Business Development Director
Paul joined 3M Healthcare in 1999 following a successful sales career outside of the pharmaceutical industry. He used his sales experience to good effect to deliver commercial results in GP/Hospital/NHS Liaison sales roles before moving into his first management role in 2002. During 2003 Paul moved to Lundbeck to help them begin the transition from a share of voice resource dependant company to a lean, accountable and profitable organisation that could adapt to the needs of a changing NHS. This work culminated in promotion to his first Second-Line Management position in January 2006.
Success as a Business Unit Manager level lead to his appointment as National Sales Manager for the Psychiatry portfolio. As head of a specialist portfolio Paul assumed full profit and loss responsibility for multiple brands and successfully managed teams of regional business managers, key account managers and medical representatives to deliver profitable returns for Lundbeck. Some of his most notable achievements include the leadership of three major company restructure and realignment projects, the development of key account definition, planning and processes and the creation of a localised working practice which significantly increased both profitability and flexibility. These actions culminated in the successful return to growth of a branded primary care product despite the fact it was negatively endorsed by NICE and the SMC. Success at a National level meant Paul was asked to join Lundbeck's International Sales Excellence program, and during this period he balanced his commitments as a National Sales Manager with project work that lead to the sharing of best practice across all Lundbeck affiliates. Paul is an experienced leader and sales professional that is passionate about sharing proactive innovation across the healthcare industry. He enjoys working with companies that are open to challenging traditional approaches and is focused on ensuring the capabilities and products within The fluid process help companies and sales professionals evolve to meet the demands of our industry.
Business Development Director
Mike has over 15 years experience in senior sales, market access, and marketing roles in the pharmaceutical industry.
Mike joined 3M HealthCare in 1989 excelling in first line sales and sales management positions before he was promoted to UK National Sales Training Manager. Mike's passion for flexible resource led him to take responsibility for the 3M Outsourced Sales and Nursing Teams integrating them with existing resource to drive significant sales growth. In recognition of his delivery, Mike was then promoted to the National Sales Manager for the Sexual Health Team where he delivered significant growth for the brands in the face of negative Payer advice. Mike always had ambitions for marketing and after 18 months in the role of the NSM, Mike was again promoted to the Marketing Team and was given responsibility for the Sexual Health portfolio. In 2001 Mike was then promoted again to his first second line management position as Head of Sales at 3M. It was Mike's experience and passion for building innovative and accountable sales structures that caught Lundbeck's attention and Mike joined Lundbeck as NSM in 2003 to develop their key account competence and processes. To list just a handful significant contributions, Mike implemented the Lundbeck UK Business Unit structure combining headcount and outsourced sales resource into key account teams; led four major restructure and realignment programmes. Mike then took responsibility for the Lundbeck portfolio in his new position of Head of Marketing, before finally setting up the UK Neurology Business Unit and driving significant growth for brands in the face of negative NICE / SMC until eventually turning the negative NICE into positive advice for the brand.
2010 Mike became the co-founder of 'The fluid process' with Paul. Mike passionately believes there is need for a fundamental change in the way we sell product into the NHS today. He believes the days of 'share of voice' have gone, which has made the industry a far more exciting place to work and operate.