Michael Page helps employers in Healthcare & Life Sciences to recruit highly specialised talent. Read our case studies.

1. GLOBAL INSIGHTS
TRENDS, RECRUITMENT AND REMUNERATION IN THE
PHARMACEUTICAL INDUSTRY SECTOR
INDIA
JAPANESE MULTINATIONAL CALLS ON MICHAEL PAGE
FOR TALENT TO LAUNCH NEW DIABETES MOLECULE
Client requirement. A Japanese pharmaceutical multinational corporation
based in India was working on the launch of its globally successful diabetes
molecule. After four months of unproductive searching by their internal
team, the company asked Michael Page to hire a Medical Affairs Manager
and Marketing Manager from the diabetes therapy segment.
The process.There had been a critical gap between the client’s and
candidates’ understanding of the company’s business. Michael Page
was able to successfully bridge this gap by bringing on board candidates
with stellar therapeutic and industrial knowledge.
Outcome. Within four weeks, applicants had been identified and evaluated
through direct approach and interviews. Five profiles were presented to the
client and one candidate, from a direct competitor, was selected for the post.
JAPAN
TWO-PRONGED STRATEGY FINDS DUAL-COMPETENCY
CANDIDATES FOR CLINICAL RESEARCH ORGANISATION
Client requirement. A multinational clinical research organisation in
Japan needed a clinical director with a perfect understanding of both
pharmaceutical innovators and clinical sites. The client commissioned
Michael Page to handle the search by targeting pharmaceutical company
candidates and communicating the benefits of joining the organisation.
The process. Michael Page started with a database search covering
candidates from generic and branded pharmaceutical backgrounds.
Candidate referrals were also gathered from clinical professionals across
the Michael Page network.
Outcome. Within one month, both generic and branded pharmaceutical
professionals had been contacted. Michael Page assessed these by
interview and the top two candidates from each strand of the search were
introduced to the client. Three out of these four candidates made it through
to the final interview, at which point an offer was made and accepted.
BRAZIL
MICHAEL PAGE FINDS FRANCOPHONE COMMERCIAL
DIRECTOR TO STEER PHARMACEUTICAL COMPANY IN A
NEW DIRECTION
Client requirement. A French pharmaceutical company needed a new
French-speaking commercial director from a pharmaceutical background
to turn around sales in Brazil and drive the company in a new direction.
The process. After searching the pharmaceutical market and finding
no candidate who perfectly matched both the pharmaceutical and sales
criteria, a new approach was adopted, looking at strong French-speaking
sales professionals.
Outcome. After three weeks, Michael Page delivered a shortlist of three
highly appropriate candidates, all with excellent sales skills and a proven
track record. The company decided to move forward with two candidates,
who were invited to France, and one was subsequently selected for the
position.
TURKEY
COMPREHENSIVE RESEARCH SOURCES STRONG MEDICAL
MANAGER PROFILES WITHIN ONE MONTH
Client requirement. A multinational Swiss pharmaceutical firm, a parent
company, needed to fill a medical manager position within one month.
The process. Michael Page conducted a sophisticated search, combining
networking, market mapping and database search, in order to present
a shortlist of three strong candidates to the client. The most important
aspect of Michael Page’s involvement was taking a consultancy approach,
ensuring that all candidates were fully aware of what the role involved.
Outcome. After a one-week intensive search, a shortlist was presented
to and positively received by the firm. The placement was successfully
closed within one month. Both the parent company and its subsidiaries
have now formed an exclusive recruitment partnership with Michael
Page.
Þ CASES
Healthcare
& Life Sciences

2. BELGIUM
CONSULTATIVE APPROACH HELPS BIO-PHARMACEUTICAL MAKE FOUR APPOINTMENTS IN A COMPETITIVE MARKET
Client requirement. A global, US-based innovative bio-pharmaceutical company in Belgium needed an oncology expert to build and staff the new
business unit for the launch of a new oncology product. Several months of searching for candidates with the right profile produced only unreliable
candidates with weak language skills. The company turned to Michael Page for help.
The process. After a thorough analysis of the client’s requirements and the prevailing market conditions, Michael Page recommended that the client
‘think outside the box’ and open up the post to candidates from biotechnology or medical devices firms. Applicants were identified and evaluated
through direct approach and interviews.
