Sign in

Healthcare Business Development & Sales Professional

January 21, 2018

Contact this candidate



Martin Marcel Joly, MBA

Canada 416-***-****

Bilingual (English/French) Biopharmaceutical and Medical Device Sales Specialist THERAPEUTIC SPECIALTIES

Consistent top performer across diversified portfolio of therapeutic specialties, including but not limited to:

● Allergy ● Cardiovascular & Metabolism ● Hypercholesterolemia ● Vaccines

● Antibiotics ● Central Nervous System (CNS) ● Hypertension ● Mental Health

● Antipain ● Gastrointestinal (GI) ● Immunology ● Respiratory

● Diabetes ● Hemophilia ● Immunotherapy ● Urology

● Oncology ● Orthopedic ● Immunosuppressant ● Men’s/Women’s Health OBJECTIVE

I am particularly interested in leveraging my experience and skill-sets in biopharmaceutical and medical device sales, in marketing and market access to address unmet needs of patients and drive business growth EXPERIENCE HIGHLIGHTS

Drove sales and increased market share year upon year through constant innovation, strategic effort and sustained determination and fiercely competitive nature.

Extremely agile and adaptable in an aggressive and demanding environment.

Strong high-level negotiating skills with Group Purchasing Organizations at the national level.

In depth knowledge of healthcare organisations and governance structures; well networked among the procurement/tendering stakeholders; market access expertise at a national and regional levels.

Entrepreneurial nature and goal focused, with high energy and positive nature.

Approachable and personable demeanor, high integrity, able to forge quality relationships rapidly with external and internal stakeholders.

Full bilingual, able and willing to relocate within Canada and the United-States East Coast or cover a very large territory (Montreal, Ottawa, Quebec City, Toronto). CAREER HISTORY

Product Specialist: Cordis, (Eastern Canada) 2016-2017 Aortic Abdominal Aneurysm (AAA): Incraft, Cardiovascular and Endovascular: Medical Devices

Growth across all portfolios (sales and volume), 70% since first quarter of hire date.

Acquired expert knowledge of Incraft (AAA) device and successfully completed intensive training in Belgium (15 days).

Ensured seamless transition between outgoing supplier and incoming supplier (Cordis) from the winning tender, for endo and cardiovascular devices.

In depth micro analysis of pricing and cost model acquired and in-depth knowledge of pricing structure and listings; monitoring of competitive positioning.

Developed complex client engagement plans with Radiologists and Cardiologists on Incraft within surgical suites.

Business development: RFP (Request for Pricing) preparation, gathering and submission up to 1.5 million towards buying groups, hospitals buyers, key stakeholders. Various purchasing group organizations

(GPO’s) through public tendering processes (SEAO, Biddingo, etc.) within key accounts and obtained hospital listings.


Martin Marcel Joly, MBA Canada 416-***-**** Page 2 of 4 Key Account Manager (Allergy, Immunotherapy): ALK (Quebec, Eastern Ontario, Maritimes) 2015-2016 Allergy: Extracts, Grastek, Immunotherapy (Named Patients Vaccines), Pre-Pen, Ragwitek; Devices (Lincoln): Multi-Test PC, Multi-Test II, Unitest PC, Duotip Test II.

Growth in the market share and sales revenues of 25%.

Developed and implemented a business plan in-line with the corporate strategy, integrating product development, marketing strategy and sales goals aligned with market needs and company focus.

Developed KOL’s among Allergists, Enterologists, Fellows, GP’s, Immunologists, Nurses, Pharmacists, Purchasers, Residents, Rheumatologists; new product development launches and complex client engagement and relationship management.

Organized Continuing Health Education activities (CHE’s) and trained the healthcare professionals towards new devices. Budget: 25K.

Acquired 2 large accounts - MUHC & CHUM Universities network as new clients within 2 months from hiring. Added products onto Group Purchasing Organization’s (GPO’s).

Business Development: RFP preparation, gathering and submission up to 500K towards buying groups, Hospital Buyers, Key Decision makers. Various purchasing group organizations (GPO’s) through public tendering processes (SEAO, Biddingo, etc.) within key accounts and obtained hospital and buying group listings.

