RODRIGO CARLOS PEREIRA DA SILVEIRA
+551999335665/rodsilver55@hotmail.com/https://br.linkedin.com/in/rodsilver
KEY ACCOUNT MANAGER / COMMERCIAL MANAGER / REGIONAL SALES MANAGER
Professional with deep knowledge in the commercial area combined with strong analytical and planning skills.
Proven adaptability, high performance sales results and international field experience in Dubai, UAE and Sao
Paulo, Brazil. Ascending career mostly developed within leading multinationals such as Merck Group, Johnson &
Johnson, Coldwell Banker, Robert Bosch and IBM. Broad experience developing account plans, managing annual
and monthly budget and sales targets, trade marketing investments and promotional strategies, sales territories,
sales representatives, sell in and sell out ownership and establishing long term relationships within diverse key
account areas. Specialist within the pharmaceutical retail sector, managing direct and indirect key account sales
channels, national and regional wholesalers and leading pharmaceutical chains within Sao Paulo state. Areas of
expertise include:
 Key Account Management
 Negotiation
 Sales Management
 Interpersonal Leadership
 Strategic Planning
 Commercial Real Estate
 Trade Marketing
 Sales Presentations
 Miller-Heiman Strategic
Selling
 Product Launch
 S&OP implementation
 Pharmaceutical Sales
 Marketing Strategy
 Pharmaceutical Industry
 Sales Process
 Competitive Analysis
 Demand Management
PROFESSIONAL EXPERIENCE
MERCK S/A, SAO PAULO, SP 06/2014 – 12/2015
Pharmaceutical Industry, Multinational, Merck Consumer Health Division
Key Account Manager
Responsibilities:
 Responsible for the commercial management of inner Sao Paulo state territory and key accounts within the
retail segment, which represented 15% of Brazil’s overall sales;
 Manage and shape commercial policies, sales processes, two subordinate sales representatives and achieve
annual sales targets of R$39 million with a product portfolio of approximately 53 SKUs;
 Promote and commercialize leading over the counter (OTC) and prescription pharmaceutical (Rx) brands in
conjunction with medical detailing and sales representative teams, in order to maximize sales and increase
mapped numeric and weighted distribution;
 Planning and execution of tactical and strategic sell in and sell out account plans;
Key Contributions:
 Recovery of territory sales gap within a 6 month period, converting previous sales coverage of 88% to 101%
based on 2014 sell in targets. Results obtained after diagnosis of territory, reestablishing relationships with
main buying influencers and wholesaler sales teams, shaping trade marketing strategies, solid planning and
strong execution of account plans to increase distribution, exposure and accelerate product turnover;
 From 2014 to 2015, managed 2 key wholesalers within inner Sao Paulo, leading results that classified them as
top 2 wholesalers in sell out overall Brazil ranking, with respectively 22% and 12% November 2015 YTD growth
and a 2 percentage point increase in market share for each key account;
 Shaped pricing policy for the indirect sales channel and implemented changes in conjunction with high
management team;
JOHNSON&JOHNSON MEDICAL BRASIL LTDA, SAO PAULO, SP 02/2011 – 05/2014
Medical Devices Industry, Multinational, Diabetes Care Division
Professional Key Account
Responsibilities:
 Responsible for the planning and execution of business strategies : sales, trade marketing , merchandising
team management, innovation in sales channels and training in order to maximize results, increase
distribution and block competition within pharmaceutical retail drugstore chains and indirect channel in Sao
Paulo and inner Sao Paulo;
 Managed the sales territory with the highest representative figure of Brazil’s Diabetes Care team, assuming
R$10 million sales target for 2014;
 Continuous interaction with shoppers, consumers, internal stakeholders and diverse sales channels to identify
opportunities, trends and development of customer service;
 Sound knowledge of public sector: business plan elaboration and participation in government bids;
Key Contributions:
 Achieved distribution and market share KPIs and a sales growth of 50% within two key accounts in a 12
month period;
 Led and implemented Sales and Operations Planning Project (S&OP) along with Supply Chain, Marketing,
Finance and Sales teams;
 Via exceeding sales targets within diverse retail channels and leading S&OP monthly processes, obtained 3
promotions, commenced as Sales Trainee and progressed to Professional Key Account;

JOHNSON&JOHNSON MEDICAL BRASIL LTDA, SAO PAULO, SP 06/2013 – 05/2014
Medical Devices Industry, Multinational, Diabetes Care Division
Sr. Account Manager
Responsibilities:
 Responsible for the commercial management of the entire inner Sao Paulo territory attending regional and
national wholesalers and drugstore chains;
 Leverage direct sales through the commercial management of key accounts and leadership of “Transfer
Farma” project – a team of sales representative headcounts subsidized by J&J companies: J&J Medical, J&J
Consumer and Janssen-Cilag;
 Ownership of sell in and sell out, trade marketing development and growth plans;
JOHNSON&JOHNSON MEDICAL BRASIL LTDA, SAO PAULO, SP 09/2012 – 06/2013
Medical Devices Industry, Multinational, Diabetes Care Division
Jr. Account Manager
Responsibilities:
 Oversee half of inner Sao Paulo territory and responsible for diagnosing, developing and exploring
opportunities as well as delivering sales results for the territory in conjunction with the Account Manager from
the residual sector;
 Assure S&OP monthly process is carried out;
JOHNSON&JOHNSON MEDICAL BRASIL LTDA, SAO PAULO, SP 02/2011 – 09/2012
Medical Devices Industry, Multinational, Diabetes Care Division
Sales Trainee
Responsibilities:
 Create, develop and implement S&OP project and act as business manager for middle range accounts from
the retail and government sectors;
 Participate in a development and leadership program through job rotation within diverse business areas of J&J
Medical, coaching, mentoring and workshops: presentation techniques, macroeconomics trends, time
management and negotiation;
 Manage merchandising team and oversee recruitment, targets, KPIs, client visit schedules and training
alongside Trade Marketing Manager and promotional merchandise agency. Accompany the staff in point of
sales (POS) visits assuring customer service excellence;
Other Professional Experience
XP Investimentos CCTVM S.A. 06/2010 – 12/2010
Investment Broker – Campinas, Sao Paulo
Medley Indústria Farmaceutica Ltda. 03/2010 – 06/2010
Training Coordinator – Campinas, Sao Paulo
Coldwell Banker Commercial - UAE 04/2008 – 08/2009
Real Estate Consultant – Dubai, United Arab Emirates
Acquired “Top Producer” award in Abril and June 2009
Emirates Airlines 03/2006 – 03/2008
Cabin Crew – Dubai, United Arab Emirates
Robert Bosch Ltda 06/2005 – 03/2006
Intern in Automotive Aftermarket division - Campinas, Sao Paulo
EDUCATION AND TECHNICAL PROFICIENCIES
Master of Business Administration (MBA) of Commercial Management (2013)
UNIVERSITY OF FGV, Campinas, SP
Bachelor of Business Administration (BBA) in Marketing (2010)
ANHEMBI MORUMBI UNIVERSITY, Sao Paulo, SP
Technical Skills
Microsoft Office (Word, Powerpoint, Outlook, Excel) and ERPs such as JD Edwards and SAP
Sales Workshops
Strategic Selling – Miller-Heiman
Negotiate Success – Miller-Heiman
Integrity Selling – Lifescan University
Languages
Fluent English / Native Portuguese / Intermediate Spanish