An Introduction to Commercial Agenda Commercial team at

An Introduction to Commercial

Agenda • • • Commercial team at Pro. Clinical What is Commercial? Types of roles within Commercial Profile of a candidate within Commercial Why would you want to work in Commercial • Questions?

Commercial Team - Consultants dual desking. Depending on project demand location of hire, further support is provided from Click to add text Spain, Italy, Nordics and Benelux desk(s). Todd Wigmore – Client Services Director Kellie-Marie Saul – Consultant Joe Corderoy – Resoure Consultant Jessica Vocella – Consultant Olivia Anton Consutlant Joe Ikuta – Consultant

What is Commercial? - When a product is successful in Phase II/III, next steps are marketing/launching that drug. Distribution and Sales of the product/device will then follow. - Each product has a product manager/brand manager who is responsible for the marketing and subsequent profitability of a product in a particular market. - The marketing teams will work closely with the sales professionals, who are field based, and accountable for promoting the sale/prescription of the product to hospitals/GP’s/Doctors etc. - Marketing encompasses such diverse areas as brand marketing, market development, market research and marketing communications. Within these areas you might develop positioning and pricing strategies, prepare launch plans, work with agencies, develop and implement promotional campaigns, prepare sales materials for representatives and patient education.

Summary - What is Commercial? - Commercial encompasses a spectrum of positions within Sales, Marketing and Business Development. - Hugely important functional area of our business and recruitment will typically occur when a company receives approval to begin the commercialisation and distribution of a drug to various different channels. - Partnering with Pharmaceutical and Biotechnology companies in the marketing and sales of products. - Partnering with Clinical Research Organisations to identifying Business Developers to sell their service offering and partner with companies for clinical trial purposes.

Typical roles within Commercial - Key Account Managers - Field based sales professionals. Hired by a company to travel around their assigned territory/locations, meeting with doctors/KOLS, explaining the science/benefit of the product. • KAMS < National Sales Manager < Commercial Director/Business Unit Head < General Manager - Branding/Marketing– Typically an office based role with some expected travel to agencies and conferences. At the forefront of implementing product or branding plans across multiple platforms to advertise the product and separate the product from it’s competitors. • Product Manager (Associate/Junior) < Senior Product Manager < Marketing Manager < CD or BU Head - Also covering Business Development professionals within CRO, Pharma and Biotechnology, these professionals are accountable for identifying further clinical trials or business for CRO’s and the latter are involved in merger’s, alliance management and acquisitions.

Why should you want to work in Commercial - With the smaller, start-up organisations, Commercial is always a way to obtain broader crossfunctional experience quickly. Typically recruited into a company with or immediately after the medical affairs appointments. - Commercial Rollouts – include 10+ hire campaigns. - Pan-EU scope. You will work roles on a EU level across your assigned focus - Friendly, welcoming candidates to work with that are always open to discussion. - Fastest growing area currently at Pro. Clinical. - Traditionally the biggest deal sizes. Highest deal – 54 k Bayer, Switzerland.

Profile of a Commercial Professional This will vary but typically; - Sales professional; BSc or MSc academic with ABPI certification allowing legal promotion of prescription medicines. - Marketing professional; MA or BSc (minimum) qualification with 1/3 years pharmaceutical sales experience and an additional marketing qualification – typically CIM (Chartered Institute of Marketing). - Business Development – CRO; BSc academic with additional customer facing sales experience – predominantly software sales or consultancy. . - Business Development – Pharma/Biotech; Ph. D or MD academic with a venture capital or investment management background. - All candidates are typically, strategically minded, reactive to the job market and culturally astute.

Questions?