Patrick Palluel

Experience

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  Laboratoire SPECIA

  Aug 1993 - May 1996

  Market research analyst on Cardiovascular and Neurology markets. Support to Product Managers to draw strategic planning, make reports on competitors' sales and planning and implement ad'hoc market research. In a 2.5 years period, 31% increase of total sales and 60 points ratio gained on major product (from 68 to 129). Regularly reached maximum sales bonus. Ranked 3rd (among 129) during product launch.Created specific training programmes for Cardiologists developing close relationship impacting results

  • Market Research Analyst

    Jan 1996 - May 1996

  • Sales Representative

    Aug 1993 - Jan 1996
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  Rhone-Poulenc Rorer

  May 1996 - Jun 1998

  Senior Product Manager - France

  Launch of a new anti-thrombosis drug in hospital care (REVASC®) in synergy with Lovenox® leading to 100% hospital referencing in one year.Positioning and profile differentiation in place with operations and opinion leaders management. Creation and implementation of software for representatives training on key account management. Project delivered on a huge symposium with 800 scientist’s in Seville.Pre-launch & launch of POSICOR® (open & hospital care) in a Joint Venture R-PR PRODUITS ROCHE. Interface role among both companies with top management and involved departments.Launch of VASTEN® new indication with differentiation attributes. Implementation of the 1st live web-meeting from worldwide congress American College in Cardiology. Show less

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  Aventis

  Aug 1999 - Dec 2004

  Management of 11 Districts Managers with 120 hospital and open care representatives in cardiovascular and thrombosis.Many "sales challenge" won on majors cardio-vascular Aventis drugs.Project delivered on effectiveness of Hospital Action Plan.Responsible of large scientific meetings, including more than 100 specialists involved in cardio-diabetes diseases as speakers and hubdreds of guestsDelivered into a one year worldwide project on Operational Investment Optimization. Sub-group leader for the in-house research in sales and marketing budget investment that lead to 10% savings without negative impact on sales.Project management (co-leader) in the Sanofi-Aventis merger. How to optimize disctrict sales team operations and invesments for customers' benefits. Positions created in the sanofi avanteis merger, positions that still exist in 2016 in sanofi Show less

  • Sales Director in Cardiovascular - East/South East France

    Nov 2001 - Dec 2004

  • District Scientific Sales Director in Oncology - Paris IDF

    Aug 1999 - Oct 2001
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  Sanofi Pasteur MSD

  Jan 2005 - Dec 2016

  Improved top & bottom lines on several new or mature products, in complex environment and heterogeneous markets by implementing integrated pricing strategies including tender anticipation and resources optimization. Also developing and managing a cross functional approach based on tender value chain. Implemented two processes and several tools to capture key information on tender, pricing and competitionOrganized a simple governance for decision with continuous support and recommendations to Top Management at Corporate & countries levels on pricing and tender anticipation / market access. Development, implementation and responsibilitiy of Company's pricing policy. Secretary of Sales & Operations Committee reporting to Corporate Finance and Com Ops VPs.Manage and interact cross-department and cross-country tender network and coordinate Corporate functions to provide support to countries in major tender dossiers. Work in close collaboration with countries VPs and their close team providing insights and support on tender strategy implementation and management. Won several key tenders at improved or on target pricing. Got two CEO awards for results impacting the company.Ensures expertise and support to Corporate Marketing and Market Access Dept., countries and shareholders in the frame of International Reference Pricing also recommending and managing launch sequences for brand strategy.Project leader: Implemented new ways of working across several departments leading to team spirit thus improving company's strategic approach and performance Show less Comprehensive business management for Corporate (Europe) in the scope of strategic planning. Delivered 3-year plan & 10-year plan to Top management and shareholders..EU business monitoring and analysis of SPMSD major brands.Corporate/countries coordination for business development, tender dossier management, commercial approach,...Internal processes on pricing and tenders management improved Sales/Margins (37 ref. cut) Internal tools developed in 2009 providing strategic inputs with 10 years historic competitive informationCompany mind-set evolution from private only to private&public customers approach with cross-functional Corporate/countries team for tender management with Europe Pricing Committee in place Show less Marketing Manager in the vaccine industry for a new paediatric vaccine to be launched in Europe, RotaTeq(r) Definition of global strategy and profile differentiation in place for the launch and implemented in private and tender markets with SmPC containing product's competitive advantages (some occurring even in 2010/11)Implementation of European Advisory and Advocacy Boards.More than 30 advocates developed for Europe in a é-year dedicated programme. Followed several advocacy studies and tools implemented in many countries leading to specific and local data supporting market access and product value / benefits. Also, many of them became speakers in conferences supporting brands benefitsTeam leader for publication and congress plan. Competences for team work. High involvement with other departments (Medical Affairs, Epidemiology, Health Economics, Market Research,...) Show less

