Fernando Marchán is a highly accomplished pharmaceutical sales and marketing executive with over 25 years of experience leading top performing teams. He has a proven track record of developing strategic plans that drive outstanding financial results, including being named a President's Circle Winner and leading multiple districts and regions to #1 rankings nationally. Marchán has expertise across many therapeutic areas and excels at developing talent within sales organizations.

1. FERNANDO L. MARCHÁN
9859 NW 52ND LN Miami, FL 33178 C/H 786.473.4535
www.linkedin.com/pub/fernando-marchan/18/726/7b5 fermarh@yahoo.com
SUMMARY
#1 Ranked Management and Marketing Professional Leader with extensive history in National/Global pharmaceutical and
medical device development initiatives. Most recently, District Manager of top performing President’s Circle winning district in the
Florida region for 2015. 11 months in #1 position, finishing 8 out of 122 districts in the country that year. Extensive knowledge in
sales and marketing in the areas of Diabetes, Anti-coagulant, Respiratory, Oncology, Ophthalmology, Dermatology, Renal and
Medical device markets. Expertise in strategic marketing initiatives as well as excellent customer relations. Focused strength in sales
analytics, strategic planning and driving sales team to produce outstanding financial business results as well as developing successful
and proficient sales professionals.
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 Strong Management and Leadership of
top performing sales teams in Florida
Region.
 President’s Circle Winner and Top Sales
Performer
 Led Sales teams through New Product
Launch
 Proficient knowledge of current
Managed Care landscape
 Forecasting/Business Analysis expertise
 Expert in several disease state sales and
promotions.
 Marketing expertise in Upstream
and Downstream
 Proficient in Pharmaceutical
Market Research
 Experience in New
Product/Molecule Development
 Successfulpartnership amongst
Cross Functional teams
 Global/International Market
experience
 Key Account Focus
 Experienced in Regulatory/Compliance
Processes
 Excel in Business Development and
Planning Skills
 People Development
 Implementation of all company policies
with fairness and equality.
 Candidate recruitment and Talent
Selection of Sales representatives across
several specialties
PROFESSIONAL EXPERIENCE
JANSSEN PHARMACEUTICALS (Johnson & Johnson) Miami, FL 2014 – Present
District Sales Manager, Primary Care
Lead the Miami District to be #1 in the Florida Region for 11 consecutive months in 2015. Responsible for moving the Miami District
from#118 National Ranking in 2014 to #8 ranking in 2015, achieving President Circle Award and Recognition. Achieved #8 ranking
out of 122 districts. Managed and led the development of District and Regional strategic plans in collaboration and partnership with
business leaders and other stakeholders in execution sales strategy to exceed targeted growth for the district. Consistent collaboration
and partnership across different divisions to ensure solid follow through of tactics as well as implement new strategies to catapult
business growth. . Responsible for the management of a team of field sales specialists for the Miami District within the Diabetes and
Cardiovascular division. .
BAXTER HEALTHCARE INTERNATIONAL, Miami, FL 2012 – 2014
Sr. Marketing Manager, US/Global BioSurgery Marketing
Led and managed the strategic activities for three Hemostatic Medical Devices as well as Renal products. Collaborated with R&D in
the development of new indications and line extensions for (Category 3 – 510K) devices. Partnered closely with US Sales, IDN Sales
to establish pricing, Global Marketing, Regulatory, Medical Affairs, Legal and other stakeholders in specific areas, i.e.
,reimbursement, pricing, contracts, to ensure product success and positioning in key accounts.

