Thiago Barbosa

Leading the commercial transformation of Hypofarma with a strong focus on private market expansion and key account strategy and public affairs with focus on PDPs and long-term projects (hematology and prostate cancer) -          Designing and implementing a structured key account model, improving prioritization, stakeholder engagement and account planning -          Strengthening relationships with major hospital groups and private healthcare players -          Integrating commercial market access, and institutional strategies to increase account penetration and revenue predictability -          Driving go-to-market strategy for oncology and specialty portfolio in the private segment -          Driving strategic partnerships with key stakeholders (MoH, Anvisa, SECTIS) addressing unmet needs and PDPs projects -          Responsible for establishing the public relations strategy, including long-term partnerships, as well as funding projects, co-development, technology transfer, and new strategic lines.

Leading the Market Access and Government Affairs strategy for Dr. Reddy’s in Brazil, with responsibilities across both mature and innovative portfolios, including: • Launch and access strategy for innovative oncology and hematology medicines • Lifecycle management and access expansion for established therapies • Engagement with key stakeholders such as regulatory agencies, CONITEC, and ANS • Development of pricing, reimbursement, and health technology assessment (HTA) strategies • Coordination of advocacy initiatives and public affairs efforts • Building strategic partnerships to ensure sustainable patient access to high-value therapies across public and private healthcare systems Key Achievements at Dr. Reddy’s: • Secured strategic contracts with Oncoclínicas and Rede D’Or. • Delivered +15% sales growth above budget. • Led the company’s formal contribution to CMED public consultation, influencing market access and pricing discussions. • Designed and implemented the Market Access strategic plan for both innovative products and branded generics. • Developed strategic pharmacoeconomics guidelines to support pricing, reimbursement, and access decisions.

• Led the incorporation of the Covid-19 vaccine into the National Immunization Program for the 2024 vaccine campaign • Led the campaign to immunization of 12.5 million people, strengthening Public Health results and consolidating strategic partnerships with the Ministry of Health. Revenues exceeding R$840M. • Led an engagement plan with the Ministry of Health, the National Immunization Program, Health Committees, and Medical Societies, where we received a favorable opinion for incorporating the vaccine into the National Immunization Program. • Guided the Regulatory team on the best strategies for vaccine updates, where we obtained three vaccines approved. • Guided the pricing and access team on the CMED pricing dossier and the Conitec dossier, where we received price approval and favorable opinion. • Led a cross-functional team with more than 30 employees and Directors. • Led a major Communications Project to expand vaccination coverage and we were recognized by the Jatoba Award as one of the Best Communications Campaigns in the country. • Guided and directed the Long Term Parterships (PDPs) with national laboratories. • Led the construction of the B2B and B2C private market vaccine plan through an innovative Digital Marketing plan. • Implemented the Inbound Marketing concept to expand consumers' access to a strong Customer Centricity plan. • Led the expansion of the Sales Channel and availability of vaccines by expanding Marketplace and Omnichannel activities. • Led the incorporation of vaccines at SESI for campaigns in B2B model companies. • Led Corporate Communications and all Press and Digital activities, when, in 2024, we obtained more than 1,500 headlines in the country's main media outlets.

• Led the growth of União Química Hospitalar by 280% in Sales and 390% in Gross Margin in the 2021 results. (R$ 350M to R$ 1.0B Sales and R$ 90M to R$450M in Gross Margin) • Led the business unit to a significant turnover (280% vs. 2019). • Achieved first position in the Hospital market, achieving growth of over 150%. • Achieved leadership in sales of Contraceptives for the Ministry of Health • Achieved a 330% growth in Public market sales • Responsible for developing a high-performance team with more than 120 employees, ensuring not only operational excellence, but also the effective execution of the strategies and maximization of results. This effort contributed to the success of 10 product launches, six of which were innovative, positioning the company as a reference in the Institutional market. • Directed investments to the construction of the Antibiotic production plant. • Recognized by the Brazilian Society of Anesthesia as the Main Partner for the Clinical Research Support Program. • Recognized twice by Albert Einstein Hospital as the Main Supplier. • Led a partnership with MSD to develop the Infectious Diseases business unit. • Led partnership with Octapharma to develop the Immunobiological business unit. • Implemented the project to support clinical research in Anesthesiology, which was a milestone for the specialty. • Set up the Oncology Business Unit

