international/ national expertise, sales, marketing & business development, pharma/ medtec/digital health, innovation, result driven project execution
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Global Marketing and Access Strategy Pharma/MedTec/ Digital Health
Brand and Innovation Management
International growth and execution
Cross-functional Leadership
Strategic portfolio management
Competitive Analysis
B2B
B2C/ OTC
Product Development
Patientengagement
Business Development and strategic Alliances
Global Marketing Strategy
Brand Management
Strategic Planning
Commercialization
Business Transformation
Digital Marketing
Trade marketing
Diversity and Inclusion
Digitalisierung
Business-Case-Entwicklung
German
Native speaker
English
Business fluent
French
Intermediate skills
Spanish
Basic knowledge
Japanese
Basic knowledge

Einsatzorte

Deutschland, Schweiz, Österreich
möglich

Projekte

2 Jahre 1 Monat
2021-09 - 2023-09

Global Marketing and Sales Drugs and Nutrition

Vice President Global Marketing and Sales Drugs and Nutrition
Vice President Global Marketing and Sales Drugs and Nutrition

  • Research, development, manufacture and sales of medical technology as well as pharmaceutical products and services with a focus on infusion-, nutrition- and pain therapies
  • Approx. EUR 4.4 billion in revenue and 43,000 employees
  • Hospital Care Division of B. Braun SE (EUR 8.5 billion in revenue, 65,000 employees)


Vice President Global Marketing and Sales Drugs and Nutrition

  • Responsibility for securing the overall global divisional result of the Drugs & Nutrition business unit of the Hospital Care Division
  • Personnel responsibility: 23 employees
  • Revenue responsibility: EUR 1.2 billion


MAIN TASKS AND PROJECTS:

  • Strategy / Marketing / Sales:
    • Leadership of business unit strategy development as well as the portfolio-, lifecycle- and project management of all intravenous (IV) drug and clinical nutrition (oral, enteral and parenteral) product lines
    • Optimization of all global production units and sales organizations in combination with the realignment of the product portfolio (incl. USA)
    • Conception and implementation of global omni-channel marketing measures, incl. success monitoring
    • Contribution to a uniform definition of global and local Marketing and Sales roles as part of a transformation
    • Development of a globally viable OTC umbrella brand concept, incl. expansion of B. Braun's B2C Corporate Identity in the area of enteral nutrition with a focus on Germany in 2023
  • Product innovation:
    • Release of all R&D development contracts in the Drugs & Nutrition business unit
    • Preparation of business forecasts and decision documents for R&D and site investments
    • Analysis and interpretation of customer needs, incl. translation into new, profitable innovation projects
    • Co-development of health-economic and customer-relevant value-added claims in collaboration with Scientific Medical Affairs and Global Access Government Affairs
  • Commercial optimization / digitization:
    • Introduction of virtual global physician training concepts and digital sales apps
    • Implementation of new methods and processes for gaining customer insights, expanding the digital innovation pipeline and reviewing the corresponding concept strength
    • Establishment of the basis and market access for IV drugs (injectables) in Brazil, Mexico, France and Germany to increase sales efficiency

NOTABLE ACHIEVEMENTS:
  • Expanded the IV Drug business share in USA and Latin America with revenue growth in 2022 of EUR 30 million (approx. 10% in the segment)
  • Realized revenue growth of 12.5% (approx. 4 ? 5% above average market growth) in Clinical Nutrition
  • Identified new life cycle projects as a basis for revenue growth of EUR >300 million in 2026/27 with significant margin improvement (increasing the consolidated margin by 3%)
  • Product innovation:
    • Ensured new launches in 2022 including >20 launches of IV Drug focus products (particularly in the USA and Latin America)
    • ?Realized ?the global launch of APEX ® compounding solutions for patient specific parenteral nutrition in 2022

B. Braun Melsungen AG
Melsungen
4 Jahre
2017-09 - 2021-08

Research, development, manufacture and sales of hygiene and disinfection products, especially for infection prevention

Director Global Marketing, Member of the Management Board, Director Global Marketing and Sales
Director Global Marketing, Member of the Management Board, Director Global Marketing and Sales
  • Research, development, manufacture and sales of hygiene and disinfection products, especially for infection prevention
  • EUR 200 million in revenue, 340 employees (Hamburg location)
  • Subsidiary of PAUL HARTMANN AG (EUR 2.3 billion in revenue, 10,600 employees)

03/2020 ? 08/2021: Director Global Marketing, Member of the Management Board, ppa.

