Thomás Bertoni de Moura

Ortho System is Master distributor of MicroPort Orthopedics in Brazil.
This role is to manage national sub-distributors, opening new customers, managing current customers, holding workshops and cadaver labs with surgeons, capturing KOLs in each region; execution and support to distributor in sales forecast.

Management of distributors in Brazil and Latam, with advances in strategy of concentrating revenue on fewer distributors, with territorial organization and exclusivity in product lines, with quota commitments

Negotiation with main health insurances, aiming to increase market share

Management of four regional sales executives

Responsible for sales forecast, aligned with S&OP.

Management of national and international sales, marketing and clinical research

Responsible for organizing congresses and events

Implementation of MTO/MTS inventory policy project as an emergency action in period of Covid-19 pandemic, together with operations and finance sector

We are a team of 10 people who report directly.

Management in indirect sales in all national distribution network, with company's complete product line: Knee, Hip, Spine, CMF, Endoprosthesis and Trauma

Strategic planning, with reorganization of distributors in each region, applying targets, requiring forecast, contract exclusivity, excluding distributors that are not compatible with our policy

Always aiming to increase revenues and perceived value of our products and brand, to all our customers: distributors, doctors, health plans and patient

Management is done in field to distributor with meetings, support and negotiations with health plans and support with doctors.

Management in indirect sales to distributors in South and Midwest, with company's complete product line: Knee, Hip, Spine, CMF, Endoprosthesis and Trauma

Applied strategy of the 'Plano Raízes', which we proposed to our major players, mutual exclusivity, exclusion of other distributors that conflicted in same area, application of goals with strategy of supplying revenues of exclusions and increasing revenues in areas not explored and served by competitors

As a result, we achieved an increase of 19% in South and 36% in Midwest by 2018 compared with 2017

Decrease from 500 to 300 distributors nationwide, which can be managed much more dedicatedly.

Management in indirect sales to distributors in South region, with company's complete product line: Knee, Hip, Spine, CMF, Endoprosthesis and Trauma

Close relationship with distributor, with visits to doctors and health plans to understand how each market works and apply the right strategies.

Detailed analysis of market share increase, pointing to distributors the territories and services we can reach, with data from surgeries performed at SUS

Revenue increased by 11% in 2017 compared to 2016

Forecast structuring with client, with application of goals

Product presentation and workshops.

With Meta Bio being a new investee with Pátria Investimentos, I was transferred to manage indirect sales in field with all national clients except SP state

Management of entire product line, Knee, Hip, Endoprosthesis and Trauma

Strategy with opening new customers in missed areas, support and management to existing customers, workshops and negotiations

Increase in revenues by 23% in period.

First experience with sales, due to the market research project I conducted, visiting our distributors, competitors, hospitals, OPME, health plans and doctors, in order to know surgical volume, sell-out price, positioning of our products, opinions

Doctors and opportunities to increase our market share

Acting and supporting distributors in the southern region, seeking opportunities to increase our share, workshops to surgeons, negotiations with health plans

Opening of new distributors, action plan for distributors to have our complete portfolio, negotiations to reach the goals proposed by the company.

Specialist in entire line of products manufactured by company: Knee, Hip, Spine, CMF, Endoprosthesis and Trauma; and from brands imported by company: Amplitude (knee and hip), Neurofrance (spine), Normed (extremity trauma), FinceramicaEducation Certificates (grafts) and Inion (bioabsorbable)

Workshops in hospitals, clinics, health plans and distributors.

Follow-up on surgeries, entering in surgical field and providing necessary support

Relationship with doctors and professionals in area.

Participation in national and international congresses and fairs (Medica Fair in Dusseldorf - DE).

Participation with R&D in projects and new product launches, with intelligence of what market needs, getting our reality of good quality materials with service to public and low cost plans.

Responsible for monitoring a knee and hip prosthesis surgeries monitored by a browser (computer), from the French brand Amplitude, in order to provide greater precision in implantation of the prosthesis

Workshops for doctors and professionals in hospitals, clinics and congresses

support for all distribution network that had an Amplitude brand.