Carole Kamalini
Puchong
Summary
Dedicated pharmaceutical professional with a history of meeting company goals utilizing consistent and organized practices. Skilled in working under pressure and adapting to new situations and challenges to best enhance the organizational brand. Collaborative leader with dedication to partnering with cross functional teams to promote engaged and empowering work culture. Building relationships with diverse range of stakeholders in dynamic and fast-paced settings.
Overview
26
26
years of professional experience
2
2
years of post-secondary education
Work History
Head of Market Access and Public Affairs VMAPS
Takeda
8 2019 - 04.2024
- Facilitating discussions with policymakers, payers, and key stakeholders in healthcare policy to enhance standards of care and improve access to critical, rare, and underserved conditions across Malaysia, Singapore, Vietnam, and Philippines.
- Proactively initiating collaboration with vector control and public health stakeholders to introduce candidate dengue vaccine TAK-003 at an early stage.
- Utilizing health economics modeling to bolster the scientific evidence and effectively communicate the value proposition of TAK-003
- Facilitate pricing and reimbursement strategies and oversees their execution to ensure the justification of product evaluation aligns with global pricing guidance across various therapeutic areas, including hematology, oncology, gastrointestinal disorders, rare diseases, and vaccines.
- Oversees tender management strategy across various markets and therapeutic areas and ensuring alignment with overarching objectives
- Active involvement in industry association outreach and monitoring of general policy developments that influence Takeda's current and future business priorities across various focus areas.
- Harnessing global product differentiation tools and adapting them into localized, evidence-based strategies to craft a sustainable and compelling value proposition tailored to payers' needs and preferences.
- Partners with and supports GM to build and foster strong relationship with senior healthcare decision makers.
Assoc. Director, Govt. Affairs & Corporate Comm
Mundipharma
11.2016 - 08.2019
- This role is primarily focused on conducting market access assessments for portfolio expansion strategies, evaluating projects, and spearheading market access submissions for new product launches. Additionally, it involves engaging with key divisions within the Ministry of Health (MOH), Ministry of Higher Education (MOHE), and Ministry of Defense (MOD) to ensure effective collaboration and alignment.
- Played a crucial role in the successful penetration of Betadine 1L Solution into Ministry of Health hospitals, developing and executing a strategic tender plan to secure market access and drive adoption within this new segment.
- Consult external HEOR expertise on health economics and pharmacoeconomics, to develop budget impact models and cost effectiveness models
- Support business development efforts by assisting in the creation of proposals and deals for new business ventures. This involves conducting research, analyzing market trends, preparing presentations, and contributing to the development of strategies to secure successful partnerships and opportunities for growth.
- Manage relationships with stakeholders across both private sector entities and the Medical and Public Health Divisions of the Ministry of Health (MOH). This involves understanding their needs, addressing concerns, facilitating communication, and collaborating effectively to achieve shared goals and objectives.
- Monitor and analyze changes and trends in the local health environment, and effectively communicate these insights to support brand teams. This involves staying updated on market dynamics, regulatory updates, competitor activities, and healthcare policies to inform strategic decision-making and optimize brand strategies
Area Sales Manager
Novartis
01.2016 - 10.2016
- As the Area Sales Manager (ASM), oversee sales operations for private hospitals in the Central region and East Coast Region. This involves developing and executing sales strategies and ensuring effective territory management to drive revenue growth and market expansion.
- Oversee a team of 10 representatives responsible for promoting the Cardiovascular (CV) and Metabolic (Meta) range of products. This involves providing leadership, guidance, and coaching to the team.
- Tasked with reversing the decline in sales within the private hospital channel since assuming the role in January, successfully achieved a turnaround with current figures showing a positive growth of +7% year-to-date compared to the previous year.
- Played a pivotal role in enhancing Patient Assistance Program (PAP) and patient retention strategies within Key Accounts and Solo Specialist practice.
- Implemented comprehensive upskilling programs for representatives focused on enhancing both disease and product knowledge. These initiatives involved tailored training sessions, workshops, and continuous education modules aimed at equipping reps with the necessary expertise to effectively engage healthcare professionals, address customer needs, and drive sales performance.
- Facilitated meaningful engagement with Key Medical Experts (ME) through initiatives such as Round Table Discussions (RTD), Continuing Medical Education (CME) programs, and General Practitioner (GP) Forums. These platforms served as invaluable opportunities to exchange insights, share best practices and ultimately enhancing our understanding of market dynamics and driving advocacy for our products.
Market Access Manager
Novartis
10.2014 - 12.2015
- Providing comprehensive support for the Retina and Neuroscience Franchise across all Market Access-related initiatives. This involves collaborating closely with cross-functional teams to develop and execute strategies aimed at optimizing product access, reimbursement, and adoption.
