Edward Shaw has extensive experience in the pharmaceutical industry, holding roles such as sales representative, sales manager, and managed care manager. He has a wide network of contacts in healthcare and understands South Africa's healthcare market dynamics. Shaw also has well-developed skills in areas like selling, management, and marketing.

1. CURRICULUM VITAE
EDWARD JOHN SHAW
June 2013
Page 1
Home: 19 Randpark Drive Tel: (011) 793 6024
Randpark Ridge Mobile: 082 459 8516
Work: P O Box 1044
Northriding
2162 Email: shawted2@gmail.com
SUMMARY
Extensive Pharmaceutical industry related experience as sales representative, sales
manager, business development manager, key accounts and managed care manager.
I have established an extensive network of contacts amongst key decision-makers and
market influencers in the Healthcare arena and developed a comprehensive insight into
SA healthcare market dynamics.
Well developed skills in regard to the disciplines of selling, negotiating, sales force
management, marketing, team leadership, conflict management, scenario planning,
market research and analysis, key account contract negotiating, financial planning and
budgeting, project management, business continuity planning, crisis management and
business management.
Career History
Pfizer Laboratories (Pty) Ltd
Managed Care Manager March 2007 – May 2013
 Identified, built and maintained network of relationships amongst key decision
makers, influencers and policy makers within the South African Healthcare arena
 Constant networking amongst all Business units to establish in depth knowledge of
specific needs
 Implementation of new Brand launch strategies within Managed Healthcare
environment – ensured reimbursement dossiers are developed and lead
reimbursement negotiations with Funders, Administrators & Pharmaceutical Benefit
Management organisations
 Attend and resolve all issues affecting Brand reimbursement in Managed Care arena
 Pursuance of patient focused mutual benefit partnerships with Funders,
administrators, Provider and employer groups

2. CURRICULUM VITAE
EDWARD JOHN SHAW
June 2013
Page 2
 Convened a Managed Healthcare Advisory Board to advise on new and existing
products, general and specific reimbursement issues and challenges faced by
Managed Care environment.
 Co-ordinated access to relevant MHC decision makers for Market Access colleagues
 Informed and influenced funders, provider groups, and policy makers/influencers as
to the value of Innovative medicines
 Ensured participation and networking opportunities for Market Access Team and
Pfizer colleagues at relevant SA Healthcare congresses to leverage Pfizer corporate
and Brand opportunities.
 Ensured that Pfizer colleagues are kept informed and up to date on developments
within the SA Healthcare environment with regular briefings and status reports.
 As a member of IMSA Market Access team devised strategies:
o To influence funders, administrators, provider groups, Managed Care
organisations as to improve access to innovative medicines
o To Influence policy makers, statutory bodies and legislators in regard to
optimising patient access to innovative medicines
o In the development of education campaigns and portals to inform and
empower consumers/patients/employers
Business Continuity and Health and Safety Manager Oct 2011 – May 2013
 Coordinated development and maintenance of Business Continuity Plans across
all Business units
 Coordinated development and maintenance of Pfizer SA Crisis Management Plan
 Implemented and Managed Pfizer SA Environmental Health and Safety
programme
Coastal Access Manager Jan 2005 – Feb 2007
 Established, selected, trained and managed a team of Regional MHC Key Account
Managers in WC, EC & KZN
o Assisting Doctors in crafting product reimbursement motivations
o Training Doctors and Pharmacy staff on MHC dynamics, product
reimbursement status, the funding environment and HC legislation
o coordinating promotional campaigns and patient education initiatives in
collaboration with Pharmacies
o Liaison with Wholesalers and Distributors in regard to stockholding and
promotional initiatives
 Established and maintained relationships with Key decision makers, market
influencers and Key opinion leaders - Medical Schemes, Administrators, Doctor
Groups, Pharmacy Groups
Managed Healthcare Consultant April 2003 – Dec 2004

