An investment into my future
Marcelos Dos Santos
Regional Head, Latin America
Based out of Sao Paulo, Brazil
Few stories resonate as deeply as that of Marcelo Dos Santos, who heads LATAM for Biocon Biologics. From an office boy to regional head at a global pharmaceutical company, Marcelo’s journey is a testament to resilience, dedication, and an unwavering commitment to patient care. Read on to know about his rich tapestry of experiences and how they shaped his impactful career and his vision for accessible healthcare.
“I was born and raised in Sao Paulo, Brazil, one of the largest cities in Latin America. It is the most important city in Brazil, with a bevy of industries and universities. Growing up in a city like that opened up a lot of opportunities for me. I was only 14 years old when I set out on a journey that would shape my professional life in ways I could never have imagined.”
I joined Johnson & Johnson Pharma as an “office boy”, where I balanced my studies with the responsibilities of supporting managers in their daily tasks.
An investment into my future
J&J not only provided me with a paycheck but also invested in my future by paying for my university, English classes, etc. At 14, I supported managers in all kinds of work — from paying their bills and going to the post office to taking calls from sales representatives and making a note of Purchase Orders. I often joke about starting my career as the “VP of Communication” at J&J because I was responsible for delivering the morning newspaper to managers’ desks at 7.30 am! This early exposure to the pharmaceutical industry proved invaluable for my journey ahead.“I learnt a lot working for the pharma industry. However, an important detail shaped my career — that at the centre of everything we do are patients who need treatment.”
A turning point, towards Biocon Biologics
I joined the oncology segment in 2005, as the Business Development Director in LATAM for a pharmaceutical company. While attending major oncology congresses, such as the American Society of Clinical Oncology, I realized that Biocon Biologics was a company that took biosimilar trials very seriously. This commitment to excellence resonated with me and drew me to the company. In 2020, my journey took a significant turn when I joined Biocon Biologics
“Biocon Biologics has a special culture, ‘to move quickly’, ‘to challenge the status quo’. Nothing is impossible for this Company, and it gives us an exciting opportunity to be part of continuous transformation, creating something new, and achieving so many ‘firsts’. This is amazing for a company that is only over two decades old.”
On a shared mission to put patients first
Biocon Biologics’ mission resonates deeply with my personal values. Putting patients first is not just a corporate slogan; it’s a personal commitment shaped by my family’s experience with healthcare access. We were fortunate to receive effective treatments during a critical time, which reinforced my belief that health is a precious gift. I strive to surprise patients with affordable and accessible treatment options because I understand the hope they place in us.
I also encourage my team to engage with all internal stakeholders to understand diverse perspectives and challenges. Our shared mission is clear: to serve as many patients as possible across Latin America. When employees understand their purpose and the impact of their work on patients’ lives, engagement and commitment soar.
“Collaboration is key to our success at Biocon Biologics. Our partnership with Lab Pisa in Mexico has led us to capture over 90% market share for Insulin Glargine and rh-Insulin!”
Challenges that I cherish
The job is not easy though. My daily routine is anything but routine. Each day presents new challenges and opportunities. I engage in market forecasting with partners, analyze market dynamics, manage tenders and pricing proposals, and maintain relationships with doctors in the field. The time zone differences can be daunting; my mornings often start at 6 am and stretch into late evenings when coordinating with teams across Mexico.
I do take a break when I can. I cherish spending time playing soccer with friends, savouring good Argentinean wine, and traveling with my wife.
“Reflecting on my journey from an office boy to a leader in the pharmaceutical industry fills me with gratitude. Each experience has contributed to shaping not only my professional path but also my personal mission: to make a meaningful difference in the lives of patients and their families.”
MARCELO’S SUCCESS MANTRA |
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