Exponentia Consultoria

Sócio Fundador

Triconsult

Consultor associado

Sociedade Brasileira de Coaching

Atuação com foco em treinamentos utilizando a metodologia da Sociedade Brasileira de Coaching, empresa reconhecida, mundialmente, pelo mais completo portfólio em treinamento organizacional.

Presenciais ou à distância, os treinamentos abordam temas sobre liderança, gestão, desenvolvimento de times, sucesso profissional, competências de coaching para líderes, estratégias de negócios, performance de equipes de vendas, estratégias de produtividade, estratégias de aumento de resultados organizacionais.

Partner

PoliCoaching

Coach certificado pela Sociedade Brasileira de Coaching atua com as seguintes abordagens:

• Personal & Professional Coaching foca no aperfeiçoamento humano, por meio de conceitos, técnicas e ferramentas cientificamente validadas que visam o desenvolvimento de competências e a mudança sustentada.

• Executive Coaching aborda o desenvolvimento de aptidões de líderes e executivos a fim de atender aos mais altos padrões de exigência do mercado na condução de times de alta performance.

Fundador

Wizard by Pearson

Lecionar aulas de diferentes idiomas (italiano, português, alemão e inglês) utilizando material e metodologia da escola, nas diversas modalidades: Class, WAY, VIP, VIP Business, VIP inCompany e Executive; além de fornecer outros tipos de atendimento a alunos VIP, os quais possuem demandas bastante específicas para o aprendizado da língua estrangeira.

No contexto das aulas, também se faz necessário levantamento de apoio bibliográfico, o qual visa sanar dificuldades gramaticais dos alunos, bem como enriquecimento cultural e criativo das aulas. Ademais, corrigir e discutir aluno a aluno seus erros, visando que o aprendizado se consolide.

Instrutor de idiomas

Arquidiocese de Belo Horizonte

Responsável por liderar e coordenar cerca de 150 pessoas em comunidades nas cidades de Betim e Belo Horizonte em ações sociais e de desenvolvimento humano. Principais atividades: 

•	Atendimento e aconselhamento de pessoas;
•	Desenvolvimento e participações de iniciativas sociais com diversos focos, tais como: cuidado aos idosos e crianças, assistência à pessoas carentes, acompanhamento e apoio a atividades de desenvolvimento infanto-juvenil;
•	Projetos de integração com diversas frentes (escolas, ONGs, iniciativas públicas e de diferentes setores entre eles, políticos, sociais e religiosos;
•	Representante de 7 paróquias nos conselhos de pastoral regional e central, promovendo melhoria nos serviços sociais e de atendimento às pessoas;
•	Gerenciamento financeiro e contábil das comunidades dos projetos sociais, construções e outras iniciativas.

Administrador eclesiástico

Há quase 20 anos, atuo na área de performance, com o propósito de contribuir com a evolução das organizações, através do desenvolvimento de pessoas e da performance dos negócios. Sou fundador e CEO da Exponentia Consultoria, uma empresa que oferece soluções em estratégia empresarial, execução e aumento da performance, com foco em gerar uma cultura de valor que crie e mantenha uma vantagem competitiva sustentável.

Sou especialista em Executive Coaching, com vasta formação humanística, pois fui padre católico por 7 anos. Tenho experiência como coach de líderes, diretores e gestores de alta performance dentro das organizações, sendo reconhecido como referência nesta área. Já contribuí com o crescimento de mais de 30 empresas e a formação de mais de 5000 profissionais pelo Brasil. Também sou professor de educação corporativa nas áreas de liderança, vendas e negócios, palestrante e ex-Master Trainer na Sociedade Brasileira de Coaching. Recentemente, pesquiso Estratégia Competitiva no Mestrado Profissional do INSPER.

Marcelo Policarpo

Fresenius Kabi Brasil

Gerente de Contas Estratégicas Biopharma

Boston Scientific

Managed and served major accounts, including Hospital Israelita Albert Einstein, Hapvida, BP, Unimed Brasil, and Unimed Nacional.
Responsibilities:
•	Designed and implemented successful sales strategies, fostering relationships with key clinical, administrative, and economic decision-makers.
•	Facilitated strategic contract negotiations across six business units (urology, neuromodulation, vascular, cardiology, endoscopy, and cardiac rhythm).
•	Developed competitive product and service packages aligned with client needs and corporate objectives.
•	Monitored market trends and reimbursement policies to devise negotiation strategies that overcame economic constraints and maximized results.
•	Represented the organization in strategic contracts and projects, interacting with high-level stakeholders to ensure effective solutions in complex scenarios.

Achievements:
•	Increased cardiology sales by 70% in a leading private hospital in Brazil, consolidating the company's market position.
•	Led the negotiation of a national strategic contract with Brazil's largest healthcare operator, boosting vascular product sales by over 450%.
•	Developed competitive packages integrating multiple product lines, significantly enhancing market penetration among key clients.

Strategic/Corporate Account Executive 

AstraZeneca

Responsibilities:
•	Identified and captured business opportunities within the territory, aligning them with corporate goals.
•	Built and maintained ethical, robust relationships with key physicians, medical societies, and strategic clients.
•	Planned and executed territory actions based on marketing strategies, ensuring sales goals were met.
•	Promoted and participated in medical events, strengthening relationships with opinion leaders and enhancing technical knowledge.

Achievements:
•	Expanded product utilization in hospitals and clinics specializing in pulmonology, allergology, and rheumatology, driving sales growth and market penetration.
•	Designed and executed a strategic action plan in São Paulo focused on product promotion.
•	Strengthened relationships with key physicians and medical societies, ensuring trust and accurate product prescriptions.