3. CURRICULUM VITAE
EDWARD JOHN SHAW
June 2013
Page 3
 Conducted new and existing Brand reimbursement negotiations with Medical
Schemes, Administrators and MCOs
 Key Account Contracting and preferred supplier agreements with all Hospital Groups
 Developed and maintained relationships with key contacts, decision-makers and
market influencers - Medical Schemes, Administrators, Doctor Groups, Pharmacy
Groups
 Trained all Sales and Marketing teams in regard to MHC & HC Legislative
environment
PHARMACIA SOUTH AFRICA (PTY) LTD 1999 - 2003
& SEARLE SOUTH AFRICA (PTY) LTD)
Managed Healthcare and Key Accounts Manager
 Successfully initiated key account contracting strategies and preferred supplier
agreements with large volume purchasing customers creating push to preferentially
dispense Pharmacia products.
 Expanded and upgraded Pharmacia’s preferred provider status with provider
networks, hospital networks and healthcare funders via dialogue, information sharing
and business arrangements improving Pharmacia product portfolio sales
opportunities.
 Formalized processes, cross-functional accountabilities in dossier submission
development and delivery to optimize formulary-listing profile of product portfolio
on pre-eminent Formulary’s and Medicine Benefit Lists enhancing physician access.
 Formalized processes cross-functional accountabilities and activity to ensure timeous
new product reimbursement approval submissions to Pharmaceutical Benefit
decision-makers of Medical Aid Funds.
 Concluded agreements with foremost Provider groups for the purchase of prescription
and dispensing information illuminating own and competitor product usage by
identified physician, providing sales and marketing with strategic edge.
 Actively engaged Pharmaceutical Benefit decision-makers of Medical Aid Funds to
optimize reimbursement status of existing and new products utilizing clinical and
economic data and in-house expertise.
 Established and maintained relationships with key contacts, decision-makers and
market influencers to exploit real time opportunities and ensure timeous threat
response.
 Initiated discussions with clinical policy makers within Medical Aid societies with
objective of establishing collaborative approach to Health Outcomes research
activities.
 Successfully concluded agreements with Old Mutual Health and Direct Medicines to
conduct disease management intervention programs to the benefit of selected
products. Expanded roll-out to other PBM’s envisaged.

4. CURRICULUM VITAE
EDWARD JOHN SHAW
June 2013
Page 4
 Liaison with international colleagues as ‘Global Pricing and Reimbursement’ co-
ordinator establishing appropriate local pricing and ensuring optimal reimbursement
opportunities and market competitiveness.
 Regular training, support and assistance to enhance Sales Force effectiveness
maintained
 Practice a collaborative multi-functional approach to business plan development,
information gathering, sharing, opportunity analysis and ultimate decision-making to
ensure positive outcomes in support of overall company objectives.
BAYER HEALTHCARE SOUTH AFRICA (PTY) LTD 1995 - 1997
Business Development Manager
 Coordinated the development and implementation of marketing and sales divisions
joint strategic plan.
 Completed comprehensive review of Bayer’s status quo and 5 year forecast in regard
to local market environment trading prospects.
 Participated in multi-disciplinary role-player workshops deliberating single exit
pricing, development of Essential Drug List’s, Disease Management protocols and
application of Pharmaco-economics.
 Entered into local and international corporate negotiations in regard to co-marketing,
in-licensing and out-licensing opportunities.
 Completed initial assessment and market plan development for new products, own
and in-licensed.
 Identified and maintained contact with key market influencers in local healthcare
arena.
ADCOCK INGRAM SOUTH AFRICA (PTY) LTD 1985 - 1995
National Account Executive
 Pioneered Adcock Ingram’s direct engagement approach with the emergence of
Managed Healthcare customers subsequent to legislative changes empowering
Medical Aid Societies.
 Developed database profiling these non-traditional customers and identifying key
decision-makers within Medical Schemes; PBM’s; Provider groups and Medico-
political circles.
 Established contact and developed business relationships with key market influencers
in MHC circles and provider groups to achieve insider status.
 Initiated and coordinated business plan development for Multi-Disciplinary Group
Practice in South Africa resulting in launch of Med 24 clinics.

5. CURRICULUM VITAE
EDWARD JOHN SHAW
June 2013
Page 5
 Successfully launched Key Account activities via contractual agreements with large
volume purchasing groups – Hospitals, practitioner and pharmacy buying groups.
 Successfully managed State tendering department.
 Co-founded MHC Managers forum and served on executive.
 Served as executive committee member of Institute of Marketing Management
(IMM).
OTHER POSITIONS HELD:
Regional Sales Manager – RIO and KEATINGS (both Adcock Ingram in JHB) &
SEARLE in KZN
Representative – SQUIBB, BERK and KEATINGS
DEVELOPMENT COURSES COMPLETED:
Selling skills, negotiating skills, sales force management, situational and developmental
leadership, strategic and scenario planning, market research and analysis, financial
planning and budgeting, conflict management, project management, business
management and business leadership.
References:
Ashley Pearce – Managing Director, Prescription Division, Adcock Ingram (Ashley was
CEO at Pharmacia when I was MHC Manager) Mobile: 082 923 4600 or 082 705 2718
Graham Holt – Business Development Manager, Pharma Dynamics, (Graham was
Managed Care Manager at Pfizer when I was MHC Consultant) Mobile: 083 644 1064
Landline: 087 351 2367
Duncan Norman – Regional Director AFME, Pfizer (Duncan Norman was Customer
Director at Pfizer when I was MHC Manager) Mobile:083 251 9512 Landline: 011 320
6094
Paul Brand – Customer Director, Pfizer (Paul was Customer Director, when I left Pfizer
in May 2013) Mobile: 082 568 5113
Gerdi Strydom – Head Market Access, Pfizer (Gerdi was my direct superior, when I left
Pfizer in May 2013) Mobile: 079 699 1505 Landline: 011 320 6330
Jolette Walters – Senior Director AFME, Pfizer. Mobile: 082 828 8882
Landline 011 320 6014