PIERRE PIALOUX

OM PHARMA, VIFOR PHARMA, Pharmaceutical companies of GALENICA GROUP (Geneva) Nov 2011- Jun 2012 Project Manager Integration, Vifor Spain (TO : 66 M CHF)With a team of 12, responsible for setting up the global integration plan: milestones, resources, dependencies, follow-up & reporting. Objectives achieved one month earlier than planned.Nov 2001 - Oct 2011 Marketing & Sales Manager Latin America, OM PHARMA (TO : 33M CHF)Management: Local management of Sales Force of 130 person across15 countries. Responsible for designing and implementing commercial & promotional plans, hiring & training.Full accountability of deployment of key account teams in pharmacies for OTC line with new marketing & merchandising tools.Redesigned incentive plans. Sales: 250% increase TO from 13 to 33 M CHF between 2002 & 2011. Managed 10 partners (Nycomed, Grunenthal, national laboratories), 30 distributors and MOH organizations.Responsible for licensees’ contract negotiation, implementation of sales objectives and incentive plan. Accountable for control and analysis of local and ex-Geneva sales, in charge of forecasting sales & expenses. Optimization mix countries/products with 6 news partners signed getting 100% coverage.Launch of Levoceterizine in Central America: 1st licensing in contract in the region.Marketing: Managed UroVaxom (urinary infections prevention) launch in Brazil,1st worldwide sales after 3years, product launched also in Chile and Argentina. Implemented co-marketing BV (respiratory infections prevention) in Argentina and Brazil with duplication of sales.Development of commercial & marketing plans.Analysis of pharmaceutical markets: IMS, Close-Up, Prescript.Organization of symposiums and workshops with European KOLs.A.E.S.A. CENTRALE GENERALE D’ACHATS DES MEDECINS SUISSES (Geneva)(Mail order medical and diagnostic devices selling company shareholders: FMH, ASMAC, AK)Jul 2000 - Aug 2001 General Manager and Member of the Board (TO : 2,4 M CHF)Responsible of restructuring plan: Recapitalization, downsizing employees, renegotiation of supplier contracts, stock optimization & set up of order policy. TO increase: set up partnership contracts with suppliers, implementation of new exclusive products, analysis and follow-up of high potential customers.Jul 1999 - Jul 2000 Sales ManagerManagement of sales team: 9 people, 2 showrooms: Implementation of tools for sales analysis, sales force KPIs, customers and products profiling. Development & set up of new products catalogue.BECTON DICKINSON, Primary Care Diagnostic Division (Grenoble)Jun 1996 - Jul 1999 Sales & Marketing Manager Western Europe (TO : 6.5 M CHF)Full management of distributors’ network : TO, marketing implementation, training & congress. Set-up strategy & launch of hematology automate with 15% margin increase & 70% switch in GPs’clinics.Research & introduction of product lines in non-conventional markets : NGO, army, cruise companies.Responsible for P&L, adaptation corporate marketing plan, reporting to HQ.ABBOTT, Diagnostic Division (Auvergne-Paris)Jan 1992 - May 1996 Senior Products Manager Hepatitis - Retrovirus (TO : 44 M CHF)Jan 1991 - Jan 1992 Sales TrainerJan 1990 - Jan 1991 Account ExecutiveFeb 1988 - Dec 1989 Sales Representative Area Auvergne