Senior Technical Commercial Consultant – Immunology (Fasenra/Saphnelo) 

Novartis

Responsibilities:
•	Drove sales demand for the immunobiological drug Cosentyx, enhancing its use in treating psoriatic arthritis and ankylosing spondylitis.
•	Built credibility with KOLs and stakeholders through technical expertise on the product and related pathologies.
•	Collaborated with key account managers to ensure the product's availability in public and private clients as well as healthcare operators.

Achievements:
•	Increased product sales by 40% at a leading public hospital in Latin America, positioning it as the primary treatment option.
•	Developed differentiated strategies based on market trends and competition analysis, boosting market share significantly.
•	Strengthened relationships with KOLs, enhancing prescription opportunities in high-profile hospitals and clinics.

Senior Technical Commercial Consultant – Immunology (Cosentyx) 

Medtronic

Worked in renowned centers such as Hospital das Clínicas of São Paulo and Unicamp, providing technical, strategic, and commercial support to strengthen partnerships and drive results.

Responsibilities:
•	Promotion and sales of sacral pacemakers for the treatment of urinary and fecal incontinence.
•	Building relationships with KOLs in leading institutions in São Paulo.
•	Training medical users and identifying new proctors.
•	Development of commercial, marketing, and clinical projects to boost sales and increase demand.

Results & Achievements:
•	Best sales performance (FY2016). Recognized as the top-performing sales representative, achieving a 25% increase in sales and exceeding established targets.
•	Achieved 400% growth in the number of sacral pacemaker users.

Senior Sales Representative 

Roche Diagnostics

•	Responsible for managing relationships with key accounts, such as DASA and Fleury, developing partnerships and implementing solutions aligned with client needs.

Responsibilities:
Management of key accounts in São Paulo, including DASA, Fleury, and hospitals, promoting Point of Care products and data management software.
•	Identification and development of new opportunities within the segment.
•	Consistent achievement of sales targets and compliance with strategic KPIs.
•	Strategic focus: Engagement with cardiologists, intensivists, and biomedical professionals.

Results & Achievements:
•	Expansion of sales for Point of Care products and software in major accounts such as DASA and Fleury.
•	Collaboration with cardiologists, intensivists, and biomedical professionals to increase product usage.
•	Effective planning and achievement of financial targets

Senior Account Executive 

Johnson & Johnson

Commercial and strategic relationship management with physicians in São Paulo, Baixada Santista, and the interior, strengthening partnerships and developing tailored solutions.

Responsibilities:
•	Experience in gynecology, urology, urogynecology, radiology, sterilization, and mastology/oncology.
•	Forecasting, market share analysis, and participation in international meetings with headquarters (USA) for strategic planning in Brazil.
•	Creation of commercial, marketing, and clinical projects to boost sales.
•	Participation in tenders, distributor management, and monitoring the financial health of clients, negotiating billing schedules and deliveries.
•	Identification and training of physicians to act as local preceptors.
•	Organization of events: Promotion of products and professional education through local and national events.
•	Management of consignment inventories, minimizing costs based on sales history.
•	Training of users (doctors and nurses) and monitoring procedures to ensure product effectiveness.

Results & Achievements:
•	Expansion of sales in gynecology, urology, radiology, sterilization, and mastology/oncology.
•	Strengthened the distributor network and secured tender contracts.
•	Identification of local preceptors and organization of professional education events.
•	Development of commercial, marketing, and clinical initiatives with a direct impact on sales.
Divisions:
•	Women’s Health - Breast Care - April 2008 to September 2010
•	Advanced Sterilization Products - March 2005 to March 2008
•	Women’s Health - Gynecare - July 2000 to February 2005

Ralston Purina

Responsible for Sales Management and Client Relationship in the Premium Pet Food and Pharmaceuticals Sector – São Paulo, SP

• Managed sales and promotions of products in the Premium Pet Food and pharmaceuticals segment in São Paulo – capital, ensuring the achievement of commercial goals in the sector.
• Managed client inventories through weekly visits, ensuring proper replenishment and product availability.
• Monitored clients' financial situation, analyzing data and providing solutions to maintain the financial health of the commercial relationship.
• Monitored customer satisfaction, collecting feedback and reporting it directly to the companies for continuous improvements.
• Participated in monthly meetings for product training and sales performance analysis, contributing to more effective commercial strategies.

Specialized Sales Representative

Professional with extensive experience in the commercial field, specializing in consultative sales and key account management in the medical devices and pharmaceutical sectors. Expertise in commercial strategies, contract negotiations, and tailored solutions for strategic clients, including hospitals, health insurance companies, and laboratories.

Broad interaction with departments and Business Units, encompassing Marketing, Business Development, Sales, and Continuing Education initiatives. Involvement in the execution of Go-To-Market strategies and annual and long-term operational plans.

Skilled in managing relationships with KOLs, physicians, and administrative teams, ensuring excellence in delivered solutions and business growth. Recognized for a consultative approach and problem-solving focus, creating value for clients and enhancing the company's competitiveness.

Solid experience in driving significant results, such as increased sales in cardiology and vascular devices, and strategic negotiations with health insurance companies and major healthcare institutions while representing multinational companies such as Boston Scientific, AstraZeneca, Novartis, Medtronic, Roche Diagnostics, and Johnson & Johnson.

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The Battle

Marcelo Policarpo

Adriana Gonzalez Fernandes

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