Guilherme Moretti Ferrari

• Creation and implementation of the entire Commercial Plan for all Arjo Product Lines in Brazil after the Getinge spin-off • Strategic management of the distributors and Key Accounts team: 6 direct and 50 indirect reports • Responsible for Restructuring and implementing the channel redesign in Brazil, focusing on proximity to reps and distributors, bringing evolution in each role and increasing responsibilities for the execution of the commercial plan, as well as cost reduction through the review of the structure • Direct involvement in projects and strategies to achieve P&L-related goals • Interaction with leaders and stakeholders related to Capital Goods, OPME, consumables, Clinical Engineering, ICU, Physiotherapy, and Administration • Leadership in projects for the implementation of Sales Force, Business Plan, of all Arjo products, reorganization of the sales team, demonstrations, in-services and B2B/B2C rental plan • Responsible for executing the commercial excellence model, launching new products, liaising with factories, the global marketing and the global importation team • Management of product training for sales teams and healthcare professionals • One of the responsibles for launching and implementing the consultancy project Arjo Insight for KA hospitals • Commercial responsible for S&OP and forecast • Organization of professional education events, symposiums, and congresses • Strong KPI responsibility on Compliance, Finance, Operations, Demand Planning and Customer Service Results & Achievements • Tripled revenue in Brazil in 6 years (2018-2023) • Opening of over 200 new clients for different product lines (2018-2023), including important Hospital chains such as Prevent Senior, Dasa, and Rede Dor • Assembly and development of the Commercial team • Responsible for a 5% increase in total GP for sales invoiced in Brazil in 2023 • Creation of the sales department for public entities. Public sales went from 5% of the company's total revenue to 25% in 6 years

- Responsible for leading the Sales of Plastic and Reconstructive Products of the Mentor Business Unit in Sao Paulo State and all the Northeast region in Brazil as well as Product and Marketing Support for all the Brazilian Territory and sales teams (direct and indirect). - While in Mentor, supported the Business Unit in order to double its Gross trade sales from R$30MM to R$60MM in 4 years along with improvement of more than 10% in local GP. - Lead and participated in several projects involving Go to Market, Channel Redesign, Sales & Operations/Supply Chain, Legal, Regulatory, Reverse Logistics, Cost to Serve, Pricing, Mentor Promise warranty, product launches, siliconeseguro.com and other B2C strategies. - 3 direct and more than 30 indirect reports

- Management of distributors and direct accounts of the following states: São Paulo, Paraná, Santa Catarina, Rio Grande do Sul and the Northeast region of Brasil. Responsible for Sales of more than R$ 20mm / year within Mentor Business unit. - Direct contact with Key Opinion Leaders, Societies and Stakeholders within Plastic, Oncology and Reconstructive Surgery - Development of Sales and Marketing strategies of all Mentor portfolio. - Product training for Sales teams, and specialists in the healthcare area. - Elaboration of forecast, quotations and invoice reports. - Participation and responsible for interactions of the Business unit in all legal and regulatory matters. - Participation in the team responsible for Implementation of Sales Channel Redesign of the Business Unit. - One of the Project leaders for the Breast Reconstruction Project - Oncology , SAC - Legal and Mentor SEO. - Responsible for the processes “after-sales”. - Follow-up of the financial matters of the franchise. - Organization of Professional Education Events, symposiums, congresses and deployment of new products.

- Visits to clients. - Development of marketing and sales strategies for hospitals, medical clinics and Health Care insurance plans for the Biosurgery (hemostatic) products. - Product training for different medical specialties such as General, Urology, Plastic, Neuro, Orthopedic and Cardiovascular Surgeries. - Elaboration of sales forecast, quotations and invoice reports. - Elaboration of protocols, case studies and workshops in hospitals. - Communication and negotiation with dealers, buyers and buying orders. - Follow-up of the processes “after-sales”. - Management of three technical consultants. - Responsible for the distributors and Key direct accounts in the territory. - Member of the Project Orthopedics without Blood. Top Gun winner.

- Visits to clients. - Development of marketing and sales strategies for hospitals, medical clinics and Health Care insurance plans. - Product training for different medical specialties. - Elaboration of sales forecast, quotations and invoice reports. - Elaboration of protocols, case studies and workshops in hospitals. - Communication and negotiation with dealers, buyers and buying orders. - Follow-up of the processes “after-sales”. - Management of three technical consultants.

- Development of new clients for Bidim products. - Creation of Sales sand Marketing strategies for industries in the following fields: Medical, automobile and plastic. - Implementation of solution in nonwovens for all industrial processes. - Negotiation with dealers, product development engineers and buyers. - Elaboration of quotations and sales reports. - Follow-up of the processes “after-sales”.

- Visits to clients - Support to marketing and sales promotion in public, private hospitals and medical clinics. - Elaboration of protocols, case studies and workshops in hospitals. - Communication and negotiation with dealers, buyers and buying orders. - Elaboration of quotations and invoice reports - Follow-up of the processes “after-sales”.

- Negotiation and sales of services for the export of products, equipments and samples from Brazilian clients for international trade fairs. - Support to marketing and Sales promotion along with events organizers and national and foreign companies. - Complete coordination of shipments: Temporary / permanent import and export and international integrated logistics along with ocean and air shipment companies. - Communication and negotiation with agents and trade fairs, freight forwarders, events and show promoters, and fine arts exhibitions worldwide. - Follow-up of the processes “after-import”. - Elaboration of quotations and invoice reports of the department and costs spreadsheets.

Columbia Business School - Executive Education

Columbia Business School - Executive Education

Studied 1 year of Computer Information Systems at Missouri Valley College, Marshall, Missouri, USA, from August, 1999 to June, 2000.