  • Responsibility for the brand and portfolio strategy of the global Business Division Disinfection (BDD), incl. project management (BDD & SCM projects) as well as global Marketing (Hands and Surface Team)
  • Personnel responsibility: 20 employees
  • Revenue responsibility: EUR 200 million


MAIN TASKS AND PROJECTS:

  • Steering of strategic and operational portfolio planning processes with R&D, Global Sales Development and the national subsidiaries
  • Product innovation:
    • OTC brand extension and launch of Sterillium® Protect & Care 2018 in the DACH region, incl. expansion into 6 additional EU countries
    • Launch of Sterillium® foam, incl. establishment of two contract manufacturing organizations (CMOs) and launch projects in the USA within 24 months
    • Establishment of development cooperations for donors and dispensing devices, incl. global launches (focus on the USA and regions outside the EU)
  • Digital health solutions:
    • Design and launch of the first digital solutions to increase hand hygiene compliance in 2019
    • Implementation of the first pilot of digital solutions in the field of hospital hygiene with external partners (start-ups) at 3 hospitals


NOTABLE ACHIEVEMENTS:

  • Increased the EBIT margin during COVID by a factor of 4
  • Achieved 5% of total revenue growth through new developments
  • Sterillium®:
    • Regained market leadership in the German hospital market and defended the number 1 position in the German pharmacy market despite 800 new competitors
    • Once again recognized as "Brand of the Century"
    • Won the GOLD AWARD of COMPRIX 2019 in the category Multi-Channel Campaign


09/2017 ? 02/2020: Director Global Marketing and Sales, Member of the Management Board

  • Responsibility for the brand and portfolio strategy of the global Business Division Disinfection (BDD), incl. project management (BDD & SCM projects), global Marketing (Hands and Surface Team) and global Sales
  • P&L responsibility for the division's global direct business
  • Personnel responsibility: 24 employees
  • Revenue responsibility: EUR 200 million


OTHER MAIN TASKS AND PROJECTS NOT MENTIONED ABOVE:

  • Management of the international sales expansion
  • Evaluation of attractive sales channels and segments
  • Internationalization, incl. new distribution contracts in the US, Poland and India
  • Restructuring of the roles and responsibilities of the global Marketing and Sales teams
  • Local value claim development for Sterillium® foam in the USA


NOTABLE ACHIEVEMENTS:

  • Achieved the turnaround of the EBIT margin in the direct distributor business
  • from 2017 to 2020 by +30% before COVID
  • Expanded the USA business with a market share in the operating room and intensive care area by approx. 65% through the introduction of Sterillium® foam in hospitals and in the wards
  • Realized the first milestones for market expansion in China
  • Launched the first digital solutions in Infection Prevention

BODE Chemie GmbH
Hamburg
2 Jahre 11 Monate
2014-08 - 2017-06

Research, development, production and sales of drugs and devices to treat Parkinson's disease (Morbus Parkinson)

Director Global Marketing & Strategic Alliances / Management Board, Regional Sales Director Europe / Management Board
Director Global Marketing & Strategic Alliances / Management Board, Regional Sales Director Europe / Management Board
  • Research, development, production and sales of drugs and devices to treat Parkinson's disease (Morbus Parkinson)
  • EUR 70 million in revenue, 120 employees
  • Subsidiary of STADA Arzneimittel AG (EUR 2.1 billion in revenue, 10,800 employees)


02/2016 ? 06/2017: Director Global Marketing & Strategic Alliances / Management Board

