SÉRGIO VITORINO

• Company Overview: Royal Philips, EURONEXT, NYSE – Revenue EUR 19.4B
• Crisis management leader for UNO LATAM, with a Recall completeness of about 98%
• Leveraged business opportunities during CV-19 towards record LATAM revenues and gross margin
• AOP over achievements YoY (34% above 2023 AOP)
• Customer NPS > 85% for the 3rd consecutive year
• Led a complete business verticalization in LATAM enabled by a License to Operate model
• Directed the Sales, Marketing, Clinical and Service into a 3-year strategy set-up to a significant market share recovery
• Led and directed the setting up and execution of a LATAM Reputation Campaign to position Philips brand among a network of medical and non-medical KOL’s/DOL’s, customers and partners, and end users (patients)
• Carried out a LATAM Commercial Excellence Program (Resilience Return Program) w/ double digit growth
• Oversaw and directed business transformation projects (e.g

Sleep Pharmacy new Go-to-Market, E-commerce channels)

• People’s development obsession while building resilient teams: introduced and executed a successful people’s development plan based on meritocracy while growing a talent pool of collaborators
• Royal Philips, EURONEXT, NYSE – Revenue EUR 19.4B
• Drives the overall organizational performance (OIT, Sales, Margin and Operational Excellence)
• Leads Sales, Clinical and Product Services and Marketing to jointly engage and satisfy customers’ needs
• Develops, updates, deploys and drives the commercial strategy for commercial teams
• Acts as the 'voice of the market' towards business groups by spotting market trends and evolutions and being engaged in the constant process of business development
• Coach and develop direct teams
• Mentorship of high talents/high performing individuals
• Builds best-in-class Indirect channel management relations and optimizes these contacts for commercial leverage
• Led Global medical device Recall in LATAM by orchestrating direct team and enabling functions towards remediation completeness with zero Regulatory and Legal issues

• Company Overview: Philips Medical Systems BV, Eindhoven, The Netherlands
• Key contributor to the overachievement of 2017-2020 Long Term Strategic Partnerships (LSP's)/Solutions sales results with exponential and double-digit growth, in LATAM
• Co-lead the NBx/Transformation SRC project: Sleep Digitalization in Brazil to pilot phase (launched January 2020)
• Led the successful deployment of configurable Solutions, in LATAM
• Build, coached and mentored a team of Bid Managers, Finance Consulting and Strategic Architect in LATAM driving them into high-performing and successful sales results
• Drove multiple experts for comprehensive solution design while orchestrating End2End, multi-year, configurable and complex LSP's/Solutions, with LATAM teams
• Build and led C-Suite 'Co-Create' sessions (> 13 sessions)
• Successfully developed value propositions & solution frameworks by extensively understanding customer healthcare ecosystems
• Developed business solutions by connecting with diverse experts, inside and outside the organization and by using customer insights
• Led the integration of other functions/staff (e.g Bid Managers) and the onboarding of Strategic Business Architect in LATAM
• Led peer-to-peer best practices exchange by leading the development of LSP's/Solutions Proof Points

• Company Overview: DAX30 – Revenue EUR 34B
• Led the definition, set-up, development and implementation of the Linde Healthcare Academy for the Homecare business
• Directed the process to launch the Non-Invasive Ventilation (NIV) business and the Remote Sleep Diagnosis in Colombia (revenues of 0.5MioEUR in the launch year)
• Led the launch of a global COPD and NIV marketing campaigns (including Health Economic dossier)
• Set-up, steered and led 2x Medical Core Team groups (COPD & NIV) which lead to new core respiratory solutions and a continuous support for growth
• Led & conducted extensive respiratory market research that lead to market sizing, prioritizing and targets setting
• Drove & developed the mid & long-term global strategy for the core respiratory offerings
• Led a team of 7 indirect business and marketing reports, in a matrix organization
• Identified and built opportunities for growth by developing and implementing new product/service offerings in existing and new markets
• Homecare expert lead for the definition, set-up, development and implementation of Homecare Minimum Safety Requirements, in a global Team of Experts
• Led & steered collaborative cross functional communication & cooperation with global/regional/local teams to define the areas of mid & long-term growth homecare and developed the so-called global road maps

• Company Overview: DAX30 – Revenue EUR 34B
• Led the revenue growth in Non-Invasive Ventilaiton in EMEA countries (>11% YoY)
• Co-led the Homecare Product Portfolio Harmonization (PPH) achieving savings of 10MioEUR in EMEA countries
• Led and developed the Ventilation product & service offering (from the start-up phase to implementation)
• Co-lead the REMEO team to successfully launch new solutions in new geographies/countries
• Developed Ventilation mid & long-term global strategies
• Directed marketing strategies, actions and proper financial planning for the Ventilation product & service offerings
• Led the research and implementation of existing and new Ventilation product and service offerings, including new business models across the globe
• Led & drive Marketing Communications in developing and implementing homecare marketing campaigns for International scientific events/symposia
• Together with Information Systems carried out the set-up of new Telehealth Solutions in Homecare services

• Company Overview: DAX30 – Revenue EUR 34B
• Led Global Revenues increase by 29% and EBIT growth of 15% with Cluster Headache service offerings
• Led the set-up and implementation of a global Cluster Headache marketing campaign
• Led the search, analysis and incorporation of new product, service and business models based upon depth customer knowledge in the Cluster Headache segment
• Developed and implemented the global Cluster Headache strategy
• Drove new product, service and business models into superior commercialization and transferred them to countries globally
• Monitored monthly countries performance of existing service offerings through selected KPI’s while successfully maximized sales & EBIT
• Led an internal expert team with the basis of assuring constant product and service development and innovation
• Led and drove an external team of medical stakeholders (neurologists, pain specialists, patient associations) to successfully identify customers’ needs

• Co-owned Homecare P&L with Revenues increase from 2.2MioEUR to 10.6MioEUR (2004-2009)
• Led the launch of the Cluster Headache service offerings, in Portugal
• Led the introduction of the Six Sigma methodology in Homecare, in Portugal
• Led the clinical supervision of care of the homecare team w/ 7 direct reports
• Led the definition, development and implementation of all Homecare service clinical and operating procedures
• Collaborated in the development and implementation of the mid & long-term homecare strategy
• Built and led a local team to define and implement selected Key Performance Indicators for the Cluster Headache offering and Six Sigma methodology
• Led the set-up and implementation of Six Sigma program in the commercial homecare team
• Led a regional team of clinical specialists responsible for the screening, analysis and incorporation of new product and service offerings
• Co-lead the set-up, development and execution of Homecare marketing campaigns
• Promoted homecare product and service offerings directly to physicians ensuring a sustainable patient growth
• Collaborated in the Portuguese National Homecare tender submission being the lead in the definition of the clinical/technical services and medical devices