Sports, such as football and tennis
Rafael Ayuso
Sr. Regional Sales Development Manager
Pully
Summary
Results-driven business leader with an Executive MBA in healthcare from the University of Lausanne and a diverse international career spanning medical devices and hospitality. Fluent in German, French, English, and Spanish, with additional knowledge of Italian, enabling seamless cross-border collaboration. Passionate about business analytics and AI-driven decision-making. Experienced in strategic partnerships, sales development, and market expansion, with a track record of delivering commercial success across multiple industries. A data-driven mindset combined with hands-on leadership in high-performance teams. Additionally, a certified U10 football coach, applying leadership, teamwork, and mentorship both in business and on the field.
Overview
19
19
years of professional experience
8
8
years of post-secondary education
5
5
Languages
Work History
Sr. Regional Sales Development Manager
Medtronic
03.2021 - Current
- Collaborated with sales, marketing and other internal teams to meet shared goals.
- Increased sales revenue by implementing strategic growth initiatives and fostering strong client relationships.
- Developed deep understanding of customer needs, priorities and pain points to deliver customized service.
- Optimized the sales funnel by analyzing key performance metrics and implementing data-driven adjustments.
Sales and Market Development Specialist
Medtronic International
03.2017 - 03.2021
- Initiate, develop and implement all sales activities for Aortic, Peripheral and Endovenous therapies
- Main purpose: Facilitate appropriate patient referrals and generate physician interest
- Analyze market trends and develop strategic marketing plans for Endovenous business unit in Switzerland (promotional campaigns, educational seminars, patient advocacy groups, referral events)
- Partner with payer relations to ensure reimbursement needs are met and that APV therapies are accepted and adequately reimbursed
- Generated a steady pipeline of qualified leads by conducting regular prospecting activities such as cold calling and email outreach.
Regional Sales Representative B2B
Kuoni Reisen AG
10.2014 - 02.2017
- Company Overview: Western Switzerland
- Ensure promotion of Kuoni products and services through sales calls and marketing events
- Maximize Key Account Management relationship with 200 accounts (travel agencies) based in Western Switzerland
- Identify potential accounts and propose collaboration through customized partnership
- Co-responsible for achieving annual revenue of CHF 35 mio
- Western Switzerland
Sales Manager
Le Mirador Kempinski Hotel
03.2013 - 10.2014
- Company Overview: Mont-Pèlerin, Switzerland
- Develop a business plan and sales strategy for the assigned markets (Switzerland, Germany, Benelux and UK) to ensure hotel's target and profitability
- Draw up contract proposals and negotiate a certain number of room nights per year with FITs and DMCs Tour operators/Wholesalers
- K-Star Leader Kempinski Program: 1st Position in Western Europe and 6th Position Worldwide
- Results achieved by July 2014: 110% of the assigned annual revenue
- Promotion from Sales Executive to Sales Manager after 7 months
- Mont-Pèlerin, Switzerland
Reservations Groups Consultant
Kuoni Reisen AG
12.2011 - 02.2013
- Company Overview: Zurich, Switzerland
- In charge of group requests (more than 50 rooms) received from Asian offices and responsible for placing them in assigned destinations: Germany, Austria and Switzerland
- Services booked: accommodation, transfers, local concierge, restaurants
- Ensure a smooth relationship with local suppliers in Germany and Austria (hotels, restaurants and local Destination Management Companies)
- Direct contact with Sales offices and Product Department for rates negotiation, revenue analysis to fulfill allotment and free sales requirements
- Zurich, Switzerland
Pharmaceutical Sales Representative
Janssen-Cilag, S.A. Johnson & Johnson
08.2009 - 12.2011
- Company Overview: Valencia, Spain
- Promote and sell three pharmaceutical drugs
- Gastroenterology, gynecology and psychiatry fields
- Build business relationships with assigned customers (physicians, practitioners)
- Organize product presentations, deliver merchandising samples and support materials for maximum impact
- Market research for new business and evaluation of the sales potential of existing customers
- Valencia, Spain
Duty Manager - Front Office Department
Las Arenas Spa Resort Hotel ***** GL
01.2006 - 08.2009
Education
Executive MBA - Healthcare focus
HEC Lausanne
01.2015 - 01.2016
MSc. - Marketing and Public Relations
Cardenal Herrera CEU University
01.2004 - 01.2008
BSc. - Tourism Management
University of Valencia
01.2001 - 01.2004
Skills
- Customer acquisition
- Customer engagement
- Team management
- Communication
- Languages
- Generative AI for healthcare
- Salesforce Expertise
- Fundamental SAP Knowledge
Further Training
- Purchasing and Negotiation Course, SDA Bocconi University, Milan, 07/01/16
- Essential Training on Hospitality Sales, Kempinski HQ, Geneva, 12/01/13
- Intensive Training on Pharmaceutical Sales, Janssen-Cilag, Johnson & Johnson, 09/01/09
- Marketing Course, Solent University, Southampton (UK), 03/01/07
Working Permit
B
Personal Information
- Nationalities: Spanish and Swiss
- Date of Birth: 12/28/83
Interests
Timeline
Sr. Regional Sales Development Manager
Medtronic
03.2021 - Current
Sales and Market Development Specialist
Medtronic International
03.2017 - 03.2021
Executive MBA - Healthcare focus
HEC Lausanne
01.2015 - 01.2016
Regional Sales Representative B2B
Kuoni Reisen AG
10.2014 - 02.2017
Sales Manager
Le Mirador Kempinski Hotel
03.2013 - 10.2014
Reservations Groups Consultant
Kuoni Reisen AG
12.2011 - 02.2013
Pharmaceutical Sales Representative
Janssen-Cilag, S.A. Johnson & Johnson
08.2009 - 12.2011
Duty Manager - Front Office Department
Las Arenas Spa Resort Hotel ***** GL
01.2006 - 08.2009
MSc. - Marketing and Public Relations
Cardenal Herrera CEU University
01.2004 - 01.2008
BSc. - Tourism Management
University of Valencia
01.2001 - 01.2004
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