Rafael R. Santiago

National Sales Manager

PROFESSIONAL EXPERIENCEPascual Consumer Healthcare CorporationIndustry: Pharmaceutical/Consumer HealthcareFIELD PROMOTIONS INSTITUTION MANAGERJuly 2015 – August 31, 2016ACHIEVEMENTS & PERFORMED FUNCTIONS:

Achieved 124% sales performance. I have trained, coached, and managed 5 District Managers and 25 Field

Promotion Institution Specialists. I do regular coordination meetings with Finance, Marketing, HR,

Plant/Manufacturing, and Admin Departments. I have initiated and developed professional relationships with established

nationwide institutions and Corporations, ex: PMAP, PICPA, PNA, etc. I have done high level negotiations with Directors, Presidents; CEO’s and

secures annual partnership agreement or a yearly contract to promote our products to the Institution/Corporations on their monthly/quarterly corporate activities/meetings.

I have negotiated for Product Presentations and am the major sponsor during annual and mid-year conventions, anniversaries, seminars and training programs.

Relationship Building - I have established long term professional relationships with institutions and corporations thru regular field visits .

I closely coordinated with a third party Promo Agency, Imara Promotions for deployment and utilization of Brand Ambassadors/Models during events.

I have facilitated and follow through all promotional (consumer and MD), merchandising, and below-the-line programs of PCHC brands and ensure that these are effectively implemented, monitor their success based on performance measures and identified budgets.

I have conceptualized and initiated below-the-line brand building programs and activities that are aligned with the brands’ strategies and directions.

I have initiated participation in special events and other activities with the primary objective of generating incremental sales and increased market awareness.

I have developed and improved processes on the implementation of brand promotions and activations.

I reviewed and assessed effectiveness of the programs, recommended any necessary enhancements.

I report directly to the President.

American Technologies, Inc.Industry: IT/Technology SALES PERFORMANCE MANAGER - Sales Operations May 2012 – June 2015ACHIEVEMENTS & PERFORMED FUNCTIONS

Achieved my monthly, quarterly, and annual sales targets of the 2 most profitable Business Units of the Company (GPS Vehicle Tracker Business Unit, and the Dental Business Unit), with 118% sales performance.

I consult, and provided recommendations based on sales data analysis to the President in terms of Sales Operations.

I conceptualized and developed the Field Sales Operations of the Business Units.

I recruit, trained and developed, assessed job performances of Business Unit Heads and Field Sales Representatives.

I do regular coordination meetings with Finance, Marketing, HR, Plant/Manufacturing, and Admin Departments.

I set realistic and challenging sales targets by allocating monthly, quarterly, and yearly sales targets.

I closely coordinated with Marketing Division, and Finance Division concerning the budget and current operational expenses of the Business Units.

I analyzed market data and recommend action plans. I conducted appropriate training programs based on training needs

analysis, such as District Managers Development Program, Advance Selling Skills, High Impact Presentation, etc.

I coordinated with the respective Business Unit Heads. I report directly to the President.

From February 2011 – April 2012 - I am enrolled at De La Salle University Graduate School of Business for a Masters in Business Administration (MBA). At this time, my wife and I also managed my own business of buying and selling of women’s bags and accessories.

Chiral Pharma Corporation (Member of the TAO Community of Companies). Industry: PharmaceuticalNATIONAL SALES MANAGER: Feb 2009 – Jan 2011ACHIEVEMENTS & PERFORMED FUNCTIONS:

I have achieved National Sales Target, with a performance of 118%, and 123% respectively.

I have led and managed 6 District Managers, and 40 Professional Health Representatives.

I have conducted appropriate training programs based on training needs analysis, such as District Managers Development Program, Advance Selling Skills, High Impact Presentation, etc.

I have ensured brand objectives on SKU assortment, distribution levels and merchandising, where applicable, are achieved.

I have recommended directions for marketing plans. I have prepared yearly sales budget per territory & calendar of activities

for promotions, sampling, special events and other account-related activities.

I have done reviews and have presented promotional activities, work plans, sales budget achievement, periodical reports & updates to management.

I have monitored trade conditions and competitors’ activities and formulated and recommended necessary plans to counter such activities.

I am responsible for launching of new products and/or formulations and/or pack sizes and controls execution of the launches within the time frame set in the annual budget.

I submit monthly, quarterly, & annual reports and reviews of activities and results.

I do regular coordination meetings with Finance, Marketing, HR, Plant/Manufacturing, and Admin Departments.

I conduct weekly field work with District Managers. I have developed and manage my own High Level Key Opinion Leaders

(KOLs) and Core doctors and key customers. I report directly to the Chief Executive Officer (CEO).

