Paulo Crujo

Senior transformation leader with 18 years across global pharma, biotech and CDMO, operating at the intersection of business strategy, enterprise data, digital platforms and organisational execution. Turns fragmented processes, systems and data into governed, decision-ready capabilities - and builds the teams, platforms and operating models that sustain them. Has stood up data functions from the ground up, delivered enterprise analytics platforms used by senior leadership, and surfaced more than CHF 300M in new commercial opportunities.

Connects enterprise transformation, data and analytics, and commercial digital platforms into one coherent senior transformation agenda. Combines operating model redesign, governance and cross-market adoption with the data platforms, analytics capabilities and AI-ready foundations required to support better decisions. Brings strong experience in commercial execution, linking CRM, MarTech, customer data and lead-to-contract processes to improve visibility, adoption and commercial performance.

Senior Consultant, Technology Strategy & Transformation at Eccleston Consulting (2024-01 – Present)

• Lead enterprise transformation assessments redesigning how work, decisions and processes operate through AI and automation, translating ambition into multi-year roadmaps and governed investment priorities.
• Define AI operating models and governance across Data/AI, Technology and business-led initiatives, preventing duplication and giving leadership regular visibility on value realised.
• Lead enterprise data, analytics and AI transformation programs, owning portfolio structure, prioritisation and delivery across data engineering, analytics and AI teams.
• Serve as product owner for an AI-enabled executive decision-support pilot, defining MVP scope, governance constraints, success metrics and the path from proof of concept to enterprise capability.
• Delivered a group-level profitability solution with automated cost allocation, integrating P&L data across three businesses into an Azure environment for continuous monitoring.
• Map IT and data landscapes across processes, architectures and capabilities, shaping phased transformation roadmaps and investment prioritisation aligned with global architecture standards.

Global Head, Customer Data at Recipharm AG (2022-01 – 2024-12)

• Owned the global digital customer, marketing and CRM platforms, leading end-to-end transformation of the B2B customer journey across regions and affiliates.
• Defined and implemented the group-level target operating model and portfolio governance framework for enterprise analytics and digital enablement across four business units.
• Led the worldwide Salesforce rollout with integrated business planning and sales targeting, creating funnel transparency and steering KPIs such as conversion rates and order book.
• Designed the enterprise Lead-to-Contract process replacing fragmented processes with common standards and systems.
• Defined and executed a global customer data intelligence program, establishing a single source of truth for revenue analytics and executive reporting.
• Partnered with C-level stakeholders and general managers to align commercial governance, maintaining data and analytics continuity through a period of organisational restructuring.

Head, Advanced Business Analytics at Sartorius AG (2020-01 – 2022-12)

• Architected an Azure data platform with unified data models, governance standards and real-time advanced analytics, integrating SAP, CRM, SQL and external data for the commercial organisation.
• Owned multiple AI-enabled pilots in forecasting, targeting and customer intelligence, scaling validated use cases across regions and functions.
• Managed the Veeva-to-Salesforce transition, redesigning processes, data models, and reporting while maintaining operational continuity and user adoption.
• Shaped decisions across Marketing, Sales, Product Management and Corporate Strategy through advanced analytics on performance, customer journey and market dynamics.
• Led the Pricing transformation with SQL-based infrastructure integrating SAP HANA, Tableau and a web front-end.
• Led and developed an international analytics team of 8 FTEs across the US, Germany and Switzerland, establishing consistent methodologies and operating models.

Director, Commercial Data Platform & Strategy at Lonza AG (2016-01 – 2020-12)

• Led the enterprise transformation of commercial data and insight capabilities, establishing common data models, governance standards and operating frameworks at corporate level.
• Built an unified Azure-based enterprise data platform linking SAP, Salesforce, Marketo, SQL and external market data.
• Delivered advanced analytics uncovering more than CHF 300M in new commercial opportunities and detailed insights.
• Built an integrated data warehouse which became the single reporting standard for executive strategy meetings.
• Led the global Marketo rollout, standardising campaign and lead management with governance and change control across regions and enabling GDPR-compliant marketing automation.
• Built and led a 6-FTE analytics team delivering customer insights and market intelligence to executive leadership, mentoring talent into senior roles.

Operations Lead, Group BI Data & Reporting at Novartis AG (2007-01 – 2014-12)

• Owned the full lifecycle and daily operations of core corporate BI applications for Financial Consolidation, Audit, Pricing and Planning, leading major go-live cutovers and hypercare.
• Drove group-wide data governance, quality controls and master data frameworks across regions, coordinating onshore and offshore delivery teams.
• Improved executive decision-making through automated, trusted and standardised reporting, partnering with senior finance and corporate leaders for group-level steering and planning.

Master's in Business Management and Marketing – ISCTE Business School