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- PHARMACEUTICALS SALES & MARKETING EXECUTIVE – MANAGING DIR

Work Experience

06/05 – Present PROSTRAKAN GMBH, STARNBERG (near Munich), GERMANY
Managing Director (Geschäftsführer), Germany, Austria and Switzerland
German subsidiary of a UK-based specialist pharmaceutical company.
Reporting to the President of Global Commercial Operations
o Took over and stabilized declining business of acquired company and formed a profitable subsidiary with double-digit growth. Changed business model from low-priced generics and OTC-company to innovative niché products commercial affiliate focused on hospital and office based specialist target groups (oncologists, pain specialists, anaesthesiologists, urologists, endocrinologists, GI-specialists).
o Managed successful launch of 4 core products in the areas of Urology, Gastroenterology, Anaesthesia and Oncology Supportive Care (breakthrough pain) incl. set-up of sales teams.
o Negotiated strategic alliances and deals with other pharmaceutical companies and CSOs to increase sales and penetration of local and corporate products. Located and managed distributors in smaller markets.
o Initiated clinical studies and investigator driven trials to support marketing of key products.
o Identified and managed the in-licensing of local and multi-country Business Development targets.
o Divested non-core products to increase cash-flow for the core therapy areas.
o Negotiated rebate contracts with insurance companies as well as distribution agreements.
o Key Figures: Sales: €2.5 mill. (2005) increasing to €10 mill. (2009) / P+L: €4 mill. / HR: 35 HCs

FUJISAWA EUROPE, MUNICH GERMANY (3 Positions from 07/99 to 05/05)
Fujisawa Europe was the European Headquarters of a global leader in the development and sales of treatments for organ transplantation and other immune disorders. At the time, sales in Europe were approx. $600 mill. Since then, Fujisawa merged with Yamanouchi to become Astellas.

11/03 – 05/05 DIRECTOR, CORPORATE DEV. FUJISAWA EUROPE
Munich, Germany
Reporting to the Vice President, Corporate Planning and Finance
o Established the European Business Development function, identifying and securing new product license opportunities for the European operations and supporting the Japanese BD-function. In charge of relationship management for licensors.
o Developed and implemented plans for the strategic development of the European business
o Directed and co-ordinated the European corporate planning processes.
o Provided a management oversight function for Clinical Research and Corporate Governance Issues.
o Managed Corporate- and Product-PR, including website development.
o Managed Marketing Intelligence functions, responsible for all MI and MR activities for BD and Marketing departments. I was made a Member and Secretary of the Management Committee and was also named the regional leader and spokesperson for the Global Business Development Team.
o Successfully concluded 3 deals in the dermatology area (Acne, Onychomycosis and Genital Warts/Actinic Keratosis).
o Streamlined strategic planning and subsidiary budget processes, enabling the Management Committee to make educated decisions on infrastructure, marketing and clinical expenses with an increased level of relevant information in a reduced time-period.
o Developed and implemented a Crisis Management Plan and co-ordinated crisis management procedures as they related to the media/press for European HQ and its subsidiaries.
o Key Figures: P+L: €2 mill. / HR: 7 HCs

04/03 – 10/03 GENERAL MANAGER, FUJISAWA SCANDINAVIA AB
Gothenburg, Sweden
Dual Reporting to the CEO and to the Vice President of Marketing and Sales, Europe
o Regained “control” and stability of the business including renewing the trust of the Scandinavian management team, using an open and fact-based management style. Motivated branch managers in other Nordic countries to remain in company, giving them clear direction and goals based on MBO-plan.
o Defined and developed short- and long-term product objectives and implemented marketing and sales strategies which lead to an increase in net sales and profitability and a decrease in distribution costs. Negotiated a co-promotion deal to increase share of voice for a new product launch.
o Re-structured the marketing and sales teams in the region.
o Established relationships with co-promotion partners.
o Searched for, identified and hired permanent replacement for the position of General Manager.
o Key figures: Sales: €25 mill. / P+L: €5 mill. / HR: 25 HCs

07/99 – 03/03 DIRECTOR, CENTRAL MARKETING FUJISAWA EUROPE
Munich, Germany
Reporting to the Vice President of Marketing and Sales, Europe
o Responsible for all marketing and branding of pan-European products. Managed the following functions: Product/Brand Management, Market Research, PR, Website Development, Congress and Event Management. Had matrix management function for subsidiary marketing teams as well as for distributors in Portugal, Israel, Turkey and Greece.
o Gave commercial input on registration strategies, clinical research and development planning with respect to marketing needs. A leading member of cross-functional development teams.
o Implemented pan-European pricing and market access strategies for new product launches.
o Played a key role in planning and coordinating expansion of sales infrastructure across Europe and implementing sales force effectiveness and efficiency measures and CRM-requirements.
o Named the European representative member of the Global Business Planning Team.
o Leader of Strategic Planning Group, evaluating new Fujisawa compounds and new therapeutic areas.
o Planned and initiated multi-day medical education programs (CME-certified) for up to 1,000 attending physicians and organized promotional launch events for up to 2,000 attending physicians.
o Key figures: Sales: €280 mill. increasing to €400 mill. / P+L: €12 mill. / HR:15 HCs

07/97 - 06/99 SANOFI-WINTHROP GMBH, Munich, Germany
GROUP PRODUCT MANAGER
The German subsidiary of a major European pharmaceutical company (now Sanofi-Aventis), with sales of approx. $1 billion at the time.
Group Product Manager – Atherothrombosis
Reporting the Business Unit Director of the Sanofi Product Line
o Successfully pre-marketed and launched Plavix® (clopidogrel) to cardiologists, neurologists, vascular surgeons and general practitioners.
o Outperformed our stronger co-marketing partner BMS (52% v. 48%). Prized as most successful launch in Europe.
o Managed all day-to-day aspects of the co-marketing agreement with co-marketing partner BMS.
o Built awareness for a new disease concept “Atherothrombosis”, using key opinion leaders, medical education and Media to ensure that all target groups understood and accepted the new concept.
o Key Figures: Sales: €150 mill. / M+S Expenses: €9 mill. / HR: 3 HCs

PFIZER PHARMACEUTICALS GMBH, GERMANY (3 Positions from 04/92 - 06/97)
The German subsidiary of a global leader in pharmaceuticals with sales of $1 billion at the time.
09/94 - 06/97 Sr. PRODUCT MANAGER, Cardiovascular/Urology
07/93 - 08/94 JUNIOR PRODUCT MANAGER, OTC Products
04/92 - 06/93 MANAGEMENT TRAINEE/SALES REP. TRAINEE
Reporting to the Marketing Director
o Key Figures: Sales: €30 mill. / M+S Expenses: €5 mill. / HR: 1 HC

Education

1986 - 1991 California Polytechnic State University of San Luis Obispo
Major: B. Sc., International Business Management
Minor: German Literature and Business Language

Staatlich geprüfter Pharmareferent, IKK Ulm

Skills

Pharmaceutical/Biotech Commercial Executive/Managing Director, 19yrs. experience, Local and International Product Launches, Set-up of Marketing and Sales teams, Sales/Marketing Management, Cross-functional managment, Strategic Planning Manager, Global Franchise Planning, in-/out-Licensing,Corporate Development, Strategic Partnerships, Merger Team Leader, Market Access, Market Research, Pricing, Reimbursement

Languages

Englisch (muttersprache)
Deutsch (fliessend)
Spanisch (erweiterte Kenntnisse)

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