Gilles Paubert
Principal France et Benelux. Département Consulting EMEA, IMS
Consulting Operation Director, Principal France & Benelux. 19 people managed
•Consulting & Services department start-up in 2001, in collaboration with French and European IMS HQ : 28% average growth per year during 6 years.
•In charge of marketing the consulting offer: positioning, pricing policy and promotion. Trained the IMS sales force.
•Process Optimisation: data collection, qualitative and quantitative studies.
•Sold the consulting offer and coordinated with European team. Sales person of the year in 2001.
Range of experience:
-Marketing: product launch, portfolio management, brand performance optimisation.
-Sales Force Effectiveness: Segmentation and Targeting, Sales force Sizing and Structure, Territory alignment and compensation system, performance management.
-Change Management and Training: marketing and sales model customized to the new healthcare paradigm
60 contacts2000 - 2008Key Account Manager: Sanofi Aventis, AstraZeneca, Merck & Co, Abbott
• Turn over: 8 million Euros, 19% growth over 1 year.
• IMS Health Portfolio: data, systems, market research, consulting.
• Pilot for two new strategic services for IMS: patient monitoring & compensation system based on product indications compliance.
Consulting Operation Director, Principal France & Benelux. 19 people managed
• Consulting & Services department start-up in 2001, in collaboration with French and European IMS HQ : 28% average growth per year during 6 years.
• In charge of marketing the consulting offer: positioning, pricing policy and promotion. Trained the IMS sales force.
• Process Optimisation: data collection, qualitative and quantitative studies.
• Sold the consulting offer in France and coordinated with European team. Sales person of the year in 2001.
o Marketing: product launch, portfolio management, brand performance optimisation.
o Sales Force Effectiveness: Segmentation and Targeting, Sales force Sizing and Structure, Territory alignment and compensation system, performance management.
o Change Management and Training: marketing and sales model customized to the new healthcare paradigm.
Senior Product Manager. Turn over 5.5 million Euros, 92% average growth per year during 4 years
• Development of a new range of studies and services for marketing and sales department of laboratories: concept, positioning, pricing policy and promotional mix. IMS “CEO Award” in 2002.
• IMS Sales Strategy Evaluator launching: the new solution for R.O.I and performance management studies.
1996 - 1998“Chairman’s Award” in 1999
• Start-up of the department. Building of a new marketing and sales information system.
• In charge of a re-positioning study of Clarithromycine®: market share growth increased.
• Strategic planning and forecasting.
1996 - 1998• Data management.
• Consulting in segmentation and targeting.
• Promotional responsiveness studies
1993 - 1996Retail and hospital Rep:
• Asthma, gastroenterology and anti-infective.
Market research manager:
• Primary and Secondary market research