Evolution of pharma industry and related opportunities
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Evolution of pharma industry and related opportunities

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Evolution of pharma industry and related opportunities Evolution of pharma industry and related opportunities Presentation Transcript

  • Evolution of Pharma Industry and related opportunities
  • Goal of Today ?
    • Overview of Pharma Industry
    • Different opportunities
    • Some Tips and Advices
    04/26/11
  • Who am I ?
    • Zaki Sellam, MSc Biotech (ENSTBB), MBA
    • Ongoing PhD in Innovation Management and Strategic Management
    • Practice Leader Biotech, Start up and Early Stage companies (Basel, Switzerland)
    • RSA AG, International Executive Search Company
    • > 8 years industry experience including 4 years experience in recruitment
    04/26/11
  • Cliché about pharma Industry
    • All inhouse
    • Only blockbusters
    • Still releasing new drugs
    • Still making outstanding scientific breakthrough
    • Pharma companies best employers
    • Working in Research is “ La voie royale”
    • Not at all !!!!
    04/26/11 Research – Drug Discovery Preclinical (animal studies) Phase 1 Phase 2 Phase 3 Marketing Conventional Pharmaceutical companies – all inhouse
  • Challenges
    • Patent cliff
    • Cost of R&D exploding
    • More and more difficult to submit for major indications
    • Moving from blockbusters to nichebusters era (orphan, unmet medical needs)
    • Generic competition
    • Companies cover more cost of failure than cost of success
    • High consumerism
    • Outcome driven – QoL driven: Science and efficacy are no sufficient for approval and success !
    • Pricing and Reimbursement more critical
    • Pharma better at Clin Dev than pure research
    04/26/11
  • Opportunities
    • Aging population
    • Chronic diseases growing
    • Less and less people in science
    • Contract organisations
    • Innovating Start-up
    • Complementary sectors (Diagnostics, Medical Devices, Drug Delivery, OTC, Generics..)
    04/26/11
  • Trends
    • New KoL: Lay offs of sales workforce
    • More and more cover DD cost with services (Evolva)
    • Open Innovation and Outsourced Research
    • Start-up Still considered as the most innovating environment
    • Dramatic growth of Contract Organizations
      • Drug Discovery Organizations
      • CROs
      • CMOs...
    • Biggest clusters: Germany, UK, Switzerland, France
    04/26/11
  • Trends
    • More and more outsourcing
    • Moving from all traditional inhouse to all outsourcing
    • New business models
      • Virtual teams
      • Debio model (no research)
    • Emergence of
      • Pharmacogenomics and Personalized medicines
      • Biomarkers
      • Translational Medicine
    • Hiring new experienced staff wil be an issue by 2012 from 37 % of the market
    04/26/11
  • Employment market ?
    • Recruitment market presently candidate driven in pharma
    • Many people are looking for a position within industry after PhD or PostDoc -> High competition
    • Understanding recruiters needs
    • Even business oriented positions require scientific education in most cases!
    • By 2010, 4 out of 10 jobs will require new skills
    • Still difficult for Junior and Entry Level
    • Being in line with market requirements:
      • how to be original ?
      • How to be successful before and during recruitment process ?
    04/26/11
  • Where are the opportunities ? 04/26/11
  • Biotech vs Pharma
    • Most profitable and innovating companies in Pharma are Biotech (Genentech, Biogen iDec, Amgen)
    • Many pharma are integrating biotech activities via inhouse development or M&A : Genzyme vs Sanofi Aventis, NIBR at Novartis, Merck and Serono, UCB acquiring Celltech, Roche with Genentech...
    • Csq: Biotech market heavily dominated by top 20 pharma companies
    • Biotech are working mostly via joint ventures, alliances, partnerships
    • Breakdown to small, flexible entities for research (GSK, Astra Zeneca...)
    • Globalization
    04/26/11
  • Other Sectors
    • CROs
    • Diagnostics
    • Lab Services
    • Medical Devices
    • OTC
    • Generics
    • Food Industry (nutraceuticals, alicaments, Health food industry)
    • Cosmeceuticals
    04/26/11
  • Different Divisions within companies 04/26/11
  • PreClinical opportunities
    • Biomarker development
    • Modeling and Simulation
    • Pharmacokinetics
    • Toxicology
    04/26/11
  • Clinical Development
    • Clinical Science
    • Clinical Operations and Logistics
    • Safety / PV
    • Medical Writing
    • Regulatory Affairs
    • Biometry
    • Compliance – QA - Audit GCP
    04/26/11
  • Technical Operations
      • Manufacturing and Production
      • Quality Assurance ( Audit, QC, Validation mostly GCP or GLP)
      • CMC - Formulation
      • Process mamagement
      • Upstream – Downstream
    04/26/11
  • Business Operations
    • Marketing:
      • Operational
      • Strategic,
      • Analyst, Business Intelligence....
