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Evolution of pharma industry and related opportunities


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Evolution of pharma industry and related opportunities

  1. 1. Evolution of Pharma Industry and related opportunities
  2. 2. Goal of Today ? <ul><li>Overview of Pharma Industry </li></ul><ul><li>Different opportunities </li></ul><ul><li>Some Tips and Advices </li></ul>04/26/11
  3. 3. Who am I ? <ul><li>Zaki Sellam, MSc Biotech (ENSTBB), MBA </li></ul><ul><li>Ongoing PhD in Innovation Management and Strategic Management </li></ul><ul><li>Practice Leader Biotech, Start up and Early Stage companies (Basel, Switzerland) </li></ul><ul><li>RSA AG, International Executive Search Company </li></ul><ul><li>> 8 years industry experience including 4 years experience in recruitment </li></ul>04/26/11
  4. 4. Cliché about pharma Industry <ul><li>All inhouse </li></ul><ul><li>Only blockbusters </li></ul><ul><li>Still releasing new drugs </li></ul><ul><li>Still making outstanding scientific breakthrough </li></ul><ul><li>Pharma companies best employers </li></ul><ul><li>Working in Research is “ La voie royale” </li></ul><ul><li>Not at all !!!! </li></ul>04/26/11 Research – Drug Discovery Preclinical (animal studies) Phase 1 Phase 2 Phase 3 Marketing Conventional Pharmaceutical companies – all inhouse
  5. 5. Challenges <ul><li>Patent cliff </li></ul><ul><li>Cost of R&D exploding </li></ul><ul><li>More and more difficult to submit for major indications </li></ul><ul><li>Moving from blockbusters to nichebusters era (orphan, unmet medical needs) </li></ul><ul><li>Generic competition </li></ul><ul><li>Companies cover more cost of failure than cost of success </li></ul><ul><li>High consumerism </li></ul><ul><li>Outcome driven – QoL driven: Science and efficacy are no sufficient for approval and success ! </li></ul><ul><li>Pricing and Reimbursement more critical </li></ul><ul><li>Pharma better at Clin Dev than pure research </li></ul>04/26/11
  6. 6. Opportunities <ul><li>Aging population </li></ul><ul><li>Chronic diseases growing </li></ul><ul><li>Less and less people in science </li></ul><ul><li>Contract organisations </li></ul><ul><li>Innovating Start-up </li></ul><ul><li>Complementary sectors (Diagnostics, Medical Devices, Drug Delivery, OTC, Generics..) </li></ul>04/26/11
  7. 7. Trends <ul><li>New KoL: Lay offs of sales workforce </li></ul><ul><li>More and more cover DD cost with services (Evolva) </li></ul><ul><li>Open Innovation and Outsourced Research </li></ul><ul><li>Start-up Still considered as the most innovating environment </li></ul><ul><li>Dramatic growth of Contract Organizations </li></ul><ul><ul><li>Drug Discovery Organizations </li></ul></ul><ul><ul><li>CROs </li></ul></ul><ul><ul><li>CMOs... </li></ul></ul><ul><li>Biggest clusters: Germany, UK, Switzerland, France </li></ul>04/26/11
  8. 8. Trends <ul><li>More and more outsourcing </li></ul><ul><li>Moving from all traditional inhouse to all outsourcing </li></ul><ul><li>New business models </li></ul><ul><ul><li>Virtual teams </li></ul></ul><ul><ul><li>Debio model (no research) </li></ul></ul><ul><li>Emergence of </li></ul><ul><ul><li>Pharmacogenomics and Personalized medicines </li></ul></ul><ul><ul><li>Biomarkers </li></ul></ul><ul><ul><li>Translational Medicine </li></ul></ul><ul><li>Hiring new experienced staff wil be an issue by 2012 from 37 % of the market </li></ul>04/26/11
  9. 9. Employment market ? <ul><li>Recruitment market presently candidate driven in pharma </li></ul><ul><li>Many people are looking for a position within industry after PhD or PostDoc -> High competition </li></ul><ul><li>Understanding recruiters needs </li></ul><ul><li>Even business oriented positions require scientific education in most cases! </li></ul><ul><li>By 2010, 4 out of 10 jobs will require new skills </li></ul><ul><li>Still difficult for Junior and Entry Level </li></ul><ul><li>Being in line with market requirements: </li></ul><ul><ul><li>how to be original ? </li></ul></ul><ul><ul><li>How to be successful before and during recruitment process ? </li></ul></ul>04/26/11
