Engagements

Example work:

• Multi-channel maturity assessment across 3 European affiliates. Focused on innovative use of digital channels, based on differing levels of organisational and market readiness. Defined new dedicated digital roles as well as a roadmap for digital upskilling of all customer facing roles
• Redesigned go-to-market (GTM) strategy and developed enhanced cross-functional engagement models, including use of Real World Data (RWD) and beyond the molecule projects aimed at creating partnerships and increasing customer access. Included the definition of new KPIs to effectively reflect new ways of working
• Led the design and implementation of multiple commercial operating model components such as sales force sizing and territory design, digital consent strategies and analytics through Veeva CRM, account planning, targeting, business performance KPIs, dashboards, incentive compensation, budgeting and L&D plans
• To address declining sales, conducted a broad spectrum SFE diagnostic, as well as medical and other field and HQ functions, and developed organisational processes and tools to enable new ways of working for enhanced customer focused engagement
• Led the development and deployment of EU wide new KAM strategies, tailoring the vision and execution to the challenges of the individual companies and countries (customer access challenges, launches, levels of specialization). Diagnosed gaps in existing cross functional customer engagement models and analysed customer needs. Developed a capability building toolkit focused on training and coaching the new skills and ways of working, as well as organizational processes and tools that supported change management. Over a 2 year period, coached HQ and affiliate leadership and cross-functional key account teams - embedding a program that continues to change the skills and behaviours of hundreds of people
• Redesigned the cross-functional customer engagement team size, structure, roles and activities, driven by post-merger integration and optimized for promotion of new products, stages of product life-cycles, evolving customer and competitor challenges
• For an EU5 rare disease launch, coordinated key activities and optimized processes across a partnership between a biotech and contract commercial organisation (CCO). Spanning commercial, medical, market access, distribution, marketing, PAPR, regulatory, pharmacovigilance, compliance, L&D and finance
• Following acquisition of European local field organizations from a CCO by a biotech, managing the conversion to affiliates, ensuring that they are legally, financially and physically set up to operate. Developed new supply models and contracts, local licenses, company registration and standard operating procedures (SOPs). Coordinated with local regulatory agencies and functions including legal, finance, tax, supply chain, health & safety, IT and recruitment

Example work:

• Pre-launch decision making through competitive research and war games, focused on anticipated market segmentation, competitor product messaging, positioning, market tactics and organizational capabilities

Example work:

• Facilitation of a partnership between Egyptian hospitals, the NHS and Healthcare UK
• Chemotherapy and radiotherapy service redesign and resource optimization
• Development and national implementation of cancer capacity planning and information management tools
• Targeted support to failing or aspiring Foundation Trusts