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Sophie BARATTE

PARIS

En résumé

• Self-motivated and energetic business professional with 20 years of experience in Sales and Marketing and General Management roles across EMEA, in the Medical device and Diagnostics industry.
• Worked for a wide range of companies, from start-up through to international blue chip companies.
• Possesses strong leadership and managerial qualities, excellent interpersonal skills, with an entrepreneurial spirit.
• Solid P&L management skills, Sales & Marketing excellence both at strategic and operational level and understands of HE&R complexity across EMEA.
• Accustomed to working with US executives to fulfil the expectations of global businesses.


Mes compétences :
Business
Business leader
Change Management
CRO
General manager
Leader
Life Science
Management
Manager
Marketing
Médical
Medical device
Sales
Sales & Marketing

Entreprises

  • Lifecell - KCI medical - EMEA Director of Marketing and senior sales Director South EMEA

    2012 - maintenant • Achieved 48% growth in 2012 and 20% growth in 2013, achieving $25MM in revenues across EMEA
    • Introduced Commercial Excellence initiatives across EMEA to increase sales efficiency
    o Sales execution focusing on profitable clients; Value messages, premium pricing strategy
    o Redesign of sales territories
    • Developed network of distributors in EMEA to supplement direct sales channels, In Italy, Spain, Portugal, …
    • Redesigned EMEA Sales and Marketing strategy, to better align sales and marketing efforts:
    o Tailored value messages to CCG (UK), sickness funds (Germany) and other payers across Europe
    o Rolled out training to educate the sales force to deal with payers and procurement in different countries
    o Introduced new GTM channels, such as direct to patients and “e” approaches in selected areas.
    • Launched new indications and new products using market analysis, to leverage sales investments
    • Presented new Clinical and HE&R strategy to the board of directors, to secure market access in the DRG environments
    o Worked in a matrix organization with Clinical and HE&R functions to deliver action plan

  • CitoxLab - Managing Director

    Évreux 2009 - 2011 • Turned-around company’s financials after 3 years of revenues and profitability decline.
    o Increase in pipeline of work
    o Gained significant market penetration in some key premium services
    • Restructured the sales force
    • Established distributors.
    • Repositioned company’s value creation to customers
    • Rebranded company and invested in new communication channels
    • Initiated “lean management”, then driven by operational directors, leading to staff redundancy and gains in productivity
    • Lately in the assignment: Presented to the BOD, a strategy of International expansion through sites acquisition
    o New organization size: 900 staff, €120 MM

  • Sorin Group - Managing Director, France-UK-Ireland

    2006 - 2009 Led Sales and Marketing in the Cardiac Medical Device sector, for Sorin Group, European leader,in different countries in Europe, with 130 sales and Marketing staff members.
    Managed double digit growth and delivered superior financial results. Market share increased.
    Introduced new technology on the market and successfully launched innovation.
    Negotiate prices and reimbursement schemes at ministry of health and with various administrations.
    In charge of VIP and KOL relationship.

  • Johnson & Johnson (Ortho Clinical Diagnostics) - General Manager and President

    2001 - 2006 Managed the French subsidiary for OCD, the IVD business of J&J.
    Managed a team of 130 staff members including sales, marketing, after sales and customer services.
    Delivered P&L each year, of moderate profitable growth in a cost cutting environment and decreasing prices market.
    Responsible for VIP and KOL relationship.
    Built strategic alliances with partners, to response to EU tenders.
    Restructured the French organization in alignment with the EU global plans.
    President of the legal entity, including the logistic and multi-lingual hot line platform

  • Bain & Company - Consultant

    PARIS 2000 - 2001 Participated in various business cases, including department store strategy design, insurance companies mergers, ...

  • Beckman-Coulter - Sales Manager

    1999 - 1994 Sales manager in France, in the IVD business.
    In charge of managing a sales team of 10 persons, for promoting Flow Cytometry capital equipements and reagents. Clients were both public R&D, pharmaceutical industries and health care profesionnals.

    Nominated best sales manager of the year, 3 times.
    Achieved Budget plan every year.

  • DAKO - Marketing Manager

    1990 - 1994 Reagents for Anatomopathologits, both in the context of public and private health care and for public research.

    In charge of developing marketing plans for the French subsidiary and with the global marketing team in Denmark.

    Developed successfull campaigns, launching what will become N°1 sales product on the market.

    Interactions with global R&D team, in order to align R&D efforts with sales & marketing expectations.

Formations

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