Dermpharma, Inc. (VBP Group of Companies)Industry: Pharmaceutical/Consumer NATIONAL SALES MANAGER: Jan 2007 – Jan 2009ACHIEVEMENTS & PERFORMED FUNCTIONS:

Achieved annual sales target with an average sales performance of 124%. I performed also as Distributor Sales Manager. I negotiated, managed, and monitored the performances of the Regional

Distributors. I do regular coordination meetings with Finance, Marketing, HR,

Plant/Manufacturing, and Admin Departments. I am responsible for the achievement of Product Sales and Total National

Sales Objectives. I set realistic and challenging goals for Regional Sales Managers, and

Team Leaders.

Key Accounts Specialists and Promo-Merchandisers by allocating monthly, quarterly, and yearly sales quota.

I have to ensure communication and implementation of all field system procedures, company policies and procedures, marketing plans to Regional Sales Manager, Team Leader, Key Accounts Specialists, and Promo-Merchandisers.

I work with the marketing team on sales generations, relationship building, sales support, and other marketing activities.

I facilitated training and skill development of Key Account Specialists and Promo-Merchandisers in product knowledge, selling skills, relationship building skills, and territory business planning.

I recruit, train, develop, and assess sales performance of Regional Sales Manager, Team Leaders, Key Accounts Specialists, and Promo-Merchandisers.

I analyzed and evaluated through regular field visits, the effectiveness of current strategies and tactics.

I develop and maintain strong professional relationships with critical stakeholder groups and Key Opinion Leaders that may impact company business.

I provided regular feedback to management regarding sales performance and operations, market situations, and effectiveness of Sales and Marketing plans.

I report directly to the President.

Zynova Pharmaceuticals, Inc. Industry: PharmaceuticalREGIONAL SALES MANAGER: Feb 2005 – Dec 2007 ACHIEVEMENTS & PERFORMED FUNCTIONS:

Achieved my annual sales targets, averaging 124%. Assigned Region: Manila and Luzon Region I am responsible for the achievement of product and total sales objectives. I have set realistic and challenging goals for each District Managers and

Medical Representatives by allocating monthly, quarterly, and yearly sales quota.

I have to ensure communication and implementation of all field system procedures, company policies and procedures, marketing plans, to all District Managers and Medical Representatives.

I worked and coordinated with the marketing team on sales generations, relationship building, sales support, and other marketing activities.

I facilitated and personally conducted training and skill development of each District Manager and Medical Representatives in product knowledge, selling skills, relationship building skills, and territory business planning.

I do recruitment, training and development, and assess sales performance of all District Managers and Medical Representatives in my Region on a monthly basis.

I have done analysis and evaluation through regular field visits, the effectiveness of current strategies and tactics.

It is also my duty to foster and maintain strong relationships with critical stakeholder groups and key opinion leaders that may impact company business.

I provide regular feedback to management regarding sales performance and operations, market situations, and effectiveness of sales and marketing plans.

I report directly to the Vice-President for Operations.

Zuellig Pharma Corporation (Pharmalink-Pfizer Division)Industry: PharmaceuticalDistrict Manager: Feb 2003 – Jan 2005ACHIEVEMENTS & PERFORMED FUNCTIONS:

Achieved my annual sales target, 116% in 2003, and 126% in 2004. Assigned District: South Manila I manage, coach and train 8 Professional Medical Representatives on

areas of Product Promotion (Detailing), as well as Salesmanship (Selling to Drugstores).

I coach and train Professional Medical Representatives to Deal and visit major drugstores and sell in the area.

I review and monitor their Monthly Reports to Management. I direct and oversee the implementation of Plan of Action/Projects. I am responsible for Budgeting - Making sure the funds on activities of

each Professional Medical Representative is within the budget and the activities were being implemented properly based on Promo Program.

I do Business Review Presentations to Management on a Quarterly basis. I have to ensure achievement of Sales Target of the District on a Monthly,

Quarterly, and Yearly basis. I regularly do coaching and training every field visits. I strictly monitor the sales as well as the call performance of every

Professional Medical Representative in my District. I report directly to the National Sales Manager.

Quintiles East Asia Pty. Ltd (Multinational Company-Singapore Regional HQ)Industry: PharmaceuticalDISTRICT MANAGER: March 1999 – Jan 2003 ACHIEVEMENTS & PERFORMED FUNCTIONS:

Achieved my sales target with a sales performance of 107%. 119%. And 123% respectively.

Assigned District: Central Manila from 1999-2001; and South Manila from 2002-2003.

I manage, coach and train 8 Professional Medical Representatives on areas of Product Promotion (Detailing), as well as Salesmanship (Selling to Drugstores).

I coach and train Professional Medical Representatives to Deal and visit major drugstores and sell in the area.

I review and monitor their Monthly Reports to Management. I direct and oversee the implementation of Plan of Action/Projects. I am responsible for Budgeting - Making sure the funds on activities of

each Professional Medical Representative is within the budget and the activities were being implemented properly based on Promo Program.