    • Business Development & Licensing
    • Market Access
    • Commercial Operations: Sales, Sales Training, Forecast/Planning
    • Medical Affairs:
      • KoL management,
      • MSL
      • Medical Communication..
    • Public affairs – Government Affairs
    • Post-Marketing
      • Clinical Affairs
      • Epidemiology
      • Regulatory Affairs
    04/26/11
  • Relevant skills
    • Project Management skills
    • Communication skills are key to success
    • Ability to work within multicultural environment
    • Ability to work in international: English please !!!!
    • No pain, no gain !
    • Flexible to work on contract basis or freelance
    04/26/11 Research – Drug Discovery Preclinical (animal studies) Phase 1 Phase 2 Phase 3 Marketing Conventional Pharmaceutical companies – all inhouse
  • Tips
    • Develop your project on 2 criteria
      • Your passion – motivation
      • Market demand
    • Be careful with sexy titles (PM, BD..)
    • Make summary of 5 Job descriptions
    • Write down and record your
      • Motivations – Goals
      • Arguments (USP)
    • CV / Elevator Pitch
    04/26/11
  • Tips
    • Define thouroughly a career plan:
      • Where do you want to go ?
      • How ? What is the best path ? What shall you develop in terms of skills ?
    • Develop and train communication skills
    • Build your CV with the relevant skills
      • Ex: PM certification for Technical PL
      • Ex: CRA training for CPM
    • Take risk to work internationally, it will pay off in France and in Europe (great to become CPM)
      • Most convincing are the most convinced
    • Be on top of the market, in harmony with the recruiters needs
    04/26/11
  • Generic questions
      • What drives you ?
      • What is your long term goal ?
      • Why are you interested by us ?
      • Tell me about you ?
      • Where do you see yourself in the company in the long term ?
      • What are your drawbacks ?
      • What are your qualities ?
      • Be fact based, give examples and don’t sell yourself !!
    04/26/11
  • Thank you !!!
    • Zaki SELLAM MSc, MBA Practice Leader Biotech and Start-ups RSA AG, Basel, Switzerland
    • E-mail: [email_address]
    • Phone: +41 76 215 47 96 LinkedIn: http://ch.linkedin.com/in/zakisellam Twitter: http://twitter.com/zakisellam
    04/26/11
  • CV configuration
    • Clear and nice to read, no soft skills without evidence
    • Take time to list all your skills and values, even the obvious ones !
    • Highligh only relevant points, not everything
    • Experience in bullet points
    • Inspire yourself from job descriptions, same wording and terminology
    • Picture not a pre-requisite
    • Key words to summarize your education, not only title
    • Explain about your companies, size, activity, turn-over...
    • Insist on your contribution, results
    • Use numbers and concrete statements
    • Don‘t obsess on cover letters
    04/26/11
  • 1 st phone call
    • Goal defined before:
      • First contact
      • Get a meeting
    • Homework:
      • Decision maker
      • Why is it of interest to you ?
      • What can you bring ?
    • When and how to call ?
      • Late afternnon, End of the week
      • Direct line, quiet place
    • Prepare elevator pitch
      • Relevant Experience
      • Interest to the company
    • Anticipate objections: «On n‘a rien, ou on n‘a pas de budget»
    • All about formulation: „Est ce que vous avez un poste ouvert ?“ A banir !!!!
    • Closing the call
      • Summarize the discussion:
      • Define next actions
      • Remind your name
    • Positive Behavior: smile !!
    04/26/11
  • 1 st meeting
    • It is all about chemistry
    • Prepare anticipations and questions
      • Always the same
      • Devos: „les meileurs impro sont celles qu‘on a prepare“
      • Don‘t be puzzled by objections !
    • Smile and relax (breath 5 time from the noise before)
    • Show the best out of yourself, manage the interview as if you meet your friend
    • Don‘t try to sell yourself, listen !
      • „ Celui qui ecoute est celui qui a le controle de la discussion“
    • Prepare series of relevant questions
    • Position yourself as you offer a competence, very important for the psychology
    • Argue always with concrete examples from your experience
    • Focus on what the company needs, insist on the common ground
    04/26/11