  • Responsibility for:
    • Total revenue from distribution partners and STADA's own subsidiaries
    • The management of the global brand and portfolio strategy, customer management of cooperation partners as well as project management of product development
  • Also Head of Clinical Research on an interim basis (8 months)
  • Personnel responsibility: 11 employees
  • Revenue responsibility: EUR 70 million


MAIN TASKS AND PROJECTS:

  • Steering of strategic and operational portfolio planning processes with R&D and all life cycle development projects
  • Evaluation of business development projects as well as elaboration of growth plans around innovation technologies with CMO partners in Italy and France
  • Identification of in-licensing options and successful conclusion with Harvard University in the USA
  • Implementation of the price premium strategy in the USA


NOTABLE ACHIEVEMENTS:

  • Increased revenue by 40% from 2014 to 2017 by expanding a new market segment in Parkinson's therapy
  • Completed and submitted the TOLEDO study to Lancet Neurology as the basis for an eight-fold increase in EBITDA by 2025 (market entry in the USA)
  • Included another new development in the US JV contracts, incl. preparations for fast-track market access


08/2014 ? 01/2016: Regional Sales Director Europe / Management Board

  • Responsibility for total revenue from distribution partners and STADA's own subsidiaries in Europe


MAIN TASKS, PROJECTS AND ACHIEVEMENTS:

  • Organizational setup, assurance of market access and obtainment of reimbursement eligibility for APO-Go® (apomorphine) in Belgium and the Netherlands
  • Negotiation and conclusion of new distribution contracts in 6 countries to increase revenue and profit
  • Establishment of global partner meetings and development of a global digital sales training concept
  • Switch of product registrations to Britannia Pharmaceutical

Britannia Pharmaceuticals Limited
Reading (UK)
3 Jahre 11 Monate
2010-07 - 2014-05

Research, development, manufacture and sales of homeopathic combination remedies

Head Global Marketing, Global Marketing Manager
Head Global Marketing, Global Marketing Manager
  • Research, development, manufacture and sales of homeopathic combination remedies


07/2011 ? 05/2014:Head Global Marketing

  • Responsibility for managing the global brand and portfolio strategy, internationalizing core products (USA, DACH, Eastern Europe and Latin America) and expanding OTC brands worldwide in the traditional pharmacy market
  • Personnel responsibility: 15 employees
  • Revenue responsibility: EUR 200 million


MAIN TASKS AND PROJECTS:

  • Establishment of new market segments as well as the conception and implementation of strategic and operational portfolio planning processes with R&D and the national companies
  • Restructuring and outsourcing of marketing service tasks
  • Development of a US-specific brand portfolio, incl. market tests for final investment decision and board approval
  • (Re-)positioning of the therapy system homotoxicology towards treatment concepts of bioregulatory medicine


NOTABLE ACHIEVEMENTS:

  • Achieved the highest revenue in the company's history in 2014 with a simultaneous increase in profit
  • Established Traumeel® as the company's first EUR 50 million brand by building up international sales channels and new marketing approaches
  • Realized EUR >10 million in revenue with the core brand Neurexan® as a second global follower through internationalization measures


07/2010 ? 06/2011: Global Marketing Manager

  • Responsibility for leading the global portfolio strategy of the homotoxicology therapy system, incl. global (re-)positioning and brand building
  • Personnel responsibility: 2 employees


MAIN TASKS, PROJECTS AND ACHIEVEMENTS:

  • Conversion of homotoxicology into a modern, scientifically based and comprehensible therapeutic approach
  • Portfolio streamlining to increase profitability
  • Implementation of global concept and acceptance testing for repositioning and brand development
  • Logo and claim development

Biologische Heilmittel Heel GmbH
Baden-Baden
1 Jahr 1 Monat
2009-05 - 2010-05

Research and development of biotherapeutics and vaccines

Director Business Operations
Director Business Operations
  • Research and development of biotherapeutics and vaccines
  • EUR 1.5 billion in revenue (Southern and Central Europe (SCE) region of the BU Established Products)
  • HQ for the Generics business unit of the Pfizer Group


