Trinidad Moreno Gonzalez

Experience

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  BECTON DICKINSON DE MEXICO SA DE CV

  Sept 1989 - Oct 2000

  Main Responsibilities:Responsible Southeast Region Annual Sales of $ 6.6 MM USD (distributors, consumer and government segments). Responsible of Gross Sales, discounts, Net Sales, Sales and Distribution Expenses in the Branch Office’s P&L. Design of Work Plans by business unit and quota by product line and segment. Responsible for Decentralized Hospital sales (quote, prices, deliveries and collect), Distributors Sales (prices, discounts, deliveries and collect). Management of Sales Force (sales, salaries, incentives plan, expenses, work plans, sales and marketing reports). Responsible of Cash & Collect and customer service in southeast area. Administration and control of Branch Office (expenses, goods, infrastructure, work and sales tools, cars and human resources). Optimization and maintenance of distribution network in the area based on purchase potential, credit story and payment capability for each client. Aggressive coaching of sales/promotion of strategic core business for BD. Show less Responsibilities:Monitor and Control of P&L: Gross Sales, Discounts, Net Sales, Costs (manufacturing, landed, standard) St. GP, Sales and Distribution Expenses, G&A, OIBT). Design of product according to market needs and design of launching strategies plans (packages, costs, positioning, pricing, sales tools, materials and support). Design of promotional and sales strategies for current products. Design sales tools and materials.Continuous training programs of Sales Force to perform effective in-services to anesthesiologists. Sales analysis and forecasting for domestic manufacturing plant, Mexico’s Logistic Team and to US Regional Anesthesia Team. Monitoring, management and control of expenses budget. Market research and analysis, competitors monitoring, and design of pricing, performance or positioning strategies. Planning and implementation of strategic objectives, action plans and specific tasks by area and/or segment (milestones). Registration of products in the Board of Health, inclusion into the National Health System and Basic List of IMSS. Build and maintain a strategic relationship program with Anesthesiologists Opinion Leaders, Anesthesia and Pain Management Associations, Trauma & Orthopedics, Gynecologists, Urologists societies, and other specialties related with regional anesthesia procedures. Design of logistic for attend all trade/medical anesthesia shows and medical events to promote aggressively anesthesia products. Show less Main Responsibilities:Monitor and Control of P&L (Gross Sales, Discounts, Net Sales, Costs, St. GP, Sales and Distribution Expenses, G&A, OIBT). Design of product according to market needs and design of launching strategies (costs, pricing, tools, etc...). Design of promotional and sales strategies. Continuous training programs of Sales Force to perform effective in-services in OR Hospitals & KOL’s. Design of sales tools and materials.Sales analysis and forecasting for Mexico’s Logistic Team and US Acute Care Team. Management and control of expenses budget. Market research and analysis, competitors monitoring, and design of pricing strategies. Planning and implementation of strategic objectives actions plans and specific tasks by area/segment (milestones). Development of intercompany co-marketing plans. Registration of products in the National Health System and Basic List of IMSS. Detect, build and maintain a strategic relationship program with Ophthalmologists Key Opinion Leaders, Ophthalmologists Key Decision Makers, Ophthalmic Hospitals, Ophthalmology Societies and Colleges of all the sub-specialties related with ophthalmic surgery procedures. Design of logistic to attend national and international trade/medical shows to promote and Beaver* Ophthalmic Blades and OR products with ophthalmologists & distributors. Show less Main Responsibilities:Promote aggressively the Blood Collection Vacutainer* Brand in Clinical Labs to convert them from a traditional blood extraction method (syringe) to a closed, safe and reliable Blood Extraction System. Promote the Blood Collection Vacutainer* Brand in IMSS Labs and all products lines (Vacutainer*, Microtainer*, SST*) in private Labs. Include Vacutainer* Tubes into CPM’s of 1st, 2nd and 3th level IMSS Hospital Labs. Obtain transfer orders from Private Labs to BD distribution network. Provide technical and clinical assistance to end users (training, lectures, in-service, technical and scientific information, literature, etc...). Detect and consolidate optional business opportunities in the market (Investigation Centers, Veterinary segment, Schools, etc...). Build and maintain relationship with key personnel of Clinical Labs (Phlebotomists, Head of Departments, and Head/Director of Labs). Continuous monitoring of competitors (activities, samples, sales literatures, prices lists, etc...). Show less

  • Regional Sales Manager (South East)

    Nov 1997 - Oct 2000

  • Product Manager - Regional Anesthesia Products

    Jul 1995 - Nov 1997

  • Product Manager - Operating Room & Ophthalmology Products

    May 1992 - Jul 1995

  • Sales Tech Rep - Blood Collection Products. Diagnostic Division.

    Sept 1989 - May 1992
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  HOLLISTER MEXICO SA DE CV

  Oct 2000 - Aug 2003

  1st. MEXICO SALES MGR. 2nd. MEXICO & LA - SALES MGR.

