Inelka Quiros

Plantation, FL, 33322 Mobile: (954) 805-2655

inelkaq@gmail.com

Bilingual Senior Manager Sales and Marketing Goal driven, result achiever marketing and sales bilingual executive in pharmaceutical and retail consumer products with more than 18 years of experience, possessing excellent track record in sales, strategic planning, sales force management, brand portfolio management, new product development, P&L responsibility. Proven ability to implement organizational initiatives that consistently increase profitability and reduce operational costs in competitive markets. Professional Strengths Strategic planning and sales growth Contract Negotiations Sales force Management Market penetration strategies

Key account management Proactive leadership and management Brand recognition and positioning Product Life cycle management

P&L Management New Product Launch Customer development Trend/market analysis

Key achievements Demonstrated results in developing innovative solutions to complex business issues, risk taking, negotiations, and implementing accelerated growth strategies while establishing and expanding business alliances and partnerships, resulting in a double digit sales growth for 3 consecutive years of 17% CAGR for the current product portfolio and 58% for strategic products. Maintain a reputation as an effective communicator able to work in collaborative terms and achieve a consistent and productive interface with colleagues, more than 30 subordinates and superiors across all organizations. Strong leader and motivator, experienced executive consulting skills with a commitment to setting and attaining goals while ensuring strict compliance with industry regulations. Working knowledge and experience in quality sales processes and proven track record in goals alignment in order to meet and exceed aggressive market share and profit goals, doubling up sales from UDS$5 million to US$10.2 million in the period of 2007-2011. PROFESSIONAL EXPERIENCE Sales Manager for Central America and The Caribbean. LEO Pharma Americas. 2008-2012 Responsible for reaching the sales budget of the Psoriasis Franchise and Skin Infections Portfolio in the prescription market and institutional market of Social Security and Ministry of Health. Sales force Management: Development of business acumen, sales incentive schemes, sales promotions and sales programs for Sales Coordinators, Medical Reps, Distributors and Drugstores chains. Institutional Sales Management: Strategic business planning to present tender bids to Social Security and Ministry of Health, development of negotiations and product inclusion plans, adjudication follow-ups, order forecasts and demand generation tactics. Strategic market planning process and development of annual market plans, execution of new product launches, development of educational programs for prescribers, influencers and patient associations, through IMS and Audit Pharma data analysis/interpretation. Leading of all aspects of tactical implementation, including timelines, creation of promotional materials, training and coaching of internal stakeholders, 6 country coordinators and 30 medical reps in the field sales force. Responsible for product life-cycle management and development. Accountable for Prescription Performance, regarding brand volume, brand equity and market share objectives, according to IMS and Audit Pharma data. Development of regional communication strategy: Direct to Patient and Direct to Prescribers Communication. Control and development of sales and expense budgets, P&L statements for the Region.