Director Business Operations ? BU Established Products (EP), South and Central Europe / Management Board 

  • Responsibility for managing and ensuring all operational launch processes for the market launch of a broad, generic product portfolio with >3,500 articles in Europe
  • Also responsible for regional business development (SCE), regional inlicensing negotiation and global management of the Fragmin® brand
  • Personnel responsibility: 18 employees
  • Revenue responsibility: EUR 1.5 billion


MAIN TASKS, PROJECTS AND ACHIEVEMENTS:

  • Realization of the first generic portfolio launch in France and all other SCE countries with market shares of up to 8.6% in the first year (significantly above expectations of around 2% in the SCE region)
  • Leadership of the integration of Wyeth into the SCE region with a significant profit increase by leveraging all available synergies
  • Achievement of excellent personal and SCE team-wide survey scores (Gallup Employee Engagement) well above the company average (75th percentile)

Pfizer AG ? Generics Division
Zürich
12 Jahre 2 Monate
1998-04 - 2010-05

Research, development, manufacturing and sales of prescription drugs

  • Research, development, manufacturing and sales of prescription drugs with a focus on rare diseases, internal medicine, inflammatory diseases, immunology, vaccines, oncology and anti-infectives
  • USD 65 billion in revenue, 110,000 employees
  • Publicly listed
Pfizer Group
2 Jahre 9 Monate
2006-08 - 2009-04

Business Development

Business Development Director Emerging Markets, Regional Marketing Manager
Business Development Director Emerging Markets, Regional Marketing Manager
  • Regional headquarters for Eastern European markets
  • EUR 1.8 billion in revenue, 3,500 employees


06/2007 ? 04/2009: Business Development Director Emerging Markets, Central Eastern Europe Region (CEER) / Management Board

  • Responsibility for the strategic and operational functions Marketing, Pricing and Access, Business Intelligence and Sales Effectiveness in >27 countries of the CEER region
  • Personnel responsibility: 8 employees
  • Revenue responsibility: EUR 1.8 billion


MAIN TASKS, PROJECTS AND ACHIEVEMENTS:

  • Achievement of growth of up to 4% over market 5 years in a row while increasing profitability by focusing on specialty products
  • Development of an organizational go-to-market strategy with regard to new customer segments and sales channels (incl. creation of local structures)
  • Field sales expansion in Russia, Romania and Poland
  • Increase in sales efficiency targets and implementation of CRM systems


08/2006 ? 05/2007: Regional Marketing Manager Cardiovascular & Metabolic Areas, Central European Region

  • Responsibility for the portfolio and brand management of the specialty therapy areas diabetes, hypotension, dyslipidemia, pulmonary hypertension and smoking cessation in 27 markets
  • Revenue responsibility: EUR 800 million


MAIN TASKS, PROJECTS AND ACHIEVEMENTS:

  • Realization of 22 new product launches within 12 months ? each exceeding their revenue targets
  • Creation of marketing plans for core brands, such as Lipitor® and Champix®
  • Development of a go-to-market model for the inhalable insulin Exubera® (product in pre-launch phase)

Pfizer PESC
Brussels
8 Jahre 2 Monate
1998-04 - 2006-05

Realization of 34 new product launches

diverse
diverse

  • German subsidiary of the Pfizer Group


04/2004 ? 05/2006: Regional Marketing Manager Neuroscience, Pain/Inflammation & Ophthalmology Therapy Areas, Central European Region

  • Responsibility for the portfolio and brand management of the specialty therapy areas neurology, pain, epilepsy, rheumatic diseases and ophthalmology in 27 markets
  • Revenue responsibility: EUR 200 million


MAIN TASKS AND PROJECTS:

  • Realization of 34 new product launches within 18 months ? each exceeding their revenue targets two years in a row
  • Creation of marketing plans for core brands, such as Lyrica®, Zeldox®, Zoloft®, Xalatan® and Macugen®
  • Development and implementation of a go-to-market model and education plan for the treatment of macular degeneration