Specialty Pharmaceutical Delegate: Abbott Diabetes Care, (Montreal, North) (Contract)-2015 Diabetes management: Freestyle Precision Neo, Freestyle Insulinx, Freestyle Freedom Lite, Freestyle Lite.

Achieved growth of 15% above target for all products in under 1 year in extremely competitive environment.

Successful launch of Freestyle Precision Neo across territory and top sales position reached within 12 months.

Developed complex customer engagement plans with Endocrinologists, Nephrologists, Internist’s, GP’S and Pharmacists in support of products.

Finalized and signed all 20 key accounts contracts in record time (allocations, facing, poster, stickers, etc.).

Business development: RFP preparation, gathering and submission up to 500K towards buying groups, Hospitals Buyers, Key Decisions Makers. Various purchasing group organizations (GPO’s) through public tendering processes (SEAO, etc.) within key accounts and obtained hospital and buying groups listings. Specialty Pharmaceutical Delegate: Endo Health Solutions, (Quebec, Eastern Ontario) 2013-2014 Renal: Urocit-K; Oncology: Trelstar; Testosterone: Testim, Pulmozyne, Nutropin.

Growth attained across all portfolios within second quarter to first position in sales for 2014; 50% over all product lines.

Through strong relationship building with key physicians, planned and executed 3 ad boards (Oncology- 2013) and two CHE's targeting specialists and generalists in 2014 for testosterone.

Managed 150K budget.

Built relationships with Endocrinologists, Hematologists, Oncologists, Radio-Oncologists, Urologists, Uro- Oncologists.

Drove the initiative for supplying product information and supporting evidence on LHRH & Testosterone products to various purchasing groups (GPO’s) through public tendering processes (SEAO, Biddingo, etc.) within key accounts and obtained hospital listings. Hybrid Pharmaceutical Delegate: Valeant Canada Inc, (Montreal, Montreal-West, Montérégie) 2012 Diabetes: Glumetza; Hypercholesterolemia: Lodalis; Hypertension: Tiazac XC; Pain: Zuacta.

Ranked 4th in National sales, 1st within the Province for market share/sales within first year.

Built complex customer engagement plans with Cardiologists, Endocrinologists, Gastroenterologists, Internists, Nephrologists, Nurses and pharmacists.

Reinstated the company’s CCB (Tiazac XC) onto the most preeminent buying group formulary beyond the submission deadline, leveraging the benefits of Rx&D Drugs versus Generics.

Designed and implemented a creative strategy to optimize the market access (public tenders, GPO’s) of products directly resulting in increased sales; identified new opportunities to identify appropriate sales positioning. 3

Martin Marcel Joly, MBA Canada 416-***-**** Page 3 of 4 Pharmaceutical Delegate: Nycomed, (Downtown Montreal, Montreal-West) 2011-2012 Gastro Intestinal: Pantoloc, Dexilant; Respiratory: Alvesco, Omnaris, Zenhale

Reached 4th position nationally for the market share/sales.

Built relationships with GP’s, Nurses, Pharmacists, Respiratory Therapists.

Increased sales by 15 % in 2011 within a challenging market context of patent loss (Pantoloc) tough competition and product repositioning.

Senior Territory Manager: Wyeth-Montreal 2010

Central Nervous System: Pristiq; Women’s Health: Alesse, Premarin

Increased Sales by 25%, ranked 1st in Canada for market share up from 42nd;

Surpassed objectives for CHE within the Quebec Central District by 25%, in less than 1 year. 26 CHE activities organized in 9 months.

Built relationships with GP’s, Nurses and pharmacists.

Implemented a medications review program (Wyeth) pilot project- linking community pharmacy and physicians, patient centric.

Market Research Manager: Wyeth-Toronto 2007-2009

Hemophilia: Benefix, Xyntha; Vaccines: Meningitec, Prevnar; Antibiotics: Tazocin, Tygacil; Immunosuppressant: Rapamune; Oncology: Torisel.

Managed a 700K budget to support brand management and business units across multiple brands, nationally.