The outcome. Within four weeks, eight profiles were presented to the client and four of these, with two coming from the medical devices industry,
were offered jobs with the company as Business Unit Director, Marketing Manager, Sales Manager and Medical Affairs Manager.
GERMANY
TARGETED HEADHUNTING OVERCOMES RECRUITMENT
DIFFICULTIES FOR GERMAN PHARMACEUTICAL COMPANY
Client requirement. A German pharmaceutical company focusing on
products with off-patent active pharmaceutical ingredients as well as
generics needed a Trade Marketing Manager/Junior Product Manager
with a strong background in OTC. Although the company was in a strong
market position and very well known in Germany, the challenge of this
assignment lay in the salary being at the low end of the range.
The process. Only a few applications were received, so Michael Page
focused its search on headhunting.
The outcome. After four weeks and interviewing several candidates, a
perfect match was found. The candidate accepted the company’s offer.
FRANCE
SIX-MONTH SEARCH REACHES SUCCESSFUL CONCLUSION
WHEN FRENCH LABORATORY BRINGS IN MICHAEL PAGE
Client requirement. Due to an acquisition, a French pharmaceutical
laboratory added medical devices to its product range. After six months
of unsuccessful searching, the company asked Michael Page for help
in hiring a regulatory affairs pharmacist specialised in medical devices.
The process. As 95% of the firm’s portfolio is based on molecules,
the offer proved insufficiently attractive to potential applicants. Michael
Page consultants advised that the company modify the job description,
orientating the search toward a dual competence profile (70% device/30%
molecules).
The outcome. Six profiles were presented to the client and one candidate
was selected to join the company.
Healthcare
& Life Sciences
MEXICO
SOURCING FROM MICHAEL PAGE NETWORK FULFILS
CLIENT’S EXPECTATIONS
Client requirement. A French global pharmaceutical company
unexpectedly needed to find a Regulatory Affairs Director for Mexico
very quickly.
The process. To meet this urgent demand, Michael Page used its
network and knowledge of the company’s values and requirements:
one candidate clearly met the client’s requirements.
Outcome. The candidate was successfully placed, and Michael Page
and the pharmaceutical company are now collaborating on supporting
appointments.
ITALY
NO TIME WASTED AS RAPID APPOINTMENT SUPPORTS
IMMINENT PRODUCT LAUNCH
Client requirement. A leading biotechnology company needed a Senior
Regional Access Manager to influence and persuade both internal and
external stakeholders. Timing was very short since the client was about
to launch a new product.
The process. Michael Page used a direct and personal approach to
source a pool of candidates and six were ultimately shortlisted within
three weeks. The complex selection process consisted of a four-stage
interview and a psychological assessment.
The outcome. The most appropriate candidate was selected to join
the company.

3. SWITZERLAND
THE DIRECT APPROACH LEADS TO SUCCESSFUL
APPOINTMENT OF MEDICAL AFFAIRS DIRECTOR
Client requirement. A new Japanese company based in Switzerland
chose Michael Page to support it in recruiting a Medical Affairs Director
in the retina business.
The process. After three weeks of direct approach to prospective
candidates, followed by interviews, three candidates specialising in the
retina area were introduced to the client and invited for interview with
the Japanese board.
The outcome. One candidate was recruited after a month-long interview
process.
UK
STRONG MARKET KNOWLEDGE IS KEY TO APPOINTING
MULTI-PROFILE BUSINESS DEVELOPMENT MANAGER
Client requirement. chiral products and technologies company based
in Cambridge required a Business Development Manager for the UK.
The candidate needed to have very niche experience, including selling
internationally into large pharmaceutical companies and working with active
pharmaceutical ingredients, plus at least an MSc in a life sciences subject.
The process. Michael Page used a combination of three different
solutions. Firstly, consultants applied its Reach Talent advertising solution
to search for the technical specifics of the role. This included advertising
on michaelpage.co.uk, totaljobs.com, telegraphjobs.co.uk, LinkedIn,
Facebook, twitter and Google.
Secondly, Michael Page’s in-house research function helped in
understanding the details of the role. Finally, consultants used their
extensive national and international networks to find likely candidates.
The outcome. This important vacancy was successfully filled within the
agreed timescales.
Healthcare
& Life Sciences
SPAIN
CONFIDENTIAL SEARCH PROVIDES PERFECT SOLUTION TO
URGENT RECRUITMENT REQUIREMENT
Client requirement. A global biopharmaceutical company urgently
sought a Medical Manager for its cardio metabolic division, requiring
the vacancy to be filled in one month.
