Our client:

Accord Healthcare is the international arm of Intas Pharmaceuticals Ltd and is one of the fastest growing international generic pharmaceutical companies. With a portfolio of 423 generic INNs, including 50 novel Added Value Products, Accord competes with some of the biggest portfolios in the industry.

 

The challenge:

Accord was looking for a new Head of Biosimilars (AVP) and Healthcare (Hx) for Germany as part of a succession plan. The position was particularly important as the AVP line had the greatest growth potential in Europe. The appointee would also be instrumental in the AVP portfolio development strategy and would be responsible for achieving sales and profit targets in Germany. Candidates therefore needed to have experience and market knowledge in biosimilars, in therapeutic areas such as oncology, in distribution channels, and in health policy.
They also needed to have long-term success in customer relationship management, be a strong communicator and have experience in distribution channels.

 

How our approach made a difference:

We began by conducting a search primarily in Germany, but also in Switzerland and Austria, for biosimilar and biotech companies. Initially, 76 candidates were identified and six were finally shortlisted for interview. The consultants identified a strong candidate with extensive experience in generics as well as strategic expertise that could support the international growth planned by the parent company, Intas. The candidate was therefore significantly more senior than Accord was seeking but could also add a lot of potential value. The client was extremely impressed with the candidate’s experience and capabilities and agreed that he could be a great fit for the company. He was therefore appointed as Head of AVP for Germany and now oversees AVP for the whole of Europe.

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