Experience Summary

Listed immediately below are just some of the specific projects, initiatives and types of responsibilities of which I have experience, in different organizations, in the UK affiliate and/or at EMEA level.

Leadership roles: Member of the UK management team in a ~ £270m turnover organization. Business Unit Head with full P&L responsibility, managing budgets of up to £27m, £135m+ sales, ~ 135 staff including remote sales teams. Matrix working with dedicated HR, medical and finance partner and EMEA stakeholders. Sponsor and co-developer of a behavioural leadership program designed improve Focus, Ownership, Agility, Drive and Influence across the organization.

Pharmaceutical Sales and Sales Excellence: Design and implementation of sales team re-structures. Establishment of Sales Excellence function (UK & EMEA level), including introduction and embedding of new selling models, account planning tools. Utilizing sales team and STEM audits to identify and benchmark skills. Development of selling skills competencies. Development, implementation and evaluation of coaching benchmarking programs, coaching tools and coaching training delivery for first and second line managers. Development and implementation of incentive schemes, reward & recognition programs. First, second and third line sales management experience. Sales training delivery and facilitation. Sales & operational planning and forecasting. Sales representative experience in specialist and primary care therapy areas.

Pharmaceutical Marketing and Marketing Excellence: Product launches, revitalization and repositioning of established brands, in specialist and primary care markets. Development and launch of CLM and digital marketing approaches, including CLM KPI reporting and dashboards. Strategic and operational brand planning, redesign of the brand planning process within EMEA. Using STEM Marketing audits and benchmarking to drive improved marketing performance and inform marketing training and development needs. Transforming marketing campaigns by using true customer insight, developing a process to support all marketers in using market insights effectively. Development and execution of patient support programs using call centers and digital approaches. Disease awareness & market expansion programs using online, TV, radio and print media. Specialist disease areas requiring homecare delivery and administration of drug.

Market Insights & Business Intelligence: Leadership of the market research, data analytics and CRM department function for the UK affiliate of a medium sized Pharmaceutical company. Sponsor and project lead of patient insight research. Re-alignment of the Insights department operating model to provide hands on insights expertise across the business aligned to therapy areas. Sponsor of remodeling of CRM across the affiliate. Reviewing and remodeling the affiliates approach to business intelligence data delivery to the organization via KPI reporting and dashboards. Experienced in large market research projects with patients, prescribers and payers for clinical and disease awareness campaigns and patient support programs.

The tricky stuff: Restructure(s) of sales and market access teams including significant reductions and increases in headcounts some including TUPE processes. I led a cross functional project team who successfully overturned a potentially catastrophic NICE decision before it could impact the market and a major brand. Sponsor and lead of 2 phases of CAPA plans over a 9-month period in response to a UK PMCPA clause 2 breach of the code of practice and subsequent audit findings.