Can cooperatives evolve into the mainstream? (CIC Insurance Group, Kenya)
RKH_Interactive_CV_show
1. Business
Strategy
Marketing
and Sales
Business
Development
and
Acquisitions
General
Management
Cross-
Functional
Leadership
Richard Howell
“Blue-sky” market projections
Strategy and Commercial Assessment
Revenue and Expense Modeling
Strategic Planning
New Product Planning
Product Development Strategy
Financial Planning
Business Modeling
Forecasting and Analytics
Strategic | Results-Oriented | Cross-Functional Leader
Brand Strategy
Lifecycle Management / Brand
protection
Sales Promotion
Agency Management
Market analysis
Market Research
Insight and competitive
intelligence research
Product and sales training
PR and Communications
KOL development
Mission/Vision Creation
Team Building and Collaboration
Project Management
Team Leadership:
International collaboration
New Product Launch
Matrix Management
Issue Resolution
Change management
Resource Prioritization
Internal and External Influence
Cross-Functional Communication
Marketing and sales excellence training
Coaching
Medical writing
2. Cross functional leadership
• Mission/Vision Creation
• Team Building and Collaboration
• Project Management
• International collaboration
• New Product Launch
3. Business Strategy
• Strategic Planning
• New Product Planning
• Product Development Strategy
• Financial Planning
• Business Modeling
• Forecasting and Analytics
4. Marketing and Sales
• Brand Strategy
• Lifecycle Management / Brand protection
• Sales Promotion
• Agency Management
• Market analysis
• Market Research
• Insight and competitive intelligence research
• Product and sales training
• PR and Communications
• KOL development
6. General Management
• Matrix Management
• Issue Resolution
• Change management
• Resource Prioritization
• Internal and External Influence
• Cross-Functional Communication
• Marketing and sales excellence training
• Coaching
• Medical writing
7. Mission/Vision Creation
• 4 letters – how hard can that be?
• Futurology
• “Turbocharge” T-cell immunosuppression
• 2nd line Iressa vs docetaxel
8. Team Building and Collaboration
• Certican “heavyweight” team
– Collaboration as part of fast development team
• Optimise MSDO marketing team
– Team prioritization of product mix & support
– Agreed fairness of workload / interest
9. Project Management
• BIOGEN re-branding
– Complex interaction of regulatory, logistics, IT,
legal, artwork and component production
– Global reach
– Identified critical areas and those with
accountability
– Deliver first product Oct. 2015
10. International collaboration
• Casodex global team
– Country PM training and briefing
– Organizing Wargames
• Neoral brand protection team
– Lectures on pharmacokinetics and generic product
contamination in Iran and Taiwan
11. New Product Launch
• Marketing lead Simulect and Certican Global
launch teams
• Marketing lead Iressa regional launch
• Marketing lead global new product
development
– Xenotransplantation
– Oncology (regional)
13. Lifecycle Management / Brand
protection
• Neoral team member
• Cyclosporin brand protection in emerging
markets
• Casodex life cycle management plan
14. Sales Promotion
• Sales representative UK
• Specialist hospital sales UK
• Sales force effectiveness trainer emerging
markets
• Extensive review of US promotional materials
for compliance to FDA regulations (DMAC)
15. Agency Management
• Briefing and managing agencies in:
– UK
– Canada
– Switzerland
– USA
• Agency experience
– Copy director “The Creative Edge”
– Director Aerian Pharma Consulting LLC
16. Market analysis
• Iressa global charitable drug access
– Modelled potential impact of program
– Based on GDP and population
– Probability of patient access on corruption index
• IMS medical indices “skunkworks”
– Used relational data to identify market trends
17. Market Research
• Briefing market research projects
– Use and projected use IV immunoglobulin
– Testing target product profiles
• Insight research on:
– ADHD
– Osteoporosis
18. Insight and competitive intelligence
research
• CI on the following areas:
– Colorectal cancer
– Prostate cancer
– Breast cancer
– NSC lung cancer
– NASH
– MS
– Glioblastoma
– Osteoporosis
– Neuro-psychopharmacy
– Thrombosis
19. Product and sales training
• Product training on cancer and immunology
• Commissioned an “immunology lite” book
• Wargames and positioning workshops
20. PR and Communications
• Communications trained
• Contributor to transplantation magazine
