Mexico City, Mexico
Keep moving forward 25 years of experience in the pharmaceutical industry, successfully management in wide commercial functions. Experience includes all Commercial Operations: Trade & Negotiation with all kind of stakeholders, Market Access & Government Sales. Marketing for Pharma and Consume Health (including Mass Media Advertising), Sales Force Management, Business Development & Licenses, and Institutional Affairs. Knowledge in High Specialty: Onco & Orphan Drugs, Primary Care, Branded Gx, Gx, Private Labels, OTC, OTx, Government Market & Tenders Process Founder by Pharmamanagement EAS: Strategic Advisory for Health Care Business in Mexico and LATAM Appointed as CEO for Hexal Mexico in 2005, and Country Integration Manager for the Sandoz-Hexal Merger Excellent Networking & Relationships with Trade: WholeSalers, Pharmacy Chains, Self Sevices, Pharmacy Clusters, Government Distributors, Government Direct sales and Tenders Similares and Gx PharmacyChains. Experience Managing Obesity Direct Market in Mexico, Borders and Alternative Markets. Strategic and Visionary Mindset. Strong Execution Skills. Focused on Concrete, Visible and Measurable Results. Management Style based on Teamwork with High Level of Communication. Pragmatic and Impeccable on Crisis Management.
Strategic Advisory for Healthcare Business in Mexico and LATAM, Experts in Access Strategy: • Strategy for Inclusion into the National Formulary • Product Inclusion to Federal Health Institutions: IMSS, Seguro Popular, ISSSTE • Product Inclusion to Other Not Centralized Health Institutions: PEMEX, ISSEMYM, ISEM, Army, Navy, etc. • KOL's/KDM's Contact and Networking • HEOR with specialized experts: Primary Care, High Specialty, Orphan Drugs, Medical Devices, Medical Equipment, etc. HEOR challenge as 3rd party and Support • Advisory Boards coordination: High Specialty, Oncology, etc. - Support and Guide in Risk Sharing Schemes (SS – CNP)
• Market Access & Government Sales Head Start Up in Mexico and currently integrated to Nycomed Approval of Mifamurtida (Orphan Drug) by National Formulary Committee: 10 months after MA CBI Approval of Dexlansoprazole -PPI for GERD treatment- 2 months after submission to MoH CBI Approval of Azilsartan –ARA2 for HTA treatment- 4 months after submission to MoH +3% above target in 2012 and +40 Vs LY, 2013 sales +8% above taget and +20% Vs LY Management of product inclusion process in big governmental payers (centralized and not centralized) Support in Strategic plan for High Specialty (mainly Onco portfolio) Co-author in four pharmacoeconomic studies published in ISPOR Main Responsibilities: a) Government Sales for complete portfolio –Takeda legacy + Nycomed legacy- b) Negotiation with top specialized government distributors c) Market Access Plan Elaboration and support for High Specialty Strategic Plan d) Generate Access in Federal Institutions, not Centralized Institutions, and Potential Purchasing Centers e) Contact with HTA´s-KDM and influencers involved in the Access Inclusion Process: CSG commission and Seguro Popular approval for FPGC (Catastrophic Expenses Protection Found), Health Commission in Senators & Deputies Chamber, CENSIA, FUNSALUD, IMSS, ISSTE, SSA-DF, PEMEX, SEDENA, etc. f) Management of HEOR´s elaboration: based on hard medical evidences and superior cost effectiveness or cost minimization. Knowledge of processes and rules for approval in CSG and each Federal Institution g) Contact with evaluation experts for Basic Formulary Inclusion h) Relationship with Pharmaceuticals Chambers and Governmental Leader Institutions i) Accelerate the access for high specialty drugs –even before inclusion in National formulary- j) Support Trade, Marketing and BD&L on finding and exploit new market and business opportunities
Responsible for all Commercial Operations. Networking with Trade: WholeSalers, Pharmacy Chains, Self Services ( Patent, Branded Gx and INN) Management of Gov Sales Force and Rx Sales Force (SNC + High Specialty) and BD&L Portfolio Definition, Strategic Management Operation, Marketing, Government and Tenders Relationship with KDM´s and KOL´s in Government Main results • Sales growth by +35% Vs 2008, consolidation of Rx sales force with Onco and CNS specialty, strong increase in brand awareness with big payers and product presence in trade (specialized distributors, wholesalers and pharmacy chains). • Strategic plan 2010-2014 based on high specialty products. • Strategic Plan and BD&L for Onco portfolio: Imatinib, Docetaxel, Zoledronic Acid, Leuprolid, etc • Management of Government relationships: IMSS, ISSSTE, SP, Not Centralized: PEMEX, ISSEMYM • Improve of business attractiveness with Distributors specialized in Government • Inclusion of Misoprostol in Basic Formulary in SS-DF • Creation of Consumer Health line -3 products accepted by COSTCO under the Kirkland umbrella
• BD&L + Trade Director Apr 08-Aug 08 • Business Development & Licenses Director: Jul 07-Feb 09 • Commercial Operations Director: Jan 06-Jun 07 • Country Integration Manager for Sandoz-Hexal Merger: Jul 05-Dec 05 • CEO in HEXAL Mexico -before integration with Sandoz: Jan 05-Dec 05 (Direct report to Thomas Strüngmann –Hexal CEO and owner) 2008 Main results • Substantial relationship management improvement with key clients obtaining increase in placement (Pharmacy Chains / Self Services) and growth plans with wholesalers to push the Sandoz Portfolio • Trade structure reorganization focused on most potential clients in Government and Rx as well. • Competitiveness recovery through an Innovative Commercial Plan Implementation and build platform for growth 2H-08, and 2009 • Immediate elimination of sales leakage from government sales to private channel which increases 17% in gross margin for sales 2007 Main results • Portfolio Strategy to support Sandoz Mx plan and strategy for 2007-2012 • Seven products launched on time, increasing sales 30% above target • Establishment of business relations with 20 high potential international licensers 2006 Main Results • +1% Vs Budget and +45% Vs 2005 • Management of Onco, SNC, Gyneco and SNC lines • Launching of 11 products which represented 5.4% of 2006 sales • Trade Structure Development and fortification of relationships with key acquisition decision makers: Wholesalers, Self services, Pharmacy chains (national and regional), and other outlets, government & hospital distributors, etc. • Increase in Government sales for 80%, mainly with PEMEX • FF turnover reduction from > 20% in 2005 to < 5% in 2006