CV

1. MICHAEL KALPAXOGLOU
Address: Flat 4, 20 Cumberland Road, Bromley, Kent BR2 0PG
Tel : +44 (0) 20 8325 1057 Mobile : +44 (0) 7722 353187
kalpaxmi@gmail.com Greek mobile: +30 6944 985008
https://gr.linkedin.com/pub/michail-kalpaxoglou/39/9a3/27a
An experienced and motivated executive in the healthcare market who, after a
successful career in managerial positions in pharmaceutical companies, has developed
a successful role as a consultant in the field of healthcare market research.
CAREER
09/2013 – Present IPSOS OPINION – Market Research Company-
Greece
Healthcare Research Director
Responsible for the healthcare research jobs of the new company
(merge of Ipsos and Opinion) focusing on capitalisation of the client side
experience, the strategic involvement with key stakeholders on healthcare
policies and reforms, guiding the design and conduct of ad hoc and
syndicated research studies.
Areas of expertise: Virology, Infectious diseases, Immunology /
autoimmune diseases, Oncology, Haematology, Rare diseases, Healthcare
policies and reforms, key stakeholders dynamics, patients journey and
access to treatment.
03/2012 – 9/2013 IPSOS – Market Research Company - Greece
Healthcare Research Manager
Supported the implementation of a consultation role in the field of
healthcare market research as spearhead of the Ipsos Healthcare offering,
achieving a very fast penetration (10% market share in revenues during
the first year).
Significant milestone was the implementation of “The Observatory
of Healthcare Policies and Reforms” in collaboration with professors of
the National School of Public Health and other key stakeholders of the
Ministry of Health and the Greek University, which recorded, measured
and analysed the implications of the current economic crisis through
several surveys and presentations to congresses.
7/2007 – 10/2011 AMGEN Hellas – Biotech Pharmaceutical Company
3/2010 – 10/2011 Sales & Marketing Effectiveness Senior Manager
Reporting to the General Manager, member of the National
Leadership Team. Head of Sales & Marketing Effectiveness
Department (4 staff members). Responsible for business
analysis and business planning, budgeting & forecasting, competitive
intelligence, KPI setting, metrics and tools for performance
monitoring, customer service & supply chain, Customer relationship

2. management, sales force effectiveness, sales incentive plan, sales force
training & development and conferences & events support.
7/2007 – 3/2010 District Manager South Greece
Reporting to the B.U Head Oncology – Haematology, (5 Reps in
hospitals in South Greece)
Core role in the implementation of CRM – Siebel in AMGEN -Greece.
Instrumental in the very successful launch of Vectibix (Oncology –
Colorectal cancer), and N-Plate (Haematology-ITP)
11/1993 – 7/2007 Boehringer Ingelheim Hellas – Pharmaceutical
Company
9/2005 - 7/2007 District Manager
Reporting to the National Sales Manager, 15 Reps in 4 groups of
products (Respiratory, Cardiology, Urology-Hospital, Neurology)
2/2004 – 9/2005 Sales Manager Hospital – Specialty Care
Reporting to National Sales Manager, 17 representatives (Hospital).
Successful introduction of Boehringer Ingelheim in the Field of
Neurology (Mirapexin - Xeristar).
7/2003 – 2/2004 CRM Coordinator – CRM & Business Plan department
Implementation of CRM within the company. Process changes in
Planning (Marketing Plans and Sales Action Plans), decision making
and Sales Performance Analysis. CRM coach for 24 reps.
3/2002 – 7/2003 CRM Coordinator – Hospital
Pilot Role in Hospital B.U. for the coordination of Sales, Marketing
and CRM philosophy. Successful Trial for the implementation of CRM
project. Configuration of Siebel program.
5/1999 – 3/2002 Field Coach – Hospital
Reporting to the B.U. Head. Coach of 21 representatives: staff
development with Competencies Model, in the field trainer in Selling
Skills, advisor in Customers Evaluation, controller of data base,
Market Analyst. Co evaluation of representatives with B.U. Sales
Manager. Successful launch of Metalyse (Fibrinolysis)
3/1996 – 5/1999 Medical Representative - Hospital Specialist
Specialist in Fibrinolytics. Launch of Pradif (Urology).
11/1993 – 3/1996 Medical Representative
Rotation in several territories with all the company’s products
PROFESSIONAL TRAINING
Professional Selling Skills III-Advance applications (LEARNING)
Professional Selling Skills - Coaching (LEARNING)
Coaching Skills – Competencies Model (HAY GROUP)
PersonalEmpowerment (TEAM)
Communication (TEAM)
Learning Organization (TEAM)
Team Building (TEAM)
Finance for non-financial people
Marketing approach (Pr. Avlonitis)
Principles of Marketing (Pr. Avlonitis)

