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Work Background
AstraZenecaHead - Market Access & Commercial Operations
Oct. 2014 - Dec. 2016Mexico CityLeader of Comm Ops and MA team, partnering with business unit heads, finance and medical affairs to design and drive all market access strategies and commercial processes (health economics, innovative reimbursement agreements, optimize formulary listing status, deal structuring with wholesalers, pricing strategies and sales managements in the business of big clients). This functional area was in charge for developing the product strategy and value story to attain ideal formulary listing status, and maximize portfolio profitability. Member of AZ’s Commercial Committee. Strong business results: • Sales systematically exceeding plan by 2-digits. The share of priority products in total sales increased from 18% to approximately 55% in 2 years
• Significant improvement in the reimbursement and formulary listing status. AZ in 2 years improved more than 85% in the access status, through implementation of a strategy focused on priority products in descentralised institutions • A suitable opportunity to growth in the near future with 2 new diabetes care products in the National Formulary List
• Created a new well-integrated organization to challenge the market and an entrepreneurial approach with empowered executives (key accounts mgrs). I lead a team of 24 mgrs with different roles such as: Health Economics, Portfolio Strategy Leaders, Sales Regional Mgrs and Key Accounts Mgrs
• LATAM - Regional assignment: Implementation of a new CRM platform (Veeva) with a comprehensive handbook of compliance considerations. Our model was implemented at all LATAM countries.
• Clear internal processes to develop a map of potential clients, a systematic method to approach the client and a tech tool to follow-up results
• AZ improved its capabilities to develop a strong value-based product story, and innovative commercial models. I had leadership of the LATAM team-force to develop a portfolio of proposals of innovative commercial agreement as a new market access strategy in LATAM region.
RocheManager - Market Access & Government Affairs
Mar. 2012 - Sep. 2014Mexico CityThe challenge was deliver to the company new products in the National Formulary List as well in the Catalogue of products in specific healthcare institutions such as IMSS, ISSSTE, Seguro Popular and decentralized institutions, with a clear priority on specialty care products (trastuzumab, pertuzumab, bevacizumab, erlotinib, rituximab, obinuzumab, vismodegib, etc). In charge of specific projects for LATAM Region, such as: construction of the Market Access Value Story for priority product like bevacizumab and pertuzumab. Head of implementation in Roche’s Market Access Committee. Some business accomplishments: • Two new therapeutic indications (colo-rectal cancer and hepatitis B) with reimbursement in Seguro Popular and 3 new molecules (bevacizumab, capecitabine and peginterferon) catalogued in that institution opened a significant business opportunity. • A new biologic product (tocilizumab) catalogued in the Formulary List of IMSS wish is the most important drug buyer in LATAM • Four new products (several therapeutic indications) and several new therapeutic indications in the National Formulary List (Specialty Care therapeutic areas)
• Built access strategies and capabilities of value-based brand propositions, pricing strategy and formulary listing. The success was to have a comprehensive local strategy aligned to the global product strategy, global guidelines and compliance requirements
• Built value with customers across all interactions including the National Formulary Committee, law-markers, advocacy groups and reimbursement while working collaboratively with big clients, government officials and trade associations like AMIIF
• Team Work and Leadership: The integration of different areas of the company was a success. This point reflects a coherent philosophy to obtain the best contribution and collaboration of areas such as medical affairs, regulatory affairs, marketing and sales into market access initiatives.
Merck GroupManager - Health Economics & Pricing Strategy
Aug. 2009 - Feb. 2012Mexico CityDevelopment of an integrated strategic plan focused-on to access pipeline in the public market, and developing the value-dossier for all single new product in the commercial portfolio. The main responsibility was supporting the business to construct the value story of specific product to be successful in the market of public institutions of healthcare. • Promoted 3 levels in 3 years. Selected for Talent Pool and consistently ranked in the outstanding group of executives
• Led team of 2 MA executives and support functions to drive growth of specialty care brands such as: Rebif, Saizen and Erbitux • Successful contribution to integrate different areas of company to drive market access projects, for example the successful project to increase sales of growth hormone (Saizen) in ISSSTE, with an incremental number of units sold from 300 to 12,000/year
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