Tagged with sales,

Data New approaches to pharma sales: Marrying data analytics with the art of personal engagement   The lock-down impact for COVID-19 was stark, looking at available March data cuts from IQVIA which signal serious additional healthcare consequences beyond infected patients. A decline of 72% of in-person doctor visits, -70% Rx volume,…

Ukraine The Top 30 companies in Ukraine based on 2016 sales. Homegrown hero Farmak leads the way, with USD 88 million in sales for the year. French company Sanofi follows in second place.

Mexico Dominik Bacher, founder and CEO at Bacher Zoppi, explains the latest changes in the commercialization stage of the healthcare industry and showcases the value proposition of Bacher Zoppi to successfully implement sustainable sales strategies. After slowing in 2012-13, Mexico’s pharmaceutical sector is expected to grow on average 5.6 percent rising…

Pharma Servier GM Florent Darchez, reveals how he turned around a Mexico affiliate that was losing market share to achieve and impressive sales growth of 30 percent a year. Darchez also shares his vision for further strengthening his organization.  We see that in 2016, around 60 percent of Servier revenues derived…

Pharma The country manager of Berlin-Chemie / A. Menarini Hungary, Dr. Peter Olah, explains the impact of a more targeted sales force in driving the company in the last three years, while highlighting his ambitions to push the affiliate into more specialty care. He also describes the most salient challenges currently…

Pharma Wiebke Rieb describes Pfizer’s commitment to ensuring patient access to the necessary treatments and working with all stakeholders to further strengthen the Dutch healthcare system, as well as the company’s community projects. Ms. Rieb, you became head of the Dutch affiliate in April 2014. What have been your main strategic…

Pharma Gabriele Baccelli shares his journey of setting up a lean organization at a time of crisis, the management decisions he took in order to navigate this environment and how he set the company in a strong position moving forward. Mr. Baccelli, you founded the Italian subsidiary in 2009, entering a mature…

Novartis Novartis country president Peter Catalino discusses the need for Turkey to introduce financial investment incentives to compete more effectively with other countries for investments in R&D and manufacturing. You arrived in Turkey five months ago after working in China for two and a half years. Many executives in Turkey have…

medical device Medtronic’s Regional Director for the South Cone shares with us the story of the company’s impressive success since the rebirth of their Argentinian affiliate in 2007, and indicates that Argentinian physicians are as innovative as any when it comes to integrating new technologies and techniques into their practice.   What…

commercialization Founder of Promedon Marcelo Olmedo discusses innovation in Cordoba, and the birth and success of Promedon, a flagship company of the region.   How do you see the importance of the relationships between the private sector and the universities as being a key to success in the region?  In order…

sales UCB has transformed into a specialty care pharma which focuses on bringing solutions to patients suffering from severe chronic diseases. The vice president and region head for Americas discusses how the company re-entered key markets in the Latin American space to drive future growth, how the company’s three flagships products…

doing business Montse Planas was appointed as General Manager of Fresenius Kabi Spain just as the financial crisis went into a downward spin. Today she discusses the efforts the company made to respond to the crisis, and ways in which cost-cutting could be implemented in Spain.   What were some of the…