3. Understanding and Resolving of Problems (TEAM)
Doctor Relationship Process (ACHIEVE GLOBAL)
Listener (TEAM)
Management (HAY GROUP)
Customer Service
Leadership Development (TEAM)
Leadership (360◦ evaluation, PersonalImprovement) (Pr. Bourantas)
Route Cause Analysis (AMGEN)
Courses on Management Skills (AMGEN-6 two-day seminars)
EDUCATION
1980 – 1985 Aristotelion University of Thessaloniki: Chemistry dpt.
4 years of undergraduate education.
2005- 2015 National Conservatory
Degree in Piano, Theory of Music, Harmony, Solfez, Music
Morphology, History of Music, Chamber Music, Music
Pedagogy, Prima Vista
OTHER SKILLS
Languages Greek – mother tongue
English – Fluent/Full professional proficiency
Computer skills Microsoft Office, Trainer on ETMS (R.O.S, SIEBEL, M.I.).
PROJECTS
Prix Galien Awards Greece
September 2012
Design and conduct of a research to patients and health care professionals about their
perceptions on innovation to drugs, during the Awards Ceremony.
As a continual collaboration with Galien Foundation I am a member of GTTF
working group (Galien Think Tank Forum) which, during 2014, prepared a
detailed paper for the Greek government on the necessary measurements in
order to finance innovation in the Greek healthcare system.
Patients in Power Conference
November 2012and November 2013
Presentation of the research: Evaluation of issues encountered in the use of public
health services.
Hierarchy of patients’ needs and issues encountered while using NHS services,
disease management, involvement in choice and cost of therapy. Assessment of
the implications of the current economic crisis on patients’ access to NHS
services, medications and information.
Financial Time congress: “Shaping the Future of Healthcare in
Greece”
April 2014 and April 2015
Design and implementation of an “Observatory of Healthcare Reforms Policies and
Measurements” with continually running surveys to patients, physicians, Key

4. opinion leaders and influencers of healthcare policies and reforms and
preparation of brief presentations of research results for the congress.
“Therapeutic alliance” congress
May 2014
Presentation of a retrospective analysis on several research projects to medical doctors
and to patients concerning their perceptions, beliefs of and unmet needs for
what they expect from a well-organised health care system. Title: “Therapeutic
Alliance, as the First Step to a Value Based Healthcare System”.
Pharma innovators Forum
October 2014
Presentation of a desk research project, on the exposure and perceptions of middle
and top management professionals of pharmaceutical companies on CRM
philosophy and need/ usage of CRM systems.
“CANCER: Economics and Policies” congress
March 2015
Presentation of a meta- analysis of several research projects to Oncologists,
investigating their perceptions and attitudes towards stratified/ personalised
medicine and targeted treatments and their habits, barriers and obstacles in
biomarkers testing performance.
“MENTAL HEALTH CONFERENCE: Political Imperatives and
Economic Challenges in Times of Crisis”
May 2015
Presentation of research designed for the needs of the conference via in-depth
interviews to psychiatrists and telephone interviews on a structured
questionnaire to the public, investigating the major issues facing patients
suffering from mental disorders in the use of healthcare system and the
implications of the current economic crisis on their problems.
PUBLICATION
“Recording and evaluation of issues encountered in the use of public health services
in Greece.”M. Kalpaxoglou, T. Tripsa, K. Papamanoli, K. Souliotis
Hellenic Journal of Nursing Science. Volume 5, Issue 4 Dec 2012
References
Lambros Katsanevas – General manager IpsosOpinion
Email: lambros_katsanevas@ipsosopinion.com mobile: +30 6977204135
Angela Masselou – Bristol Myers Squibb - Alliances/Cyprus & Launch Excellence
Manager Email: angela.masselou@bms.com mobile: +30 6944883020
Steve Kretschmer - Ipsos EMEA Director
Email: Steve.Kretschmer@Ipsos.com mobile: +90 5546155493