  Main Responsibilities Latin America: Annual Sales by $ 2 MM USD. Achieve budget by zone (CA, Andean Pact, Caribbean, South America), by product line and by country. Responsible of Gross Sales, discounts, Net Sales, Sales and Distribution Expenses in the Latinoamerica’s P&L. Detect and caught for specialized/strategic distributors by country. Promote opening of Clinics for Ostomated Patients. Market research, product registration and Launch of specifics products portfolio by country. Control of Sales Force (sales, quota, salaries, incentives plan, expenses, objectives and work plans, reports). Coordinate logistic & deliveries from USA to AL countries.*Follow-Up to big Bids in all LA Area. Monitor distributors maintain strategic relationship with Key Opinion Leaders of main Governments of LA (Puerto Rico, Dominican Republic, Colombia, Venezuela, Chile, Costa Rica, Peru and Honduras). Close GP & Prices monitoring and impact on P&LMain Responsibilities Mexico:Annual Sales of $ 2.9 MM USD & quota and rebate by sales area and product line. Responsible of Gross Sales, discounts, Net Sales, Sales & Distribution Expenses in the Mexico’s P&L. Control of Sales Force (sales, salaries, incentives plan, expenses, work agenda, reports). Responsible for IMSS and Decentralized Hospital Sales (quote, prices, deliveries & collect). Responsible for Distributors, Retailers & Patients Sales (quote, prices, deliveries & collect). Responsible for new products registration in front of Health Authorities. Represent the Company into the Health Industry Associations (CANIFARMA). Identify, build and maintain strategic relationships with specialized physicians related with Ostomy and Wound Care businesses as well as KDMs & KOLs: Gastroenterologists, ostomy and wound care specialists, Colon oncologists, colon and rectum surgeons, urologists, plastic surgeons, ostomy and diabetics presidents of clubs, etc). Coaching sales/promotion of core business (Ostomy & Wound Care products) in hospitals. Show less

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  Protec | Degasa

  Dec 2003 - Apr 2005

  Sales Director

  ResponsibilitiesAnnual Sales of $ 19.4 MM USD in private hospitals plus distributors and government segments. Quota and rebate by sales area, product and segment. Responsible of gross sales, discounts and net sales, prices and profits in the P&L by product line and by sales area. Bid business in the Branch’s Area (SSA, Decentralized, Institutes and Hospitals, IMSS not included). Build and maintain strategic relationship with key customers, key decision makers, key opinion leaders, key functionaries, purchases areas in private Hospitals as well as in decentralized Government entities. Design and implementation of New Sales Structure based on: geographic criteria, kind of client and purchase potential. Use of purchase and use of potential of products as indicator for hospitals for quota assignment. Design and implementation of training programs and work plans in accordance with strategic providers. Coaching sales/promotion of core and strategic products in hospitals. Sales annual contribution: $ 18.1 MM USD. Show less

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  Grupo Moravi SA de CV

  May 2005 - May 2006

  Sales & Ops. Manager

  ResponsibilitiesDevelopment and achievement of annual Budget for the branch office: $ 2.8 MM USD (20% growth vs. 2005) and quota by sales area, market segment and product brand. Gross Sales, discounts and net sales, price and profits in the P&L by product line. Inventory management, customer service and cash collection. Develop a Corporate Structure Way of Work by development of position and responsibilities profiles. Manage of finances, goods, work agenda, sales tools and human resources. Build strategic relationships with Hospital’s Key Decision Makers. Coach sales/promotion of core/ strategic distributions/brands such as Rusch, Hollister, Kimberly/Ballard, Hospitak, Blue Sensor, Ambu, Hudson and Pleur-Evac brands. Sales annual contribution: $ 2.8 MM USD. Show less

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  Megalabs México

  Jan 2007 - May 2008

  1st. Divisional Sales Mgr. 2nd: Country Sales Mgr.

  ResponsibilitiesAchieve of annual Budget Sales of $ 75 MM USD by region, by territory and product. Responsible of sales, growth of sales, stocks levels by wholesaler per week per month. Achieve of 95% of Claims Budgeted, as well as claims by region. Quantity & quality of Physicians Database order to assure to visit the proper/potential physicians. Delayed or complicated cash collection. Government sales $4 MM USD/year. Solvay sales headcount: 2 Regional Mgrs, 1 Sales Government Mgr. 32 District Mgrs, 26 Specialized Reps (Task Force) and 160 Reps. and outsourcing (part time) headcount: 180 reps. Responsible for emerging business for Solvay: Insurance companies. Responsible for product allocation as part of launching plans for new products (wholesalers & pharmacies). Presence of Solvay products in supermarkets, chains and traditional drugstores (Agreements, negotiations, offerings and product placement). DDD audit analysis total, per region & territory. Design of action plans in order to amend negative trends. Represent Solvay into ANEVIFAC (Asociación de Ejecutivos de Venta de la Industria Farmacéutica. CANIFARMA). Sales annual contribution: $ 62 MM USD. Show less

