Maria Rita da Costa Lima

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Training and monitoring of first line sales managers to undertake coaching with their teams focused on development of important business skills, including KAM capabilities. Leading training programs for first and second line sales managers. Conduct training of new sales managers considering GSK's Sales Leader Excellence model (how to deal with the high, medium and low performance). Assist the sales managers in analyzing and developing a plan for their own territory or district based on productivity tools and analytical thinking capability. Working with Human Resources and Marketing for recruitment, people review process and internal research like resilience and sales force engagement. As a sales training manager, I implemented the new model of management by skills in the Oncology and Access units, including sales representatives training and managers development to conduct the capabilities review and prepare the development plan of each sales representative. As responsible for training the Access, Urology, Lupus and Osteoporosis teams, I have experience in biological and pharmacy products. In addition to that, I used to havefull responsibilities related to the past position of sales training coordinator.

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Development, implementation and monitoring of the annual training plan aligned with the company strategy, business objectives and sales force needs of Oncology and Access, including training materials.Use of digital tools to improve engagement and contribute to sales force learning, including an annual communication plan for these tools. Monitoring the activities of sales representatives and access managers to enable them to properly implement the KAM approach or marketing strategy and sales techniques while they?re on the job. Plan training events and integration of new sales representatives, annual convention and national meetings. Lead training activities in order to propose new methodologies that optimize learning and support representatives in the use of information, productivity tools and promotional materials. Contribute for the preparation of promotional materials considering GSK patient focused selling approach. Assess quarterly the knowledge of sales representatives, sales managers and access managers, including product/disease knowledge, competitors, productivity, health legislation and others. In this role, I implemented new models of training for sales representatives and managers, planned and implemented a management development program in partnership with an educational institution (Ibmec), developed the Hematology sales representatives for virtual meetings with physicians through the FuzeMeeting tool and contributed for the implementation of a new KAM platform for the Access team. In the Oncology unit, I acquired knowledge of different cancer types like breast and renal cancer, bone metastasis, hematology and others. In the Access unit, I acquired knowledge in the following areas: Respiratory, Men's Health, Osteometabolic, Hospital, Antibiotics and Oncology/Hematology. Also responsible for coaching and development of one middle grade training advisor (responsible for training materials) who was promoted to high grade during this period.

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Supervision and development of the scientific advisors team, including people management, recruiting, questions handling and helping resolve work-related problems. New projects implementation, including process optimization. Participation in medical conferences and contact with health professionals to promote GSK products and answer scientific questions. Creation of sales training manuals and classes for sales force. Areas of experience: Respiratory, Men's Health, Osteometabolic, HIV, Hospital, Vaccines, Antibiotics, CNS, and especially Oncology/Hematology.

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Scientific support for physicians and other healthcare professionals about products and therapeutic areas of GSK. Scientific support for promotional materials development. Preparation of lessons and slide kits for conferences and medical events. Preparation of training manuals and classes to assist in the sales force training. Areas of experience: Respiratory, Men's Health, Osteometabolic, HIV, Hospital, Vaccines, Antibiotics, CNS and especially Oncology/Hematology.

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Preparation of products dossiers and adverse events reports.

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Responsible for providing scientific answers to questions asked by doctors and pharmacists about the brand's cosmetics and medicines and dermatology issues. Preparation of lessons and dossiers of products and competitors. Scientific support for the development of new products through literature research.

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Participation in research and development of new products of the brand throughout Latin America. Performing of physical/chemical analyzes, troubleshooting, development of SOPs, sample tracking and results validation.