  • Director Europe, Pricing & Tender Strategy

    Oct 2012 - Dec 2016

  • Associate Director Europe, Business Planning, Pricing & Monitoring

    Jan 2009 - Oct 2012

  • Marketing Manager Europe

    Jan 2005 - Dec 2008
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  MSD

  Jan 2017 - now

  In 2023, recognized as “Outperformer” for quick, efficient installation and execution of PTICOE new operating model, creating a new team leading innovative, focused new ways of working with business and IT.o Created and now leading and developing the Digital Product Transformation (DPT) Team to be pricing and tender Digital Products experts delivering value to our customers & partners, leading with a flexible, transparent, efficient process for decisions on development prioritization to optimize our Digital Products value delivery and investments.o Lead the team to be innovative and to act as leaders of change and adaptation to support new way of working and Tender & Pricing new Operating Modelo Ensure DPT Team members are upskilling on ways of working, collaboration efficiencies, Pricing and Strategic Tender Management expertise.o Lead the DPT Team to achieve high standards in cross team collaboration working with various business stakeholders, users and partners, across the companyo Installed new ways of working collaboratively with IT partners, process improvement for prioritisation & decision-making to ensure expected delivey, on time, business value to our stakeholders.o Lead the growth and scaling of our pricing and tender systems and capabilities,o Manage vendors and IT engagements, data quality, and overall operational development oversight. Show less Lead and ensured transition of 32 Strategic Tender Management capabilities, digital products and integrated processes, from MSD Vaccines to other Divisions.Objective was to ensure full transition in less than 6 months to be effective by end March 2023, without any value loss. This included:• Identification for each capability where to transition • Confirmation of the plan with leadership• Building and implementing a change management plan• Identifying Transition Leads by capability, on-boarding and training• Transitioning and integrating the 32 capabilities across several teamsBackground: this transition was one of the strategic options being proposed on how to consider Vaccines Strategic Tender Management to support MSD Vaccines new operating model Show less In 2022, recognized as “Outperformer” for the impact made on MSD Global Vaccines organization, between 2018 and 2022, changing the culture on how as a global organization we anticipate, plan, act strategically on the tender business, and for demonstrating a resilient and competitive mindset leading & supporting cross divisions teamsDeveloped and implemented an operating model, cross divisions, to bring the company acting with a strategic approach on the tender business world wide in order to support expected growth of the Vaccines business. This new way of working and mindset lead to an incremental benefit of more than $500M in the 5-year plan, of which nearly 80% have been reached in the first 3 years.This includes but is not limited to:- Process: integrated processes, bringing people from different Divisions working together for data-driven decision-making, new ways of working collaborativelly, change management plan,- Systems: data integration strategy, data homogenisation, automated data flow, data quality performance, users interface, Standard Operating Procedures & training- People: creation of a WW network of 450 people, in Global, Regional and Country teams, building their Strategic Tender Management expertise,- Resources: developed several capabilities to support tender strategies and tender shaping executionLeading this work included an investment plan of $50M over 3 years, creation of a Transformation Office, guiding 22 working groups, holding regular PMO meetings Show less Close work with countries cross functional teams to drive strategy execution of MSD Vaccines Franchise, ensuring successful integration of Vaccines business back to MSD within the EU region with Market Access, Medical Affairs, Policy, Communications and CORE expertise .Region delivered growth from first year of integration and accelerated growth from second year onwardEnsured and optimized execution of products’ strategy in the European region. For this:- Informed the governance for decisions and provided insights to Global Franchise Teams- Ensured alignment between regional and local teams on brand strategy and execution- Worked closely with countries team, especially Vaccines Leads and Marketing teams to provide specific support coordinating a Regional Cross Functional Team of different expertise, also sharing best practices.- Provided guidance in strategy definition and implementation, supply allocation, pricing, marketing mix/promotion resource allocation at regional levelIn addition, ensured continuous feedback and insights to Global teams on their respective products and contribute this way to strategy adaptation when needed. Participate to Global Strategic meetings and organized regional ones Show less

  • Global Market Access - Global Pricing Operations

    Feb 2023 - now

  • Global Vaccines / GMAx Strategic Tender Management Transition Leader

    Oct 2022 - Feb 2023

  • Global Vaccines - Strategic Tender Management Leader

    Apr 2018 - Nov 2022

  • EUCAN Franchise Director - Vaccines

    Jan 2017 - Mar 2018