Developed and refined the strategic forecast, both long range and short; accountable for funneling and forecasting opportunities.

Provided actionable solutions based on quantitative, qualitative and forecasting models that support Canadian brand strategy resulting in accurate forecasting, implementation of tactics in the field. Specialists Pharmaceutical Delegate Wyeth – Montreal 2004-2006 Central Nervous System: Effexor XR; Pain Management: Zytram, Vaccines: Meningitec, Prevnar, Women’s health: Alesse, Premarin.

Surpassed the CHE objectives by 18%, increasing the spectrum of use of our products, within the Quebec Specialist’s District in 2004, 2005, 2006.

Increased sales by an 18 % average in 2004, 2005, 2006.

Built relationships with Obstetricians-Gynecologists, Psychiatrists, Residents, GP’s, Internists, Nurses and Pharmacists.

Increased sales by 15 % in 2006 within a challenging market context of patent loss (Alesse, Effexor XR) tough competition and product repositioning.

Pharmaceutical Delegate Wyeth-Laurentians, Lanaudiere 2000-2003 Central Nervous System: Effexor XR; Women’s Health: Alesse, Premarin; Vaccines: Meningitec, Prevnar.

Surpassed the CHE objectives, by 20% in Eastern Canada in 2002, 2003;

Awarded Medical Delegate of the year for:

President’s Circle of excellence (2003).

B-3 Effexor XR Worldwide President’s Challenge (1st in Canada, 2002).

Best performance, Eastern Canada (2001).

Built relationships with GP’s, Nurses, Psychiatrists, Obstetricians-Gynecologists, and Pharmacists. 4

Martin Marcel Joly, MBA Canada 416-***-**** Page 4 of 4 EDUCATION & TRAINING

Doctorate in Business Administration-Ongoing

Sherbrooke University, Montreal

MBA – (Pharmaceutical Management)

Laval University, Quebec City

Capitalizing on solid biopharmaceutical industry experience I sought to develop additional expertise and mastery in finance, economy, marketing, and fiscal policy as well as market access with a focus on the pharmaceutical industry

Thesis: Market analysis and market landscape for launch of CNS drug, including pre-launch strategy, marketing and market analysis of client and market trends. Bachelors in Commerce

Quebec Outaouais University, Gatineau

Biology – (ScMin)

Sherbrooke University, Sherbrooke


2015 – CCPE (Defensive Driving Course – Canadian Pro Drivers) 2009 – Situational Leadership (Franklin Covey)

2008 – Market Research (IMS)

2008 – Forecasting (IMS)

2007 – Career Architecture program

2006 – CCPE (Council for Continuing Pharmaceutical Education) in Psychiatry 2006 – Clientele optimization relationship

2005 – 7 habits of highly efficient people (Franklin Covey) 2005 – Stress Management

2004 – Managing interpersonal skills

2004 – Efficient communications

2004 – Success within teamwork

2003 – Toastmasters International (Competent Toastmaster, CTM#1) 2003 – CCPE (Women’s Health)

2003 – English course (Berlitz)

2002 – CCPE (Agreement course)

2000 – Spin Selling

PROFESSIONAL / AMATEUR & SPORTS ASSOCIATIONS / INTERESTS Alpine skiing, baseball, canoeing, climbing, cross-country skiing, cycling, duathlon, golfing, hiking, hockey, jogging, sailing, tennis, track & field, travelling (Argentina, Australia, Austria, Bahamas, Canada, Chili, Dominican Republic, St-Maarten, France, Germany, Italy, Mexico, Netherlands, Switzerland, United-States, United-Kingdom)

Canadian Ski Coaches Federation, Level II, Canadian Ski Instructors Alliance, Level II

Ski Coach (Mont Belle-Neige & Mont Habitant)

Elite skier

Competitive cycling

Sports & study scholarship recipient by excellence, alpine skiing

1st position, Provincial Student/Sports, alpine skiing

2nd position, Quebec Games track & field championships

2nd position, Provincial Games track & field championships

7th position (Canada), Alpine skiing

1st position, Chuck Charlton Cup (1st, within Provincial skiers)

Contact this candidate