2. UNIVERSITY OF MIAMI SCHOOL OF MEDICINE, Miami, FL 2010 – 2012
Associate Director of Marketing & Business Development
Led the marketing, as well as contracts and business development for international patient referrals. Volume growth exceeded by
1000% at UHealth International Vs prior year 2010.
Managed and developed key strategic relationships to catapult growth through key local and foreign physicians,governments ,
healthcare organizations primarily in USA, Latin America, and Caribbean Regions. Identified key markets and created business
development opportunities through effective relationships with Managed Care providers, governments,medical societies and
corporations.
 Negotiated contracts with substantialmajor accounts bringing in over $240M in revenues in 2011.
 Specialists Call Points: Cardiologists, Orthopedics,Otolaryngologists, Oncologists,Ophthalmologists, and Neurologists.
 Proficient knowledge in the surgical space during procedures for the purpose of business development /marketing educational
programs.
GLAXOSMITHKLINE, INC., Miami, FL 1999 – 2010
Marketing & Sales Manager 3 years
Managed the South Florida Region (marketing and sales initiatives) leading a sales team of 32 direct reports for 4 “Key” Therapeutic
Divisions (Cardio-metabolic, Respiratory, Neurology & Oncology). Became top performing Region in 2009 growing business 32%
vs. previous year 2008. Responsible for developing Multicultural initiatives positively impacting diverse cultures in Miami.
 #1 performing Region Nationally in 2009.
 Led formulary product introduction and negotiation (Health Insurance & Hospital Accounts)for 3 key products (Advair,
Veramyst and Ventolin HFA) bringing additional sales of over 1000% VS prior year 2008.
 Implemented unique Managed Care initiatives and negotiated reimbursements and incentives for products access.
 Planned, developed,and executed organizational, teambuilding, selling skills workshops and product trainings.
 Identified and promoted key talents for other important positions and divisions within the organization.
Prior leadership positions at GSK:
Group Product Manager, Respiratory Franchise (3 Direct Reports) 2 years
 Upstream marketing and analytics
 Market development
 Market research, forecasting, business landscape and competitive intelligence reports
 Forecasting and business analytics
 Cross functional team efforts
 Budget management
 Contract and negotiations
Group Product Manager, Cardio-metabolic Franchise (2 Direct Reports) 2 years
 Downstream marketing with focus in combination products
 DTC campaigns (Branded and Unbranded)
 Avandamet product launch
 Crisis management expertise
 Development and HCP initiatives (Advisory Boards, Speaker Training, Peer-to-Peer Educational Programs)
 Development of promotional materials and sales collaterals
 Development of training tools for Sales Team
 Managed Care initiatives and product introduction to formularies
 Budget and vendor management
 Development of digital and on-line marketing and communication tactics
New Product Development Manager 1 year rotation
 Partnered with the R&D, Manufacturing Team in the analysis and market opportunities for new molecule
indications and product line extensions (Preclinical to Phase III).
 Enhanced to drive business strategy within multiple therapeutic areas (Oncology, Respiratory, Diabetes, and Cardiovascular)
maximizing the commercial potential of pipeline products in development and line extensions.
 Partner with KOL’s to evaluate and analyze business opportunities.
Senior Product Manager, Respiratory Franchise 3 years
 Upstream marketing initiatives and analytics with focus in asthma and COPD combination products.
 Market research initiatives and development
 Advair product launch
 Business analytics, forecasting and competitive intelligence reports

3. BRISTOL MYERS SQUIBB, INC., New York, NY 1996 – 1999
Senior Product Manager
Brought on board for newly created position to develop division and implement marketing, product launches sales and strategic
initiatives for company’s Dermatological and Cardiovascular therapeutic product lines.
 Increased Dermatological Franchise market share growing 54% over prior year; generated over $38M in sales in highly
competitive marketplace.
 Grew headcount in Division team in Dermatology Marketing from 1 to include 12 in Sales and 3 in Marketing
 Launched (Dovonex) and developed product marketing strategies and unique initiatives within the product line and
marketing functions exceeding growth by 41% with and ROI of 32%.
 Consulted with outside agencies/organizations to benchmark marketing program offerings and bring best demonstrated
practices in-house.
 Led the launch of Avapro and Avalide in the US exceeding sales and market share objectives within its first year by 29%.
MERCK & CO., Miami, FL 1992 - 1996
District Manager
Oversaw sales and marketing initiatives for the South Florida Region. Recruited, developed, and managed a team of 12 motivated
sales representatives. Executed innovative territory initiatives and management tools. Planned, developed, and implemented product,
selling skills, and computer training initiatives. Developed specialized training materials for new sales representatives. Prior leadership
roles: Professional Sales Representative and Product Specialist.
 Took over underperforming district and converted it to a successfulsales team, leading it to be ranked #2 in the Nation out
of 86 districts in 1995.
 Grew business 24% and maintained region with the highest profit margins in the company’s history: 28% in a down market
environment.
 Hired, trained, coached and managed highly motivated individuals and provide to them the tools to succeed.
EDUCATION
Master of Business Administration (MBA) - Marketing and Finance
University of Phoenix - Miami, FL
Bachelor of Science (BS) - Biology and Chemistry
University of Dayton - Dayton, OH
AWARDS & RECOGNITION
Janssen: President Circle Winner 2014. Ranked #8 in country in 2014.
#1 District in Region 11 consecutive months 2015.
GLAXOSMITHKLINE, INC: 4 GSK Top Performer Awards -
University of Phoenix – Selected to attend Business Management Seminar at
The Wharton Business School, University of Pennsylvania
Bristol Myers Squibb – recipient of two “Spot Awards”
Merck – Recipient “1994 Sales Director Award” for outstanding performance and achievements
CERTIFICATIONS & MEMBERSHIPS
Certified Marketing Executive – SME
American Diabetes Society Board of Directors (PR Chapter)
*FLUENTLY BILINGUAL AND BICULTURAL IN SPANISH