- Collaborated closely with the commercial team to achieve successful approval for the additional indication of Lucentis for Diabetic Macular Edema (DME) and Retinal Vein Occlusion (RVO)
- Delivering business case insights for the second brand, Ranibizumab (Lucentis), involves a comprehensive analysis of market dynamics, competitor landscape, patient needs, and healthcare provider preferences.
- Cultivating positive relationships with relevant government officials through engagement strategies & value proposition
Senior Key Account Manager
Sanofi
01.2013 - 09.2014
- By effectively engaging key customer contacts within assigned hospitals, you can drive business growth, strengthen customer relationships, and position Sanofi as a trusted partner and preferred provider of healthcare solutions.
- By selling the Sanofi Solution, which includes value-added services such as PSP and patient education initiatives, to differentiate Sanofi from competitors and drive long-term business success.
- Provide commercially sound pricing contracts for hospitals
- Product listing efforts in assigned hospitals; along with the respective product managers
- Utilizing of the Customer-Centric Pricing Model (CCIPV) as a foundation for discussions with C-Suites of hospitals
- Involved in Tender negotiation pricing in PPUM for Sanofi’s product range.
Senior Product Manager
Novartis
08.2012 - 01.2013
- As Senior Product Manager for Gilenya, a novel oral therapy for multiple sclerosis (MS), role involves overseeing the strategic marketing and commercialization efforts for the product.
- By effectively managing Market Access initiatives with MOH officials at both the hospital and ministry levels, you can enhance Gilenya's access and availability for patients with multiple sclerosis, ultimately improving patient outcomes and advancing the brand's commercial objectives.
- By incorporating Health Economics data into the proforma for Gilenya for the HKL JKTU seating, as evidence-based justification for the product's value proposition and facilitate inclusion in the formulary.
- Assisting the Neurologist in the Dasar Baru submissionfor Gilenya, to obtain additional RM2million for the brand.
- Close working partnership with the MS Society to produce a patient video to raise the awareness of Multiple Sclerosis among the public.
- Managing the A&P, Budgeting and Business Plan for Gilenya
Key Account Manager
Novartis Vaccines
09.2010 - 07.2012
- By effectively managing both product management and market access functions, to drive the success of Novartis Vaccines' products and contribute to improving public health outcomes.
- Breakthrough with Menveo, LPO(non-tender item) worth RM2million and Private market Sales, contributed, to RM3.5million in Year 1 of launch.
- By engaging in key discussions with Dato’ Sri Dr. Hasan (then DG of Health) and proposing the inclusion of Novartis Vaccines as part of the Novartis-MOH MOU as a public health objective.
- Developed a comprehensive launch plan for Menveo, which involves strategic planning and tactics to ensure a successful market entry and widespread adoption.
- By creating promotional materials aligned with field force requirements for both vaccines, Menveo & Flu when engaging with healthcare professionals, in raising awareness and adoption of vaccines.
- Effectively managing forecasting and target setting for the brands to optimize resource allocation, drive sales growth and achieve business objectives.
- By actively pursuing Halal certification for Menveo through JAKIM to demonstrate commitment to meeting religious needs of consumers where Halal certification is required or preferred. (Umrah & Hajj)
Sales & Marketing Manager
Celgene
01.2010 - 09.2010
- Managing the entire sales and marketing for Celgene in Malaysia & Brunei
- Breakthrough with Hospital Ampang, in gaining KPK request for Revlimid 15mg & 25mg worth 750k for a year’s contract
- Engaged with then DG of Health, Tan Sri Dr Ismail Merican to create value proposition of Revlimid and communication of Patient Assistance Programme (PAP).
- Organized round table meetings and (CME) events to increase the share of voice among treaters.
- Coordinate with key hematologists to facilitate the inclusion of Revlimid in the bluebook listing.
- Overseeing the RevAssure Programme, a pregnancy prevention initiative, for 25 patients across multiple hospitals, and playing a key role in patient data collection.
Sales Manager
Invida
01.2008 - 12.2009
- Managed a team of Medical Representatives across the central and Southern region in promotion of GSK range of off-patent products to all sectors.
- Responsible for recruitment and selection of suitable candidates for Medical Rep positions
- Provided coaching, guidance and training to equip the reps with relevant competencies.
