Candidate Brief

Brief for the position of Market Access Manager Forest Laboratories March 2012

Contents
The Company Therapeutic Focus The Position Tasks Profile Other Elements Next Steps Page 2 Page 2 Page 3 Page 3 Page 4 Page 4 Page 5

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Candidate Brief, Market Access Manager Forest Laboratories

Background
The Company
Forest Laboratories Inc. is a top 30 pharmaceutical company with over 4 billion USD of annual sales. It is headquartered in New York, and listed as FRX on the NYSE. Forest has a search and develop strategy. This means that new products are usually acquired after phase II of their development. The two thousand or so scientists working at the Forest Research Institute (FRI) will further develop the acquired products and bring them to approval. Currently Forest has over 3 billion USD in strategic reserves to acquire products to fuel its pipeline. In 2010 Forest Inc. took the strategic decision to further expand its business in Europe. A first foothold existed already in Ireland where Forest has production facilities and from where its global OTC franchise (Sudocreme, Infacol) is managed. There was also an affiliate in the UK. The first step in this expansion was the acquisition in 2011 from Grnenthal -of an existing product franchise in 5 EU countries on the mainland, together with a lineextension of a product. This forms the nucleus of Forest Laboratories Europe (FLE), which will be acting as a virtual organization. The Forest Laboratories Europe Regional Office (FLE-RO) is located in Utrecht, The Netherlands. FLE-RO reports into Forest Laboratories Europe Headquarters (FLEHQ), located in Dublin in Ireland. FLE-RO oversees the subsidiaries in Netherlands (FLE-NL), Belgium (FLE-BE), Germany (FLE-DE), Austria (FLE-AT), Switzerland (FLECH). Additional subsidiaries will be founded in 2012 in France, Spain, Italy and Scandinavia to pursue market access for Colobreathe (see below).

Therapeutic Focus
The strategic focus of FLE is Specialty Pharmaceuticals that are used in care-intensive areas with a high medical need. The most important current therapeutic area is Cystic Fibrosis (CF). The main product is nebulized Colistin, indicated for CF patients with chronic bacterial pulmonary infections through colonization of the lungs with Ps. Aeruginosa, or used in the ICU. Sales for 2011 will be well over 20 Mio with a substantial profit. In February 2012 FLE obtained approval for Colobreathe (a Dry Powder Inhaler form of colistin) from the EMA. Colobreathe will fuel explosive expansion and growth of the business in Europe to well over 200 Mio. The company plans to introduce Colobreathe first in Germany by mid-2012 closely followed by other European countries and the UK in September of this year. FLEs top- and bottom-line growth will continue over the next few years through geographical expansion, product launches and product acquisitions. The BD department of Forest in London is currently evaluating various further product acquisitions.

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Candidate Brief, Market Access Manager Forest Laboratories

The Position
The company now seeks to recruit a number of Market Access Managers for the initial set-up of the new subsidiaries. The first of these will be responsible for the Nordic region, with separate managers for Spain, France and Italy to follow, as part of a strategy of having a strong unit, working closely with each other to define and inform best practice, but with local focus and expertise. These Market Access Managers will be responsible for the strategy and the management of the local Market Access operation in the respectable countries or regions, so that the product portfolio will be reimbursed at the desired level. It is the overall objective that relevant decision makers and Opinion Leaders perceive Forest Laboratories as a strong Specialty Pharma-committed company (Preferred Partner) harboring unique skills and knowledge in its particular niche(s), so that at least psychological, and possibly also financial, market leadership in such a niche can be gained. This means that while strong capabilities in the technical elements of Market Access will be valuable, it is expected that external consultancies will do much of the analytical work. For the new hire, a critical capability is to be able to translate such analysis into pragmatic, actionable and realizable target programs and activities. In addition, the Market Access Manager will also be responsible for the compliance to relevant guidelines as stipulated in the Forest Laboratories (country specific) Terms of Employment, the Forest Laboratories Organisation Manual and the Forest Laboratories Quality Manual, which ensure adherence to local and Forest Laboratories Europe regulations and procedures.

Tasks
The Market Access Manager role has the following tasks: Defining the country market access strategy so that it is aligned with the regional strategy set by and discussed with the Regional Director. Formulating an operational plan (Budget) that makes the strategy operational Agreeing on Annual Objectives and Targets with Reg-Dir Implementing the agreed operational plans, where appropriate through effective delegation Responsibility for the Scientific Service supporting the brand value story Fostering the correct identification and processing of Individual Case Safety Reports (ICSRs) Early spotting of deviations and implementation of corrective actions Hiring, guiding, motivating and appraising direct reports (future) Crisis Management

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Candidate Brief, Market Access Manager Forest Laboratories

Profile
The profile of the Market Access Manager is likely to be as follows: Degree qualified, preferably in economics or a biomedical area, and possibly with an MBA or other relevant higher degree. Proven track record and relevant experience in Market Access in relevant countries Postgraduate high quality training for management and business skills All-round excellent proven business leadership skills with strong commercial orientation and vision Preferably a number of years of experience in 10+ people-management Analytical, motivational & energetic Understanding of regulatory challenges, preferably including successful interactions with the regulatory bodies in Europe Financially astute, prudent on spending Aware of market themes / trends Charismatic and a leader, with a proven track record, but also practical and sensitive to people Excellent English (spoken and written)

Other Elements
The package on offer will include a bonus and various other benefits inclusive of a car allowance. The successful candidate is likely to have the opportunity to move into a more management role within the (country) organization; as such, this position offers an excellent entry point for those seeking to enjoy a faster career progression than may be the case elsewhere. The culture of an organization is a critical feature, and successful candidates will need to demonstrate an ability to be proactive and collaborative but also have a strong doit-yourself mentality.

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Candidate Brief, Market Access Manager Forest Laboratories

Next Steps
For a discussion, please contact one of the following: John Jakenfelds Partner Global Practice Leader, Life Sciences john.jakenfelds@odgersberndtson.co.uk ODGERS BERNDTSON 11 Hanover Square London W1S 1JJ DL: + 44 20 7529 6369 I M: + 44 7717 175 900 Assistant: Pam Stacey + 44 20 7529 3921 Michael Mellink Managing Partner Amsterdam michael.mellink@odgersberndtson.nl DL: + 31 20 7130670 Nicole Drontmann Research Amsterdam Nicole.drontmann@odgersberndtson.nl DL: +31 20 7130670 Odgers Berndtson ITO Tower, 12th floor Gustav Mahlerplein 78a 1082 MA Amsterdam The Netherlands

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