Ricardo Pellegrino – Growth Catalyst & Transformation Executive
Leading transformation to enable companies to thrive in the midst of uncertainty has never been more important than in today’s constantly changing business climate. Ricardo Pellegrino, a global commercial pharmaceutical executive, has built a successful career driving growth in complex and volatile business environments consisting of both headquarters and country-level general management roles.
In headquarters roles, his strategic mindset, broad global perspective, and cross-functional leadership enabled him to develop broad multi-country strategies that led to operational integration, consolidation, cost savings, and business expansion. At the country level, he applied his entrepreneurial mindset, local market knowledge, and skill in hiring the right people, to empower managers to “own” their businesses and implement appropriate growth strategies aligned with their customers unique needs.
Ricardo was tapped in 2014 by Exeltis to build and grow its emerging $60M business in Latin America, spanning Mexico, Central America, Brazil, and Paraguay. In this role, Ricardo identified strategic business solutions and provided hands-on execution by upgrading the company’s talent pool, investing in sales force expansion, and launching an aggressive market expansion campaign in Chile, Colombia, Peru, and Ecuador that delivered incremental growth of 130% and met profit targets – in startup and expansion mode.
Prior to Exeltis, and following the Schering-Plough merger with Merck & Co in 2009, Ricardo was selected by Merck to direct their integration efforts as Latin America Regional Commercial Operations Lead. Ricardo demonstrated finesse working cross-culturally and cross-functionally to support the seamless integration of both companies. He provided critical sales and marketing support through sales force effectiveness and resource allocation, multi-channel marketing, sales and marketing training, and marketing communications. By reducing operational redundancies through consolidation, he achieved aggressive cost-saving synergies and assembled an integrated team of top talent from both companies.
In 2012, Ricardo was hand-picked as Interim Managing Director of Merck’s Central America and Dominican Republic operation to provide critical transformation leadership in turning around the business. He launched a subsidiary-wide initiative to engage all employees in the effort, upgraded the management team, deployed a new business model, realigned the sales force and product portfolios, and initiated a comprehensive sales training and sales incentive program that achieved a major turnaround in nine months.
Prior to Merck, Ricardo held progressive leadership positions at Schering Plough over a 22 year period. As Sr. Director Latin America Operations, he launched a growth initiative that doubled the Latin America business in three years. Additionally, he was hand-picked to participate in the design and implementation of a corporate-wide cost saving strategy to cope with the decline of a leading brand. As Sr. Director Global Planning & Development, he designed and implemented a salesforce effectiveness program that improved productivity across eight countries in Europe. In country management roles, Ricardo sustained market leadership in Ecuador and Venezuela despite challenging political and economic conditions.
Ricardo completed a BS Business Administration and Finance at the Universidad de Rosario, Argentina, and an MBA at Central Missouri State University, US that was sponsored in part through the Rotary Foundation.