The process. Undertaking a confidential search, Michael Page directly
approached suitably qualified and experienced candidates. In-depth
knowledge of the market and the role enabled Michael Page to identify
executives who seemed to be especially suited for the position.
The outcome. A candidate working in one of our client’s strongest
competitors was hired and, within 40 days from start to finish, was in
place. The company’s talent acquisition team has now commissioned
Michael Page to help it recruit for other positions in other departments.
THE NETHERLANDS
MICHAEL PAGE RISES TO THE CHALLENGE OF FINDING
THE RIGHT QA MANAGER AT THE RIGHT SALARY
Client requirement. Due to the acquisition and development of a new
product portfolio, the client needed to establish new standards for their
protocols and procedures, which required a QA Manager specialising in
the pharmaceutical industry.
The process. The candidates who came forward on the basis of the client’s
estimated budget for this role did not display adequate market knowledge
and management skills. Michael Page consultants advised the company
to modify the salary to prevailing market levels. Within four weeks of the
salary being modified, applicants were identified and evaluated through
direct approach and interviews.
The outcome. Five candidates were presented to the client and one was
offered the position.

4. GLOBAL INSIGHTS
TRENDS, RECRUITMENT AND REMUNERATION IN THE
MEDICAL DEVICES INDUSTRY SECTOR
Þ CASES
INDIA
NEW APPOINTMENTS WILL TRANSITION THE BUSINESS
FROM DISTRIBUTION MODEL TO DIRECT SALES
Client requirement. One of the largest Japanese companies in endoscopy
equipment had mainly operated through distributors in India for the last two
decades. Michael Page was commissioned to help hire its marketing and
sales teams, who would gradually take over the business from distributors.
The process. After discussions with the company’s business leaders and
identifying the required skill set, Michael Page began to map the market.
The challenge initially was to sensitise the market to the Japanese culture
and to create a strong brand positioning for the organisation in India.
This recruitment assignment has benefited from Michael Page’s close
relationships with candidates in the market. Furthermore, the company’s
strong product line has proved a magnet for candidates.
The outcome.The first quarter of engagement has seen three successful
hires, and the company has continued to call on Michael Page for further
recruitment.
BRAZIL
MICHAEL PAGE OVERCOMES RECRUITMENT CHALLENGES
FOR BRAZIL-BASED MULTINATIONAL
Client requirement. The client was looking for a business-oriented and
experienced Regulatory Affairs Manager. Although a multinational company,
the client was not finding it easy to source candidates with a customer
market background in the orthopaedics market.
The client initially suggested looking within the pharmaceutical market,
but the different regulatory complexities would have made the transition
to the medical devices industry a challenge for candidates.
The process. After deep analysis of the market and potential candidates,
recruiting candidates from the pharmaceutical market did indeed prove
impractical. Michael Page drew on its strong network to find appropriate
candidates for the client.
The outcome.The search outside the pharmaceutical market was
successful and, after a two-week interviewing process, a candidate was
appointed.
BELGIUM
MEDICAL IMAGING LEADER REFRESHES ITS WORKFORCE
WITH SUPPORT FROM MICHAEL PAGE
Client requirement. Due to high levels of employee retention over the
years, a global leader in medical imaging faced the high risk of losing 15% of
its workforce as employees reached retirement age. The company needed
to recruit a senior business manager to cope with today’s challenges.
The process. Through comprehensive market knowledge and an analysis
of the situation, Michael Page advised the client on how best to attract
highly qualified candidates who could bring a fresh vision and creativity to
the business. Within three weeks, Michael Page presented four candidates,
having made direct approaches to potential candidates, as well as database
searches and web-based contact.
The outcome. One successful candidate was appointed and, over the next
three months, the client recruited three more candidates in different business
units.Withtheseprofessionalsinplace,theclienthassucceededinincreasing
market share by adopting new strategies in changing market conditions.
Healthcare
& Life Sciences
FRANCE
BRITISH ORTHOPAEDIC DEVICE COMPANY FORMS NEW
FRENCH BUSINESS TEAM WITH HELP FROM MICHAEL PAGE
Client requirement. A British company developing a revolutionary
orthopaedic device commissioned Michael Page to hire its business
workforce for the French territory. Applicants needed to have expertise in
the orthopaedic industry.
The process. Michael Page consultants worked closely with the company.
