RICARDO AUGUSTO BENASSI DE ANDRADE-CV-Ingles-2016
- 1. RICARDO AUGUSTO BENASSI DE ANDRADE Rua Procurador Machado Guimar達es 73, andraderica53@gmail.com Barra da Tijuca, Rio de Janeiro - RJ 22.793-326 Tels: (21) 97957-8304 / (21) 2431-1247 Brazilian / Italian citizen COMMERCIAL EXECUTIVE Career developed in multinational companies such as GE Healthcare ,Bayer, Philips and Medrad MAIN QUALIFICATIONS: Management of commercial area, setting goals and sales forecasting, strategic planning, negotiation, business development and management of P & L. Very good presence in Healthcare Customers (Hospitals, Clinics, Government, etc...). Played key roles in strategic projects with a positive and supportive team member attitude. Effective team builder with strong leadership qualities. Drive for results and people development skills. Solid experience in sales and post sales of medicines and medical equipment. Management and marketing of products to distributors, hospitals and Government. Development and monitoring of policies and strategies, sales visits to customers in the States of North, Northeast, Midwest and Southeast. Systemic and Strategic vision of industry of equipment for diagnostic imaging, with great skill in conducting negotiations of established products and releases. Development and application of sales training, based on the course: Achieving Sales Excellence-the Miller Heilman. Training and development of sales staff (direct and indirect). Experience in specialties: magnetic resonance imaging, computed tomography, Cardiovascular, Nuclear Medicine, PET-CT, Ultrasound and contrast media. Customization and deployment of CRM. GRADUATION AND LANGUAGES MBA in Marketing & Sales IBMEC-RJ, 2007. Bachelor degree in electronic engineering- Faculdade Prof. Nuno Lisboa RIO DE JANEIRO, 1979. Fluent English and good knowledge of Spanish. PROFESSIONAL BACKGROUND GENERAL ELECTRIC OF BRAZIL LTDA. 05/2015 11/2016 PSS- Product Sales Specialist - MICT (Molecular Imaging & Computed Tomography) RJ / MG / ES. Main responsibilities: Financial performance: Responsible for achieving sales targets and financial amount of Products / Solutions / Services; Provides data for the pricing strategy, ensuring compliance with the prices prevailing standards; accurate sales forecast using sales funnel tools and management reports; Settings goods and adaptation technologies in arrangements. CT, PET-CT, nuclear medicine, cyclotrons. Management Planning and Accounts: Visit customers with sales team targeting the product technical support to identify the specific needs of each client, focusing on conversion and closing deals;
- 2. Create business plans for the territory, including development of new opportunities, analysis of competition strategies and goals; Build strong business relationships and formulate strategies and business plans to continuously strengthen customer relationships. Identifies and meets the needs of technical decision-makers, financial and departmental; Keep updated the contact record with customers in the relevant CRM tools; Develops and continuously improve the relationship with opinion leaders in the region; Identify market trends, including data from competitors, develops and leads effective counter-strategies; Product and Market Knowledge: Continuously updated detailed knowledge of your products / services. Presents and discuss clinical benefits of current technology in terms that are relevant to customers; Keep up to date market data, including related products, competitive information; continuously updates the understanding of the clinical challenges and operational aspects of its customers; Create viable product configurations that meet the needs of customers effectively, and with optimal margins; Identifies solutions offering opportunities / products during the various stages of the sales process, using effectively the internal resources and product marketing with promotional material actively supports the customer through your decision-making process to an outcome positive for the region; Creates and maintains the current opportunities in the sales pipeline tool and / or CRM tools; promotes continuing education technology strategies and product offering to the sales team; Shares identifying opportunities for other lines of the company's products. BAYER / Medrad do Brasil 2003 - 2014 Regional Sales Manager Radiology & Intervention. Negotiated the sale of equipment and X-ray contrast media for use in labs in computed tomography, PET-CT, MRI and Hemodynamics; Leverage Power Injectors Systems business , to a high profitable sales region . Managed and outsourced direct sales