Fernando PASSARELLI
Randwick,NSW
Summary
A results-oriented and hands-on leader with remarkable commitment level, management skills, outstanding teamwork and interpersonal relationship capabilities. 10 years of experience in the Education Industry and 12 years of experience in pharmaceutical multinational companies, with solid experience in operation excellence, portfolio diversification, expansion, market intelligence and finance. History of successful projects initiation, execution, and management in the education and heath industries.
Overview
22
22
years of professional experience
Work History
COO
IH Sydney Training Services
09.2014 - 12.2024
- Reporting to the CEO, I directly managed all departments of the company, including Marketing & Sales, Finance/Accounting, People & Culture, Admissions, Student Services, IT/BI, and the Academic departments (ELICOS, VET and Higher Ed).
- Drove diversification of the company into multiple sectors – ELICOS, Teacher Training, VET and Higher Education.
- Drove geographic expansion from a single location to 9 campuses in 7 locations, including the preparation of business plans, 9b building certificate compliance, full set up of premises and accreditation with regulators.
- Key participation in the acquisition and launching of the company's Higher Education Institute – Full analysis of the proposed business acquisition, external/independent market research, due diligence, financial projections, branding and business launching.
- Recruitment, management and development of multiple senior managers over the years.
- Budget creation, management and financial forecasts (short and long term).
- Maintained and analised P&L against the budget
- Expertise in business restructuring (upsizing and downsizing).
- Created of Business and Annual Operating Plans.
- SMS data migration and LMS implementation
- Communicated business performance, forecasts and strategies to potential investors.
- Company representation in ongoing Advisory and Governing Board meetings, including the preparation of board papers
- Risk and assessment level management.
- Compliance overview and communication with regulatory bodies, including re-registration audits and additions to scope (courses, qualifications and delivery sites)
- Oversaw day-to-day operations to keep organisation running effectively while meeting business goals.
- Managed key procurement activities to secure resource acquisitions at best possible cost.
- Identified and pursued business development opportunities to grow organisation and increase revenue.
- Represented organization at industry conferences and events.
- Directed technological improvements
- Oversaw business-wide changes to modernise procedures and organization.
- Monitored key business risks and established risk management procedures.
Market Intelligence Coordinator
Takeda Pharmaceuticals
09.2010 - 09.2012
- Responsible for market analysis, including sales and prescription key performance metrics (e.g. market share, evolution, penetration, sales force disruption, inventory levels and net sales).
- Led a developed a team of 5 analysts, supporting the Respiratory, Gastrointestinal and Pharma business units.
- Responsible for the methodology and calculation of Sales Force incentive scheme.
- Worked in conjunction with BCG (Boston Consulting Group) in portfolio prioritisation when Takeda acquired Nycomed.
- Coordinated several market research projects with doctors and patients (e.g. brand equities, attitudes and beliefs, focus groups) presenting the findings to internal clients.
- Produced strategic market analyses for the General Manager presentations in Brazil and overseas.
- Delivered data analysis training sessions to the Sales team.
- Conducted market research with doctors and patients, analyses and presentations of the findings to internal clients and stakeholders (marketing and sales).
Market Intelligence Analyst
Galderma Laboratories
06.2007 - 08.2010
- Responsible for the sales force metrics and KPIs.
- Created and developed the sales force monthly incentive scheme calculations
- Developed and implemented a Business Intelligence platform for the Sales and Marketing departments.
- Participated in market research projects with doctors and patients applying qualitative and quantitative techniques, formulation of reports and presentations with recommendations based upon the research findings.
- Responsible for Galderma's relevant market analysis (sales and prescriptions).
Sales Representative
Galderma Laboratories
05.2005 - 07.2007
- Responsible for promoting Galderma's products to physicians, including information regarding mechanisms of action, dosages, adverse effects, price, and other relevant information.
- Accountable for providing information to Galderma's Medical Division about any adverse effects reported by doctors.
- Produced monthly reports to line manager about the main promotional actions and results, competitors' actions, and future opportunities for the company's products in the territory.
- Contributed to event marketing, sales and brand promotion.
- Performed effectively in self-directed work environment, managing day-to-day operations and decisions.
- Recorded accurate and efficient records in the CRM database.
Sales Representative
Eli Lilly Pharmaceuticals
01.2003 - 03.2005
- Responsible for the promotion of the company's products to doctors. Main duties were the same as the aforementioned.
Education
MBA - Business Administration
University of Western Australia - UWA
Perth, WA11.2013
Bachelor - Communication (Marketing & Advertising)
Pontifícia Universidade Católica - PUC SP
Sao Paulo - Brazil12.2005
Skills
- Corporate governance
- Organizational development
- Data-driven decision making
- Mergers and acquisitions
- Human resources management
- Operations management
- Executive leadership
- Cost savings and reduction
- Business development
- Performance management
- Financial oversight
- Risk management
- Business forecasting
- Strategic planning
- Business analysis
- Budget administration
Systems
- Microsoft suite (Excel, Access, Word, PowerPoint)
- HubSpot
- Xero
- KeyPay
- Employment Hero
- SMS'
Short courses
- Clifton Strengths Talent Assessment / Gallup
- Team Management & Situational Analysis
- Management Skills
Work rights
Full work rights
Personal Information
Citizenship: Australian
Awards
Christine Bundesen AM Language Teaching Organisation Management Grant winner 2019
Languages
English
Native or Bilingual
Portuguese
Native or Bilingual
Spanish
Limited Working
Timeline
COO
IH Sydney Training Services
09.2014 - 12.2024
Market Intelligence Coordinator
Takeda Pharmaceuticals
09.2010 - 09.2012
Market Intelligence Analyst
Galderma Laboratories
06.2007 - 08.2010
Sales Representative
Galderma Laboratories
05.2005 - 07.2007
Sales Representative
Eli Lilly Pharmaceuticals
01.2003 - 03.2005
MBA - Business Administration
University of Western Australia - UWA
Bachelor - Communication (Marketing & Advertising)
Pontifícia Universidade Católica - PUC SP
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