PHARMACIST AND INNOVATOR: HOW SAULO MARTINS DE LACERDA BUILDS BRIDGES
PHARMACIST AND INNOVATOR: HOW SAULO MARTINS DE LACERDA BUILDS BRIDGES
BETWEEN HEALTHCARE, REGULATION, AND ENTREPRENEURSHIP
BETWEEN HEALTHCARE, REGULATION, AND ENTREPRENEURSHIP
ExpertInterview
PHARMACIST AND ENTREPRENEURSHIP
PHARMACIST AND INNOVATOR: HOW SAULO MARTINS DE LACERDA BUILDS BRIDGES BETWEEN HEALTHCARE, REGULATION, AND ENTREPRENEURSHIP PHARMACIST AND INNOVATOR: HOW SAULO MARTINS DE LACERDA BUILDS BRIDGES BETWEEN HEALTHCARE, REGULATION, AND ENTREPRENEURSHIP TransformingPharmaceuticalPracticethrough StrategicLeadershipandEntrepreneurialExcellence
As part of Human Capital’s ongoing series on executive leadership and industry transformation, Ana Paula Montanha, Editor-in-Chief of Human Capital Career Trends Magazine, interviewed the Expert, Saulo Martins de Lacerda, a Brazilian pharmacist and biochemist who has built a dynamic career at the intersection of healthcare, regulation, and entrepreneurship. In this conversation, Mr. Lacerda shares how a pharmacy can become more than a point of sale it can be a hub for innovation, trust, and community well-being His leadership model, grounded in ethical practice and digital integration, offers vital lessons for the future of pharmaceutical services in an aging, digitally connected world.
INTRODUCTION
AcrosstheUnitedStates,pharmacistsoperateatthe intersectionofhealthcaredelivery,businessstrategy, andfederalregulation Withapproximately331,700 employedpharmacists(SOC29-1051)asofMay2023 andamedianannualwageof$137,480inMay2024,the professionremainsbothtechnicallydemandingand economicallyvital(US BureauofLaborStatistics [BLS],2024,2025) Yetindependentpharmaciesface escalatingheadwinds:consolidationamongnational chains,shrinkingreimbursementmargins,andarapidly digitizingmarketplace.
AccordingtotheUS FoodandDrugAdministration (FDA,2024),about90percentofprescriptions dispensedintheUnitedStatesaregenerics,yetthey representonlyapproximately18percentoftotaldrug spending Forsmalleroperators,thatmeanshighvolumesaleswithrazor-thinmargins,abusinessmodel thatdemandsefficiency,innovation,andcommunity trust
Withinthiscompetitivelandscape,SauloMartinsde Lacerda,apharmacistandbiochemisteducatedin Brazil,exemplifieshowentrepreneurialleadershipcan redefinepharmacypractice Havingownedand managedmultiplepharmacies,directed multidisciplinaryteams,andimplementedrigorous compliancesystems,hemasterstheblendoftechnical masteryandstrategicinsight
INDUSTRYTRENDSANDMARKETDYNAMICS
DemandandWorkforceEvolution
America’sdemographicshiftisprofound By2034,adults aged65andolderwillnumber77.0million,surpassing childrenforthefirsttimeinUS history(US CensusBureau, 2018) Simultaneously,chronicdiseaseprevalenceremains high:CDCresearchconfirmsthatsixintenUS adultshaveat leastonechroniccondition,andfourintenlivewithtwoor more,underscoringpharmacists’frontlineroleinlong-term therapyandadherence(Carneyetal,2023)
MarketPressuresandGenericEconomics
Genericshavedemocratizedaccesstoessentialmedicines whilecompressingprofitmargins FDAreportingindicates thatgenericsdominatedispensingvolumeyetaccountfora muchsmallershareoftotaldrugexpenditures Toremain viable,independentpharmaciesmustexcelinsupply-chain negotiation,inventoryanalytics,anddifferentiatedclinical services Operatorswhocombineaffordabilitywith personalized,high-qualitycareremaincompetitivedespite costpressures
