Mauricio Espinel
HEAD OF DISTRIBUTOR MARKETS LATAM
Mexico City
Summary
Global-minded pharmaceutical executive with 15+ years of leadership experience driving business growth, optimizing global and regional distributor networks, and building long-term strategic partnerships. Proven track record in aligning diverse markets with corporate priorities, leading cross-functional and multicultural teams, and driving transformation across complex commercial environments. Currently Head of Distributor Markets LATAM, delivering consistent, sustainable value across public and private sectors. Skilled in strategic planning, market development, and stakeholder engagement, with a strong focus on innovation, agility, and global collaboration.
Overview
19
19
years of professional experience
11
11
years of post-secondary education
3
3
Languages
Work History
HEAD OF DISTRIBUTOR MARKETS LATAM
Ferring Pharmaceuticals
08.2024 - Current
- Lead and develop Ferring’s distributor sales strategy across Latin America, consistently exceeding revenue and profitability targets with full P&L responsibility.
- Established strategic direction for LATAM export business, driving distributor consolidation and optimizing partner network performance.
- Aligned distributor partners with Ferring’s global priorities through performance management, accountability frameworks, and capability building.
- Led complex contract negotiations, securing long-term partnerships and strengthening competitive positioning across key markets.
- Spearheaded market access initiatives, achieving successful portfolio inclusion in both public and private sectors.
- Coordinated cross-functional collaboration across medical, marketing, and compliance functions to ensure effective brand execution.
- Elevated distributor engagement through best-in-class management practices and leadership development initiatives.
- Streamlined distribution processes for improved efficiency and reduced delivery times.
- Contributed to revenue growth by identifying new sales opportunities and closing deals successfully.
FRANCHISE DIRECTOR
Ferring Pharmaceuticals
05.2021 - 07.2023
- Responsible for the franchise in North of Latin America Region by setting the commercial and marketing strategic vision across the different countries in the cluster with an annual sales budget of 11,6 M
- Leading franchise path for main company's assets in Fertility (Rekovelle & Menopur) achieving a 52% of Market Share in Mexico for Ferring's portfolio
- Identified market opportunities either for Fertility or obstetrics portfolio in different markets, creating market access strategies for the public sector, negotiating with government institutions and developing customers in private markets
- Identified and maximized sales opportunities, and increased customer retention rates by creating value-added propositions
- Established sales goals by forecasting annual sales quotas and projecting expected sales volume for existing and new products
- Integrated the board of directors of the cluster proposing and working cross-functionally with other areas to improve cluster's performance
- Create and manage KOLs networks across the cluster defining action plans and building scientific trust across the cluster
- Working with Distributors in non-ferring countries guiding them commercially and strategically in regards company's portfolio
- Maintained an in-depth understanding of industry trends, adapting strategies as needed to maintain a competitive edge in the market.
Marketing & Sales Director
Ferring Pharmaceuticals
07.2017 - 04.2021
- 13 M € Sales Budget. Team Size: 2 Business Unit Managers, 1 Digital Marketing Lead, 1 Regional Sales Manager, 1 Territory Manager and 13 Sales Representatives.
- Maximize the regional strategy for the leading company's portfolios through a comprehensive market understanding and adaptable strategies across the countries
- Lead Marketing strategies development and tactical implementations in own and third/Parties territories
- Work with Partners and Distributors to guarantee a proper model implementation of the company's brands, generating value around leading portfolios
- Plan and Monitor sales budgets and projections to exceed the company's objectives throughout the alignment with other company and external areas (sales circle)
- Secure expected company's profitability by leading and developing teams, driving sales, administrating budgets and costs, as well as other Financial KPIs.
CNS BUSINESS UNIT DIRECTOR
Stendhal S.A.S
02.2016 - 07.2017
- Annual Budget 12 M €. Team Size: 1 Product Manager, 2 Regional Sales Managers, 1 Market Access Manager and 14 KAMs.
- Responsible for Business Development and deployment across the region (Andean Countries, Central America, and the Dutch Caribbean for Multiple Sclerosis Portfolio)
- Implement market access strategies to increase patient access in Public Centralized Markets by building Value propositions to complement the portfolio
- Responsible for designing and Controlling budgets of the region to secure sales and profitability targets.
- Lead a cross country team to deploy and useful business model for Multiple Sclerosis
- Mentored and developed team members for professional growth, leading to higher employee retention rates and improved performance.
- Expanded the company''s footprint into new markets by conducting thorough market research, establishing partnerships, and executing successful sales strategies.
Oncology / CNS Business Unit Head
Tecnofarma S.A
01.2011 - 01.2016
- Franchise Budget 15 M €. Team Size: 1 product Manager, 2 Sales Managers and 12 Sales Reps.
- Leading the Oncology Business Model in Colombia for licensed products in the Institutional market
- Developing entry strategies for Products under registration (Patient name programs)
- Guarantee successful launches for products in different cancer targets
- Create Market Access Strategies to guarantee portfolio Inclusion in National Lists
- Achieve sales and profitability targets for the Business Units
CNS/ONCOLOGY BUSINESS UNIT MANAGER
BIOPAS LABORATORIES
01.2006 - 01.2011
- Franchise Budget 8 M €. Team Size: 2 Territories Manager, 1 Product manager and 8 Sales Reps
- Product Launches in Andean ( Colombia, Ecuador, Venezuela & Peru) countries for the franchise
- Market development and Market Access Strategies in the countries to penetrate national lists
- Patient Programs development to increase adherence to treatment
- Sales and forecasting activities in the region
Education
Msc International Management -
University of Liverpool
01.2013 - 07.2015
Master in Marketing - undefined
Universidad de Bogotá "Jorge Tadeo Lozano"
06.2011 - 07.2012
Bachelor of Science - Business Administration And Management
Politecnico Grancolombiano
Bogota 05.2018 - 06.2022
BA Modern Languages - undefined
Universidad Francisco Jose de Caldas
01.1999 - 01.2002
Skills
Adaptability and flexibility
Analytical thinking
Business management
Strategic planning
Budgeting and finance
Distribution network optimization
Problem-solving abilities
Teamwork and collaboration
Personal Information
- Date of Birth: 03/11/81
- Nationality: Colombian
- Place of Birth: Bogota
Timeline
HEAD OF DISTRIBUTOR MARKETS LATAM
Ferring Pharmaceuticals
08.2024 - Current
FRANCHISE DIRECTOR
Ferring Pharmaceuticals
05.2021 - 07.2023
Bachelor of Science - Business Administration And Management
Politecnico Grancolombiano
05.2018 - 06.2022
Marketing & Sales Director
Ferring Pharmaceuticals
07.2017 - 04.2021
CNS BUSINESS UNIT DIRECTOR
Stendhal S.A.S
02.2016 - 07.2017
Msc International Management -
University of Liverpool
01.2013 - 07.2015
Master in Marketing - undefined
Universidad de Bogotá "Jorge Tadeo Lozano"
06.2011 - 07.2012
Oncology / CNS Business Unit Head
Tecnofarma S.A
01.2011 - 01.2016
CNS/ONCOLOGY BUSINESS UNIT MANAGER
BIOPAS LABORATORIES
01.2006 - 01.2011
BA Modern Languages - undefined
Universidad Francisco Jose de Caldas
01.1999 - 01.2002
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