I do Business Review Presentations and present my overall District performance to Management on a Quarterly basis.

I have to ensure achievement of Sales Target of the District on a Monthly, Quarterly, and Yearly basis.

I regularly do coaching and training every field visits. I strictly monitor the sales as well as the call performance of every

Professional Medical Representative in my District. I report directly to the National Sales Manager

Zuellig Pharma Corporation (Organon Philippines Division, Abbott–Zuellig Division, & Pharmalink-Pfizer Division).Industry: PharmaceuticalMay 1993 – February 1999(PROMOTED TO DISTRICT MANAGER April 1993 – South Luzon District from 1993-1995, then North Luzon District from 1996-1999)May 1993 – February 1999I filed for Early Retirement and accept a job offer from Quintiles East Asia Pty. Ltd.ACHIEVEMENTS & PERFORMED FUNCTIONS:

I consistently achieved my yearly sales target at an average of 150%. Assigned District: South Luzon from 1993-1995; North Luzon from 1995-

1998 for Zuellig Abbott, and Zuellig-Parke Davis Divisions. I closely supervise, coach and train 6 Professional Medical

Representatives.

I conduct training on Detailing Skills, as well as Advance Selling Skills. I coach and train Professional Medical Representatives on Negotiation

Skills and visit major drugstores and sell in their respective areas. I coach and train Professional Medical Representatives on their

communication and reporting skills, to ensure efficient monthly data reporting to Management.

I personally direct and oversee the implementation of Plan of Action/Projects of 6 Professional Medical Representatives.

I do efficient Budgeting - Making sure the funds on activities of each Professional Medical Representative is within the budget and is the being utilized properly.

I do Business Review Presentations to the Management on a Quarterly basis.

I report directly to the National Sales Manager

Zuellig Pharma Corporation (Organon Philippines Division, Abbott–Zuellig Division, & Pharmalink-Pfizer Division).Industry: PharmaceuticalEntry Level: MEDICAL REPRESENTATIVE October 1986 – April 1993.ACHIEVEMENTS & PERFORMED FUNCTIONS:

I have achieved my monthly sales target consistently with an average sales performance of 215% every year.

Assigned areas: Zamboanga Del Norte, Quezon City Area, & La Union/Ilocos Area.

I do fieldwork and promotion (Detailing) to Doctors. I have a total of 120 Doctors in my Masterlist. I cover/visit Doctors every week. Class A doctors are visited weekly, while

Class B doctors are visited twice a month (every other week). I do relationship building/PR activities to Doctors. I implement promotional programs based on Marketing Plans per product. I submit sales and calls (MD visits) reports on a weekly basis. I submit competitor activities every week. I implement Snack Attack programs weekly based on Marketing Plan. I do sales performance presentations every month to my District Manager,

and National Sales Manager. I coordinate and report to my District Manager every week. I report directly to the District Manager.

TRAINING PROGRAMS ATTENDED (I can conduct these training programs) District Managers Development Program (DMDP) Basic Selling Skills

Advance Selling Skills

Work Attitude Program Coaching for Continuous Improvement for the Leaders High Impact Presentation Situational Leadership Leadership and Team Development

AWARDS RECEIVEDNo. 1 IN SALES For having achieved a cumulative sales performance rating of 133.48% for the Year 1992SALES CONSISTENCY AWARD For consistently achieving on a monthly basis the sales quota for 12 straight months for the year 1992EARLY BIRD AWARD For being the earliest to achieved the quota for the year. Achieved in 10 Months the quota for a 12 months period for the year 1992PRODUCT AWARD: Oradexon 20 mg Injection Award (the most expensive product) For having sold the most number of ORADEXON 20 mg. injection in total units for the year 1989 & 1990SALES ACHIEVEMENT AWARD For having achieved a cumulative sales performance rating of 131.15%, 125.56%, 133.48%, for the year 1990, 1991, 1992 respectively.

PERSONAL DETAILSAddress: Cluster Glenhaven 1, California Garden Square Condominium, Libertad Street corner Calbayog Street, Barangay Highway Hills, Mandaluyong CityAge: 51 years oldBirth Date: August 24, 1965Civil Status: Married Height: 5’ 4” Weight: 150 lbs.

ACADEMIC QUALIFICATIONSUniversity of Santo Tomas (UST) 1982-1986

Bachelor of Arts in Behavioral Science

High School : Espiritu Santo Parochial School 1978-1982Elementary : Espiritu Santo Parochial School 1972-1978

CONTACT INFORMATIONMobile No.: 0921-320-3659Email Address: raffy.r.santiago@gmail.com and raffyrs@yahoo.comURL: ph.linkedin.com/pub/rafael-santiago/1/b08/1a0/