Sales Representative Manager

JOSEPH H. KAVANAGH BS, MBA

Address: *** ******** ******, *********, ** 02476 Ph: 617-***-**** e-mail: *******@******.*-****.*** Citizenship: US & EU

PROFESSIONAL ACCOMPLISHMENTS

•

• Over 14 years of successful commercial development, US and

international marketing, sales (includes 8 product launches), market research, opinion leader

development, and science research experience. Products marketed include a broad range of

therapeutic areas including several Infectious Disease Cardiovascular and Orphan products.

• Developed and executed successful global launch strategy for

SEBIVO/TYZEKA (Anti-Infective, approved in 50 countries) as Associate Director of Brand with Idenix

Pharmaceuticals and Novartis AG Strategic Alliance that resulted in launch forecast being exceeded by up

to 25% in select markets

• Strong interpersonal, communication and project management skills with

experience in direct team and mentoring leadership roles used to effectively provide commercial direction

to project teams on products in Phase I, II, III or Phase IIIB of development in order to optimize product

launch and subsequent LCM (Life Cycle Management)

• Identified and developed key sustainable relationships with international,

national and regional Key Opinion Leaders (KOL’s) in Infectious Disease and Oncology/Hematology that

was pivotal for the successful launch of drugs marketed by Merck & Co Inc., and Novartis/Idenix

• Proven sales growth record of up to 175% as a Merck Hospital Representative

• Successful medicinal chemistry experience used to identify, develop and

evaluate new targets with product development teams that included drug metabolism and pharmacology

MARKETING & SALES EXPERIENCE

(12 Years of Increasing Responsibility)

Present

BOSTON BIOCONSULTING, Boston, MA

Consultant – Commercial Development/Product Brand Management

Key Objectives

• Develop business and marketing plans for start-up biotech clients, to assist in acquisition of

capital funding

• Create and evaluate commercial strategy for pharmaceutical brands, including, Market

analysis, Positioning and Segmentation, Promotion, Forecasting, Assessment of Commercial

opportunities (NCE’s line extensions, new claims and/or new indications)

2008

INDEVUS PHARMACEUTICALS, Lexington MA

US Product Marketing, Hypogonadism (Company sold due to regulatory/approval rejection)

Achievements

• Developed plans for national and regional speaker training and speaker programs with broad

reach, down to the prescriber level for NEBIDO launch

• Established relationships with professional societies and Key Opinion Leaders that enabled

rapid comprehension of opportunities to communicate launch messaging

Joseph H. Kavanagh Page 2 of 4

2007 - 2008

TALECRIS BIOTHERAPEUTICS, Research Triangle Park, NC

Global Commercial Development, Immunology (Company sold due to IPO failure)

Key Objectives

- Develop short and long range marketing plans and programs, including the overall re-launch plan for

GAMUNEX: define objectives, strategies and resources needed to achieve financial and strategic goals

- Lead global roll-out of launches for new indications and formulations in countries where GAMUNEX is

approved and evaluate new opportunities in regions (outside US) to obtain a new commercial license

Achievements

• Aligned with U.S. and Regional Marketing, Medical Affairs, and Clinical to develop and

recommend product positioning, messaging, and branding strategy global re-launch of GAMUNEX

• Developed product life cycle strategy and strategic marketing plans for GAMUNEX that optimized

commercial potential including identifying unique and sustainable competitive advantages for pipeline line

extensions

IDENIX PHARMACEUTICALS, Cambridge MA 2005- 2007

(NOVARTIS/IDENIX ALLIANCE)

Associate Director - Global Marketing, Hepatitis B

Key Objectives

- Lead, develop and execute competitive launch strategy to maximize opportunities and effectively position

SEBIVO/TYZEKA in partnership with Senior Directors of Global and Country Marketing

