Monday, February 13th, 2023

20% cuts in pharma commercial roles?

The way that pharmaceutical and medical device companies market and sell their products is on the cusp of major change, according to a paper from industry consultancy Impatient Health. Significant cuts are expected across commercial departments in 2023. “By the end of the year we will see 20% trimmed in commercial roles, at both HQ and country level,” the authors… 

Tuesday, December 18th, 2018

Towards a healthier sales model

Pharma needs to transform the way it engages customers if it is to adapt to disruption in the healthcare landscape. For the past 20 years, I have been involved in pharma discussions regarding the need to radically change our sales and engagement model. The pharma industry has shifted from defining its customers as the physicians prescribing to patients to a… 

Friday, September 21st, 2018

The ambiguity advantage

For Camilla Harder Hartvig, the single trait that has defined her successful leadership has been a willingness to address uncertainty and get comfortable with it. She shares how she’s learned to transform complexity and ambiguity into something that creates enduring value. Some of the most important leadership lessons learned by Camilla Harder Hartvig were forged in the crucible of calamity…. 

Saturday, January 28th, 2017

Born to transform

Incoming Executive VP & President of International Business at Allergan, Marc Princen is invigorated by what he does best – building and transforming businesses – and he’s about to apply his extensive leadership experience in his new role in the medical aesthetics, eye care, GI and neurology space. Marc Princen is a newbie having just taken up his position with… 

Tuesday, November 29th, 2016

Decoupling incentives from prescription volumes: is the approach robust enough?

The GSK bribery scandal rocked pharma when a record fine was handed down in 2014. It has forced the company and the wider industry to reconsider their sales approaches. Just over two years ago the Wall Street Journal reported that UK drug giant GSK’s local subsidiary in China had been found guilty of bribery and fined nearly half a billion… 

Saturday, September 3rd, 2016

From sales to leadership

Tim Walbert, CEO, Horizon Pharma, explains how doing right by the patient can still lead to significant profits, but hiring the right sort of sales representatives is crucial. Tim Walbert helped to launch two of the world’s biggest-selling drugs, Humira and Celebrex, and is now in charge of a $3 billion company with big ambitions – plus he knows what… 

Monday, April 4th, 2016

Tsunami of change in healthcare

In 10 to 15 years, healthcare will… 

Saturday, October 31st, 2015

Reinventing pharma sales

Profound change is sweeping through the pharmaceutical…