  10. 10. Where are the opportunities ? 04/26/11
  11. 11. Biotech vs Pharma <ul><li>Most profitable and innovating companies in Pharma are Biotech (Genentech, Biogen iDec, Amgen) </li></ul><ul><li>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... </li></ul><ul><li>Csq: Biotech market heavily dominated by top 20 pharma companies </li></ul><ul><li>Biotech are working mostly via joint ventures, alliances, partnerships </li></ul><ul><li>Breakdown to small, flexible entities for research (GSK, Astra Zeneca...) </li></ul><ul><li>Globalization </li></ul>04/26/11
  12. 12. Other Sectors <ul><li>CROs </li></ul><ul><li>Diagnostics </li></ul><ul><li>Lab Services </li></ul><ul><li>Medical Devices </li></ul><ul><li>OTC </li></ul><ul><li>Generics </li></ul><ul><li>Food Industry (nutraceuticals, alicaments, Health food industry) </li></ul><ul><li>Cosmeceuticals </li></ul>04/26/11
  13. 13. Different Divisions within companies 04/26/11
  14. 14. PreClinical opportunities <ul><li>Biomarker development </li></ul><ul><li>Modeling and Simulation </li></ul><ul><li>Pharmacokinetics </li></ul><ul><li>Toxicology </li></ul>04/26/11
  15. 15. Clinical Development <ul><li>Clinical Science </li></ul><ul><li>Clinical Operations and Logistics </li></ul><ul><li>Safety / PV </li></ul><ul><li>Medical Writing </li></ul><ul><li>Regulatory Affairs </li></ul><ul><li>Biometry </li></ul><ul><li>Compliance – QA - Audit GCP </li></ul>04/26/11
  16. 16. Technical Operations <ul><ul><li>Manufacturing and Production </li></ul></ul><ul><ul><li>Quality Assurance ( Audit, QC, Validation mostly GCP or GLP) </li></ul></ul><ul><ul><li>CMC - Formulation </li></ul></ul><ul><ul><li>Process mamagement </li></ul></ul><ul><ul><li>Upstream – Downstream </li></ul></ul>04/26/11
  17. 17. Business Operations <ul><li>Marketing: </li></ul><ul><ul><li>Operational </li></ul></ul><ul><ul><li>Strategic, </li></ul></ul><ul><ul><li>Analyst, Business Intelligence.... </li></ul></ul><ul><li>Business Development & Licensing </li></ul><ul><li>Market Access </li></ul><ul><li>Commercial Operations: Sales, Sales Training, Forecast/Planning </li></ul><ul><li>Medical Affairs: </li></ul><ul><ul><li>KoL management, </li></ul></ul><ul><ul><li>MSL </li></ul></ul><ul><ul><li>Medical Communication.. </li></ul></ul><ul><li>Public affairs – Government Affairs </li></ul><ul><li>Post-Marketing </li></ul><ul><ul><li>Clinical Affairs </li></ul></ul><ul><ul><li>Epidemiology </li></ul></ul><ul><ul><li>Regulatory Affairs </li></ul></ul>04/26/11
  18. 18. Relevant skills <ul><li>Project Management skills </li></ul><ul><li>Communication skills are key to success </li></ul><ul><li>Ability to work within multicultural environment </li></ul><ul><li>Ability to work in international: English please !!!! </li></ul><ul><li>No pain, no gain ! </li></ul><ul><li>Flexible to work on contract basis or freelance </li></ul>04/26/11 Research – Drug Discovery Preclinical (animal studies) Phase 1 Phase 2 Phase 3 Marketing Conventional Pharmaceutical companies – all inhouse
  19. 19. Tips <ul><li>Develop your project on 2 criteria </li></ul><ul><ul><li>Your passion – motivation </li></ul></ul><ul><ul><li>Market demand </li></ul></ul><ul><li>Be careful with sexy titles (PM, BD..) </li></ul><ul><li>Make summary of 5 Job descriptions </li></ul><ul><li>Write down and record your </li></ul><ul><ul><li>Motivations – Goals </li></ul></ul><ul><ul><li>Arguments (USP) </li></ul></ul><ul><li>CV / Elevator Pitch </li></ul>04/26/11