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  Innovex

  Nov 2008 - Aug 2009

  Country Sales Manager

  ResponsibilitiesAchieve of annual sales Budget of $ 500K USD. Development of positions profiles and hire in accordance with them. Design training programs for sales reps and clinical specialist positions. Design and develop sales literature. Art agency management and COFEPRIS submission of sales literature. Design other promotional materials. Develop of Annual Sales Plan. Analysis of market size and market potential. Management of sales & clinical headcount. Identify and caught the proper distributors in order to negotiate channel distribution per regions. Develop a strategy of Selective Distributors for Enturia Products per region (non-open & non-exclusive distribution) through segmentation by markets and prices. Responsible for products introduction in CBII. Sales annual contribution: $ 0.5 MM USD. Show less

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  DiaSorin

  Jan 2010 - Apr 2013

  Country Sales Manager

  ResponsibilitiesDevelop total sales Budget for private plus government segments. Achieve total sales budget. Develop strategy per product, family of products, customers and distributors. Define the strategy by segment, tasks and activities by territory, customer and distributor to achieve all territory sales quotas. Forecast products and instruments importation. Coordinate with engineering area to meet customer technical and engineering assistance needs. Work with administrative areas for customers and distributors service. Sales coaching in field. Assure projects in the pipeline, coach and refine proposed projects and monitor projects implementation. Develop strategic relationships with key customers, KOL and KDM. Develop strategic relationship with key distributors. Analyse financial viability of each project to assure budget profitability by family of products. Obtain direction approval for projects. Launch new testing. Maintain communication with corporate marketing and its BU. Follow up QA complaints. Attend international and national speciality tradeshows. Attend WW Team meetings annually at corporate HQ. Receive training at corporate HQ and train sales force locally. Sales annual contribution: $ 6.6 MM USD. Show less

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  Siemens Healthineers

  May 2013 - Jun 2016

  Key Account Manager

  ResponsibilitiesAchieve sales budget for my distributors (Impromed, Hemoser & Derimex). Maintain sales and installed base. Growth the business developing strategies, tasks and activities at different levels (customer, institution, distributor & Siemens) to install equipment and gain SOM. Harmonize and synchronize technical and engineering areas to meet customer necessities and finance and administrative areas to meet profit requirements. Conduct projects starting with detect customers needs, develop specific projects from installation, training and starting of routine. Analyse financial viability of each project obtaining sales direction, finance and marketing approval and distributor acceptance. Annual sales contribution: $ 8.9 MM USD. Show less

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  Grupo Medica Sur

  Apr 2017 - Oct 2017

  Reference Sales Manager

  Responsibilities:Development and achievement of annual sales plan. Sales quota by territory. Market segmentation. Strategy and action plans by segment (labs, hospitals, integrators and pharmaceutical segment). Strategies and action plans by specialty. Selection, control and administration of sales team. Maintain and grow the productivity of current customer base. Gain share of market through prospection and management of new customers. Negotiate with integrators in order to increase government participation. Deal and maintain strategic relationships with KDMs, KOLs and key customers. Selection and follow up of bid business. Monitoring of competition.Main accomplishments:On going. Show less

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  DiaSorin

  Dec 2017 - Nov 2021

  Country Sales Manager

  Responsibilities: Achieve Company Sales Budget by technology, by month and by territory. Develop sales strategy family of products, customers and distributors. Define the strategy, tasks & activities by segment, by territory, by customer & by distributor. Forecasting of products, placements and instruments importation. Teamworking with engineering to maintain installed base productivity. Sales coaching in field. Feed consistently SalesForce funnel with new projects, Coach sales team proposed projects and monitor projects implementation. Develop strategic relationships with key customers, KOL and KDM. Develop strategic relationship with key distributors/integrators. Analyze financial viability by project in terms of profitability. Obtain finance/direction approval for installation projects. Launch new assays. Maintain communication with corporate marketing. Attend international and national lab tradeshows. Attend WW Team meetings annually at corporate HQ. Receive training at corporate HQ and train sales force locally. Report sales monthly & quarterly to Regional Mgmt. Annual contribution: $ 9.5MM USD. CRM feeding and follow up.Achievements 2018: Sales Budget 100%. 10% sales increase vs 2017. CLIA Technolgy sales increase: 2%. ELISA sales increase 40%. 24% increase of installed base (42 systems installed). Instruments sales growth: 65%. CRM managemente. Winner: 2018 Global Excellence Award.Achievements 2019: Sales Budget 109%. 9% sales increase vs 2018. CLIA Technolgy sales increase: 10.4%. ELISA achievement 97%. 13% net increase of installed base (22 systems). Instruments sales growth: 11%.Achievements 2020: Sales Budget 88% vs sales 2019. CLIA Technolgy sales achievement 92%. ELISA business achievement 50% (Technology phase out). 7% net increase of installed base (14 systems). Instruments sales achievement: 86%. Show less

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  Abbott

  Feb 2022 - now

  • Enterprise Account Manager

    Feb 2022 - now

  • A cargo

    Feb 2022 - now