Tiago Pires

My role was to maximize the efficiency of our commercial efforts and lead change management across the 15 countries under my responsibility for Commercial Excellence. Most of the team was new to the organization, with less than a year of experience and limited sales backgrounds. ▪ Segmentation and targeting, calls frequency and channels per segment completed and approved for major markets: UK, Germany, France, Netherlands, Spain. ▪ Salesforce sizing for Germany and France with approval of 4 additional FTEs in each country, along with a reshuffle of the ratio between Application Specialists and Sales Representatives. ▪ Territory alignment completed for Germany and ongoing for France to ensure a fair and balanced territory for each Sales Representative in terms of distances covered, number of calls and accounts, existing sales and territory potential. ▪ Significant improvements on data infrastructure to ensure sales and commercial performance is measured accurately: Salesforce.com and SAP account duplicates cleaned up for all markets with support of Finance and Inside Sales teams, and information mapped (e.g., an SAP account can be mapped to an SFDC account) for analysis and performance assessments. ▪ Correct product mapping to ensure the more than 100 SKUs are mapped to the right product bucket (group) to facilitate analysis, reporting, and incentives calculation accuracy. ▪ Sales incentive plan for 2026 proposed and approved by the DVP of Commercial Operations for EMEA.

▪ Steered business partners and Contract Sales Organizations (CSOs) in strategic markets, with special focus on optimising brand performance, revenues and contribution. ▪ Aligned and agreed with business partners and CSOs on commercial excellence (e.g., sales force sizing, profiling, segmentation, targeting, coverage, call frequency, team incentives, sales targets, and omnichannel activities). ▪ Optimised brand contribution by promoting only where it is most effective, based on market dynamics, brand attributes, sales force capacity / capabilities, strategic fit, and financial ROI. ▪ Brands have consistently increased their market share over time, as well as consolidating or achieving leadership positions in most relevant markets. ▪ Implemented life cycle management strategies in relevant markets to maximise brand contribution over time (e.g., launch of authorised generics, line extensions, pricing strategies). ▪ Implemented a new analytic tool (initially in Qlik, and later in PBI) that enables quick analysis of internal financials and in-market data to better monitor performance worldwide. ▪ Supported integration of acquisitions (Crestor®, Nebido®, Kyowa Kirin’s established brands).

Partner Business (under Global Business Development organisation) manages all territories without affiliates (~80 countries). With €255m net revenues in 2024, it is a leading growth driver and EBITDA contributor for the company. ▪ Worked with the team to develop and execute the Partner Business strategic plan that aimed to reverse a declining trend in sales and duplicate net revenues in ten years. ▪ Board approval of the strategic plan immediately triggered changes in processes, governance, and resourcing within the Partner Business organization to make it more efficient and commercial-driven. ▪ Managed business partners in important geographies. Some achievements include: adding new products to existing partnerships; changing less profitable partnerships; and creating new operating models to increase profitability and flexibility by selecting different partners to handle promotion, distribution, and MAH activities. ▪ Re-negotiated more than 20 contracts with existing business partners, driving enhanced margins and profitability for Grünenthal in key geographies, namely for mature brands. ▪ Introduced and revised numerous sales targets, contractual promotional efforts, sales incentives, prices and margins, and other contractual elements to better adjust each contract to the brands’ life cycle stage in each market. ▪ Successfully steered and completed more than 20 out-licensing projects for acquired assets (Vimovo®, Crestor®, Nexium®, Zomig®, Nebido®) in key markets. ▪ Assessed opportunities to expand with strategic brands in key markets, resulting in approval to proceed with licensing projects in Canada, Australia, Japan and South Korea. ▪ Collaborated with Corporate Strategy to evaluate assets for acquisition (as Partner Business delegate), with a focus on the commercial assessment. Had a significant contribution to the acquisition of Kyowa Kirin's established medicines portfolio and Nebido® (Bayer).

Responsible for evaluating commercial opportunities for potential in-licensing or acquisition. ▪ Performed commercial analysis for over 100 assets for potential acquisition, mostly divested marketed products, but also products in phase II and III. ▪ Performed EPI model forecasting together with internal functions and external consultants. ▪ Presented opportunities at weekly meetings with stakeholders from R&D, Finance, Strategy, Regulatory, and others, and aligned on assets to prioritise for further deep-dive analysis. ▪ Contributed to the biggest acquisition in company history (Vimovo® and Nexium® from AstraZeneca)

The Emerging Markets team manages countries and affiliates outside Western and Central Europe, USA, South Korea, and Japan. I oversaw the regions of Eastern Europe and Middle East, for Bial's branded generics portfolio and CNS innovative brands. Reported to the Head of Emerging Markets. ▪ Successfully launched 5 new brands and line extensions in the region to foster growth. ▪ Expanded Bial’s presence in the region by signing 6 new partnerships for new territories. ▪ Worked together with local partners on profiling, segmentation, targeting, sales force sizing, call frequency, incentives, promotional messages, and omnichannel strategies. ▪ More than doubled net revenues in the region, while improving gross profit and EBITDA. ▪ Had a two-year assignment as Associate Marketing Manager at the Italian affiliate (2016-2017), where I contributed to the management of the allergology business (Bial Aristegui), the pre-marketing of Ongentys®, and the launch of Zebinix®.