Zürich Metropolitan Area
My competence is Commercial Operations within the pharmaceutical industry: * conduct the market insights to understand the customers needs & wants; * find patients in rare diseases * build the long and short term financial forecasts; * segment the market so the sales reps know which hospitals and doctors to call on; * create and manage the salesforce effectiveness programmes * build the iPad CRM systems to monitor their performance; * create the launch tracking tools; * create the learning, training and development for the fieldforce; * build the patient services and solutions: * manage the commercial data to assess performance against targets; * data governance of the disparate data sets (3PL, IQVIA etc.) * HCP master data with special consideration to the EU consent, privacy and GDPR * build digital ecosystem, especially Salesforce Marketing Cloud * create and manage the incentive compensation scheme for the fieldforce.
Bavarian Nordic is a start-up biotech focused on the travel vaccine market. Member of the Commercial Leadership team, reporting to the Chief Commercial Officer. • Built the Commercial Operations infrastructure in record time (18 months) “from scratch” whilst recruiting operational team • Responsible for geographic expansion in non-core markets via partnering, distributors and wholesalers • Establish contracts and tendering processes including governance and pricing corridors • Build Veeva CRM as the tool for Commercial and Medical fieldforce with data connectivity to key systems. Full digital capability during Covid-19 lockdown • Strategic planning of the “go to market” strategy in different market architypes • Establish Market insights capability including primary market research, competitive intelligence and sales forecasting • Establish fieldforce Learning, Training and Development for Commercial and medical
Shire global Hematology franchise, filling the role of Market Intelligence & Insights Director. • Project Management of on-going competitive Insight and market research projects handed over from the legacy Baxalta team • Initiation and leadership of new projects and preparing the 2018 and 2019 Insights plans • Maintains the current competitive landscape for Haemophilia A and B • Manages competitive simulation workshops with key brand teams • Leading the Competitive Rapid Response Plan for competitive data release at EAHAD and WFH congresses • Creating cross-functional teams to ensure insight projects are addressing the key business issues faced by competitors such as Hemlibra®, fitusiran and gene therapy • Working with Procurement to select global Competitive Insight vendor • Working with multiple agencies conducting the primary competitive Insight and market research for the Hematology franchise.
Alnylam Europe is the start-up operation for all Alnylam operations outside USA. For the first product this includes EU27, Switzerland and Canada. Alnylam operates exclusively in the rare/orphan disease area and is building out the commercial infrastructure to support the launch of the first three products. • Project Management, including budgeting, planning, building and deploying the commercial infrastructure in EU27, Canada and Switzerland • Opportunity to build a “best of class” Commercial Practice system using best-of-breed components and thinking. Fully compliant with the latest regulations, especially EFPIA European Sunshine Act • Member of the European Management Team • Direct line management of 5 full time employees plus multiple vendors, agencies and consultants • CRM/ SFE/ Business Analytics: Built and deployed integrated CRM and SFE platform for multiple stakeholders in multiple languages, currencies and countries • Digital Content: compliant content for HCPs and patients across multiple channels • Market Insights and Forecasting: Responsible for all International EU/Canada primary and secondary market research. Top down and bottom up forecasting • Customer and Patient Services plus Patient Support: built a holistic approach of in-house and external vendors to provide enhanced customer intimacy • Order Fulfilment and Order to Cash: Centralised order fulfilment and O2C systems established • Learning, Training and Development: Built and deployed 8 week fieldforce training modules for ~200 Sales Representatives, Key Account Managers and Medical Science Liaisons in 29 Countries and 6 languages.