carlos del giudice

Soy farmacéutico con mas de 25 años de experiencia comercial especialmente en actividades de lobby, relaciones institucionales y acceso a mercado. Mi ambito de trabajo siempre ha sido el sector sanitario gestionando grandes cuentas, Comunidades Autónomas y Ministerio de Sanidad.

En estos años me he especializado en la gestión de ventas estratégicas a través de negociaciones con organismos oficiales y grandes cuentas. Dada esta actividad comercial, estoy familiarizado con actividades de Market Access, Relaciones Institucionales y Public Affairs.

También he dirigido equipos con funciones de KAM, MSL, Market Access y Relaciones Institucionales y he sido Director de Ventas tanto a nivel regional como nacional.

He participado en proyectos europeos de lanzamientos de nuevos productos, así como en el diseño, implementación  y gestión de políticas y herramientas corporativas (Pricing, Processes Management, Campañas de Comunicación Científica y Mass Media, etc.) 

Todos estos conocimientos y competencias no solo pueden aplicarse dentro del campo de la industria farmacéutica sino en todo sector que requiera una visión estratégica, un conocimiento de los stakeholders y un diseño de Estrategia que tenga como Objetivo Final el alcanzar acuerdos con grandes clientes, corporaciones o incluso con organismos gubernamentales.

2020 - 2024 SHIONOGI  

Regional Market Access Manager                                                                                                                                                                                                                                                                                                                                                                                                                        

Driving relationships with National & Regional Public Health Authorities Stakeholders. KOL´s,

Patients Associations. Disease Awareness Campaigns.

Participate in Access Processes for Antibiotics in Public Hospitals and Autonomous Regions

Involved in EU Market Access Plans (Spain, France, Italy, Germany, UK) for Fetcroja®

P&R Negotiations for Fetcroja® at National and Regional Level

Awareness Campaigns for Antibiotic Resistances (AMR) with Lay Public, Stakeholders and Health Authorities

Regional Public Affairs activities

Achivements : Reco & Funding Cefiderocol® at National and Regional Level

 2017-2019 SANOFI PASTEUR

Market Access & Tender Manager                                                                                                                                                                                                            

Leading relationships with National & Regional Public Health Authorities Stakeholders. KOL´s, Patients Associations. Disease Awareness Campaigns.Public Affairs activities

Participate in National and Regional Procurement Processes (Public Tenders and Bids Negotiations).

Involved in EU Market Access Plans (Spain, France, Italy, Germany, UK) for

Meningococcal ACWY Vaccine (MenquadFi®)
Quadrivalent Influenza Vaccine QIV (Vaxigrip Tetra®)

Leading European Working Group (Spain France Italy Germany UK) for Best in Class Products

Achievements: Reco & Funding new Quadrivalent flu Vaccines using HEOR to change mindset of Public Health Authorities.

    2016-2017 SEQIRUS

   Market Access & Tender Manager                                                                                                                                                                                                          

Flu Campaigns management with MoH. Public Tenders and Bids Negotiations. Disease Awareness Campaigns. Country Public Affairs activities

EU Launch for Cell Culture Flu Vaccine (Flucelvax®) Countries: UK, Germany, Italy, Sweden Spain    

Achievements: Reco & Funding new adjuvanted flu Vaccine for patients over 75 years old using HEOR to change mindset of Public Health Authorities.

  2014-2015

Freelance Advisor

Market Access teams design. Public Tenders Management. Collaboration with Mediclever 

2013-2014 NOVO NORDISK PHARMA

Public Affairs Manager Diabetes

Public Relations with National & Regional Public Health Authorities Stakeholders. KOL´s, Patients Associations. Parliaments Health Commissions

Comm. Achievements: Diabetes Patients´ Call Centre.

 2010-2013 SANOFI PASTEUR MSD

Market Access, Tenders & Pricing Manager

Market Access and Institutional Affair Team Management.  Pricing Strategies on Public Tenders.  Public Affairs activities

EU Launch for Hexavalent Pediatric Vaccine (HEXYON®) Countries: France Italy Germany   Austria, UK Spain

European Tender Dashboard & Competitive Intelligence

Achievements: Sales: 120 M€  

       2007-2010

Regional Institutional Affairs Manager

Public Tenders Management. Influence Management in Public Health  environment.

Regional Public Affairs activities

European Launch

Human Papillomavirus Vaccine (HPV) (GARDASIL®)

Rotavirus Vaccine (ROTATEQ®)

Herpes Zoster Vaccine (ZOSTAVAX®)

Achievements: Launch, Reco & Funding of a Human Papillomavirus Vaccine using Health economics  approach

2004-2006 BAXTER HEALTHCARE

Commercial Coordinator Vaccines

Marketing & Sales teams coordination and support. Institutional Affairs with Public Health Stakeholders. KOL´s, Patients Associations. Parliaments Health Commissions. Public Procurement Processes Management.

Achievements: Coordination of  Face to Face Clinical Trial involving Madrid and Valencia Regional Ministries of Health (Spain); Health Protection Agency (UK) 80% MS in the launching year.

Public Affairs activities

       2003-2004

Sales & Marketing Manager Vaccines

Marketing and Sales duties in the Vaccines BU.

Institutional Affairs with Public Health Stakeholders Achievements: Meningitis C vaccine Launch Neisvac C® Catch Up Vaccination Campaign in several regions. Regional Public Affairs activities

Sanofi Pasteur MSD | LinkedIn 2001-2002 PASTEUR MÈRIEUX MSD

National Sales Manager                    

Country Sales Public Market (Tenders)

Team Management

Achievements: “Sales Master´s Class” Award

       1996-2000

Scientific Advisor North West Region

Region Sales Public Market (Tenders)

Achievements:  Promotion to National Sales Manager position

       2012 Universidad Complutense de Madrid: Public Health and Vaccines Master’s degree
           1996 Universidad de Alcalá de Henares: Pharmacy Bachelors degree
        1994 Merck & Co: Manufacturing & QA Scholarship; West Point, Pennsylvania U.S.
                 1993 Merck Sharp & Dohme Manufacturing & QA Scholarship, Spain