Hofstetten, Solothurn, Switzerland
A wealth of experience within the pharmaceutical industry across a range of disciplines, sectors and therapeutic areas. Specializing today in business development for formulation development, drug delivery and chemical synthesis.
Business Development for Lonza's Advanced Synthesis platform, seeking new partnerships with pharmaceutical companies in Switzerland and Austria. Lonza's Advanced Synthesis platform offers integrated services for small molecules covering development and production of all steps, from API to FDF, for all scales ranging from first (Pre-)Clinical trials to Commercial production, including Highly Potent APIs. Bioconjugation is also part of the Advanced Synthesis platform. Our Drug Product technologies address today’s solubility and bioavailability challenges thanks to first in class R&D and production sites covering amorphous forms (Spray Dry Dispersions and Hotmelt Extrusion) for small molecules, as well as classical pharmaceutical forms like tablets and capsules (including pure microdosed API in capsules), inhalation platform and others.
Business Development in 'Translational Pharmaceutics' for Quotient Sciences across the European region. Instigating cost and time saving as well as increased flexibility in early clinical development for pharma companies through a novel approach to formulation development, clinical trial supply and clinical trials.
Responsibilities o Develop and maintain strategic business activities for prospective and existing clients, to deliver signed contracts meeting pre-defined revenue targets of the company over specified near and longer-term periods. o Lead the Business Development team, overseeing business with both existing and new customers, writing proposals and contracts for all commercial services. o As a member of the executive committee contribute to ABL Europe’s strategic decisions and development plans. o Report to Managing Director with dotted line reporting to VP Sales at parent company ABL Inc. in Rockville, MD, USA.
Responsibilities o Define long-term organizational strategic goals, build key customer relationships, identify business opportunities, negotiate, and close business deals and maintain extensive knowledge of current market conditions. o Work closely with the internal team, marketing staff, and the site operating staff to increase sales opportunities with European companies at Avara’s sites both in Europe and North America. o Identify potential new customers, share corporate and site presentations to them and ultimately convert them into clients, and continue to grow business in the future. Manage existing clients and focus on exceptional customer service. o Report to VP Sales Europe. Accomplishments o Rapidly began promoting Avara’s services to my existing contacts in the industry. o Established new relationships into companies with which Avara had not yet been active. o Within the short period of only 3 months had established a pipeline of 8 ongoing opportunities with total annual potential revenues of $31.2 million. o Downsizing: Avara had 8 manufacturing sites when I began interviewing; by the end of 2019 there were only 4 sites left in the network. 4 members of the sales team – including me – were made redundant to adapt the sales team to the reduced size of the network.
Responsibilities o Hired to relaunch Contract Manufacturing business; as one of Acino’s 4 “Must Wins,” key activities expected to deliver a significant EBITDA contribution. o Department leadership of Contract Manufacturing and Out-Licensing businesses with 6 staff members. Technical focus on oral solid dose manufacturing and packaging, including controlled substances. o P&L responsibility for sales of €69 million; 8% above budget in 2018. o Oversee department’s monthly financial reporting, lead Monthly Business Review meeting with CEO, CFO and COO. Reported to COO. Accomplishments o Received Acino Board approval for business case to aggressively grow Contract Manufacturing sales by €8 million new business annually, including adding 8 staff members, implementing MS Dynamics 365 CRM and setting up sales and marketing plans including conference sponsorship and social media activities. o Drove final approval of contract renewal worth €10 million annually. Oversaw win of packaging project worth €1 million annually. Established contract with local big pharma company to be strategic CTM manufacturing partner using a niche technology. o Through personal industry relationships gained access to several RFP processes with a combined value of €9 million annually. o Cost-cutting: Acino’s 3rd CEO in 3 years – Steffen Saltofte – joined the company the same month I did, and he immediately engaged Management Consultant McKinsey to conduct an in-depth and critical review of Acino’s businesses. Restructuring plans were announced in Nov 2018, including the elimination of my position and a headcount reduction in my department, with similar redundancies throughout the company reaching all the way to the Executive Committee.