Luiz Henrique Castilho

Inquirer
DISC Type : cd

Diretor de External Affairs e Comunicação at AbbVie

São Paulo, São Paulo, Brasil, Brazil

Overview

Luiz Henrique Castilho is the Director of External Affairs and Communication at AbbVie, with over 10 years of experience in government affairs, international trade, and market access in the health sector. He holds an Executive MBA from ESCP Business School and has a background in shaping public health policy from his time at GSK.

His core mission is to improve public health in Brazil by incorporating new technologies into the countrys public healthcare system (SUS).

Personality Overview

Judgemental

Hard To Convince

Demanding

They can be nudged to make faster decisions by offering what they value.  They don’t always try to control the conversation but neither do they like yielding it fully. They focus on objectivity in a pitch and pay little attention to bells and whistles.

Topics They Care About

Public Health Policy
His career at GSK, AbbVie, and the Ministry of Health has focused on influencing health policies and regulations in Brazil.
Market Access (Pharma)
Leads teams responsible for developing and implementing strategies for market access in both public and private sectors for major pharmaceutical companies.
Patient Advocacy
A core part of his former title at GSK, he has actively moderated panels and attended events focused on the patient journey in oncology and dermatology.

Media Appearances

Luiz has no verified media appearances

Work History

6-2025
Diretor de External Affairs e Comunicação at AbbVie
5-2024 - 6-2025
Diretor de Relações Governamentais, Patient Advocacy e Comunicação at GSK
9-2020 - 5-2024
Diretor de Relações Governamentais, Acesso e Patient Advocacy at GSK
1-2019 - 8-2020
Gerente Nacional de Acesso ao Mercado at GSK
8-2018 - 12-2018
Consultor sênior at KSR Trabalhos Técnicos

Education

1-2023 - 9-2023
Executive MBA from ESCP Business School
2016 - 2017
Mestrado from Universitat Autònoma de Barcelona

More Information

Social Presence :

Prographics :

Exp : 9 Location : São Paulo, São Paulo, Brasil, Brazil Job Level : N/A Designation : Diretor de External Affairs e Comunicação at AbbVie
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Insights For Selling To Luiz Henrique

During A Call Or A Meeting

DO's

  • Make sure that you you respond to any queries from them quickly
  • Be crisp while making the pitch
  • Make sure that they have the necessary authority, they could present false stature sometimes

DONT's

  • Don't try too hard to get friendly, let it happen with time
  • Refrain from asking too many questions
  • Don’t expect them to change their mind quickly if they say no once

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Luiz Henrique is

  • Conviction in the product matters to them, followed by proof points and strong testimonials.
  • Will you ever get a clear answer from Luiz Henrique

  • They may not be very forthcoming, but they will say no if needed.

Insights For Deal Planning

    How fast (or slow) will Luiz Henrique move?

  • They are neither the fastest decision makers nor the slowest.
  • Can Luiz Henrique take some risk or not?

  • They can take risks but after weighing up the pros and cons.

You And Luiz Henrique

Personality Compatibility


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