Hugo Pessoa
Head of Global & Strategic Accounts Sales Team, Director (Pharma Services) @Cencora
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WORK HISTORY
Head of Global & Strategic Accounts Sales Team, Director (Pharma Services) @Cencora
Lisbon, PT
Lead and develop a global team of ~10 senior sales leaders, operating across regions and therapeutic domains, with accountability on performance and talent development.• Own and grow a close to 200M$ global strategic accounts portfolio, spanning 50+ multinational life sciences companies, with responsibility across new business, expansion, and long-term account value creation.• Define and execute global commercial strategy for strategic accounts, aligning portfolio design, go-to-market models, and account prioritization with long-term corporate objectives.• Design and implement standardized, scalable sales processes to drive professionalization, predictability, and governance across regions—transforming sales from relationship-led to value-led and outcome-driven.• Act as executive sponsor and strategic partner to C-suite and senior leadership at key global clients, building trusted, long-lasting relationships focused on shared outcomes rather than transactional engagements.• Drive portfolio-led growth, identifying white-space opportunities, cross-service synergies, and integrated solutions to maximize customer lifetime value and strategic relevance.• Lead strategic initiatives across the commercial organization, including account segmentation, coverage models, pipeline governance, performance management, and global coordination.• Translate complex client needs into structured, scalable commercial opportunities, bridging strategy, delivery, and execution at a global level.• Maintain relentless focus on measurable outcomes: revenue growth, portfolio quality, margin sustainability, and long-term client retention
EDUCATION
Católica Lisbon School of Business and Economics
Management Program
A Willis Consulting
Intensive Program
Universidade de Coimbra
Master's degree
AESE Business School
Executive MBA
Instituto Superior Bissaya Barreto
Pós-Graduação
NOVA Medical School - Faculdade de Ciências Médicas
Doctor of Philosophy - PhD
AESE Business School
Executive Training "Leading with AI and Analytics"
AESE Business School
Executive Training
Porto Business School
Post Graduate in Marketing Management
SKILLS
ABOUT HUGO PESSOA
I am a senior commercial leader with a track record of driving growth and transformation in the pharmaceutical and biotech consulting space. Currently leading strategic accounts with a portfolio exceeding €100M, I specialize in building long-term partnerships that unlock value across regulatory, pharmacovigilance, market access, and commercialization services.My career has centered on strategic account growth, managing complex, multi-stakeholder relationships, and ensuring global pharma and biotech clients achieve both operational excellence and market impact. I thrive in transformation environments, guiding organizations through integration, restructuring, and new go-to-market models while keeping client outcomes at the core.With proven experience in cross-functional leadership, I bring together regulatory strategy, post-marketing solutions, and market access insights to support clients across the full product lifecycle. Alongside my corporate role, I foster an entrepreneurial mindset—exploring innovative business models, digital solutions, and value-driven partnerships that challenge the status quo. Core strengths:€100M+ portfolio management with consistent YoY growthStrategic account leadership across top global pharma and biotech clientsExpertise in regulatory, pharmacovigilance, and market access solutionsTransformation leadership in buy-and-build and integration environmentsExposure to corporate development and M&A initiativesEntrepreneurial mindset with a focus on innovation and client valueI am passionate about shaping the future of pharma and biotech services, where strategy, science, and execution meet to deliver meaningful patient impact.
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