with the sales team to execute on plan and ensure accountability (OP)
- Sell In and Sell Out Reports and Monthly and annual demand planning (IBP)
Education
Chemical Engineer -
IBERO
01.2009 - 01.2013
Marketing Diploma - undefined
ITAM
01.2013 - 01.2014
Pharmaceutical Marketing Diploma - undefined
ITESM
03.2018 - 12.2019
Skills
Goals and performance
Problem-solving
Sales team assistance
Channel management
Sales reporting
Sales presentations
Strategic planning
Sales strategies
Territory management
Accomplishments
Revenue Growth: Increase annual revenue by 25%by developing and executing targeted account strategies , upselling additional services and negotiating muli-bi annual contracts.
Customer Long Term Relationships: Improved customer retention by implementing personalized commercial plans, addressing business opportunities and growth plans.
Cross-Functional Collaboration: Manage cross-area teams to develop customer centered solutions for top accounts.
Process Improvements: Implement process communication initiatives to boost overall customer satisfaction experience.
Certification
CESA Bogotá Certificación :Finanzas y negociación-J&J
Timeline
CESA Bogotá Certificación :Finanzas y negociación-J&J
09-2024
Sales Supervisor
Johonson & Johonson
04.2024 - Current
Key Account Manager
Becton Dickinson BD Medical
10.2021 - 04.2024
Professional Sales Executive
Johonson & Johonson
10.2020 - 10.2021
Senior Sales and Marketing Specialist
Applied Medical
10.2018 - 12.2019
Pharmaceutical Marketing Diploma - undefined
ITESM
03.2018 - 12.2019
E-Consultancy Digital Curse-3M
08-2017
Green Belt - 3M
08-2017
Business Developer and Marketing Coordinator
3M
06.2015 - 08.2018
Marketing Diploma - undefined
ITAM
01.2013 - 01.2014
Chemical Engineer -
IBERO
01.2009 - 01.2013
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