Mauricio Urra

Responsible for the company’s commercial management, leading three business units and a team of more than 20 people, representing global brands such as Cardinal Health, Becton Dickinson, Rioquímica, and Laerdal.

Responsible for leading the entire operation of a national medical equipment distribution company, overseeing three key business units: Surgery (Urology, Interventional, and Vascular), Dermatology, and Ophthalmology. Managed a team of more than 60 people, with full responsibility for critical areas including Technical Service, Logistics, Customer Service, Marketing, and Sales.

Responsible for the overall operation of the Chilean subsidiary of a French multinational specialized in Advanced Wound Care, managing Sales, Public Market (tenders), Marketing, Administration & Finance, and Human Resources. Achievements: In 2021, we reached the #1 market share position in Advanced Wound Care within the public sector. Successfully incorporated Advanced Wound Care products into FOFAR baskets and led the launch of VASHE, a highly successful wound cleansing solution.

Responsible for the company’s commercial management, leading the Marketing, Sales, and Business Intelligence functions. Accountable for defining and implementing commercial strategies across key customer segments, including hospitals, clinics, distributors, pharmacy chains, and retail. Extensive knowledge of the public procurement market, including tenders, framework agreements, and the private sector, particularly in Wound Care, Orthopedics, and Compression Therapy. Delivered strong double-digit sales growth: 50% in 2016 and 24% in 2017. Led the redesign of the distributor strategy for Chile in 2020 and participated in the development of South Cone operations.

Responsible for the company’s commercial management across multiple sales channels, including public and private healthcare institutions as well as pharmacy chains, achieving sales growth of 21% in 2014 and 17% in 2015. Responsible for the preparation and review of Marketing and Sales plans, product launches and portfolio expansion, commercial management in both public and private institutions, and the implementation of commercial policies, pricing strategies, and trade agreements.

Responsible at the national level for the company’s Sales team, leading a structure of 6 District Managers and 60 Sales Representatives across Pharma and Institutional channels. Accountable for market potential analysis and definition, customer segmentation and targeting, territory design and allocation, as well as the implementation of a structured Sales Methodology. Delivered consistent double-digit sales growth throughout the period, while developing team capabilities, skills, and overall commercial effectiveness.

Responsible for leading a team of sales representatives across the cardiovascular, gastrointestinal, and respiratory product lines. Led the review and restructuring of the respiratory line, including territory design, account coverage (kardex), resource allocation, and market focus, achieving a 12% sales growth versus the previous year. Increased market share by 14%, being recognized as the Best District Manager in Chile in 2010, and awarded for creativity due to contributions in sales performance, teamwork, and team motivation.

Managed the company’s sales force, expanding the structure from 4 supervisors and 76 sales representatives to 7 supervisors and 216 sales representatives ahead of the one-year deadline set by the company. Achieved 104% of the sales budget, building a motivated and high-performing team, and establishing agreements with various private institutions for the sale of health plans. Responsible for budget preparation, resource allocation, sales campaign development, and the definition of marketing strategies

Responsible for recruiting, training, and leading a team of financial advisors to achieve the business unit’s sales targets. Successfully built the team and reached expected productivity levels ahead of schedule by recruiting, selecting, and training financial advisors. Drove continuous month-over-month productivity improvements, consistently achieving over 107% of the sales budget.

Recruitment, training, and leadership of a team of financial advisors focused on life insurance sales, achieving recognition as the second-best business unit in the country.