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Rob Huggan results - PPT slides for LinkedIn Resume11
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Transcript of Rob Huggan results - PPT slides for LinkedIn Resume11
Resume of Achievements
Key Account Management
Brand Management
Sales Management
Brand management
Transplantation
Dialysis
Infectious Diseases Immunology
Dermatology
Nephrology
Hepatitis
Brand Management (2002 – 2012) Launch excellence
• Certican Launch – Second to market (as Brand Manager) • Relaunch of Cubicin – Field restructure (as Marketing Manager)
0.0
3.0
6.0
9.0
Certican
Rapamune0
400
800
1,200
1,600
2,000
2,400
2,800
3,200
2008 2009 2010 2011 2012 (2013)
Cubicin
Re-launch
Brand Management (2002 – 2012) Life cycle management – Secondary markets
Psoriasis Eczema
Dermatology
Brand Management (2002 – 2012) Life cycle management
mio
Launch year: 1983
• Loss of exclusivity • PBS price increase • Secondary indications
Brand Management (2006 – 2012) Life cycle management - 9 years of 20% growth
mio
0%
10%
20%
30%
40%
Year 3 Year 4 Year 5 Year 6 Year 7 Year 8 Year 9
myfortic year on year % Growth
5-year CAGR at year 9 (2012) = 23%
Key account Management (2010 – 2012) Key account strategy
0.0
2.0
4.0
6.0
8.0
myfortic sales pre KAM
Key Account execution
0.0
1.0
2.0
3.0
4.0
5.0
6.0
7.0
Simulect(Novartis)
Zenapax(Roche)
Key account Management (2010 – 2012) High cost drug
• Unfunded, High cost drug • Top 3 spend in Transplanting hospitals
0%
10%
20%
30%
40%
50%
60%
20 14 9 7 4
L O E WITHIN PATENT
20+ *
Years post launch
Portfolio Management (2010 – 2012) 5 Year CAGR
50%
40%
30%
20%
10%
0%
* 2 year CAGR
Portfolio Management
Cellcept
Prograf
NEORAL
CERTICAN
RAPAMUNE
SIMULECT
Thymologuline
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
-20% -10% +0% +10% +20% +30% +40% +50%
Mar
ket
shar
e
MAT Growth
Australia
Europe
AMAC Region
Global
USA
Portfolio Management
Portfolio Market share Australia’s performance vs Global
2009 2010 2011 2012
Port
folio
Mar
ket
Sh
are
0%
2%
4%
6%
8%
10%
12%
Dec
-93
Feb
-94
Ap
r-9
4
Jun
-94
Aug
-94
Oct
-94
Dec
-94
Feb
-95
Ap
r-9
5
Jun
-95
Aug
-95
Oct
-95
Dec
-95
Feb
-96
Feb
-96
3
Queensland
Australia
Sales Management
4%
5%
6%
7%
8%
9%
10%
11%
Dec
-93
Jan-
94
Feb
-94
Mar
-94
Apr
-94
May
-94
Jun-
94
Jul-
94
Aug
-94
Sep
-94
Oct
-94
No
v-94
Dec
-94
Jan-
95
Feb
-95
Mar
-95
Apr
-95
May
-95
Jun-
95
Jul-
95
Aug
-95
Sep
-95
Oct
-95
No
v-95
Dec
-95
Jan-
96
Feb
-96
Mar
-96
Apr
-96
May
-96
ZESTRIL MonoprilPrinivil CoversilTritace Ramace
Dec
-93
Jan-
94
Feb
-94
Mar
-94
Apr
-94
May
-94
Jun-
94
Jul-
94
Aug
-94
Sep
-94
Oct
-94
No
v-94
Dec
-94
Jan-
95
Feb
-95
Mar
-95
Apr
-95
May
-95
Jun-
95
Jul-
95
Aug
-95
Sep
-95
Oct
-95
No
v-95
Dec
-95
Jan-
96
Feb
-96
Mar
-96
Apr
-96
May
-96
QUEENSLAND
Australia
State Sales Manager (1993-1996) Queensland team – Highest market share
• 6 new generation ACE-i • Queensland Zestril market share highest in country • Queensland Zestril market share tops all competitors
New generation ACE-i Market Share
0%
1%
2%
3%
QUEENSLAND AUSTRALIA
Market share 1 year post launch
State Sales Manager (1993-1996) Queensland team – Launch success
QUEENSLAND
State Sales Manager (1993-1996) Queensland team - Top hospital sales
0%
15%
30%
45%
QUEENSLAND VICTORIA N S W
% National Sales
QUEENSLAND
• Queensland market potential: 18.0% of National C/V sales • Queensland achieved 19.8% of National sales • Queensland achieved 49% of National Hospital sales
10%
14%
18%
YTD
%
Pre R.HUGGAN R.HUGGAN
Contract State Sales Manager (1997) Queensland – Market share growth
1996 1997
• Interim Manager - 12 month contract position
15%
18%
21%
24%
27%
Pre R.HUGGAN R.HUGGAN
1996 1997
Queensland share of National sales
State Sales Manager (1993-1996) Queensland – Post Loss of Exclusivity
$0.5 mio turn-over orders
75%
80%
85%
90%
95%
Tenormin Nolvadex Cardizem
Queensland Australia
• Turnover orders generated up to 50% State sales
$0
$100,000
$200,000
$300,000
$400,000