07/2001 ? 03/2004: Senior Product Manager Pharma CNS

  • Responsibility for the portfolio and brand management of specialty therapy areas in the core market Germany (neurology, pain, epilepsy)
  • Revenue responsibility: up to EUR 50 million


MAIN TASKS, PROJECTS AND ACHIEVEMENTS:

  • Increase in revenue of EUR 3 million within one year through the direct marketing of Elcrit®, incl. best profitability margin of the Neuroscience business unit
  • Realization of the first global launch of Zeldox® in GER (before launch in USA), incl. achievement of the highest market share in GER of >24% with Zoloft®
  • Lead contributor to the global label expansion of Zoloft® to include post-traumatic stress disorder


10/2000 ? 06/2001

  • Senior Product Manager CNS


01/2000 ? 09/2000

  • Product Manager Pharma CNS


04/1999 ? 12/1999:

  • Junior Product Manager Pharma CNS


04/1998 ? 03/1999:

  • Traineeship ? Marketing Management

Pfizer GmbH
Karlsruhe

Aus- und Weiterbildung

1998:

Certification

Pharmaceutical Sales Representative

Pfizer GmbH, Karlsruhe


1992 ? 1997:

Sports Economics studies with a major in Marketing and Finance

Certification: Dipl.-SpOec. (approx. Master's equivalent)

University of Bayreuth


1990 ? 1992:

Apprenticeship and certification as Bank Clerk

Volksbank Schorndorf eG / Berufsschule Waiblingen


1981 ? 1990:

Certification

Abitur (high school diploma)

Max-Planck-Gymnasium Schorndorf


Further Training

2023

INSEAD Business School Europe: Strategy in Times of Digital Transformation


2021

Agile Coach ? Scrum Alliance Org: Agile Leadership for Organizations & Teams


2020

Change Factory: Active Change Management & Change Management Processes


2020

TÜV NORD Akademie: Medical Device Advisor §83 MPDG


2017

Vital Thrive Inc.: Leadership Coaching

Kompetenzen

Top-Skills

Global Marketing and Access Strategy Pharma/MedTec/ Digital Health Brand and Innovation Management International growth and execution Cross-functional Leadership Strategic portfolio management Competitive Analysis B2B B2C/ OTC Product Development Patientengagement Business Development and strategic Alliances Global Marketing Strategy Brand Management Strategic Planning Commercialization Business Transformation Digital Marketing Trade marketing Diversity and Inclusion Digitalisierung Business-Case-Entwicklung

Produkte / Standards / Erfahrungen / Methoden

Professional Experience at a Glance:

  • Results-driven and dedicated leader strong in building highly motivated, performance- oriented and diverse teams
  • Passionately creating healthcare innovations to prevent, diagnose, cure and to improve quality of life of patients around the world
  • More than 15 years of international and national expertise in sales, marketing and business development within the pharmaceutical industry and Medical Devices, across Rx and OTC incl. digital solutions software
  • Product- and portfolio - optimization specialist, responsible for brand and therapy area strategy developments, operational execution and successfully delivering P& L results in many specialty therapies, incl. cardiology/ stroke/ diabetes/ neuroscience
  • Deep understanding of change management and transformation processes, excellent analytical and communication skills
  • Resilience and adaptability facing the current global challenges
  • Leading the strategic and operating planning processes in ?big and small? Pharma & Medical Device Companies, start-up and classical German middle class companies with P&L responsibility
    • Pfizer CEER (1.5 Billion USD)
    • Britannia Pharmaceuticals (70 Mio ?)
    • Biologische Heilmittel Heel GmbH (200 Mio ?)
    • BODE Chemie GmbH (250 Mio ?, HARTMANN AG)
    • B. Braun Melsungen AG (1.2 Billion ? BU responsibility)
  • 09 years in management teams, 15 years in leadership roles,12 years people management experience, at ease working with Senior leaders and external partners globally
  • Entrepreneurial leadership, far-seeing, result-oriented, intercultural competencies

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