Tatiane Feliciano, MBA

Leading the design and execution of strategic sales plans, ensuring full alignment with client needs and corporate objectives. Managing GPOs, HMOs and Key Accounts while building long-term partnerships with leading healthcare institutions across Brazil. Driving collaborative leadership and performance management, setting KPIs and sales targets to consistently achieve results in highly regulated environments. Conducting complex negotiations and conflict resolution, adapting to market dynamics while delivering sustainable growth and value-based outcomes. Focusing on relationship building, stakeholder engagement, and strategic account development to strengthen market presence and secure long-term business opportunities.

Leading sales team, ensuring the implementation of tactical commercial strategies aimed at consistently achieving corporate targets. Conducting market data analysis, identifying trends, risks, and opportunities, and developing sustainable growth plans. Segmenting strategic accounts and creating tailored action plans to drive deeper penetration and strengthen key client loyalty. Planning and executing integrated marketing strategies, enhancing brand presence and consolidating long-term relationships with KOLs. Actively participating in leadership meetings, presenting results, market insights, and recommending strategic actions to boost business performance and expansion.

Driving the development of the Neuromodulation (DBS) market within GPOs, OSS, and HMOs, with the inclusion of product platforms in leading private and public hospitals such as Rede D’Or, Grupo Américas, Prevent Senior, Hapvida, Hospital Israelita Albert Einstein, Hospital Sírio-Libanês, Hospital das Clínicas de São Paulo, Unifesp, Hospital Santa Marcelina, among others. Engaging in strategic negotiations with major health insurers, including Amil, Unimed, SulAmérica, Bradesco, Porto Seguro, NotreDame Intermédica, and Prevent Senior. Implementing pioneering initiatives such as the first physician referral model, integrating marketing actions with conversion metrics to expand clinical indications. Creating the first Value-Based Healthcare project for the surgical treatment of Parkinson’s Disease, later adopted by major hospitals and payers including Amil, SulAmérica, Bradesco, Prevent Senior, Hapvida, and Unimed.

Achieving 52% growth in the Bariatric Surgery platform (2014 vs 2013) and 45% increase in total sales (2015 vs 2014), reaching 90% market share in the segment during 2014 and 2015. Managing a diversified client portfolio, including private hospitals, public institutions, and distributors, with focus on mapping and diagnosing customer needs to define tailored strategies. Promoting and coordinating professional education initiatives in partnership with Marketing and Education teams, contributing to the training of healthcare professionals and dissemination of technical knowledge. Preparing cost-benefit negotiation proposals, overseeing contracts and commercial agreements, monitoring orders, and resolving operational issues, ensuring efficiency in sales processes and high customer satisfaction.

Delivering significant growth results, including 55.95% sales increase in the Intravenous Therapy product line and 58% growth in the Anesthesia line in Q2 FY2013, in addition to a 26% overall sales increase (FY2011 vs FY2012). Managing and maintaining a diversified client portfolio while prospecting and converting new accounts in line with business strategies. Developing hospital-based marketing projects to expand market share within each client, and negotiating with distributors, private hospitals, and public healthcare institutions. Overseeing public tender processes across all stages, from product specification to final payment. Applying consultative selling (PSS) to identify customer needs and opportunities, driving the definition of strategic actions. Coordinating and executing regional events in collaboration with distributors, private hospitals, and public healthcare providers, addressing client-relevant topics and ensuring alignment with corporate strategies.

Active participation in the tactical translation of commercial strategies in collaboration with the sales team, fostering continuous dialogue with key opinion leaders to strengthen influence on medical practice. Involvement in the development of product consultancy programs together with Product Management, conducting market research, and partnering with Marketing to design and enhance strategies for product launches and commercialization. Additional responsibilities include delivering training sessions for sales teams, physicians, and healthcare professionals, as well as representing the company at industry trade shows and major congresses.

Responsible for providing technical support and case coverage in surgical procedures, conducting technical visits and introducing new products and technologies to the medical community. Delivering training programs for the national sales team, physicians, and healthcare professionals, as well as reviewing and developing scientific support materials, including dossiers, catalogs, and article translations. Participating in national and international congresses and performing market research and customer identification to support the introduction of new products.

Providing technical and scientific support to Marketing and Sales, contributing to the development of campaign materials and aligning key information to be collected and monitored in media initiatives. Involvement in marketing research activities and in the design of internal marketing initiatives for new product launches, as well as the preparation of customer loyalty plans and programs in collaboration with the Customer Relationship Center.

Technical lab of magistral manipulation (dermocosmetics and cosmetics and homeophatic formulas)