Gabriela Pilli

Responsible for building and developing the commercial operation in Brazil, managing activities from strategic customer prospecting to post-sales support. Key responsibilities: • Prospecting and developing new business opportunities across industrial, pharmaceutical, food, environmental, and academic sectors; • Managing the full consultative sales cycle, from opportunity identification to closing and implementation follow-up; • Building and strengthening relationships with customers and strategic partners; • Providing technical-commercial support throughout the pre-sales and post-sales process, ensuring an excellent customer experience; • Implementing and managing commercial processes, performance indicators, and CRM systems; • Planning and executing market expansion and brand positioning strategies in Brazil; • Collaborating with technical teams, suppliers, and international manufacturers to develop solutions aligned with customer needs; • Participating in industry events, training programs, and business development initiatives. Key achievement: Leading the development of the commercial operation from the ground up, establishing sales processes, building customer relationships, and driving market expansion in Brazil.

• Atuação consultiva na venda de serviços analíticos avançados (Desenvolvimento e validação de métodos, estudos de estabilidade de fármacos e suplementos, estudos de solubilidade, dissolução, etc.). • Prospecção ativa de novos clientes e identificação de oportunidades estratégicas nos segmentos farmacêutico, cosmético, nutracêutico e laboratorial. • Apresentação técnica do portfólio, conduzindo reuniões e visitas para captação e expansão da carteira. • Elaboração de propostas comerciais conforme diretrizes internas, garantindo margem, competitividade e sustentabilidade financeira. • Follow-up estruturado, acompanhamento contínuo do ciclo comercial e identificação de novas necessidades dos clientes. • Análise de faturamento e indicadores, com relatórios gerenciais para suporte à gestão • Interface direta com áreas técnicas e gestão para garantir uma experiência fluida ao cliente.

Provided consultative technical support, identifying client needs and proposing tailored solutions for R&D, quality control, and manufacturing environments. Delivered pre- and post-sales application support for analytical instruments and consumables, including UV-Vis, FTIR, Raman, Circular Dichroism, Fluorimeter, Polarimeter, and HPLC. Performed instrument demonstrations, method development assistance, and on-site or remote technical training. Supported method optimization and data interpretation, aligning results with regulatory and technical requirements. Collaborated on the creation of scientific marketing content such as technical posts, training materials, and video content. Represented the company in technical presentations at events, webinars, and customer workshops.

Specialist in studies focused on organic prediction and literature review applied to planning the impurity profile and degradation products of pharmaceuticals, following the guidelines of RDC 964/2025. - The main aspects addressed in these studies include: ➡ Survey of the physicochemical characteristics of the active pharmaceutical ingredient (API). ➡ Mapping and assessment of the susceptibility of functional groups present in the API molecular structure. ➡ Proposal of possible degradation products likely to form under commonly used conditions. ➡ Evaluation of chromophore groups and potential genotoxicity alerts. ➡ Assessment of drug-excipient interactions.

Prospected and developed new business opportunities across pharmaceutical, chemical, food, cosmetics, and academic markets. Created customized commercial proposals based on thorough analysis of technical requirements and business goals. Led the entire sales cycle, from initial engagement to closing, managing negotiation strategies and technical validations. Maintained pipeline and forecast accuracy using CRM tools, ensuring alignment with sales targets and performance indicators. Acted as a key liaison between customers and internal departments to ensure seamless solution delivery and customer satisfaction. Monitored market trends and competitors to identify strategic growth opportunities. Pre- and post-sales support for analytical instruments including UV-Vis, FTIR, Raman, Circular Dichroism, Fluorimeter, Polarimeter, HPLC (analytical, preparative, flash, SFC and SFE), Mass Spectrometry, Water Purification System and TOC.

- Performed finished product analysis using routine quality control equipment. - Conducted analytical validation tests. - Prepared and reviewed analytical documents, validation protocols, and validation reports. - Managed the procurement of materials, equipment, and requirements for executing analytical validation projects. - Performed or supervised equipment qualification activities. - Requested quotations for pharmaceutical equivalence studies.

- Completed documentation in compliance with Good Laboratory Practices (GLP) standards. - Performed all types of physicochemical tests for quality control and validation, including assay, impurities, and dissolution analyses of pharmaceutical products, in accordance with current regulations. - Entered test results into the Laboratory Information Management System (LIMS) or Control System. - Recorded results in calculation spreadsheets. - Delivered complete documentation to the Quality Assurance department. - Returned samples to the Sample Management department. - Properly filled out custody chains for test substances and reference standards. - Prepared and/or reviewed analytical protocols and reports. - Performed critical evaluation of analytical results.

- Developed and modified analytical methods related to the scopes 17025/REBLAS/EQFAR. - Validated analytical methods within the scopes 17025/REBLAS. - Authorized the implementation of analytical methods under the scopes 17025/REBLAS. - Signed test reports within the REBLAS, 17025, and validation scopes. - Maintained custody of reference materials. - Worked in the areas of antineoplastic products and microbiological testing. - Managed technical matters related to regulatory agency systems. - Conducted internal and external audits/inspections. - Audited validation reports of tests to be included in the RDE (Detailed Test List – ISO 17025). - Validated computerized systems (e.g., electronic spreadsheets). - Conducted investigations according to internal procedures.

- Analysis and characterization of active pharmaceutical ingredients (API). - Development and validation of analytical methods using HPLC in accordance with RDC 166/2017. - Preparation and reporting of drug/excipient compatibility studies. - Preparation of technical documentation and standard operating procedures (SOP), as well as participation in and execution of internal audits. - Execution, critical analysis, and interpretation of data generated by techniques such as HPLC, LC-MS, MS/MS, NMR, FTIR, DSC, TGA, and physicochemical analyses. - Mentoring and training analysts to ensure high-quality performance of their activities. - Coordinating the workflow of the department from sample receipt to the delivery of analytical results. - Providing technical support to clients. - Proficient in researching patent databases, compendial monographs, and scientific literature. - Theoretical studies of organic prediction applied to the planning and development of the degradation profile of pharmaceuticals (RDC 53/2015 and Guide 4/2015).

Synthesis, purification, and characterization of organic molecules using techniques such as IR, NMR, HPLC, UV-Vis spectroscopy, and mass spectrometry.

Degree awarded upon the preparation and defense of the dissertation titled "A New Methodology for the Synthesis of Lignin Models via O–H Insertion Reactions Between Phenols and α-Aryl Diazo Ketones." Main activities: - Planning and development of experimental protocols for synthetic routes. - Nuclear Magnetic Resonance (NMR) spectroscopy. - Mass spectrometry. - Infrared spectroscopy (FTIR). - Column chromatography. - Use of spectral analysis software.

Degree awarded upon the preparation and defense of the undergraduate thesis titled "Aspects of the Interaction Between Whey Serum Proteins and Low Molecular Weight Bioactive Compounds: Synergistic/Antagonistic Effects on the Antioxidant Activity of Phenolic Compounds and Redox Stability of Hop β-Acids." Main activities: - Sample preparation. - Molecular emission spectroscopy. - High-performance liquid chromatography (HPLC). - Creation of reaction kinetics and deactivation curves.