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Jean-François BRAC

PARIS

En résumé

Tout au long de mon parcours professionnel, j'apprécie tout particulièrement construire un nouvel paradigme dans un environnement hostile à fort enjeu et faibles moyens dans de petites structures que j'ai accompagnées pour devenir des grands groupes pharmaceutiques. Ce fût le cas pour le lancement de l'activité générique de ratiopharm ou de l'activité biotech de Genzyme.
J'apprécie particulièrement analyser l'environnement pour en définir les grandes lignes stratégiques et les traduire en opérationnel. Mon esprit d'analyse, d'adaptation et de créativité me permet de trouver des solutions innovantes.
Enfin, mes expertises dans les ventes et la négociation me permettent d'être crédible pour transmettre efficacement les plans d'action et de former les forces de ventes.
Je souhaite mettre à profit mes compétences pour exercer un poste de Directeur Commercial ou de Business Unit.


Mes compétences :
Market analysis
CMO
Transition management
Market Access
Business intelligence
International business development
Strategic marketing
Tools
Sales director
Coaching
Price
International Marketing
Targeting
Training Manager
Direct sales
Operational marketing
Evaluation
Recruitement
PNL

Entreprises

  • Smart Pharma Consulting - Senior Consultant

    PARIS 2013 - maintenant

  • Commune Evidence - Commercial Director

    2012 - maintenant In parallel of HEC courses
    • Define and set up commercial strategy and actions to develop Sales
    • Creation of promotional plan (Targeting, Price strategy, Tools)
    • Sales force coordination
    • Human resources: recruiting, evaluation, training
    • Negotiation with association
    • R/I & R/O Analysis

  • Innotech International - International Marketing Director & Business Development

    2009 - 2011 • Total Marketing Activity development: Market Survey, Business Intelligence, Strategic & Operational Marketing
    • Transition Management Team (14 people)
    • Coordination matrix organization (Medical, Regulatory, Market Access)
    • 18 mature products, 9 therapeutic domains (Gyn., Rheum., Hematology)
    • Hospital KOL management
    • Set up 3 years Marketing Strategic Plan for emerging market (Russia, CIS, EEC, Africa and North Africa)
    • Distribution and production Management
    • Creation of new campaigns for top 6 products
    ⇒ Talent: International Strategic Marketing
    ⇒ Results: T.O. highest increasing: 21% (MAT 2010 vs 2009), +16.9 m€

  • Genzyme - Marketing & BD Director Bio Surgery (Gyn., Digestive, Cardiac)

    Saint-Germain-en-Laye 2005 - 2008 • Medical Device: Seprafilm®, Glucamesh®, Synvisc® (antiadhesive barrier, IP mesh for hernia repair, viscosupplementation)
    • Hospital
    • 2007-2008 marketing plan elaboration and strategy setting
    • Selling tools, Technical Dossier, In service presentation, Peer to peer groups, genzyme’s symposiums organization (3)
    ⇒ Talent: Operational Marketing for Medical Device in Surgery
    ⇒ Results: Seprafilm® relaunch: T.O.: 4.1 M€, + 27% (MAT T.O. jan 2008 vs jan 2007) Glucamesh® launching: T.O. 1.3 M€, + 67% (MAT T.O. jan 2008 vs jan 2007)

  • Genzyme - Hospital Sales Manager Renal Division

    Saint-Germain-en-Laye 2002 - 2005 • Hospital/retail Renagel® (Pi binder)
    • Define and set up commercial strategy and actions to develop Sales
    • Creation of promotional plan (Targeting, Price strategy, Tools)
    • Management of 10 reps
    • Set up & follow up of sales force management systems
    • Objectives definition, Sales Force sizing, Area Action Plan setup
    • Contribution to 2003 - 2004 marketing plan elaboration & strategic setting up
    ⇒ Talent: Hospital Sales Force Management & Effectiveness for biotech drug
    ⇒ Results: Responsible for a 5 M€ to 20.7 M€ annual sales growth in 2 year
    1st worldwide subsidiary: Elected First Sales Manager in Europe

  • Ratiopharm - Sales Director Assistant

    Yvry Sur Seine 2001 - 2002 • Creation, set up & follow up of sales force management systems
    • Elaboration & follow up of tracking indicators
    • Startup of new working methods (Targeting, Optimized round, Operating statement)
    • 2002 - 2006 strategy, 2002 budget establishment
    • Training of the regional managers to the tools data processing
    ⇒ Talent: Sales Force Effectiveness for generic drug
    ⇒ Results: T.O.: 18 M€, M.S.: 7%

  • Ratiopharm - Medical & Commercial Trainer

    Yvry Sur Seine 1999 - 1999 • Training of new reps (45) & regional manager (4)
    • Creation of training books: 10 therapeutic domains, 27 molecules
    • In charge of a network computerization

  • Ratiopharm - Area Manager Paris-suburb

    Yvry Sur Seine 1998 - 2001 • Transition Management of 8 reps
    • Creation of follow-up activity tools & achievement of the objective
    ⇒ Talent: Leadership
    ⇒ Results: 3rd area in France in sales T.O. over one year (04 2000 vs 04 2001)
    1st area in France in a number of new customers (2001)

  • Ratiopharm - Medical & Specialists Representative (oncology, rheum., GP)

    Yvry Sur Seine 1997 - 1998

Formations

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