Achievements Ranked #1 in sales according to IMS Therapeutic classes, for 5 consecutive years, the Psoriasis Franchise (Daivobet), Skin Infections products (Fucidin), and Eccema products (Fucidin H and Fucicort), with sustained market share over 60% in Psorisis and 40% in Skin Infections and Eccema. Doubled-up sales in Rx market from US$5 million in 2007 to US$10.2 million in 2011 with a CAGR of 17.3%. Doubled-up sales in the institutional market from $2.7 million in 2007 to US$5.8 million in 2011. Developed a market access strategy to achieve the inclusion in the list of official medications in the Social Security and Ministry of Health of strategic products in the Psoriasis Franchise (Daivobet Ointment and Gel) and Skin Infections (Fucidin portfolio). Achieved a sustained double digit sales growth over 20% for 3 consecutive years. Achieved a double digit sales growth of 68% in the strategic products of the Psoriasis Franchise in 2011. Exceeded the sales budget from 105% to 110% for 3 consecutive years, superior than Mexico and Brazil performance as new emerging markets for the company. Developed the Product Introduction Plan to launch a new product for Scalp Psoriasis (Daivobet Gel) in 2011. Launched a new CRM system and implemented a new model of targeting and segmentation based on a patient centric strategy in 2011. Developed a partnership program with Psoriasis Patient Associations based on medical education and treatment quality, continuous scientific support on disease management and promotional programs to increase the quality of life of patients. Marketing Manager of OTC, Generics and Prescription Drug Business Divisions and Retail Market for Central America and Ecuador. Laboratorios Stein S.A. 2000-2007 Responsible for managing relationships with Country Managers, Sales Coordinators, Sales promoters, medical Reps and Distributors in Central America and Ecuador. Transfer strategic brand knowledge and sales strategies across the Region. Coach Brand and Country Managers to improve their business acumen towards sales objectives achievement. Accountable for Prescription and OTC drugs brand volume, brand equity and market share objectives. Development of brand strategy, marketing programs and negotiations for the Central America Region. Lead strategic Business Planning process through consumer and IMS market data analysis/interpretation. Development of Regional Consumer Communication strategy, specifically: Brand positioning, Advertising, Consumer Message Management . Media planning process, strategic media briefs, media flowcharts and budget. Development of Regional sales promotions for consumers, sales teams, distributors and drugstores. Control and development of sales and expense budgets, P&L statements for the Region. Follow- up of stocks, medical samples, rolling forecasts and sanitary and brand registrations. Development of new product launches and the Product Introduction Plan (PIP). Achievements Developed the program to incorporate Activitn Junior, Geritrico Lquido and a salt substitute to OTC portfolio. Developed the marketing plan to reactivate NoSucar brand (sugar substitute) in key markets which achieved a 61% of market share in Central America. Developed new positioning statement and strategy for Geritrico Vitamins in Panam which resulted in a sales increment of 42% in 2007. Ranked Stein OTC Drugs among the 15 best sellers in units and values in the Region according to IMS 2005-2006 and 2007 data. 36% growth in OTC Line, 29% growth in Prescription Drugs vs. 2007 Sales Budget.

Brand Manager for Wella and Nailene products. Laboratorios Internacionales S.A:, LABINSA in CEFA Corporation, Costa Rica. 1996 to 2000 Responsibilities Manage Wella Strategic Divisions: 1- Wella Retail Personal Care brands (drugstores, supermarkets, department stores, wholesalers) and 2- Wella Friseur Service (beauty salons and clinics) as well as annual profit and volume goals in Costa Rica. Development and implementation of brand marketing and sales plan. Manage relationship with distributors, sales force and advertising agencies.

Develop launch programs for Costa Rica. Manage and coach Friseur Service Sales Force to achieve the monthly sales objectives. Control and development of sales and expense budgets, P&L statements for both Divisions. Development of sales promotions for consumers, sales teams and distributors for both Divisions.

Achievements Launched three new product lines in Wella Friseur Service and four in Wella Retail. Developed the plan that supported the extension of the sales force from 4 to 10 promoters in Retail and from 2 to 4 Friseur Technicians based on the growth of Wellas product portfolio and sales growth vs. 1999 Budget. Coached and trained 30 people of the promotion team through role playing and selling techniques on a monthly basis. Marketing & Sales Manager. Verdan Laboratories, 1995-1996 Responsibilities Opening and development of the commercial offices in Miami and Saret Free Zone in Costa Rica, in order to contract new distributors in natural cosmetics in USA and Europe (body natural deodorants). Create development plans for key clients of key channels (stationery and pharmaceutical distributors, supermarkets, wholesalers) in USA and Europe. Develop marketing and sales planning process through consumer and market data analysis/ interpretation in order to introduce the product portfolio in new markets. Manage relationships with Marketing Manager ensuring deployment and follow-up of marketing plans. Create and implement the Customer Service and Telemarketing Department based in Costa Rica. Development of communication and promotional strategy regarding brand books, POP materials, samples, gimmicks and brochures. Control and development of sales and expense budgets and P&L statements. Achievements +10% Growth of the participant clients. Successful development and implementation of Customer Service and Telemarketing Department. Introduction of new product line of body natural deodorants in the pharmaceutical market in Costa Rica. EDUCATION INCAE, Costa Rica. Post graduate degree. New Focus of Sales Management. 2010. University of Costa Rica: BS in Business Administration, and Five year degree (Licenciatura) in Business Administration and Marketing, 1995. SPECIALIZED SKILLS: Windows, Microsoft Office, Internet, IMS and Audit Pharma. LANGUAGES: English and Spanish: 100% written and spoken. Translation skills English-Spanish at 100% with a degree from Centro Cultural Costarricense Norteamericano in Costa Rica. Additional professional experience in sales and marketing from 1989 to 1994 will be gladly presented.