Panama City, Panamá, Panama
Pharmaceutical professional with over 10 years of experience in multinational pharma, specializing in sales training, learning & development, and commercial excellence. My work lives at the intersection of field force capability building and data-driven execution — designing training programs that translate into measurable business impact. Throughout my career, I've led regional initiatives across Central America and LATAM that transformed how field teams adopt tools, engage with data, and perform in front of healthcare professionals. At Novo Nordisk, I designed and delivered training programs for rare diseases and market access teams while simultaneously leading the implementation of analytics dashboards that consolidated field execution KPIs — driving a 4x increase in daily CRM-reported activity and achieving the highest user perception score among all LATAM affiliates. Recognized as Best Business Partner 2024 for outstanding cross-functional collaboration and strategic business impact, I bring a rare combination of instructional design, data analytics, and commercial strategy — ensuring that what is built in the training room shows up as results in the field. Experienced across therapeutic areas including oncology, rare diseases, cardiology, diabetes, fertility, neurology, and dermatology, and skilled in CRM adoption strategies, KPI design, digital learning transformation, and sales force effectiveness.
- Designed and delivered sales training programs for rare diseases and market access teams, building scientific and commercial capabilities aligned with therapeutic and business priorities, representing approximately 30% of the role scope. - Led a cross-functional project to design and implement a data-driven analytics dashboard consolidating all key field execution KPIs, enabling real-time performance tracking and supporting evidence-based decision-making across the affiliate. - Developed and executed CRM adoption programs for Medical, Sales, and Market Access teams, translating data insights into coaching strategies and capability-building initiatives that improved field engagement and execution quality. - Monitored, analyzed, and reported on field force KPIs, evaluating the performance and impact of training initiatives and CRM tool usage on field effectiveness, customer satisfaction, and business results. - Awarded Best Business Partner 2024 for outstanding cross-functional collaboration, strategic execution, and measurable business impact across the affiliate.
- Led communication, training, and adoption strategy for the CRM tool, driving engagement across the affiliate. - Project Leader of an initiative to enhance user perception and foster a data-driven mindset — a program so successful it was replicated by the regional office and implemented in multiple LATAM countries. - Achieved a 4x increase in CRM-reported activity, growing from an average of 2 to 8 calls per day per representative within one year. - Proposed and developed solutions to optimize user experience, ensuring alignment with a customer-centric business model, achieving the highest user perception score among all LATAM affiliates.
- Designed and executed the full sales training strategy for a major obesity market launch at Merck Brasil, building a program from the ground up — from needs analysis through content development and field deployment. - Developed innovative, gamification-based learning experiences that increased field engagement and knowledge retention, ensuring representatives were fully prepared for launch day. - Acted as a strategic training partner to the commercial team, aligning learning objectives with brand strategy and ensuring the field force entered the market with the capabilities needed to drive performance. - Delivered measurable launch readiness, ensuring consistent scientific and commercial preparation across the sales force ahead of a high-stakes product introduction in a competitive therapeutic category.
- Managed end-to-end sales training for three business units simultaneously — Oncology, Fertility, and Neurology — designing and executing capability-building programs from strategic planning through field implementation. - Developed scientifically rigorous training content aligned with each therapeutic area's clinical complexity, ensuring field representatives could engage healthcare professionals with confidence and credibility. - Implemented competency assessments and performance tracking to evaluate training effectiveness and continuously improve program design based on field feedback and business results. - Collaborated cross-functionally with Medical Affairs, Marketing, and Commercial teams to ensure training content was strategically aligned with brand priorities and launch objectives.
- Designed and executed the full training plan for the Cardiometabolism medical promotion sales force, covering product knowledge, clinical communication, and competitive positioning across the cardiology and diabetes portfolios. - Built structured onboarding and continuous education programs for new and tenured representatives, ensuring consistent capability levels across the field team. - Partnered with Marketing and Medical Affairs to translate clinical evidence into field-ready training materials, enabling reps to deliver relevant, science-based conversations with physicians. - Tracked training impact through field performance indicators, adjusting program content and delivery methods based on results and manager feedback.
- Pioneered the development of a proprietary competitive intelligence app providing field representatives with real-time information on key competitors in the dermatology market, directly improving their ability to handle physician objections and differentiate the portfolio. - Designed and delivered comprehensive training programs for the dermatology sales force, covering product knowledge, clinical communication, and territory management strategies. - Created blended learning solutions combining digital tools, classroom sessions, and field coaching to address diverse learning needs and maximize knowledge application in front of healthcare professionals. - Supported new product launches through structured training rollouts, ensuring field readiness and consistent messaging across the sales team from day one.
- Ensure the development and approval of promotional materials to health professionals; - Provide support in the preparation of market analysis (IMS, Nielsen); - Ensure the control of promotional resources worked brands; - To coordinate activities of the area such as: update schedule of the site for health professionals together with other managers, sales force training and guidances tools for the team.