Danae Herrera Zaragoza
Aubrey,TX
Summary
Collaborative key account manager with demonstrated success in relationship building, negotiation and new business development in specific and assigned accounts.
Strong analytical, quantitative and technical aptitude with strong attention to detail.
Self-motivated, motivated and adaptable with a proven track record of exceeding objectives.
Management of sales force team for demand generation and implementation of effective strategies.
Management of physician opinion leaders and direct sales to physicians.
Overview
13
13
years of professional experience
Work History
Senior Accounts Manager
Lupin Pharmaceuticals Inc.
Mexico City
06.2017 - 12.2018
- Responsible for 50% of the country's trading, targeting the company's SELL IN and continuous review of the SELL OUT.
- Negotiated with 5 Key Accounts.
- Achieved 115% growth in a 6 month period.
- Negotiated favorable terms for both company and customers, resulting in profitable partnerships and long-term business relationships.
- Managed high-level accounts with precision, ensuring timely delivery of services and prompt resolution of any issues.
- Created detailed strategies of product offerings to potential customers, ensuring product placement at the point of sale and generating sell out.
- Negotiated with hospitals and physicians for product sales and demand generation.
- SELL IN management in values and units, monthly and quarterly review of the achievement of objectives
Launching of new products, negotiation of commercial conditions, product placement, profit margin. - Bimonthly review in conjunction with marketing of sku's price lists.
Key Account Manager
Glenmark Pharmaceuticals
Mexico City
08.2015 - 08.2017
- Private, Wholesale and Retail business development and execution.
- Negotiation in Pharmacy chains nationwide.
- Business strategies to increase SELL IN and SELL OUT.
Monthly, quarterly and semi-annual growth analysis. - Building and maintaining strong customer relationships to drive business growth.
- Strengthening customer relationships through regular communication and effective problem resolution.
- Creating sales forecasts to achieve daily, monthly and annual targets.
- Good internal and external communication with various areas of the company and customers.
District Sales Manager
Merz Pharmaceuticals
Mexico City
02.2013 - 08.2015
- Coach the sales force to ensure that the following processes are performed:
Determine territory potential and identify customers/accounts.
Segment accounts according to current value
Strategize and target each account and territory to achieve results. - Implementation of marketing plan for brand positioning and demand generation.
- Increased sales revenue by developing and implementing effective sales strategies for the district.
- Exceeded annual sales goals through strategic planning, territory optimization and relationship building customer.
- Medical Visiting
- DDD/ATV Market Analysis
- Attendance at Events and Congresses
- Product workshops with medical leaders
- Collaborated closely with other district managers to share best practices, learnings, and drive overall success of the organization.
- Improved team performance by providing regular coaching, training, and mentoring to sales representatives.
- Increased sales revenue by developing and implementing effective sales strategies for the district.
- Exceeded annual sales targets through strategic planning, territory optimization, and customer relationship building.
Key Account Manager
Apotex Inc
Mexico City
07.2011 - 02.2013
- Negotiation with 5 key accounts.
- Development of the strategy for the sale of the SELL IN and SELL OUT of the list of products in the different therapeutic units.
- Analysis of prices, costs, profitability of the account.
Preparation of monthly reports on parts and values of SELL IN. - Business directed to the commercialization of the products in own brands.
- Strategies of offers at the point of sale, offers, publication in guidelines, displays among others.
Monthly and annual review of account growth, commercial conditions, price, margin.
35% increase of the Pharmacy del Ahorro account in a period of 12 months - Built and maintained strong client relationships to drive business growth.
- Strengthened client relationships through regular communication and effective problemsolving.
- Created sales forecasts to target daily, monthly and yearly objectives.
Key Account Manager
Farmacos Especializados
Mexico
10.2006 - 06.2011
Marketing Manager
Vanquishproducts
MEXICO
02.2006 - 09.2006
Education
Bachelor of Arts - Marketing
Universidad De Londres
Mexico City12.2005
Skills
- Marketing, Sales, Key Accounts
- Customer service
- High Customer Negotiation
- Effective communication with sales teams
- Execution and implementation of sales techniques for different targets
- Creation of Forecast, Budget
- Results based on objectives Internal and external communication
- Expense tracking
- Customer relationship building and development
- Key account management
- Data-driven decision making
- Relational selling
- Cross-functional collaboration Personnel management
Timeline
Senior Accounts Manager
Lupin Pharmaceuticals Inc.
06.2017 - 12.2018
Key Account Manager
Glenmark Pharmaceuticals
08.2015 - 08.2017
District Sales Manager
Merz Pharmaceuticals
02.2013 - 08.2015
Key Account Manager
Apotex Inc
07.2011 - 02.2013
Key Account Manager
Farmacos Especializados
10.2006 - 06.2011
Marketing Manager
Vanquishproducts
02.2006 - 09.2006
Bachelor of Arts - Marketing
Universidad De Londres