All applicants were reviewed by the client and some were selected for
interview in Michael Page’s offices.
The outcome. Within two months, six applicants were shortlisted for
the north and south of France, from whom two were selected to join the
company. The success of these appointments led to an agreement for
Michael Page to manage the hiring process for the remaining French
business team.

5. Healthcare
& Life Sciences
GERMANY
ONCOLOGY COMPANY FINDS VICE-PRESIDENT FOR
BIOBANK AND CLINICAL RESEARCH
Client requirement. A Hamburg-based oncology company focusing
on the development of individualised cancer therapies needed a Vice-
President for biobank and clinical research.
The process. Michael Page consultants worked closely with the company
in order to understand its complex background and requirements.
Consultants mined their databases to find candidates experienced in
pharmacy, clinical and medical operations.
The outcome. A heavyweight candidate with experience in pharmacy,
clinical and medical operations, exceptional skills and a passionate
commitment to oncology was selected and placed with the client.
ITALY
THREE RESEARCH METHODS COMBINE IN RECRUITING
TECHNICAL STAFF FOR MULTINATIONAL COMPANY
Client requirement. A multinational company developing a wide range of
OEM medical devices needed to recruit for a range of technical positions,
from Senior Mechanical and Tooling Engineers to Industrial Designers.
The process. Michael Page consultants worked closely with the company
to understand its needs, while interviewing candidates coming both
from the healthcare sector and appliances & lighting. Thanks to an
understanding of the market and extensive database, networking and
head-hunting activities, Michael Page could reach the right candidates
in a short period of time.
The outcome. Within four months, the company hired a Project Manager,
two Senior Mechanical Design Engineers, a Tooling Engineer and an
Industrial Designer.
THE NETHERLANDS
MEDICAL DEVICES COMPANY DEVELOPS ITS
REIMBURSEMENT PLAN FOR INNOVATIVE SURGICAL
THERAPIES
Client requirement. A medical devices company developing innovative
surgical therapies asked Michael Page to recruit a reimbursement
strategist contractor. In order to setup and execute the reimbursement
plan for the company’s therapies, candidates needed expertise in market
access and reimbursement within the medical devices industry for the
Dutch healthcare system.
The process. Michael Page consultants worked closely with the
company, drawing on their extended networks of permanent employees
and contractors in market access and reimbursement.
The outcome. Selected candidates were invited for interview and a
successful placement was made. The chosen candidate is now working
on a contract basis with the client and has responsibility for all the
company’s reimbursement strategies.
SPAIN
AMERICAN COMPANY’S SEARCH FOR DUAL COMPETENCY
CANDIDATES REACHES SUCCESSFUL CONCLUSION
Client requirement. An American medical devices company leader
in medical technology needed a Product Specialist with technical and
sales skills to launch its new aortic valve.
The process. Michael Page directly approached candidates with strong
experience in the market.
The outcome. The recruitment process was successfully closed in one
month, resulting in a highly skilled candidate with a scientific background
and marketing experience being hired.

6. Healthcare
& Life Sciences
SWITZERLAND
TRANS-EUROPE COMMUNICATION NETS THE RIGHT
SENIOR MARKETING MANAGER
Client requirement. For a new product launch, a US company
specialising in infusion systems and hospital connectivity solutions
needed a Senior Marketing Manager for Switzerland with a mix of
software and international marketing competences.
The process. Since the job profile was unusual, Michael Page widened
its net by communicating the vacancy across Europe to attract candidates
outside Switzerland. This search was complemented by candidates being
directly approached.
The outcome. After a long selection process, three shortlisted candidates
were invited to travel to Switzerland for face-to-face meetings, from whom
one candidate was selected.
UK
MICHAEL PAGE ENABLES BIOTECHNOLOGY PRODUCT
DEVELOPMENT COMPANY TO RECRUIT FOR HARD-TO-FILL
POSITIONS
Client requirement. Page Executive had previously worked successfully
with the client, a biotechnology product development company, so they
approached Michael Page Engineering for help in recruiting an Operations
Manager. Filling the vacancy was made even more challenging than
usual because it was based in a part of the country where it had proved
difficult to attract high calibre engineering candidates.
The process. Michael Page conducted an advertising campaign to target
candidates in the area who were unknown to the client.
The outcome. This campaign was successful in producing a quality
shortlist, and the role of Head of Operations was successfully filled.