• Project managed the “Prostate Line” website
portal creation; from briefing to contents to
selecting and managing vendors
21. KOL development
• Identified KOLs in the UK, Canada and globally
• Created “Immunology club” for UK clinical
immunologists
• Worked closely with KOLs to fine-tune their
presentations
• Interviewed KOLs for insight research
22. Strategic Planning
• Developed strategy for re-launch of
Sandoglobulin
– Improved packaging with giving set
– Focus on quality
– Expand into off-label neutropaenias
• Casodex
– Unclear positioning
– Developed clearer position and language
23. New Product Planning
• Certican “heavyweight” team
– Collaboration as part of fast development team
• Optimise MSDO marketing team
– Team prioritization of product mix & support
– Agreed fairness of workload / interest
24. Product Development Strategy
• Certican “heavyweight” team
– Collaboration as part of fast development team
• Optimise MSDO marketing team
– Team prioritization of product mix & support
– Agreed fairness of workload / interest
25. Financial Planning
• Certican “heavyweight” team
– Collaboration as part of fast development team
• Optimise MSDO marketing team
– Team prioritization of product mix & support
– Agreed fairness of workload / interest
26. Business Modeling
• Driver safety project
– Re-presented as not just a safety issue but a
productivity issue
– Equated poor driving with increased costs and
sales down-time
– Poor driving correlation with poor sale
performance
– Modelled insurance data to show cost reduction
from improving performance
27. Forecasting and Analytics
• Developed Iressa launch forecasting model
– Allowed use of population numbers to estimate
market penetration
– Valuable in countries with no aor suspect market
research data
• IMS medical indices
– Used relational data to identify interesting
correlations
– Used these to drive hypotheses for primary
research
28. “Blue-sky” market projections
• Xenotransplantation
– Created the Xenotransplantation launch and
marketing plan
• FTY 720 fingolomod
– Marketing plans for transplantation and RA
• CD3-immunotoxin
– Marketing forecast and plans for tolerance
induction
29. Strategy and Commercial Assessment
• Marketing input to licensing teams
• Input at MassConnect mentoring
30. Revenue and Expense Modeling
• Launch forecasts for:
– Iressa regional
– Simulect and Certican global transplant
– Certican RA
– Matritech prostate cancer diagnostic
– Veterinary use of novel compounds
31. Matrix Management
• Certican “heavyweight” team
– Collaboration as part of fast development team
• Biogen re-brand
– Identification of accountable and responsible
parties
– Agreement on deliverable and timelines
32. Issue Resolution
• Swiss Biogen re-brand
– CH had changed name and now faced a potential
unable to supply situation
– Worked with all parties to look for opportunities to
streamline process
– Obtained exceptions to operate outside of SOP
• Calf serum potential contamination
– Had to re-prioritize the global roll out of Simulect
– Staggered launches and challenged country forecasts
33. Change management
• Global drive safety program
– Change management program
– Needed to identify and influence all the affected
parties
• MSDO re-organization
– Supported team members to help them find new
jobs
– Ensured all CVs up to date and offered practice
interviews
34. Resource Prioritization
• Mentor on “marketing powerhouse” training
scheme
• Trained brand managers on how to prioritize
spend and time based on analysis of
feasibility, speed, value and cost
• Simplified the process for small markets
35. Internal and External Influence
• Introduction of CD3 immunotoxin to Sandoz
– Created opportunity for 3 way conversation
between Sandoz, the NIH and Sir Roy Calne
• Brand champion
– Memorable and motivating presentations to sales
forces and brand managers
36. Cross-Functional Communication
• Wide experience in the industry means I have
a high level of understanding of other
departments’ rôles
Marketing, clinical development, health and safety,
packaging, logistics, regulatory etc.
37. Marketing and sales excellence
training & Coaching
• Coach / mentor on marketing excellence and
sales force effectiveness programs at Novartis
• Mentor at MassConnect
38. Medical writing
• Wrote draft of Simulect pivotal paper
– First fast track paper in “The Lancet”
• Editor for pre-submission to oncology journals
– Lancet Oncology
– Anti-Cancer drugs
– Journal of Clinical Oncology