Category Archives: Sales

How to Win in the Diabetes Space

Novo Nordisk’s SVP of national diabetes sales speaks with PharmExec about a new field force technology initiative, implications of the Sunshine Act, and why Victoza sales won’t slow down anytime soon. At a time when meaningful growth at most big pharma companies is happening in emerging markets – and nowhere else – Novo’s 2Q earnings […]
Also posted in compliance, FDA, healthcare, leadership, patient education, People, Strategy, Technology | Tagged , , , , , , , , , | 5 Comments

CEO Interview: Harvey Berger, Ariad Pharmaceuticals

Eight months into the launch of its first approved drug – Iclusig (ponatinib), a small molecule therapy indicated for two rare forms of leukemia – Ariad Pharmaceuticals’ principal founder and CEO Harvey Berger says doing it all, from discovery to global commercialization, is the company’s path to sustainability and the way to take on Big […]
Also posted in Biotech, Europe, Gene therapy, Global, leadership, Market Access, Marketing, pricing, R&D, Regulatory, Safety, Strategy, Technology | Tagged , , , , , , , , , | Leave a comment

The Curious Case Of AstraZeneca v. ACE

by Mike Kelly and Andrew Dupre Insurance contracts are a language game that must be played very carefully, as AstraZeneca learned. From 2003 to 2012, AstraZeneca Plc was locked in one of the largest mass tort litigations in the United States, defending its blockbuster second generation atypical antipsychotic product Seroquel from allegations of failure-to-warn of […]
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Battle Escalates over 340B Drug Pricing Program

What was once an obscure federal policy for providing low-cost drugs to safety-net hospitals has grown into a program that requires extensive discounting to one-third of the nation’s hospitals and health clinics. Pharma companies are pushing back, heightening tensions between “covered entities” that qualify for greatly reduced prices on medicines under 340B — and manufacturers […]
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Your 2014 Medicaid Sales & Marketing Plans

by Tom Norton If you are an Rx regional sales director or a product marketing manager, I have a somewhat provocative question for you:  How exactly are you planning your 2014 Medicaid strategy?
Also posted in Advertising, Guest Blog, healthcare, Legal, Market Access, Marketing, pricing, Regulatory, Strategy | Tagged , , , , , , , , , , | Leave a comment
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