PolicyandTechnologicalTransformation
ThefederalDrugSupplyChainSecurityAct(DSCSA) mandatesinteroperableelectronicproducttracingtocombat counterfeitandsuspectdrugsthroughoutthe pharmaceuticalsupplychain(US FoodandDrug Administration,n.d.).Meanwhile,Medicare’sPrescription PaymentPlan,effectiveJanuary1,2025,allowsPartD enrolleestospreadtheirannualout-of-pocketdrugcostsinto monthlypayments aninitiativeintendedtoimprove affordabilityandadherence(CentersforMedicare&Medicaid Services[CMS],2025a,2025b).Togetherwithuniversal electronicprescribingandemergingtelepharmacymodels, thesedevelopmentsrequirepharmaciststoservenotonlyas cliniciansbutalsoascomplianceofficersandtechnologists
Interview by Ana Paula Montanha, Editor-in-Chief
EXECUTIVEINSIGHTS:THE ENTREPRENEURIALPHARMACIST
SauloMartinsdeLacerdarepresentsanewgenerationof pharmacistsforwhomleadershipandentrepreneurship extendclinicalexcellence.Duringmorethanadecadein Brazil,hefoundedandmanagedmultiplepharmacies, restructuredoperations,andmentoredstafftoachieve measurablegainsinsafetyandprofitability Hisapproach mergingscientificdisciplinewithbusinessstrategy alignscloselywithU.S.labor-marketneedsforpharmacy leaderswhocansustainbothcomplianceand competitiveness AspartofHumanCapital’songoing seriesonexecutiveleadershipandindustry transformation,Editor-in-ChiefAnaPaulaMontanha speakswithexpertsshapingthefutureoftheirfields.In thisedition,AnaPaulaMontanhainterviewsSauloMartins deLacerda,aBrazilianpharmacistandbiochemistwhose careerbridgespharmaceuticalcare,regulatory excellence,andentrepreneurialinnovation
Mr Lacerdahasdistinguishedhimselfasaleaderinthe transformationofindependentpharmacyoperations throughstrategiccompliance,community-centered healthcare,andadvancedteamdevelopment Hiswork exemplifieshowclinicalexpertise,businessacumen,and technologicalintegrationcanconvergetocreateresilient, patient-focusedmodelsofcare Hisinsightsrevealthe evolvingroleofthepharmacist notonlyasahealthcare providerbutalsoasaninnovatorandcommunityhealth strategistinarapidlychangingpharmaceuticallandscape.
EXPERTQ&AWITHSAULOMARTINSDELACERDA
IndependentpharmaciesintheU.S.facestrong competitionfromlargechains.Howcansmall pharmaciesremaincompetitive andhowdoesthe generic-drugmarketsupporttheirsurvival?
Independentpharmaciesmustleveragewhatlargechains cannoteasilyreplicate trust,personalization,and communitypresence.Whenpatientsknowtheir pharmacist,adherenceandloyaltyimprove Genericsare theeconomicfoundation:FDAdatashowtheycomprise about90%ofprescriptionsyetlessthan20%oftotaldrug spending(FDA,2024) Thisallowssmallpharmaciesto maintainaffordabilitywhileprotectingmarginsthrough intelligentinventorymanagementandparticipationin grouppurchasingorganizations(GPOs) Differentiated services homedelivery,adherencepackaging,and telepharmacy,enhancebothloyaltyandresilience
Youownedandmanagedseveralpharmacies.What inspiredyoutobeanentrepreneurinthe pharmaceuticalfield?
Entrepreneurshipgavemethefreedomtoalign compliancewithbusinessethics.Owningapharmacy meantIcoulddesignsystemsthatmettheexpectations ofbothregulatorsandpatients InBrazil,Ilearnedthat regulatoryprecisionandfinancialsustainabilityreinforce oneanotherwhentransparency,documentation,and servicequalityarepriorities.Thatlessontranslates directlytotheUS context
Whatstrategiesdidyouusetomakeyourpharmacies competitive in local markets while maintaining high ethicalandregulatorystandards?
