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Webinar
Commercializing on your own: A panel discussion with insights from emerging biopharma executives
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October 3, 2018

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12:00pm - 1:00pm

(GMT-05:00)

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For any life sciences company bringing its first product to market, the “commercialization to-do list” is long and punctuated by one critical strategic decision after another. What are the variables driving your launch strategy? What tools should you have in place to support marketing and sales? How can you ensure compliant transparency reporting and mitigate risk? Often in as little as 18 months, you’ll need to pull together – or access – an entire commercial organization and infrastructure. So where do you start?

Hear from a panel of emerging biopharma executives who have faced these challenges, and more, as they built their commercial operations function from the ground up. They will share best practices and lessons learned based on their experiences launching in the US and in Europe. 

Key take-aways from this session:

  • Understand how to identify and plan for the investment you’ll need to bring the product to market (and gain stakeholder support)
  • Determine how and when to ramp up the building blocks of your commercial infrastructure with a ‘just-in-time’ execution 
  • Discover ways to develop an efficient and effective commercial operation that can scale appropriately with the trajectory of your launch

 

Panelists:

David Richards

Sr. Director, Brand Commercial Operations | Lupin Pharmaceuticals

Mr. Richards, a Senior Director of Brand Commercial Operations at Lupin Pharmaceuticals, has with more than 30 years of extensive leadership experience leading sales, operations, marketing, business development and market penetration in start-up, turnaround and high growth organizations. He has demonstrated success in new product introduction and launch, territory management, alignments, incentive compensation and territory optimization to maximize growth. As a visionary leader and resourceful problem solver, he can conceptualize and implement effective operational solutions, increasing revenue generation and profitability.

Rob Scala

VP, Business Planning and Operations, North America | DBV Technologies

Mr. Scala has over 25 years of cross-functional experience within the Pharmaceutical and Biotech industry. He has held industry positions in Finance, Marketing, Strategic Planning and Operations. He has also served the industry as a management consultant focusing on integrations, turnarounds, sales force technology and biotech start-ups.  His work is focused on transitioning development-stage biotechs into fully-integrated commercial entities. Rob currently leads DBV’s Business Planning and Operations function for North America. Prior to joining DBV, Rob was at Radius Health, Inc. where he helped build the commercial infrastructure that enabled Radius’ first product launch. Rob’s experience includes various US and international positions within the pharmaceutical industry at Eisai, Merck (Schering-Plough) & Pfizer (Pharmacia). He was also a management consultant at PwC's Pharmaceutical and life sciences practice and a client partner at Cegedim (IQVIA).

Timothy Kneen

Executive VP, Global Commercial Operations | Theramex

Mr. Kneen is responsible for the Commercial business for Theramex across the globe. He has worked in the pharmaceutical industry for over 25 years in many different business roles. He has successfully driven transformation, change initiatives and building business across many diverse environments from China, Russia, Africa, Middle East, Asia Pacific and European regions. He has built insight and experience of building and leading in challenging, volatile, innovative and complex markets and situations. Building strategic insight, driving projects forward, advancing business through successful execution.

 

Moderator:

Darin DeCarlo

Senior Principal, Launch Excellence COE | IQVIA

Mr. DeCarlo joined IQVIA’s Launch Advisory group in 2017, after 25 years of experience launching products for both large pharmaceutical, and start-up biotechnology firms.  He is now leading a team of commercial services consultants that serve clients in the western and midwestern US.  He has held industry leadership positions in brand marketing, sales, managed markets, and commercial operations.

Most recently, Mr. DeCarlo served as Vice President of Sales and Managed Markets at ACADIA Pharmaceuticals where he led the successful launch of a product in the CNS space.  Prior to ACADIA, he spent 13 years at Eli Lilly and Company in a variety of commercial leadership roles in the CNS, Osteoporosis, Women’s Health, and Men’s Health therapeutic areas. 

 
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