Douglas Ferraz

Lead the commercial strategy and execution for the indirect sales channel, managing the network of authorized distributors across Brazil. Develop and implement go-to-market (GTM) strategies to maximize coverage, strengthen customer relationships, and achieve sustainable revenue growth. Define sales targets, monitor performance metrics, and ensure full alignment with corporate objectives and market expansion plans. Build strong partnerships with distributors, providing strategic guidance, commercial support, and negotiation leadership to secure competitive advantage. Collaborate with cross-functional teams (Marketing, Finance, Customer Service, Supply Chain, and Technical Support) to guarantee excellence in execution and customer satisfaction.

• Acted as the Microbiology Business Unit Director for all of Latin America, leading a team of 20 associates. • Responsible for the commercial restructuring throughout Latin America, from restructuring the distribution channel to adjusting the job descriptions of the National Sales Managers in each region to prioritize results and growth. • Marketing: I created a tool to measure the success of the events held and the sales value generated. I created the “Expert Club” project with low-cost hybrid events, using associates to promote scientific lectures for clients (more than 30 events in the last three years, bringing in a total of US$ 0.5 million in new business). • Promoted solid growth in Latin America with a CAGR of 14% in the last four years, being responsible for all P&L management. • Achieved the highest global geographic growth year over year for two consecutive years (2022: 18% | 2023: 24%).

Acted as General Manager for the countries of Central America, a region made up 100% of the indirect channel (distributors). • Responsible for commercial restructuring with commercial partners, applying standard corporate tools to optimize regional results, such as CRM, sales funnel, marketing events, and mapping of major opportunities. • Led the standardization project for distributors throughout Latin America, creating a workbook to monitor Commercial, Financial, Marketing, and Service KPIs. • Led the project to create a tool to measure the Sell Out of all distributors in Latin America to improve distributors' S&OP and inventory management processes. • Promoted solid growth in the region with a CAGR of 21% over the last eight years, being responsible for all P&L management. • For two years, I delivered the highest growth in Latin America year over year (2020: 74% | 2022: 48%).

• Acted as interim General Manager for Colombia and Southern Cone Countries after a regional restructuring. • Sales: Implemented the sales funnel analysis cadence, supporting the local Sales Manager with the Sales team to achieve the 2024 target. Major automation projects were resumed resulting in sales of US$1 million in instruments in 2024 in Chile and Peru and increased probability of three other automation projects for 2025. • Services: Organized the local Services team to manage activities with customers, reducing the service SLA and improving the NPS of the region. • Human Resources: Held periodic individual meetings with all departmental leaders to discuss specific topics of the area and career and two All Hands meetings with all associates to present the strategies for closing the year and plans for 2025, which resulted in a significant improvement in the engagement result.

Immunology and clinical chemistry.