- Use of SFE parameters to provide analytical information on performance of medical reps and identification of respective gaps pertaining to sales and non-sales objectives
- To ensure growth in tandem with achievement of Sales Targets in the territory by monitoring performance of Medical Reps’ on a regular basis
- To generate report of individuals and business review quarterly to the Management team in Invida as well as the Principal company(GSK)
SFE (Sales Force Effectiveness Manager)
AstraZeneca
08.2005 - 12.2007
- Developed and designed a system to monitor representative capacity versus actual calls made to targeted doctors, to increase representative productivity level
- Designed SFE monitoring systems establishing call activity and segmentation (coverage, frequency) data, along with Sales Managers’ time in field information to reflect productivity of the entire sales force
- Innovated customization of ETMS (Electronic Territory Management System) to correlate sales reps’ call activities with sales results achieved
- Generated core SFE reports and provided analysis on SFE performance ‘Key Performance Indicators’
- Achievements: Generated market share report and provided in depth analysis of market stature of products in respective territories enabling opportunity for greater market penetration and forecasting with objectivity
Product Associate
AstraZeneca
03.2004 - 07.2005
- Responsibility for the management of the oncology product portfolio through contribution to development and implementation of marketing strategies and tactics
- Organising and coordinating symposia, providing product training for medical representatives
- Presenting the Brand Building Framework to the Senior Management Team and ASIAPAC Regional Team
- Effective management of advertising and promotional budgets
- Collating the necessary documentation for listing in the formulary and bluebook
- Regular contacts with Key Opinion Leaders maintained
- Promotional materials designed aligned with AZ Code of Conduct and SOPP
- Facilitating collaborative teamwork with Oncology sales team to achieve sales objectives
- Achievements: Initiated and coordinated successful AZ Standalone Oncology meetings in 2004 and 2005 resulting in awareness and surge in sales
- Coordination of speaker and topics for one of the plenary sessions for MUC (Malaysian Urological Conference 2004) resulted successful repositioning of Casodex 150mg in locally advanced disease
- Launched Zoladex Safe System Syringes in October 2004, creating awareness on needle stick injuries and it’s prevention
- Initiated meetings with KOLs to ensure successful bluebook entry for Casodex 50mg and Casodex 150mg.
Medical Representative
AstraZeneca
02.2000 - 02.2004
- Promoted Cardiovascular, Anti-Infective, and Gastrointestinal products in GP, MOH & Private Hospital setting
- Successfully influenced targeted doctors to prescribe drugs by effectively communicating the clinical benefits to patients.
- Met Sales targets year-on year, with double digit growth.
- Quality and timeliness of feedback in Daily and Monthly reports
- Conducted product presentations to doctors & pharmacists.
Services Support Group Analyst
DHL Worldwide Express
01.1994 - 03.1998
- Performed transit times analysis for documents and parcels bound for London, France, Sweden, Frankfurt, and Los Angeles.
- Offering recommendations to the manager regarding enhanced shipment routes.
- Delivering monthly reports on transit times to the Services Support Group team.
Education
Bachelors Degree in International Business Administration -
University of Northumbria, New Castle, UK
03.1998 - 02.2000
Skills
Agile Framework
Foresight
Insight
Leadership
Proactive
Troubleshooter
Excellent people skills
Flexible leadership skills
Excellent communication skills
Excellent presentation and written communication skills
Negotiation and conflict management skills
Strategic decision-making
Independent and self-starter
Team Management
Professional Expertise
- Strong business acumen
- Knowledge of business principles and analytical skills
- Result-oriented
- Ability to manage, coach, and lead a team
- Generating and innovating brand ideas and plans
- Experience in managing challenges and creating a competitive edge
Personal Information
Date of Birth: 08/21/75
References
- Dr. Ravindra Deore, Medical Director, Medical Affairs, Pain and CNS, Asia Pacific, Middle East, Africa & Latin America, Mundipharma, +65 97103917
- Dr. Hendrick Chia, Cardiologist, Sunway Medical Centre, 016 293 6778
Timeline
Assoc. Director, Govt. Affairs & Corporate Comm
Mundipharma
11.2016 - 08.2019
Area Sales Manager
Novartis
01.2016 - 10.2016
Market Access Manager
Novartis
10.2014 - 12.2015
Senior Key Account Manager
Sanofi
01.2013 - 09.2014
Senior Product Manager
Novartis
08.2012 - 01.2013
Key Account Manager
Novartis Vaccines
09.2010 - 07.2012
Sales & Marketing Manager
Celgene
01.2010 - 09.2010
Sales Manager
Invida
01.2008 - 12.2009
SFE (Sales Force Effectiveness Manager)
AstraZeneca
08.2005 - 12.2007
Product Associate
AstraZeneca
03.2004 - 07.2005
Medical Representative
AstraZeneca
02.2000 - 02.2004
Bachelors Degree in International Business Administration -
University of Northumbria, New Castle, UK
03.1998 - 02.2000
Services Support Group Analyst
DHL Worldwide Express
01.1994 - 03.1998
Head of Market Access and Public Affairs VMAPS
Takeda
8 2019 - 04.2024