By looking at Francisco Belinger´s desk, we can easily say that he is a nationalist. Two flags of Brazil and a key chain containing typical Brazilian colors are some of the things found on it. “Several people express their love to Brazil only when it’s the world Cup. I am different.” says the executive right before the interview.

Despite his busy agenda, he calmly comments about competition in the pharmaceutical market, the strategies used to increase Mercadis sales and their goals for the next five years. “Let’s invest each day more in training and actions to conquer leadership within five years.” Read the interview below:

Top Team: You have already worked for several companies, like Roche, Astrazeneca and Biobrás, and at the moment you work for Boehringer. Is the organizational culture of such companies different?

Francisco Belinger: The companies look very much alike, but the only difference is that Boehringer is a familiar company. They show great respect towards their employees. When I went into Boehringer, I had no difficulties adapting myself there because the atmosphere in the company is really good and they welcome people affectionately.

Top Team: Among your favorite books we find this one: ‘Five things we cannot change’ by David Richo. Such piece approaches the fact that life changes constantly. Is business in the pharmaceutical area like that?’

Francisco Belinger: It certainly is. The pharmaceutical industry is never boring. When a leading product owns 7% of the market share, each 0.01% increase means very intense movement. The pharmaceutical market is very competitive. In the pharmaceutical industry, the change is constant and fast. We must be always aware, for the market is tough and if you don’t keep up with it, you end up being run over. That’s the point approached by the book.

Top Team: Why did Boehringer set up an additional team for Micardis?

Francisco Belinger: We needed to count on more sales reps but we couldn’t add our own work force. So, we decided to look for an additional work force to help our sales reps reach some physicians who didn’t use to be detailed. The project has been working out and the product has gained market share within the hypertension market, which involves multinational companies, national and generic laboratories. Such market demands high investment. During the medical detailing we highlight the product differentials. Micardis is safe, efficient and potent, even in the cases of morning hypertension.

Top Team: What is the present Micardis market share?

Francisco Belinger: In June, we had 6.28%; we grew 0.11% and ended July at 6.39%. The leader has nearly 26%. We have a long way ahead as at the moment we are in the fourth place. We have invested aiming at reaching leadership within five years, though.

Top Team: In the pharmaceutical company, differently from hospital, the numbers referring to market share are open. How can this work out?

Francisco Belinger: They certainly do. The problem is that the pharmaceutical company is not that creative. If a company takes a certain action the others follow it. Little is created while a lot is followed. Some actions that are taken nowadays were already done over twenty years ago. The market is kind of conservative.

Top Team: How do you evaluate the partnership between Boehringer and Rent Power?

Francisco Belinger: I met Rent Power & Rossetti Mkt Sales Reps Brazil before the company had been set up. Both Luiz Antonio Accioly and Cássio Rossetti worked with me at Roche. They are qualified professionals and know the pharmaceutical industry. That was exactly what Boehringer needed. Accioly and Cássio are serious and informed. Rent Power & Rossetti Mkt Sales Reps Brazil is a trustful partner.