My framework relied on three pillars: regulatory discipline, operational efficiency, and community integration.
Regulatory discipline required meticulous documentation for controlled substances and full auditreadiness
Operational efficiency came from data-driven inventorymanagementandvendornegotiations
Community integration meant outreach free screenings, vaccination drives, and medication educationevents
Togethertheseprinciplesbuiltareputationforreliability andcarethattranslatedintopatientloyalty
What advice would you offer to pharmacists who are considering opening their own pharmacy or healthcare-relatedbusiness?
Begin with compliance architecture licensing, insurance, and controlled-substance protocols Then, design a sustainable financial model centered on generics and billable clinical services such as immunizations and point-of-care testing Build relationships with local clinicians and invest early in digital infrastructure software that tracks inventory, metrics, and regulatory data Above all, cultivate leadership; effective systems require motivated, accountablepeople
You have led multidisciplinary teams of pharmacists, technicians,andadministrativestaff.Whatleadership principles guided your approach and how important arethoseprinciplesfortheAmericancontext?
My foundation rests on clarity, accountability, and respect Everyemployeemustunderstandexpectations, reasons, and outcomes I held daily briefings to align goals,reviewmetrics,andcelebrateachievements.Inthe U.S., where teams are larger and regulations more complex, such transparent communication ensures consistencyandreinforcespatientsafety
What do you consider essential for building a motivated and well-trained pharmacy team, and how wouldtheU.S.pharmaceuticalfieldbenefitfromthose practices?
Ongoing training and recognition I implemented structured 90-day training programs covering dispensing accuracy, inventory systems, and communication Staffwererewardedforcomplianceand patient satisfaction This culture of continuous learning reduces errors and turnover. With pharmacist employment projected to grow 5% from 2024 to 2034 (BLS, 2025), such training investments elevate quality acrossthesector
Inthecurrentglobalcontext,whattrendswilldefine thefutureofcommunitypharmaciesand pharmaceuticalservices?
Threeforceswilldominate:demographics,digitalization, anddecentralization.Agingpopulationswillrequire chronic-diseasemanagement;digitaltools AI adherencesystems,e-prescriptions willstreamline operations;andhealthcarewilldecentralize,with pharmaciesfunctioningascommunityhealthhubs Independentoperatorswhointegratetechnologywhile preservinghumanconnectionwillleadthe transformation
Whatmessagewouldyouliketosharewithyoung pharmacistswhoaspiretocombineclinicalexcellence withentrepreneurialvision?
Masteryoursciencebutalsodevelopyourbusiness literacy Entrepreneurshipisstructuredresponsibility, notspeculation.Learneveryoperationaldetail from supplierrelationstofinancialmanagement Thosewho uniteclinicalintegritywithstrategicvisionwilldefinethe pharmacyprofession’snextgeneration
FUTUREOUTLOOKANDRECOMMENDATIONS
ThefutureofpharmacyintheUnitedStatesisdefinedby demographic,epidemiological,andregulatory transformation By2034,olderadultswilloutnumber childrenforthefirsttimeinU.S.history(U.S.Census Bureau,2018) CombinedwithevidencefromtheCDC thatsixintenadultslivewithatleastonechronic conditionandfourintenlivewithtwoormore(Carneyet al,2023),thisdemographicrealityplacespharmacistsat theforefrontofchronicdiseasemanagement, medicationadherence,andpreventivecare Asthe nation’spopulationages,pharmacistswillincreasingly serveasthemostaccessiblehealthcareprofessionalsfor millionsofAmericansmanagingmultipletherapies The expansionofpharmacist-ledclinicalservicesandnew Medicarereimbursementmodelsfurtherdemonstratea policyenvironmentprogressivelyalignedwiththis expandedscopeofpractice(CentersforMedicare& MedicaidServices[CMS],2025a)
