Mariane Giardëlli

Commercial & Strategy Director Responsible for leading and integrating the Commercial, Marketing, Market Intelligence, and Strategy functions across ALS Pharma's four core business divisions: Pharmaceutical, Cosmetics, Medical Devices, and Veterinary. Define and execute the overall commercial and strategic roadmap for ALS Pharma, aligning business goals across all four divisions to drive sustainable revenue growth and market expansion. Lead the Commercial team, overseeing key account management, business development, pricing strategies, and client relationship management across pharmaceutical, cosmetic, medical device, and veterinary segments. Oversee the Marketing function, directing brand positioning, go-to-market strategies, product communication, digital presence, and promotional campaigns tailored to highly regulated life science markets. Drive Market Intelligence initiatives, including competitive landscape analysis, industry trend monitoring, customer insights, and opportunity mapping to support informed strategic decision-making. Develop and implement corporate strategy across divisions, identifying growth opportunities, new market entry, portfolio expansion, and cross-divisional synergies. Collaborate closely with Operations, Technical, Regulatory, and Finance teams to ensure commercial strategies are aligned with operational capabilities and compliance requirements. Build, mentor, and develop high-performance multidisciplinary teams, fostering a culture of accountability, innovation, and client-centricity. Represent ALS Pharma in industry forums, trade associations, and key client engagements, strengthening brand authority and strategic partnerships.

Market Internationalization and Business Development Consulting • Act as a strategic guide to help companies navigate the complexities and challenges of expanding their business into new countries or regions, aiming to maximize opportunities and minimize risks. Assisting companies in expanding their operations into international markets. • Market Analysis: Researching and analyzing foreign markets to identify opportunities and challenges for the company. • Strategic Planning: Developing strategies for international market entry or expansion, considering aspects such as marketing, sales, logistics, regulations, and local culture. • Partner Identification: Finding strategic partners, distributors, suppliers, or local agents who can support the company's entry into the new market. • Product/Service Adaptation: Evaluating and adapting the company's products or services to meet the needs and preferences of international customers. • Legal and Regulatory Considerations: Providing guidance on legal, tax, and regulatory issues in the foreign market, helping the company comply with local standards. • Risk Management: Identifying and mitigating risks associated with internationalization, such as currency fluctuations, political instability, and local competition. • Implementation Support: Monitoring and supporting the implementation of internationalization strategies, ensuring that objectives are effectively achieved. • Monitoring and Evaluation: Continuously monitoring performance in the international market and adjusting strategies as needed.

Responsible for leading and supervising the company's commercial operations; specially clinical trails in oncology and rare disease. Responsible for marketing department, Develop strategies to drive sales growth and achieve established goals; Develop and implement sales strategies to achieve and exceed revenue targets; Manage and lead the sales team, providing support, training, and guidance to maximize performance; Identify market opportunities and monitor trends to create effective business plans; Establish and maintain relationships with key clients, negotiate contracts, and close business deals; Analyze sales data and metrics to evaluate performance; Identify areas for improvement and implement corrective actions; Collaborate with other departments such as pricing, supply chain and operations to ensure integration and alignment of commercial strategies; Coordinate training and continuous development for the commercial operations team; Develop and oversee the implementation of special projects, anticipating processes that meet specific customer needs; Build client relationships through active participation in client and Sales Executive team meetings; Anticipate customer demands to differentiate from competitors; Ensure ethical behavior within their team; Actively participate in the development of sales strategies, along with other managers and the board of directors. New business developement Grow International Business

• Responsible for JOINTS (Knees and Hips products) and Digital (Velys – Digital Platform) • Helping to oversee the design manufacture and planning of how to market and promote the product to the public • Defining product marketing communications objectives • Comparing the company´s products to competitor´s products to assess competition in the market • Providing management with analyses and reports and responding to questions and requests from management • Specifying and overseeing the research needed to determine the needs and desires of customers • Reviewing and adjusting inventory levels and product production schedules to maintain product availability

• Developed and structured business between the private sector / Governments of Latin America and UAE. - COVID VACCINES - G42 – Hyat Vaccine - Juphar Pharma - Latin America government representatives

• Increased Portfolio sales by 850% (2019) in Latin America region • Opened and developed new territories (Mexico, Brazil and Argentina) • Increased sales in current territories Chile (338%) and Colombia (275%) • Created a marketing and sales business plan to develop the region until 2026 (Open a subsidiary, Distribution Center for the region and Go Direct Project for Brazil.) • Developed and coordinated global marketing and sales business plan as well as product training and positioning • Trained and managed 8 distributors, developed 6 new distributors, and 4 independent sales teams • Established pricing policy and portfolio for the region (4Ps) • Developed Product Price Strategy for Latam and supported Global pricing projects • Supported Brazil, Argentina and Mexico regulatory process • Performed Minimal invasive surgical devices analysis for Latin America region • Market, trends and competition analysis experience • Launched Business plans for Brazil, Argentina and Mexico • Organized congresses, medical symposiums, scientific magazines and programs to promote products • Strengthened relations with the main scientific societies of surgeries for global regions • Developed KOL Latam Board – 9 speakers, 1 scientific study for the region - Bariatric • Created and executed global education training for distributors´ sales force and doctors. • Supported end-users and distributor sales personnel, while maintaining and growing market share by developing customer loyalty. • Developed and defined KPI´s • Contributed with R&D OEM (Shangai), for a new product - staplers. Cost reduction by 56% in Latin America • Supported on Global R&D product development • Product portfolio planning with Regulatory Affairs team

• Improved Surgical Portfolio sales by 24%(2016) – Top of 5 Latin America Award. • Developed education training for distributors sales force and KOL´s. • Supported end-users and distributor sales personnel, while maintaining and growing market share by developing customer loyalty. • Built new KOL´s relationships. • Minimal invasive surgical devices analysis for Latin America. • Price analysis to establish a new portfolio of Surgical devices. • Developed and coordinated Surgical marketing and sales business plan– Brazil and Latin America. • Accountability in 3.5 M disposable and reusable surgical devices for Brazil Market. • Budget Management. • Sales Top Performance Award in 2015.

• Developed and monitored market research, identifying new market segments and new business opportunities to increase the volume of sales 19%. • Developed and coordinated sales and marketing Business Plan. • Responsible for pricing, budget and new product launches. • Managed policies and commercial transactions. • Management of education for spinal surgery segment.

• Responsible for Sales and Marketing in Sub-Saharan Africa. • Mkt Strategies for Sub – Saharan. • Developed and implemented sales and marketing strategies increasing sales by 14% • Optimized territory coverage, establishing strong relationships with KOL´s, hospitals, industries and local government. • Supported regulatory process in 8 countries • Project management and strategic consulting. • Price Strategy Policy • Budget management. • Developed a new portfolio of products and health services.

• Coordinated, mobilized hand labor for volunteer work and fundraising to support charities. • Voluntary Professor - Portuguese and English. Volunteered work with NGOs (Grupo da Amizade, Kambas do Bem – war refugies), • Volunteered in W.H.O/Petrobras (vaccination campaigns against polio and malaria prevention, campaigns preventing HIV) - Supported development an educational / informational material for population - Luanda / Angola. • Supported NGOs in Iran/Tehran - children with cancer. (2007)