FRANCIRA DELGADO IRIZARRY

• Worked directly with the Executive Country Managing Director for the Colombia & Ecuador Cluster and extensively with the COEC Leadership team to set the Commercial & Key Account Management Strategy for the country.
• Responsible for commercial operations in Colombia
• On charge of learning & development for Colombia and Ecuador.
• Led the commercial operating model transformation which integrated pricing, contracting, bidding, tender management and key account management into one business unit.
• Led the transformation of the local commercial policy, incorporating innovative contracting models focused on Oncology, Vaccines & Diabetes, a leading-edge customer segmentation criteria and matrix, among other pioneering components which became a benchmark for the emerging markets region.
• Drove change management through several startegic and operational initiatives focused on our go to market model, customer segmentation and prioritization, key account management, B2B solutions, analytics and business agility.
• Led the ONE MSD value proposition development focused on customer needs and jobs to be done, based on the strategyzer model.
• Lieased with regional market access, global and regional pricing leads and regional and local marketing teams to define price strategy for main growth drivers Gardasil 9 and Keytruda, among other products.
• Supported the launch and commercialization of lavegrio (Molnupiravir - COVID treatment) in private market.
• Led the Gross to net and revenue management strategy definition and execution at country level for the whole MSD portfolio.
• Supported the implementation of business analytics tool to improve profitability analysis, revenue management and G2N actions.
• Managed and supported the development of standardized reporting of consolidated sales projection based on rotation, inventory days, demand trends, actuals, budget and forecast.
• Led the customer portfolio risk assessment and mitigation plan in partnership with finance and BSC team to minimize accounts receivable risks

Reporting directly to the Country Executive Managing Director I am responsible for oversight and leadership of Oncology Business Unit activity which includes marketing, sales and Access

Responsibilities include build-out and market planning to ensure that Oncology commercial, marketing and access strategy, tactics and infrastructure are in place to successfully achieve new products launch, operating plans and critical milestones. In addition, I work closely with US pricing and market access colleagues to appropriately communicate value, drive access and support patient care. As business leader I have full P&L responsibility.

• Led Oncology franchise operational strategy and execution of local market.
• led alignment of market dynamics reporting tools, epidemiological and patient funnel data to ensure forecast accuracy.
• Led forecast process, marketing and access strategy and KPI's definition in country based on access environment, reimbursement status, regulatory approvals and competitive landscape.
• Led launch excellence process for new indications across the whole Keytruda portfolio.
• Experimented with digital only launches for GI indications achieving unprecedented results for CRC (67% MS in first 6 months)
• Experimented with virtual reality market research project to improve understanding of key prescribers behavior, beliefs and drivers for LUNG Cancer and RCC.
• Led transformation of Oncology operating model focused on our go to market model, digital marketing, advanced analytics, business agility and simplification.
• Drove significant revenue increase for the subsidiary, doubling the size of oncology business in only 1 year achieving outstanding sales results (70M USD) with an operation contribution of 87%, positioning Puerto Rico as the 3rd biggest market for Oncology in the whole LATAM Region, next to Brazil and Argentina.

• Oncology Marketing Director for LUNG, Biomarker, Women´s Cancer & Lynparza. Main responsibilities consist of preparing at the regional level the commercialization plans for the tumors areas assigned across the Latin America and to manage AstraZeneca alliance. Key responsibilities included:
• Prepared regional-level commercialization plan by Keytruda indication, including articulation of the underlying scientific story for assigned indications;
• Provided markets with guidance and insights on local implementation in alignment with the global marketing team;
• Performed as Primary point of contact for the global marketing team of selected indications;
• Supported the development and execution Engagement Plans for Key Scientific Leaders at regional level;
• Supported Message & Promotional Campaign Development;
• Supported development and execution of internal & external Med Ed, training and coaching of key stakeholders;
• Supported regional and country level forecasting, including working with local marketers to align on key forecast assumptions and data sources.

Responsible for managing Venezuela´s HER2 Franchise portfolio and P&L (Herceptin IV and SC, Perjeta & Kadcyla). Ensuring successful adaptation and implementation of marketing, biomarkers and biosimilar strategy at country level, and leading launch readiness process of breast cancer portfolio products.