Iserlohn, North Rhine-Westphalia, Germany
Marketing & Sales Executive with international experience in life science: ✯ Record of accomplishments in developing and execution of innovative local and international marketing and sales strategies, tactics and launches to reach revenue and profit goals and exceed expectations. ✯ Proven leader with excellent multilingual communication skills and the ability to manage diverse individuals with different backgrounds. ✯ Ability to successfully work in large sophisticated and small hands-on organizations. ✯ Exceptional academic qualifications, including three Masters of Business Administration.
✔Full P&L responsibility of Medice's international business in all countries outside of Germany ✔ Lead 10 direct reports in Iserlohn including 3 regional directors as well as indirectly 48 partners and 7 country organizations/subsidiaries ✔ 60 Mio EUR turnover in whole region ✔ Rx, OTC and controlled drugs, enteral and parenteral products
✔ Turn around declining net sales in existing countries (full P&L responsibility). ✔ Utilize innovative regional regulatory approach to increase country market entry frequency from three countries in eight years in the past to nine additional countries in three years. ✔ Expand, lead and coach a team of 22 professionals in Hong Kong and Vietnam. ✔ Grow existing business in Hong Kong, Vietnam, and Taiwan, and start operations in Indonesia, Philippines, China, Thailand, South Korea, Malaysia, Myanmar, Cambodia and Laos. ✔ Manage product portfolio for diabetes, cardiovascular and neurological / ethical, over the counter (OTC) / self-paid and reimbursed /enteral and parenteral products. ✔ Develop and fulfill regional and country profit & loss and budget goals to exceed targets. ✔ Create country business cases, market entry plans, and product launch strategies. ✔ Identify, evaluate and compare business partners and negotiate contracts for distribution, regulatory affairs, promotion, legal and financial, and merger and acquisition services. ✔ Identify, contact and build key opinion leader relationships with the help of personal network. ✔ Conduct merger and acquisition evaluations in China, Vietnam, and Indonesia. ✔ Develop and improve motivating incentive scheme aligned with company objectives.
✔ Directed all primary and secondary market research and performance monitoring. ✔ Built, led and coached a team of nine people. ✔ Respiratory, cardiovascular, established and pipeline products. ✔ Developed, implemented and followed-up on Boehringer’s first global launch-key performance indicator system for the blockbuster Pradaxa. ✔ Developed an automated production of in-line product performance reporting including outsourcing to India to aid in decision-making activities and reduce costs.
✔ Played a key role in turning around declining Rx and OTC sales, by focusing on core products and increasing their net sales contribution from 35% to 75% within five years. ✔ Increased annual profitability by 5 percentage points, despite four rounds of price cuts, affecting as much as 11% of total prescription medicines portfolio per round. ✔ Built a team of 15 high performers. ✔ Developed and implemented innovative pricing and access strategies. ✔ Designed and led a successful viral marketing campaign on the internet. ✔ Repositioned with a new portfolio strategy considering major shifting of market dynamics. ✔ Established processes to increase efficiency while creating a harmonious working environment. ✔ Identified business opportunities and led various initiatives to enhance business performance. ✔ Continuously gained market share despite the lack of new product launch or additional investment while becoming the fastest growing pharmaceutical company in Taiwan in the first quarter 2008.
✔ Played a key role in boosting net sales of Micardis from 7.7 million Euros to 30 million Euros within 2.5 years. ✔ Developed and executed local marketing and promotion plan and tactics in line with global strategies, including communication material, post-marketing surveillance studies, and local congresses. ✔ Conducted product training for up to 500 sales representatives. ✔ Created innovative promotion activities to boost sales. ✔ Piloted global forecasting project to enhance planning efficiency and reduce costs.
Roche Diagnostics - Patient Care Unit Assisted Business Unit Head and Product Manager with day-to-day work and projects especially market research