1. JORGE L. TRONCOSO
2160 Turk Road, Doylestown, PA 18901 • (215) 652-6931 • Jorge_Troncoso@Merck.com
QUALIFICATIONS
 Seasoned pharmaceutical executive with over twenty years of leadership experience across a broad set of
disciplines including pharmaceutical and vaccine pricing, market access, commercial operations, contract
management, finance, and information technology with domestic as well as global responsibilities
 Over twenty years of management experience at Merck & Co., Inc, supervising, coaching, and developing
teams of up to twenty-five staff members
 Proven experience leading and working in cross-functional collaborations spanning pharmaceutical
functions from R&D to commercial operations as well as liasing with global and regional leadership
 Effective at improving internal business processes for efficient management of business critical functions

2.  Fluent in English and Spanish. Business Portuguese
 M.B.A. in Economics and International Finance, B.A. in Finance and Accounting
KEY ACCOMPLISHMENTS
 Implemented price and commercial measures that generated incremental income, or prevented erosion of
value totaling an estimated four-hundred million dollars over five years.
 Kicked-off the development of an overarching, value-based price strategy for Merck Vaccines in the U.S. The
strategy is anchored on HECON real-world evidence and large claims data and benchmarked against World
Health Organization standards of cost effectiveness. If successful, it will facilitate approximately one billion
dollars in incremental revenue and income over the next five years

3.  Developed the Global Price and Access Strategies for Gardasil and Gardasil 9, leveraging HECON models to
demonstrate the superior value propositions for these products over the competition leading to premium
pricing and superior revenue and income over their life-cycles
 Designed and implemented the governance that defines the management and review processes for all of the
Company’s price actions throughout the world, including the assignment of approval rights and authorities
 Highlighted the currency risks associated with the Company’s operations in Venezuela, leading to risk
mitigation to approximately $300 million in P&L and Balance Sheet exposure
RELEVANT EMPLOYMENT HISTORY
MERCK & Co., Inc. - West Point, PA. / Whitehouse Sta., NJ
Executive Director, Global Vaccines Pricing and Market Access – Global Human Health 11/06 –
Present

4. • Lead a team of five Directors and Associate Directors engaged in the formulation of global pricing strategies for
Merck vaccines, infectious diseases and women's health products
• Manage the development and implementation of pricing strategies across Merck’s entire portfolio (vaccines and
pharma) in the Latin-America and Asia Pacific Regions
• Provide strategic pricing expertise to Senior Vaccine and Latin-America Leaders
• Develop global pricing and market access strategies for key vaccine products under development
• Recommend and execute price strategies for key products such as Gardasil® and Isentress® that resulted in
some of the highest profitability levels for these products in middle-income markets (~ years 2008-2010)
• Advance solutions to stem accelerated price erosion for key products in Asia Pacific and Middle East Africa to
safeguard the future value of key franchises and next generation products
• On a day-to-day basis, manage price action proposals and their corresponding approvals for all Vaccine and Anti-
Infective products ex-US. This includes:

5. Ensuring the application of analytical rigor and sound business rationale for all pricing actions
Assess potential impact of price exposure to other markets
Provide recommendations to Regional Presidents and to Vaccines and Infectious Disease Management to
either approve, reject or modify individual price proposals depending upon their merit and risks
Ensure compliance with governing policies, guidelines, grants of authority and regulatory requirements
• Support Regional and subsidiary Management in product registration efforts to fulfill regulatory requirements.
• Conduct analysis to support marketing and pricing recommendations.
• Provide expert subject-matter training to subsidiary personnel on pricing fundamentals, strategies, and tactics.
Designed and implemented commercial policies for all subsidiaries throughout the Latin-America region.
Director, Customer Analysis and Contract Management – Merck Vaccines 11/97 – 11/06
• Highlighted by Internal Audit as an exemplary and well executed Contract Management Organization. This
innovative organizational approach was later adopted by USHH for their own Contract Management function

6. • Managed forty-nine thousand contractual relationships governing $900 million in annual vaccines sales and
awarding $380 million in discounts, rebates, credits, free goods, and administration fees within the US Market for
Vaccines
• Led a department comprised of up to twenty-five staff members
• Assessed economic potential of prospective contractual partnerships in support of Customer Marketing
• Participated as a core member of marketing teams responsible for defining marketing strategies for all customer
segments such as managed care, acute care, physicians, physician distributors, the Centers for Disease Control,
States, etc..
• Provided the analytical platform to the formulation of Merck Vaccines' customer marketing and payor strategy
• Developed the Contract Management function of Merck’s Vaccine business in the U.S. Differentiated this function
from that of the pharma counterpart by defining the resources required to meet the unique contractual needs of
Vaccines.

7. • Developed contract initiatives targeted at physicians governing over $90 million in annual revenues.
• Developed tools designed to optimize the Sales Force’s targeting and contracting efforts.
• Managed contract-related customer service and support activities.
• Enhanced the division’s contracting infrastructure and decision support tools through aggressive automation.
Director of Internal Audit - Merck Inter-Continental Region 7/93 – 11/97
• Responsible for the internal audit function of Merck’s business operations outside the US and Europe
• Led a department comprised of eight professional auditors and finance personnel
• Assessed audit risk at sixty Merck subsidiaries and joint ventures in Canada, Asia, Australia, Africa and Latin-
America that generated total annual revenue of approximately $2.2 billion.
• Conducted due-diligence reviews of newly acquired entities in Latin-America and Australia.
• Examined compliance with the terms an conditions of joint-venture, supply and toll manufacturing agreements.

8. • Enhanced Merck’s negotiating leverage during joint venture negotiations by providing senior management with
valuable compliance information on our partners.
Senior Information Systems Auditor 1/92 - 7/93
• Conducted information systems audits in Merck’s data centers throughout the world, including Latin America.
SCOTT PAPER Co. – Philadelphia, PA
Senior Financial Analyst 08/90 – 10/91
• Provided analytical forecasts pertaining to costs, sales and performance to Scott Paper’s Institutional business.
Associate Information Systems Auditor / Senior Audit Supervisor 11/88 - 08/90

9. • Responsible for the assessment, planning and leadership of all audits in the Latin America region.
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EDUCATION
M. B. A. - International Business Management B. B. A. – Finance and Economics
Temple University, Philadelphia, Pa. Temple University, Philadelphia, Pa.

10. • Responsible for the assessment, planning and leadership of all audits in the Latin America region.
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EDUCATION
M. B. A. - International Business Management B. B. A. – Finance and Economics
Temple University, Philadelphia, Pa. Temple University, Philadelphia, Pa.