  20. 20. Tips <ul><li>Define thouroughly a career plan: </li></ul><ul><ul><li>Where do you want to go ? </li></ul></ul><ul><ul><li>How ? What is the best path ? What shall you develop in terms of skills ? </li></ul></ul><ul><li>Develop and train communication skills </li></ul><ul><li>Build your CV with the relevant skills </li></ul><ul><ul><li>Ex: PM certification for Technical PL </li></ul></ul><ul><ul><li>Ex: CRA training for CPM </li></ul></ul><ul><li>Take risk to work internationally, it will pay off in France and in Europe (great to become CPM) </li></ul><ul><ul><li>Most convincing are the most convinced </li></ul></ul><ul><li>Be on top of the market, in harmony with the recruiters needs </li></ul>04/26/11
  21. 21. Generic questions <ul><ul><li>What drives you ? </li></ul></ul><ul><ul><li>What is your long term goal ? </li></ul></ul><ul><ul><li>Why are you interested by us ? </li></ul></ul><ul><ul><li>Tell me about you ? </li></ul></ul><ul><ul><li>Where do you see yourself in the company in the long term ? </li></ul></ul><ul><ul><li>What are your drawbacks ? </li></ul></ul><ul><ul><li>What are your qualities ? </li></ul></ul><ul><ul><li>Be fact based, give examples and don’t sell yourself !! </li></ul></ul>04/26/11
  22. 22. Thank you !!! <ul><li>Zaki SELLAM MSc, MBA Practice Leader Biotech and Start-ups RSA AG, Basel, Switzerland </li></ul><ul><li>E-mail: [email_address] </li></ul><ul><li>Phone: +41 76 215 47 96 LinkedIn: Twitter: </li></ul>04/26/11
  23. 23. CV configuration <ul><li>Clear and nice to read, no soft skills without evidence </li></ul><ul><li>Take time to list all your skills and values, even the obvious ones ! </li></ul><ul><li>Highligh only relevant points, not everything </li></ul><ul><li>Experience in bullet points </li></ul><ul><li>Inspire yourself from job descriptions, same wording and terminology </li></ul><ul><li>Picture not a pre-requisite </li></ul><ul><li>Key words to summarize your education, not only title </li></ul><ul><li>Explain about your companies, size, activity, turn-over... </li></ul><ul><li>Insist on your contribution, results </li></ul><ul><li>Use numbers and concrete statements </li></ul><ul><li>Don‘t obsess on cover letters </li></ul>04/26/11
  24. 24. 1 st phone call <ul><li>Goal defined before: </li></ul><ul><ul><li>First contact </li></ul></ul><ul><ul><li>Get a meeting </li></ul></ul><ul><li>Homework: </li></ul><ul><ul><li>Decision maker </li></ul></ul><ul><ul><li>Why is it of interest to you ? </li></ul></ul><ul><ul><li>What can you bring ? </li></ul></ul><ul><li>When and how to call ? </li></ul><ul><ul><li>Late afternnon, End of the week </li></ul></ul><ul><ul><li>Direct line, quiet place </li></ul></ul><ul><li>Prepare elevator pitch </li></ul><ul><ul><li>Relevant Experience </li></ul></ul><ul><ul><li>Interest to the company </li></ul></ul><ul><li>Anticipate objections: «On n‘a rien, ou on n‘a pas de budget» </li></ul><ul><li>All about formulation: „Est ce que vous avez un poste ouvert ?“ A banir !!!! </li></ul><ul><li>Closing the call </li></ul><ul><ul><li>Summarize the discussion: </li></ul></ul><ul><ul><li>Define next actions </li></ul></ul><ul><ul><li>Remind your name </li></ul></ul><ul><li>Positive Behavior: smile !! </li></ul>04/26/11
  25. 25. 1 st meeting <ul><li>It is all about chemistry </li></ul><ul><li>Prepare anticipations and questions </li></ul><ul><ul><li>Always the same </li></ul></ul><ul><ul><li>Devos: „les meileurs impro sont celles qu‘on a prepare“ </li></ul></ul><ul><ul><li>Don‘t be puzzled by objections ! </li></ul></ul><ul><li>Smile and relax (breath 5 time from the noise before) </li></ul><ul><li>Show the best out of yourself, manage the interview as if you meet your friend </li></ul><ul><li>Don‘t try to sell yourself, listen ! </li></ul><ul><ul><li>„ Celui qui ecoute est celui qui a le controle de la discussion“ </li></ul></ul><ul><li>Prepare series of relevant questions </li></ul><ul><li>Position yourself as you offer a competence, very important for the psychology </li></ul><ul><li>Argue always with concrete examples from your experience </li></ul><ul><li>Focus on what the company needs, insist on the common ground </li></ul>04/26/11