Expanding the commercial team and strengthening launch capabilities

Client’s Situation Summary:

Our client, a top 20 global specialty pharmaceutical company, has been one of the fastest growing companies in the industry as a result of recent partnerships, mergers, and acquisitions. To successfully enter into their next phase of their business’ lifecycle they turned to Giacor to identify three critical hires that expanded their commercial team and strengthened their launch capability:  

• Sr, Director, Global Pricing & Reimbursement – Our client required an increasingly strategic global pricing capability to evolve the organization to the next stage of pricing maturity. Increased sophistication in this area was intended to greatly enhance our client’s ability to be more responsive to evolving market pressures, and use pricing as a competitive advantage to support product value, drive utilization, and significantly improve profitability. This was an important and highly strategic new function that was designed to be integrated across global markets, imbedded in key functions and serve as a thought leader for the organization in improving the assessment of pricing potential, driving global value proposition, understanding price-access relationship, and recommending access strategies for pipeline assets to successfully develop and commercialize products. 

• Head of Launch Excellence & Commercial Strategy – With 5+ product launches anticipated in a 3-year period across a handful of specialty franchises, there was a strong business case to develop a Launch Excellence & Commercial Strategy function that would allow critical knowledge to reside in-house.

• Head, Marketing, Specialty Franchise –This franchise contained a blockbuster product that just lost exclusivity. Within the franchise the company had a pipeline of early phase products, was working to gain approval for a second indication on their flagship product and was aggressively seeking an acquisition target. It was imperative for the company to hire an individual that had demonstrated the ability to maintain and build the current business while establishing the pre-market activity for the next generation of therapies.

Solution:

To successfully complete each of these projects, Giacor invested the time with each hiring manager to listen and understand the search needs, the impact of each position, as well as the organization’s culture. We then created a sourcing strategy and deployed discipline specific recruitment teams to source, attract, evaluate, qualify and secure select talent. Once interest was established with a candidate, we advanced them into our multi-level screening and qualification assessment process to accelerate alignment and minimize the risk of a costly mis-hire. Our team worked collaboratively with HR and support staff through the candidate submission and interview process. Once the ideal candidate was selected, Giacor assisted in negotiating a mutually beneficial offer package that allowed our client to secure the desired hire within their allocated budget and terms. In each case, the client was extremely satisfied and continues to engage Giacor’s services on these types of projects.

Our Results: