Antonio Pérez Riquelme

Developments

Enablers and Data Cleansing

- Creating a unique record for each HCP (Health Care Professionals), merging duplicated records using internal sources as SalesForce and external sources as Close Up (Prescriptions) and Mark Data (HCP Master Record)

Results: Over +4k new joins between sources, +200 HCP harmonized.

- Creating a unique record for each customer across diverse sources, SalesForce, SAP, and Public Sources

Public Data Handling & Integration.

- Using diagnosis and procedures from FONASA (National Health Service) DRG (Diagnosis-Related Group) data to figure out the patient journey and hospital networks

- Using graph analysis to identify the relative importance of each hospital in the network.

- Integrating CENABAST Distribution List and Purchase Orders from 'Mercado Público' and DDD IQVIA (Sell Out) to perform market size and opportunities analysis. This integration was at product SKU level and IQVIA brick polygons using georeferencing techniques.

Forecasting and Estimations

- Using integrated data to perform market scenarios and simulations at product SKU level, sales channel, brick, customer.

- Estimating disease prevalences using census data at brick level, national health survey and statistical techniques to balance and stratify the samples.

Quota Setting Process

- Using statistical techniques to assign fair quotas for each territory and product.

Commercial Operation Routines

- Calculating monthly payments for sales team

- Targeting and Segmentation process

- Maintaining dashboards updated

- Supporting ad-hoc analysis for Marketing & Sales Team

Member of Data Integration Squad

- Development of One Single Source of Sales for LATAM

- Development of Sales by Metrics process, key process for Sales Compensation and Data Analytics Teams, changing the data pipeline and process unification for all LATAM

- Development of Sales Rep Cockpit, gathering key information from Sales Compensation, SalesForce, SAP all in the home page of SalesForce

Ownership of Sell in Data Quality for SC

- Automation of this process applying sales business rules for each document in SAP, maintaining customers and products master updated. As outcome one source of sales for Southern Cluster and sales validation process was reduced from 2 days to 15 minutes.

Price Policy Monitoring

- Development of a dashboard with key metrics in order to calculate adherence, freshness and dispersion of each customer inside of his cluster and against all the other clusters

Price Execution Monitoring

- Development of dashboard to identify what customers are increasing or decreasing prices, comparing last price of last year with the current price list

- Loads of Price List and Contract Automation in SAP

This development was made to improve and minimize load errors, performing previous and posterior validations. This process reduced 80% time of loading

Improvement and Automation of Bid and Tenders Detection Process

- Development of a text classifier, due a string in bids, perform an association with JNJ products. In one year, detection was increased 3 times with the same team, and awards increased 2,2 USD millions.

Public Market Sizing

- Development of a text classifier, due a string in purchase orders from JNJ and competitors, perform an association with JNJ products. This process allows to know every month by customer, market share, prices, quantities and products.

Sales Compass

- Development of a dashboard with quota and sales by sales representative in a daily basis for performance tracking.

Development of a Datamart

- Sell In, Sell Out sales, market information from Nielsen in order to perform sales analysis, stocks, compensation process and forecasting.