I
Israel Vierma

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About

Summary Global business executive with over 30 years of experience in medical products and services. Strategic Marketing expansion of In-Vitro Diagnostics (IVD) and Advanced Wound Care products in over 20 countries. Worked with or lead commercial & support teams in the US, Japan, Middle East, Europe and Latin America. A B2B sales strategist, with solid clinical knowledge and the ability to manage effective business development initiatives in the public and private sectors. Developed and implemented innovative strategies in multiple countries building teams from scratch through direct & indirect channels. Over 20 years of management of distributors, sales of capital equipment & consumables, reagent rental, technical support, logistics, 3PL, regulatory affairs and compliance. Often described as a natural leader who is often praised for his ability to connect with people and obtain results. Core Competencies Marketing & Support Strategy: Developing strategy based on market knowledge and stakeholders’ needs Distributor Management: Developing trust, loyalty, commitment and effective communications with distributors. Business Planning/modeling: Proper planning and modeling of a business for successful commercial launch. Strategic and tactical plans for marketing and sales respectively. Business Start-up: Understanding and implementing the legal, compliance, quality, regulatory and commercial processes to meet assigned requirements. Proven expertise in implementing procedures to get businesses started successfully in a new area. Relationship Building: Establishing and building relationships with third parties including relevant societies, Key Opinion Leaders (KOLs), distributors and suppliers. International Business: Understanding how to go about opening or expanding business in multiple countries. Defining requirements for business entry, identifying potential distributors, qualifying and training potential distributors and audits’ implementation. Languages: A US citizen who speaks fluently Spanish, Portuguese & French

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Wound Care
Product Launch
Strategic Marketing
Wound Care
Work experience

Mar 2016 - Present

Independent

Consultant

1. International expansion of pharmaceutical business in the US & Latin America (Phol-Boskamp; Germany) 2. International launch project of In-Vitro Diagnostics Point-Of-Care-Technology for new rapid technology, Essenlix Corp., NJ. 3. Planning and implementation of new business in the hospital disinfection business (Green Earth Medical Solutions) 4. Coordinated the successful efforts to “carve out” the Ortho-Clinical Diagnostics teams from the J&J organization in multiple countries in Latin America. Set up of commercial operations/distribution, logistics, RA and HR resulting in the successful transition of over $ 30 M in revenues and accompanying scientific and technical support (including Logistics) 5. Consulting with small businesses in the Miami area on Social Media, business matters

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Feb 2013 - Dec 2015

Smith & Nephew

Vice Pres. Strategic Marketing

A global medical technology business in Orthopedic Reconstruction, Advanced Wound Management (AWM), Sports Medicine and Trauma. Responsible for the products in Asia (especially in India and China), Africa, Middle East & Russia. 1. Oversaw the strategic Marketing and programs of Advanced Wound Devices with a resulting revenues’ CAGR of over 50% 2. Lead the business research for the expansion of the AWM Devices (Negative-Pressure-Wound-Treatment, infection control, debridement) and Biological (matrices) products range. 3. The devices business is projected to be $100M within 5 years 4. Built a dynamic product range better tailored to the needs of the developing markets for debriding, negative pressure and biological wound matrices

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Mar 2010 - Feb 2013

KCI

Vice President Latin America

Kinetic Concepts Inc. (a.k.a. Acelity & now 3M) is a global provider of advanced healing technologies. Responsible for the Latin American Region’s commercial & support operations 1. Built and managed the distributor network, expanded the business accordingly and created the company's first affiliate (subsidiary) in Brazil, growing the local negative pressure treatment market 2. Implemented a new sales strategy and business approach to maximize development opportunities. Grew sales from single digits to $35M+ in 3 years

Apr 2007 - Jan 2010

BioArtis Healthcare Corporation

Managing Director

Formed start-up laboratory distribution company, representing healthcare In-Vitro Diagnostics (IVD) and molecular devices manufacturers in the Caribbean clinical & research markets. • Developed a strategic portfolio and sales activities which increased revenue to over $1M, achieving profitability within 18 months during the steepest economic decline on record • Built a successful operation prompting the sale of the company to Cardinal Health in 2010, creating the opening for a return to the corporate market place

Jan 1996 - Feb 2007

Johnson & Jhonson

From Marketing Director to VP

Successful multiple roles in multiple countries in all areas of marketing, business development, commercial activities in multi-country regions related to in-vitro diagnostics

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