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Δευτέρα, 2 Ιουλίου 2018

Pharm Exec's Top 50 Companies 2018

Pharm Exec’s annual listing of the top biopharma players shows that most are holding their ground as they weigh a more challenging business climate with new opportunities for growth in a potentially resurgent marketplace 

Amid all the swirling changes in the biopharmaceutical and healthcare marketplaces—from therapeutic advances on one side to access, pricing, and business pressures on the other—our latest annual list of the top 50 global biopharma sales leaders remained remarkably stable. The first 10 spots on the ledger, once again led by Pfizer, were unchanged from the previous full-year rankings (see tables below). However, prescription sales gains among the entrenched stalwarts were relatively modest, on average, with Johnson & Johnson and Roche experiencing the largest increases at 7.6% and 5.5%, respectively.

Τρίτη, 19 Ιουνίου 2018

Σάββατο, 9 Ιουνίου 2018

The top 10 drugs of… 2024

Even as many things change in the drug industry, at least one fact should stay the same in the coming years, according to analysts at EvaluatePharma. AbbVie's megablockbuster Humira will lead the world's drug sales charts in 2024, according to a new report, representing a record-breaking run that has lifted the company's fortunes along the way. After generating sales of $18.9 billion last year, Humira will turn in $15.23 billion in 2024 sales, according to the analysts' new World Preview 2018, representing a 3% annual slip during the period. Jefferies analysts have predicted sales for the drug will peak at $20.9 billion next year. 

Πέμπτη, 24 Μαΐου 2018

Getting a Promotion in Medical Sales Using Sales Strategies

Are you looking for a much-needed promotion? If so, you may be tempted to put your head down and work hard, hoping that your hard work is noticed and pays off. While there’s certainly nothing wrong with dedication and working hard, the truth is, there’s usually more to getting a promotion than the work alone. In order to even be considered for a promotion, you’re going to have to put yourself out there and ensure that your hard work is noticed by the right people.

Strategy matters and the same sales strategies that you turn to every day can be put to use when you’re gunning for a promotion, as well. This allows you to sell others on your capabilities, so to speak, increasing your chances of getting promoted. Self-promotion is difficult for most of us and asking for a promotion isn’t exactly the easiest thing in the world. But when you consider your experience in medical sales, you will find it a little less intimidating.

If you’d like to move up at your company, here’s a look at a few key points you’ll want to keep in mind to help your request land the right way:

Τετάρτη, 9 Μαΐου 2018

How to Teach Anyone the Art of Medical Sales

“Keep yourself positive, cheerful, and goal-oriented. Sales success is 80 percent attitude and 20 percent aptitude.”

Brian Tracy author and motivational speaker, understands the importance of who you hire, versus what they’ve done. However, this isn’t the popular opinion in many medical sales recruiters’ offices.
Because medical sales are a niche market that requires a strong will and selling ability, you’re looking for the most experienced people for the job. Some people even say sales isn’t a teachable skill. Instead, it’s a natural talent.
I won’t argue; some people were born to sell.
But only hiring those with experience and a natural ability to sell stops you from nurturing the best hidden talents. Sales is a teachable artform, and with the right tools, you can teach inexperienced reps to reach beyond their sales goals.  
Here’s everything you need to know about teaching the art of sales:

Δευτέρα, 16 Απριλίου 2018

4 Reasons Job Auditions are the Future of Medical Sales Recruiting

It’s time to pull the cloth off of traditional interviews and reveal their true identity. That’s exactly what recruiters in LinkedIn’s 2018 Global Recruiting Trends report are doing. In fact, 63 percent feel traditional interviews fall short when it comes to assessing candidate soft skills, and 57 percent said the same about understanding candidate weaknesses. That’s why companies are turning to job auditions. Unlike traditional interviews, job auditions last an entire day and allow candidates to do real work. This gives recruiters hiring for medical sales jobs the opportunity to see a candidate’s true personality, sales skills, problem-solving skills, and cultural fit in action.  Here’s why you need to start incorporating job auditions into your recruiting process today:

Τετάρτη, 4 Απριλίου 2018

The top 15 drug patent expirations of 2018

FiercePharma | Eric Sagonowsky

Each year, dozens of branded pharmaceutical products lose their patent protections in a process that routinely paves the way for cheap generics. This year is no different, and the drugs opening up to copycat competitors represent some serious sales heft. And as usual, you'll see some household names at the top of the list of U.S. expirations.

