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LANGUAGES:
French - Fluent Spanish - Good
German - Fluent Italian - Moderate
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CAREER HISTORY
Nov 97 to date: Interpharm Consultancy
Running own independent pharmaceutical consultancy providing advice to small and medium sized companies in various European countries and Asia on international marketing strategies. Have also worked with branded Pharmaceutical companies looking for advice on generic defence strategies. Main area of expertise is generics and biosimilars including:-
- Business Development for generic companies
- Defensive strategies for branded companies against generic erosion
- Competitive intelligence for both generic and branded companies and CI companies
- Patent, regulatory and commercial issues
- Out-licensing of generic products to EU and US markets
- Generic product sourcing, arranging contract development and manufacture
- Acting as agent for supplier of generic registration dossiers
- Acting as agent for CRO specialising in clinical work and biostudies
(For details of Publications and Conference Appearances, please follow the link)
April 1996 to Nov 1997 - RANBAXY (UK) Ltd, London as UK General Manager.
Responsibilities and achievements included:
- Developing a strategic plan for expansion of Ranbaxy's sales in the UK generic market
- Creating the innovative and attractive new “Big Blue R” packaging design
- Managing the re-introduction of the entire Rima Pharmaceuticals generic range under the new Ranbaxy “Big Blue R” label.
- Setting up warehousing, distribution and invoicing arrangements using external logistics organisation
- Producing price lists, customer mailing lists, advertising materials and promotional concepts
- Recruiting a National Sales Manager, Salesmen, Product Manager, Regulatory Officer
- Negotiating contract manufacturing business with other generic companies in the UK
- Successful launch of generic Cefaclor (=Eli Lilly=s DISTACLOR) which represented the first ever launch of an Indian pharmaceutical product onto the UK market
- Taking sales from zero to over £3m Sterling in one year and approaching break-even within 12 months
July 1993 to April 96 - Interpharm Consultancy- Running own independent pharmaceutical consultancy specialising in providing advice to small and medium sized companies in various European countries on international marketing strategies, product sourcing, assisting with development of promotional materials and translation services.
January 89-July 93 H.N.Norton (Formerly Harris Pharmaceuticals), Harlow, Essex
European Sales and Marketing Manager for the whole range of unbranded generic products. Geographical area of responsibilities covered Western and Eastern Europe as well as Scandinavia, Israel and New Zealand
Responsibilities included:
- developing a strategic plan for expansion of Norton's sales in both Western and Eastern Europe and setting up Norton Poland
- launching generic inhalation products (Salbutamol / Sodium Cromoglycate) in France, Belgium, Netherlands and Poland
- liaising with Regulatory department to develop priorities for product registration on a country-by-country basis
- selection of companies to act as distributors in the specific countries
- negotiation of contracts with distributors, licensees and licensors
- maintenance of commercial contacts with selected distributors and other agents.
- arranging marketing and promotional support, developing promotional materials for distributors
- liaison with Product Development Departments for Inhalation and solid-dose formulations
- acting as Trademarks Manager, building, computerising and maintaining a Trademarks database
December 87- December 88 Evans Medical Ltd, Horsham
European Business development Manager with responsibility for the entire range of generics and vaccines in Western and Eastern Europe, Scandinavia and Israel. Activities included:
-Establishing an overall development plan for the company in my territories
-Re-establishing contacts with former customers and creating contacts with new customers.
-Coordinating registration activities in the relevant territories.
-Licensing-in products for Evans
March 83-December 87 A.H.Robins Ltd, London
Working in the European Regional Management Office as Assistant Marketing Manager for Europe. This office was responsible for supervising and coordinating the activities of subsidiaries in UK, France, Germany, Switzerland and associated companies in West Europe
June 78-November 82 Koppel & Co. Ltd-Chemitrade, Tel-Aviv, Israel
Working in the Pharmaceutical Department representing Hoechst A.G. and Roussel-UCLAF; selling raw materials to local pharmaceutical industry, medical representative work, Product Management, product registration.
August 77-June 78 Plantex-Ikapharm, Kfar-Saba, Israel
Area Export Manager for Western Europe, selling the company's range of alkaloids and therapeutic plant extracts as raw materials for European manufacturers.
August 74-June 77 Roussel Laboratories, London
Sales Correspondent and subsequently Sales Representative in the Chemical Sales Department, selling bulk raw materials on behalf of Hoechst, Roussel-UCLAF, Sandoz and as well as spot dealing.
September 73 - July 74 Courtaulds Limited, Coventry
Conducting research on UV stabilisation of vinyl copolymers in Synthetic Fibres Research Department
EDUCATION:
October 70-June 73 at U.M.I.S.T. obtaining B.Sc.(Honours) in Chemistry (Polymer Chemistry)
September 63-June 70 at Manchester Grammar School obtaining A-Levels in Mathematics, Physics and Chemistry
PROFESSIONAL ASSOCIATIONS: Member of British Institute of Management (1985-2001)