$500,000
$600,000
Jly
Au
g
Sep
Oct
Dec
Mar
May
Jly2
95% Brand Market Share
75%
80%
85%
90%
95%
100%
Dec
-91
Jan-
92
Feb-
92
Mar
-…
Ap
r-92
May
-…
Jun
-92
Jul-
92
Au
g-9
2
Sep
-92
Oct
-92
No
v-…
Dec
-92
Jan-
93
Feb-
93
Mar
-…
Ap
r-93
May
-…
Jun
-93
Jul-
93
Au
g-9
3
Sep
-93
Oct
-93
No
v-…
Dec
-93
Jan-
94
Feb-
94
Mar
-…
Ap
r-94
May
-…
Jun
-94
Jul-
94
Au
g-9
4
Sep
-94
Oct
-94
No
v-…
Dec
-94
Jan-
95
Feb-
95
Mar
-…
Ap
r-95
May
-…
Jun
-95
Jul-
95
Au
g-9
5
Sep
-95
Oct
-95
No
v-…
Dec
-95
Jan-
96
Feb-
96
Mar
-…
QUEENSLAND
Australia
State Market Share
Performance – post Loss of Exclusivity Tenormin (State) & Neoral (National)
0%
25%
50%
75%
100%
NEORAL
Cicloral
Cysporin
National Sales
Brand® share of generic molecule
0% 10% 20% 30% 40% 50% 60% 70%
Novartis
Roche
Wyeth
Janssen
Business Unit Management (2005-2009) The Leading Company In Therapeutic Area
Novartis
2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012
14.2% 10.3% 12.7% 8.8% 5.4% -2.8% -3.1% 23.8% 2.0% 2.9% 6.4% 3.0%
-5%
0%
5%
10%
15%
Sales to Budget 2001 – 2012 Sales exceeded budget 10/12 yrs
* *
* BU moved to Primary Care
-5%
“Your openness and willingness to challenge traditional beliefs and offer creative alternatives
has been refreshing.”
Key Opinion Leaders
“I have always had the highest respect for you and your approach in achieving the best outcome for patients first, but also maintaining the company's position in high regard. I must say that your qualities are very unique.” Head of Department “I have always been impressed by your power of reasoning and the respect you have amongst the transplantation community. I will also miss our discussions along the way that have always been full of substance..” Head of Department “…an excellent industry partner with a wealth of knowledge in the field of transplantation that was second to none. You are a true gentleman who puts evidence before corporate interests in dealing with professionals.” Head of Department “… respect for your ability to cut through the bullsh*t and work collaboratively with clinicians to advance transplantation medicine.” Head of Department “We always knew who we were dealing with while you were there. We were very fortunate to have had clear and open communication with you.” Head of Department “I appreciated the input you brought from industry in a constructive, professional manner striving to improve the care to this group of patients, often innovatively.” Head of Department “I have enjoyed our association as you were able to combine a professional approach with a good sense of humour. “ Head of Department
Peers “You are so approachable that it was always easy to pick up the phone & speak to you. It was very refreshing way to work.”
Global PM
“… working with you was always fun always new things to learn.”
Marketing Science
“It’s always been enjoyable working with you.”
Health Economics’
“Congratulations! The results for you are excellent and best in Specialty care.”
Specialty Care Director on coaching audit survey results
“Novartis is so much better for having had people like you and your contributions.”
Sales Manager
Sales team 360o feedback
“Amazing business acumen.”
“Robert is great at generating new and unique ideas.”
“...looks beyond the obvious and doesn't stop at the first answers.”
“He appropriately challenges the status quo.”
“...listens to their individual needs”.
“He is passionate about his work and this is very motivating.”
“His enthusiasm is contagious and motivates his team.”
“...not afraid to give difficult feedback and always does this in a very productive way.”
• 2012: ONE OF THE TOP 10% MOST
VIEWED LINKED-IN PROFILES
• 2014: INVITED TO PUBLISH ON LINKED-IN
Social Media (2012-2014)
BACK UP Robert Huggan A.B.N. 1168 2754 566 Email: [email protected] Twitter: https://twitter.com/2010Robh Blog: http://2010robh.blogspot.com.au/ Linked-In: http://au.linkedin.com/pub/robert-huggan/24/9b9/793 One of the top 10% most viewed LinkedIn profiles for 2012.