What's different these days can be summed up in one word: biosimilars. In the past, patent expirations brought immediate generic competition and the sales hit that come along with them. Now, with biosimilar development a more spendy and complicated proposition—not to mention the delays triggered by the biosimilar pathway's "patent dance"—a patent loss doesn't necessarily open the gates to copycats.

Δευτέρα, 2 Απριλίου 2018

2018 Med Rep Job Satisfaction Report

 “…the company goes above and beyond to make sure each employee has the resources they need in order to succeed.” — CONMED employee

This is a common sentiment from medical sales reps in this year’s Best Places to Work report. These passionate pros aren’t just satisfied with high pay and opportunities for growth. Their satisfaction and love for their companies goes much deeper — and it shows.
In fact, our research revealed an almost 50 percent decrease in reps who are looking for a new job this year. So, what’s the catch?
Here’s how medical sales employees say their companies are going above and beyond to make them stay happy and dedicated:

Going beyond the paycheck

An impressive 76 percent of sales reps are very or somewhat satisfied with their jobs. That’s an incredible 50 percent jump since 2003. So, even though high pay remains a lively source for job satisfaction, the best medical sales companies are diving further into employees’ needs and passions.

Παρασκευή, 9 Μαρτίου 2018

Top 10 Pharmaceutical Companies 2018

The global pharmaceutical market was estimated at USD 1.11 trillion in 2017 and projected to reach USD 1.43 trillion by 2020. In 2017, North America, Asia Pacific and Western Europe pharmaceutical market approximately accounted for 37%, 22% and 20% global market share respectively. 

In 2017, top-10 global pharmaceutical companies generated sales of USD 437.257 billion accounting for roughly 40% global market share and top-15 global pharmaceutical companies generated sales of USD 568.617 billion accounting for 51% global market share. A comparative analysis of the top-15 organizations was used to develop a ranking for these companies.

The ranking model incorporated seven criteria for each organization with focus on revenues generated by pharmaceutical products and growth in pharmaceutical revenues (2016 – 2017). The criteria includes pharmaceutical revenues, annual pharmaceutical revenue growth, total R&D expense, total expense, total income, proportion of revenue from top three pharmaceutical products and revenue per employee. A score statistic was developed based on these selected criteria. Each company was assigned a score for each criteria and a weighted sum was used to arrive at the final score statistic. Pharmaceutical revenue received the highest weight (45%) while revenue from top 3 products (5%) receives the lowest. The score statistic represented the pharmaceutical financial health and diversity of product portfolio of each company.

Πέμπτη, 8 Μαρτίου 2018

Αυτή είναι η πραγματικότητα στο χώρο του φαρμάκου

Με αφορμή την υπόθεση Novartis ο ΣΦΕΕ και το PhRMA Innovation Forum με μια μακροσκελή κοινή ανακοίνωσή τους δηλώνουν ότι καταδικάζουν οποιαδήποτε παράνομη πράξη, επισημαίνουν, ωστόσο, ότι ο δημόσιος διάλογος περιλαμβάνει ανακρίβειες, υπερβολές και φήμες, οι οποίες δημιουργούν -εσκεμμένα ή μη- λανθασμένες εντυπώσεις και επηρεάζουν αρνητικά τους ασθενείς και την κοινή γνώμη, δημιουργώντας έντονη ανασφάλεια και αμφισβήτηση, ενώ επιχειρούν να μηδενίσουν τη συνεισφορά ενός ολόκληρου κλάδου όχι μόνο στην υγεία των πολιτών αλλά και στην εθνική οικονομία.

Οι δύο φορείς, παραθέτουν ορισμένα βασικά δεδομένα που σχετίζονται με το χώρο του φαρμάκου, τονίζοντας ότι το πλαίσιο λειτουργίας του είναι υπερ-ρυθμισμένο από το Κράτος, και ίσως άγνωστο στο ευρύ κοινό:

Ασθενείς και Δημόσιο Σύστημα Υγείας

Η περίοδος 1995-2010 χαρακτηρίζεται κυρίως από την επανάσταση στην τεχνολογία και την ιατρική καινοτομία με την εισαγωγή πολλών νέων καινοτόμων φαρμάκων και σωτήριων θεραπειών – στον καρκίνο, τη Σκλήρυνση κατά Πλάκας, σημαντικό αριθμό Σπάνιων Παθήσεων κοκ – που οδήγησαν σε αύξηση του προσδόκιμου ζωής.