Grünenthal is a leading global company in the development of Pain Management drugs. Responsible for designing, building and implementing the launch of an innovative drug for the management of Oncological Pain in patients with severe pain. Responsibilities were to ensure the construction of the Institutional team, define the strategic plan for incorporation and access in the main institutions in the country and Health Insurance companies, in addition to the strategic plan for the product. Beyond that, responsible for all Commercial management of Grünenthal's portfolio in the institutional environment (Tramal etc.). Main activities and accomplishments • Led sales growth over 30% for Grünenthal portfolio. • Oversaw the standardization of Transtec launch in 60% of the key accounts.

Responsible for leading the Commercial and Promotional Strategy for the vaccine portfolio in Public and Private markets. Management of a team of 80 representatives and eight Managers, driving engagement with key Healthcare professionals. Played a key role in Strategic Planning and Decision-Making processes. Additionally, restructured the business unit, creating dedicated Sales and Promotion teams with a stronger technical and promotional focus. Main activities and accomplishments • Led a double-digit growth • Achieved market leadership in the Vaccine sector. • Achieved market leadership in the Meningitis sector. • Led the recovery of vaccination coverage for whooping cough in pregnant women with state health departments – increasing it from 20% to 60%. • Successfully led B2B vaccination campaigns – 4 million of doses with expressive gross margin. • Selected as the Manager from Brazil to participate in a leadership program in London (2016). • Won the Share the Excellence project, GSK's main award • Selected for a GSK MBA at IBMEC for Leaders (2010).

• Responsible for managing immunobiologicals active in the treatment of SLE (Systemic Lupus Erythematosus) with belimumab product • Responsible for the development of anesthesia and rare diseases (pulmonary arterial hypertension) with the product Ambrisentan and remifentanil • Responsible for the promotional and commercial development of the representatives through the model of situational leadership and emotional intelligence; • Direct participation in business unit decisions, commercial policy, strategic definitions, action plans, analysis of opportunities; • Participation in meetings of the brand team; • Responsible for analyzing performance indicators using audit tools; • Market analysis and understanding of health plans • Monitor and control the results of the territories, focusing on the return on investments according to the business initiatives; • Responsible for planning, implementing and coordinating strategic actions for the market development of standardized products in Registration Proceedings in the state • Participation in the development of goals and prospecting for new customers and seeking new business; • Maintenance of contracts in large accounts, which have a large share of sales in general; Performance with the largest wholesalers in Brazil • Experience in operating in the public market accompanied by electronic or face-to-face auctions, minutes of price registration and commitments • Discussion with health managers on Evidence-Based Medicine and Pharmacoeconomics MAIN ACHIEVEMENTS 2015 * Expressive growth of MKT Share ICU and the ambrisentan market * Recognition and award of the team representative (Premium Rep); * Growth above the result of the anesthesia franchise in Brazil; * Promotion to team representative account manager; * GD Premium recognition for performance in people management * Incorporation of remifentanil unimed Belo Horizonte

I worked developing a team of representatives from GSK's vaccines division, supporting them in the growth and development of their skills, aligned with the company's commercial and promotional objectives. Practice area: RJ / MG / DF / ES / GO and TO Main achievements: Brazil's first growing district in 2014

Performance in the development of vaccine market in the public and private sector * Medical visits by pediatricians and gynecologists * Private market vaccine sales * Expansion of the Triangulo Mineiro and São Paulo countryside vaccines market MAIN ACHIEVEMENTS * Conquered the Share the Excellence program in 2010 and a finalist in the years 2011 and 2012, * 5 RepPremium award achievements * Preps program participation * Acting as a gynecology channel consultant * Sustained growth above results Brazil 5 consecutive years 2008 to 2013 * Standardization and implementation of colon cancer vaccination campaigns in the municipality of Catalão-GO for 3 consecutive years

Strategic Planning

Atividades de negociação e desenvolvimento de modelos de gestao de negócios eficazes