channels, including direct team of consultants 5 and 8 distributors for coverage of the regions Center, Midwest, Southeast, North and Northeast of Brazil , by ensuring compliance with standards and operational procedures; Served with focus on results, conducting the coaching of sales staff to offer solutions to customers; Made contact with corporate Key Opinion Leaders medical area; Defined and followed the regional and individual sales goals, by product and region, according to the segmentation of markets, focusing on financial goals; Managed the sales opportunities through management tools, CRM-type QuickBase; Managed performance through advanced tools developed in Excel; Administered internal resources available (marketing, clinical support services, medical affairs) to strengthen market positioning and capitalize on opportunities to sell solutions; Conducted strategic planning of medium and long term through specific action plans for each region; Developed and applied training for the sales force and other collaborators (100 +), achieving sales excellence- ASE (certification created by Miller Heilman); He was responsible for the adaptation and translation into reality in our market in Brazil. PHILIPS HEALTHCARE 1996 to 2002 Product Manager Brazil-MRI (10/2000-12/2002) He was responsible for the pricing strategy, regional configurations and quantities of equipments; Management of the annual budget of $ 30 M; Accompanied and made negotiations with customers; Business feasibility analysis conducted in the various regions; Accompanied trading margins (IFO)for each sale; Defined communication strategies with the market in conjunction with the Marketing area; Developed and applied product training (principles of magnetic resonance imaging) for the sales team. Sales Executive RJ (02/1996-10/2000)
- 3. Acted in direct sales of equipment, magnetic resonance, computed tomography, ultrasound Hemodynamics, x-ray, mammography and Radiation; Reached annual sales goals of $ 6 M. He was responsible for the expansion of the customer base and relationship with the market. PICKER MEDICAL Inc. 1995 to 1996 Brazil Services Manager engineer of RM Implemented the structure of technical services operation in Brazil; Planned and assessed costs for acquisition of instruments, tooling, spare parts and technical staff required for the operation of services; Planned training and provided technical support to the team. TEC-RAD MEDICAL EQUIPMENT LTDA 1990 to 1995 Service engineer Was responsible for the installations and service calls of corrective and preventive maintenance of equipment of MRI, mammography, Respirators marketed in Brazil. PROLOGO Produtos Eletronicos S.A. 1983 - 1989 Services Manager He was responsible for the local operation with technical team of 12 employees in the deployment of the 1st Bank automation system of Brazil Caixa Economica Federal, and the first automatic digital pump system for gas stations BR Distribuidora. JOHNSON & JOHNSON-1981 to 1983 TECHNICARE DIVISION Service engineer He was responsible for the technical installations and service calls of corrective and preventive maintenance of equipment of ultrasound and Nuclear Medicine throughout Brazil. CGR DO BRASIL COMPAHNIE GENERALE DE RDIOLOGIE 1978 to 1991 Service engineer-Intern He was responsible for the technical installations and service calls of corrective and preventive maintenance of x-ray equipment, cardiovascular and Nuclear Medicine. OTHER COURSES IN MANAGEMENT: Training: Bayer -Enhancing the Feedback Culture -2012 Creative Consulting & training:-Administration of the Complex Sale: 2000 Achieve Global: Developing People, 2007; Interpersonal relationship, 2007; Achieving service excellence, 2008; Rescuing the relationship with the client, 2008; Giving and Receiving constructive FeedBack, 2008; Expressing professional recognition, 2008; Speaking as an instrument of influence, 2009; How to listen in a Frenzied World, 2009; Resolving conflicts with Colleagues: 2010; Dealing with Emotions at work, 2010. SET-Training & education services: Development of skills for trading: 2009 Right Management: MBTI: Myers Briggs Type Indicator, 2009; Personnel management, 2011. Franklin Covey Brazil: leadership, 2012; Business acumen: 2011; The 7 Habits for managers, 2011; The speed of trust, 2011. MAJOR AWARDS RECEIVED:
- 4. Best Seller CT (CT): 2001 Over Quota: 2005 (105%), 2006 (111%), 2007 (109%), 2008 (121%), 2010 (114%) and 2011 (146%) Excellence in Sales Awards:2005 Sales Representative of the Year: 2006 Excellence in Sales: 2008 Presidents Award: 2008 Top Performer in Sales: 2011 Global Radiology Award: 2012