Thatiane Ingegneri
General Manager PHARMA LATAM
Jundiaí
Summary
Results-oriented strategic leader with over 17 years of experience in the agrochemical and pharmaceutical industries, specializing in sales management, global business development, and building strong customer relationships. Proven expertise in leading cross-functional teams, driving revenue growth through strategic partnerships, and successfully executing high-impact projects. Seeking to leverage deep industry knowledge and leadership skills to drive business expansion, foster long-term client partnerships, and lead innovative solutions in a dynamic global environment.
Overview
14
14
years of professional experience
2015
2015
years of post-secondary education
2
2
Languages
Work History
General Manager Pharma LATAM
CRODA
10.2024 - 06.2025
- Lead a cross-regional team of 6 Account Managers, 1 Business Development Manager, and 2 Marketing professionals across Latin America, driving strategic execution and commercial excellence in the pharmaceutical sector.
- Successfully designed and implemented a new regional strategy focused on market prioritization, portfolio optimization, and customer segmentation, aligning business efforts with high-impact therapeutic areas.
- Championed a cultural and operational transformation to elevate the team into a high-performance organization, through performance tracking, sales enablement initiatives, and structured customer engagement planning.
- Oversaw the deployment of integrated marketing and sales initiatives, reinforcing brand positioning and accelerating project conversions with key pharmaceutical clients and institutions.
- Delivered +17% year-over-year revenue growth and +21% above budget (YTD 2025), confirming the effectiveness of the newly implemented strategy and commercial structure.
Sales Manager Pharma LATAM
CRODA
02.2024 - 10.2024
- Leading a team of 6 Account Managers focused on driving sales in the LATAM pharmaceutical market, including excipients for the pharmaceutical and biotechnology industries.
- Developed and executed business strategies, aligning sales objectives with customer needs and providing comprehensive support during negotiations.
- Spearheaded the launch of new products and managed regional projects to meet tactical sales goals. Worked closely with marketing, supply chain, and regulatory teams to ensure seamless customer experiences, compliance with industry standards, and the timely delivery of products to customers.
- Oversaw the development of strategic partnerships with key customers in the region, enhancing long-term business growth.
Sales Manager - Crop Protection
CRODA
09.2017 - 02.2024
- Led a team of 3 direct reports, managing the overall sales performance, and taking full responsibility for achieving sales targets and ensuring the successful execution of local and regional sales strategies.
- Monitored and analyzed key performance indicators (KPIs) to assess team performance and drive results, ensuring alignment with both local and regional business objectives.
- Developed and executed sales strategies, driving growth through key partnerships with multinational clients, including large-scale projects, sustainability initiatives, and customized workshops tailored to each client's needs.
- Strengthened client relationships, building long-term partnerships by delivering innovative solutions that increased client trust and satisfaction.
- Played a pivotal role in implementing a global customer segmentation project, which enhanced the targeting and engagement of clients, and improved overall customer experience.
- Collaborated with both local and global teams to implement the Customer Experience project, ensuring a seamless and impactful customer journey, and optimizing sales approaches to drive long-term business success.
Account Manager - Crop Protection
CRODA
11.2014 - 09.2017
- Managed relationships with key multinational clients, including Bayer, BASF, Syngenta, ADAMA, Sumitomo, and other local companies, focusing on building long-term partnerships and driving strategic projects.
- Led the development of strategic initiatives, aiming to bring projects into Croda through collaborative partnerships with clients, achieving record-breaking results and securing numerous high-value projects.
- Held responsibility for revenue targets and project conversion goals, ensuring successful sales execution and project delivery.
- Collaborated closely with R&D and technical teams to create tailored solutions for clients, significantly contributing to business growth in the region.
- Supported the creation and execution of strategic sales plans, driving an increase in revenue, market share, and the company's presence.
Account Manager Agrochemicals
HUNSTMAN
09.2013 - 11.2015
- Managed sales and relationships with all multinational clients across LATAM, as well as local customers and distributors in Argentina and Chile.
- Led the approval and introduction of product alternatives, successfully increasing business revenue by more than 80% during my tenure.
- Developed and executed strategic sales plans tailored to client needs, while ensuring alignment with market trends and company objectives.
- Expanded market reach by identifying new business opportunities and securing product approvals, resulting in a significant increase in the customer base and overall revenue.
- Collaborated with cross-functional teams to create performance metrics and sales strategies, driving continuous growth and market competitiveness.
Business Development Analyst
BASF
07.2011 - 09.2013
- Led strategic initiatives to develop partnerships with suppliers in the pharmaceutical and agribusiness sectors, with a focus on agrochemicals.
- Managed key projects in the Agro division, dedicating 70% of time to sourcing suppliers and identifying contract types for strategic formulations in the BASF such as SC, SL, WG, WP, EC, and OD formulations.
- Collaborated with formulators and internal teams to identify and secure new suppliers for these critical formulations, ensuring competitiveness and innovation in the product lineup.
- Led the raw material procurement process for Omega 3 production in LATAM, negotiating with global teams to secure advantageous pricing and agreements.
Education
Marketing -
Fundação Getúlio Vargas
Pharmacy - undefined
Centro Universitário São Camilo
Chemistry - undefined
Escola SENAI Mario Amato
Skills
- Sales performance enhancement
- Account Management
- Strategic Partnerships
- Business Development
- Global Project Management
- Strategic negotiation skills
Timeline
General Manager Pharma LATAM
CRODA
10.2024 - 06.2025
Sales Manager Pharma LATAM
CRODA
02.2024 - 10.2024
Sales Manager - Crop Protection
CRODA
09.2017 - 02.2024
Account Manager - Crop Protection
CRODA
11.2014 - 09.2017
Account Manager Agrochemicals
HUNSTMAN
09.2013 - 11.2015
Business Development Analyst
BASF
07.2011 - 09.2013
Pharmacy - undefined
Centro Universitário São Camilo
Chemistry - undefined
Escola SENAI Mario Amato
Marketing -
Fundação Getúlio Vargas
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