Sales Manager Onco Care Line
Since March 2015
In addiction to the previous business I’m responsible, as Sales Manager, also of Pain Line with Effentora and Actiq sales for a total number of 39 Product Specialists and 5 Area Manager. Pain line and Onco Hematology line has a big part of common target as oncologist and in part Hematology. In cooperation with BI, I redesigned territories, and workload to use potential synergy in terms of effort, investments and use of resources on the common target. I redesigned supervision area as well, so Area Manager will manage both people of Pain Line and Onco Hematology Line in order to have a complete control and management of calls and resources after a deep analysis on target, potential and market region by region.
Sales Manager Onco Hematologic Line
Since February 2014
Responsible of Onco Ematology drugs sales (Myocet, Trisenox, Abelcet, Lonquex) for Italian market, managing 4 Area Manager and 24 high profile Product Specialist. Since February to September I have been part of Lonquex launching team, in cooperation with a multifunctional team (Market Access, Business Intelligence, Medical Department, Marketing) that developed and implemented a series of activities to better prepare to launch. In particular I developed in collaboration with BI, a tool called K List, a score that linked several data sources on KOL to improve planning and execution of Product Specialist. In these months I completely renewed the governance of Onco Hematology line giving personal target to Product Specialist and building with Area Manager and BI, new sales, forecasting and analysis data tools. .
Regional Business Manager Multiple Sclerosis
May 2011 --- January 2014
Responsible of Multiple Sclerosis drug sales (Copaxone) for half Italian market, managing 6 high profile and very experienced Product Specialist. Main stakeholder are Multiple Sclerosis specialist. With some of KOL I started several complex projects cooperating with Market Access and Marketing people. From May 2011 to October 2011 strictly operating with BU Director I contributed to start up Innovative BU using a Project Management process, helping build Copaxone brand plan, recruiting product specialist and interacting with internal support function (IT, HR, General Services)
Field Sales Manager for Biosimilar e Wound Care line
April 2010 --- April 2011
From May 2009 strictly operating with BU Director I contributed to start up Biosimilar and Wound Care line (Global Lead in Teva), building definition and dimension of market, brand plan definition e and interaction with internal support function (IT, HR, General Services) Whole process was made using project management with an ad hoc training course . I managed 6 Product Specialist on Northern and part of Central Italy. All Product Specialist had high profile with great level of competence acquired also with surgery room training.
Field Sales Manager respiratory line
April 2009 --- April 2010
4 Area Manager e 34 Sales Reps reported to me for the managing of “mature” drugs on a target of Pneumologist and Allergologist.
January 2008 --- March 2009
Area Manager Respiratory Line + General Practitioner Opinion Leader with responsability of 8 sales reps
January 2004 --- December 2008
Area Manager with Sales Reps for General Practitioner, Sales Reps Specialist and Sales People in Pharmacy
November 2001 --- December 2003
Area Manager with Sales Reps for generics drugs
November 2000 --- November 2001
Sales Rep CNS area (Epilepsy)
April 1989 --- November 2000
Sales Reps for General Practitioner, then from 1995 Specialist CNS area (Epilepsy, Neuropathic Pain)
AdaptabilityAnalytical thinkingCollaborationFlexibilityInnovative thinkingOrganizationProactivityProblem solvingResiliencySelf-confidenceStrategic thinking
NegotiationAccount ManagementBusiness IntelligenceBusiness ProcessesCancerChange ManagementCoachingCNSCommunication SkillsCross-functional team leadershipHematology
Skills and Expertise
Interact with physiciansAchieve sales objectivesAdjust processes and methods
Percorso di studi in Farmacia from Facoltà di Farmacia in 1985