Alessandra Araújo, MBA

• Responsible for regional strategic planning, financial management, sales targets, service level management, technical support, process optimization, recruitment and team development. • Implemented new sales structure in order to create solid foundations for sustainable sales growth in the region. • Built and implemented marketing strategy according to company guidelines and regional needs. • Driving sales managers to accrue new business while maintaining existing relationships across the addressed region. • Developed creative solutions that helped the organization achieve its goals while maintaining high levels of customer satisfaction. • Work closely with the team to ensure business development and monitor progress. • Leading new product launches, events, distributor sales trainings and partnership strategies. Main achievements: • Sales growth of 38% in Revenue and 21% in ASP (with better product mix) since 2019. • Opening new markets, onboarding 10+ new distributors in the region. • Implementation of two new customer support areas in the region: Technical and Marketing. • Creation of a training platform for regional customers, to streamline and measure learning, obtaining great customer adherence. • Course development for Audiologists/Dispensers focused on sales of high value-added products.

• Market development in Latin America for three brands, through indirect channel (Distribuidors). • Customer support in marketing, regulatory affairs, products, pricing and training. • Forecast, budget, sales strategy, negotiation and key account development. • Management of product training, consumer awareness and branding. • Prospecting and managing distributors in the region. • Issue management with high profile customers to maintain relationships and increase revenue in the customer base. • Proven working successfully within tight deadlines and fast-paced environment. • Deployment and management of private label projects Main achievements: • Restructured business on Mexican market reaching sales growth four-fold in 4 years, opening new customers and key accounts. • Implemented and managed product distribution at Costco Mexico. • Optimized product registration process in the region, adapting to needs. Implementation process for holding the product registration through Hosting and Techno-surveillance companies in Mexico and Colombia.

• Restructured Cyberonics product line in Brazil, implementing new communication concepts, sales practices and business relationship with customers (physicians and patients). • Negotiation with Health Insurance companies and hospitals, getting 50% reduction on surgery time authorization. • Created and implemented sales strategy for high-cost product on government sector, increasing sales twofold in one year. • Development of the go-to-market strategy: sales forecast, pricing, budgeting, market research, product launches, training and commercial approach. • Development of Key Opinion Leaders to obtain more effective product awareness. Main achievements: • 56% sales growth in 2010 and around 400% since 2006 • Increase from 5 to 18 the number of implant centers.

• Management of three product lines: BD Critical Care (ICU), Cyberonics (Neurosurgery/Neurology) and Sage Products (ICU), in marketing and business development. • Business Plan Development: Pricing, sales/import forecast, budget, market research, development of promotional material and product launching. • Prepared and presented technical trainings for physicians, nurses and sales team. • Effective participation in Medical Congresses (national and international). • Sales increase in the main Brazilian states, with the introduction of 10 new regional distributors for BD Critical Care product line.

• Management of 4 product lines: Critical Care (ICU), Anesthesia, Surgical Blades and Scrubs. • Pricing, sales campaign, events, internal and external communication, as well as sales forecast for manufacturing and importing. • Performed technical and commercial trainings for whole sales team. • Collaborated with sales, marketing, and support teams to launch products on time and within budget.

• Organized educational courses to teach injection application for pharmacy segment, developing promotional material, organizing samples storage, resulting in reduction of product waste, and achieving optimization of logistics. • Preparing sales reports analysis for products sold in pharmacies. • Contributed for development of new international thermometer supplier. • Redsigned complaint system, improving internal control and increasing answer capability in 30%.

• Development of merchandising and promotion for Image Kodak stores. • Responsible for distribution of photographic products to 18 Image Kodak stores. • Organization of events to launch microfilming and scanning products. • Preparation and analysis of sales reports.