Toremaincompetitiveandsustainablewithinthisevolving environment,independentpharmaciesmustcombine innovationwithoperationaldiscipline Thosethatdiversifytheir serviceportfolios offeringimmunizations,diagnostics,and chronic-careconsultations willbuildrecurringrevenue streamsandreinforcepatientrelationships Investmentin technology,includingautomationandadvanceddataanalytics, willbeessentialtoensureaccuracy,efficiency,andcompliance withevolvingregulatoryrequirements Equallycriticalisthe aggregationofpurchasingpowerthroughgrouppurchasing organizations(GPOs),whichenablessmallpharmaciesto negotiatebettersupplytermsandreducevulnerabilitytoprice fluctuations Finally,fosteringaleadership-driven organizationalculture withstandardizedoperating procedures,continuoustraining,andtransparentperformance metrics willtransformindependentpharmaciesintoresilient, high-reliabilityenterprises Collectively,thesestrategiesalign withfederalinitiativestoimproveaffordability,expand healthcareaccess,andstrengthenlocalhealthinfrastructure (CMS,2025b)
Fromaprofessionalperspective,thesector’scontinued evolutiondemandsanewleadershipmindset Pharmacists shouldcultivatehybridskillsetsthatintegrateclinical expertise,operationalmanagement,anddata-drivendecisionmaking Pharmacyownersmusttreatregulatorycompliance notasaburdenbutasaformofbrandequity,recognizingthat DSCSAreadiness,documentationintegrity,andtransparency enhancebothreputationandtrust Policymakers,meanwhile, shouldprioritizeexpandingreimbursementpathwaysfor pharmacist-ledpreventiveservices,ensuringequitableaccess tocareinbothurbanandruralcommunities Finally,academic institutionsandeducatorshaveapivotalroleinembedding leadership,entrepreneurship,andtechnologicalliteracyinto pharmacycurricula,preparingthenextgenerationof pharmaciststoservenotonlyascliniciansbutalsoas innovatorsandstrategicleaders
CONCLUSION
Modernpharmacydemandsmorethantechnicalprecision it requiresleadership,entrepreneurship,andvision Saulo MartinsdeLacerda’scareer,bridgingBrazilianexperienceand U.S.innovation,demonstrateshowregulatorydiscipline,team development,andcommunityengagementcandriveboth economicvalueandpublic-healthoutcomes Hisguiding messageisclear:thepharmacistofthefuturemustthinklikea scientistandactlikealeader
REFERENCES
BureauofLaborStatistics,US DepartmentofLabor (2024) Occupationalemploymentandwages,May2023:29-1051 Pharmacists
https://wwwblsgov/oes/2023/may/oes291051htm BureauofLaborStatistics,US DepartmentofLabor (2025) Pharmacists(OccupationalOutlookHandbook). https://www.bls.gov/ooh/healthcare/pharmacists.htm
REFERENCES
Carney,T J,Wiltz,J L,Davis,K,Briss,P A,&Hacker,K (2023).Advancingchronicdiseasepracticethroughthe CDCDataModernizationInitiative.PreventingChronic Disease,20,230120 https://doiorg/105888/pcd20230120
CentersforMedicare&MedicaidServices (2025a,June 26) MedicarePrescriptionPaymentPlan Finalpart oneguidance(Fact sheet)https://wwwcmsgov/files/document/fact-sheetmedicare-prescription-payment-plan-final-part-oneguidancepdf
CentersforMedicare&MedicaidServices (2025b,June 26) MedicarePrescriptionPayment Plan.https://www.cms.gov/medicare/health-drugplans/medicare-prescription-payment-plan
US CensusBureau (2018,March13) Thegrayingof America:Moreolderadultsthankidsby2034 https://wwwcensusgov/library/stories/2018/03/graying -america.html
US FoodandDrugAdministration (2024,May13) Genericdrugs:Questionsandanswers US Department ofHealthandHumanServices
https://wwwfdagov/drugs/questions-answers/genericdrugs-questions-answers
US FoodandDrugAdministration (nd) DrugSupply ChainSecurityAct(DSCSA):Lawandpolicies https://wwwfdagov/drugs/drug-supply-chain-securityact-dscsa/drug-supply-chain-security-act-law-andpolicies