- Global Brand Team leader responsible for development and implementation of global brand

communication strategy that include branding, promotional tactics, congresses, publications, advertising and

opinion leader development

- Ensure consistent effective global messaging through medical education, scientific literature and other

appropriate tools and tactics to educate physician community

- Responsible for global brand plan, product positioning, pricing strategy, product forecast and providing

input and direction on LCM to Global Brand leaders

Achievements

• Spearheaded global initiative to develop publication strategy that shaped the

Hepatitis B market and maximized potential of product positioning at launch

• Recognized by Senior Management, Country Sales Training, and Country

Brand Managers for outstanding contribution to global launch program which included providing highest

quality sales training materials, effective messaging at several symposia and a comprehensive provision

of sales representative support material (Detail Aids, Branding Guidelines, KOL Mapping tools, KOL Slide

Sets, Segmentation Tools, Product and Disease Monographs etc.)

• Coordinated activities with Market Research, Marketing Statistics and Clinical

Operations to analyze results from entire clinical data set that provided the basis for post-launch

differentiation and promotion strategy

MERCK & CO INC., 1998-2005

(Management Development Program for High Potential Marketers)

Promoted into 4 higher level positions: Strategic Planning Manager, Associate Brand

Manager, Medical Scientific Liaison, Hospital Sales Representative and Market Analyst

Strategic Planning Manager, Worldwide Human Health Marketing, 2005

Whitehouse Station NJ

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• Led cross functional teams including function representatives from global and regional marketing,

finance, and legal departments to develop and implement industry leading multi-franchise Key

Opinion Leader (KOL) advocacy development and peer influence program

Associate Brand Manager, Worldwide Human Health Marketing, 2003-2005

Whitehouse Station NJ

Key Objectives

• Conceptualize plan and lead the development and implementation of global

promotional/communication strategy plans and programs in support of assigned brands (ARCOXIA,

CANCIDAS, STOCRIN)

Achievements

• Recipient of 2004 Merck Marketing Award (Best communication plan) for

development and execution of outstanding communication strategy for ARCOXIA in response to

market concerns as a result of VIOXX withdrawal (September ’04)

Infectious Disease Medical Scientific Liaison, Dallas, TX 2000 - 2003

Key Objectives

Identification of Oncology and Infectious Diseases Opinion Leaders, development of opinion

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leaders as advocates that were in alignment with strategic scientific issues supportive of the anti-infective

franchise, and retention of advocates based on cutting edge, high quality science

Achievements

- Participated in pre-launch market development and the launch of CANCIDAS and INVANZ.

Received Merck Award of Excellence in 2000 and 2002 for outstanding contribution to pre-launch market

preparation for both products

Piloted a quality improvement project focused on improving the diagnosis and management of

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nosocomial nfections in an ICU setting. Received a national Scientific Liaison Innovative Projects award

in 2002 as a result of the pilot project

Hospital Sales Representative, Washington University School of Medicine 1998 - 2000

Barnes Jewish Health System, St Louis, MO

• Responsible for the management and development of sales accounts for numerous products

(FOSAMAX, SINGULAIR, MAXALT, VIOXX) across multiple therapeutic areas with revenues in excess of $11

million per year

• Drove significant growth performance of over 175% for key products in a competitive marketplace

New Product Planning Analyst, Global Product Launch Team for SINGULAIR 1997 – 1998

• Participated in core Worldwide Business Strategy Team that developed global strategy for growth of

SINGULAIR. Recognized by senior management for outstanding contribution to SINGULAIR strategy

SCIENTIFIC RESEARCH EXPERIENCE

WYETH-AYERST RESEARCH (AMERICAN HOME PRODUCTS), Princeton NJ 1991-1995

Medicinal Chemist (schizophrenia and osteoporosis research)

• Recognized for outstanding contribution to drug discovery program based on large number of compounds

synthesized. Co-authored paper on drug/brain interactions published in Journal of Medicinal Chemistry in

1997, Dec 19;40(26)4235-56

EDUCATION

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MBA (INTERNATIONAL MANAGEMENT)

Thunderbird, Graduate School of Global Management, Glendale, AZ

BACHELOR OF SCIENCE (BIOCHEMISTRY)

Rider University, Lawrenceville, NJ

Presidential Scholar: Awarded four year full tuition academic scholarship

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