LUIS CABELLO

odrMain Responsibilities

• Lead Hematology portfolio
• Lead Multidisciplinary Team to build strategies and do strict follow up to strengthen portfolio position in the market
• Lead new launches strategy execution
• Build close relationships with key stakeholders
• P&L Responsibility

Achievements

• Accelerated uptake in all channels (IMSS, ISSSTE, INSABI)
• Two digits growth in priority portfolio brands
• Successful Launch of two priority indications and products in Hematology Portfolio
• Set launch digital platform for launch readiness process
• Boost team growth

Main Responsibilities

• Lead Company new assets launches
• Lead Multidisciplinary Team (regulatory, legal, business intelligence and finance teams) to ensure a flawless execution in launch readiness process
• Build close relationships with regional and global teams
• P&L Responsibility

Achievements

• Get approval from regulatory, GPS and marketing global teams for two assets (3 indications) to be launched in the coming years
• Set launch readiness platform within the affiliate

Main Responsibilities

• Lead Immunology Marketing Team
• Manage Sales Force Team
• P&L Responsibility
• Build strategies to grow in public institutions and private market

Achievements

• Drive growth in public sector, through added value strategies within all stakeholders
• Obtaining reduce time of renewal approval in main government institution form 6 months to 12 monts
• Generate differentiated strategies to raise BMS position within medical community

Main Responsibilities

• Lead Immunology Marketing Team
• P&L Responsibility
• Build strategies to grow in public institutions and private market

Achievements

• Drive growth in public sector, through added value strategies within all stakeholders
• Maximize position in private sector (maintain 2nd place in MS)
• Exceed financial plan by 12%
• Impulse gastroenterology market share growth, raising UCB solution knowledge in this segment

Main Responsibilities

• Head of the Biosimilar Franchise
• Leading a team of 4 sales representatives and 1 marketing coordinator
• P&L Responsibility

Achievements

• Full extrapolation of indications granted, becoming first biosimilar approved in Mexico
• Inclusion in main government institutions, exceeding by 35% sales financial plan
• Inclusion in key decentralized institutions
• Build robust commercial platform that supported product positioning and accelerated market penetration

Main Responsibilities

• Head of the Immunology Franchise (3 core products)
• Leading a team of 30 people, including one national sales manager and two marketing managers
• P&L Responsibility
• Leading core strategy for containment of biosimilar entrance
• Develop internal talent and high potential employees by providing constant feedback and coaching

Achievements

• Lead multidisciplinary team to successful containment biosimilar entrance strategy
• Implement sales force deployment maximizing resources and exploiting product portfolio
• Successful launch of core brand enabling rapid adoption and inclusion in key decentralized institutions
• Sales training project launch to raise sales force team skills

Main Responsibilities

• Leading multidisciplinary team, focused on creating, implementing and doing follow-up strategies and initiatives (CVT)
• Development, planning and implementation of actions and marketing campaigns to increase sales and awareness
• Participation in core strategy for the containment of biosimilar entrance

Achievements

• Achieve for two consecutive years sales financial plan
• Reposition a mature brand in a crowded market
• Build robust biosimilar entrance containment strategy

Main Responsibilities

• Leading multidisciplinary team, focused on creating, implementing and doing follow-up strategies and initiatives (Brand Team)
• Development, planning and implementation of actions and marketing campaigns to increase sales and awareness
• Plan and implementation of CME activities for physicians related to the therapeutic area (national and international)

Achievements

• Achieve for two consecutive years sales financial plan
• Became market leader in therapeutic area
• Create and implement an innovator patient inclusion scheme
• Shape market for new indication launch in government market

Main Responsibilities

• Developing and implementing strategies for physicians and patients, distributors and payors
• Implement actions and marketing campaigns to these clients to increase sales and awareness

Achievements

• Create new commercial model for the brand
• Set sales force training platform

Achievements

• Exceed sales objectives (~110%) in government and private channels
• Increase IMSS/ISSSTE requirements every year
• Outstanding performance in training initiatives and evaluations

Achievements

• Achieve sales objectives with all promoted products
• Outstanding performance in training initiatives and evaluations