Olivia Lefebvre

Scope : Customer & Market Insights, Forecasting, Business Analytics, Sales Force Excellence

STETHOS is an international consulting & market research group dedicated to healthcare marketing, with HQ in France and local affiliates in Germany, Italy, Spain, UK, Poland, Brazil and Mexico. Stethos core expertise is to build ad-hoc qualitative/quantitative methodologies to collect market insights among healthcare professionals & patients, to provide pharma companies with tailored strategic recommendations. Role: Global responsibility of the Stethos International affiliate (multi-country studies) • Management and supervision of all international business operations • Recruitment, training and direct management of a team of Project Directors and Senior Analysts • Development and implementation of the commercial & pricing strategy for the entity

Role: Design and sell qualitative & quantitative studies for French leading pharmaceutical companies • Build trust and develop long-term relationships with pharma clients, through valuable methodological advice and relevant marketing guidance • Supervise/lead market research programs, from initial brief to final deliverables • Design tailored methodologies to answer specific marketing needs (e.g. market understanding, target segmentation, brand positioning, drivers & barriers, prescription trackers, sales forecasting, communication or concept testing, etc) • Build and present strategic recommendations to global marketing teams and top management

Role: Marketing lead for 2 strategic brands of Novartis Oncology (Afinitor® and Sandostatine®) • Managed the launch of AFINITOR® in Breast Cancer in France, in close collaboration with Global teams: market sizing, sales forecasting, brand positioning, strategy & tactics • Designed and implemented lifecycle management actions to boost SANDOSTATINE® sales (eg. sales reps motivational initiatives) • Annual marketing budget : 2.5 M€ / 20 hospital sales reps • Management of 2 brand managers

Role: Integrate and grow the newly created "Sandoz Oncology Injectables" BU, following the merger between Sandoz and Ebewe (portfolio of 15 generic chemotherapies): • Supervised the post-merger integration in France, and trained the new sales team (5 KAMs) • Defined and implemented a new strategic positioning for the BU, leveraging a customer survey • Developed differentiating marketing tools and services (winning Sandoz group annual award) • Managed a Junior Product Manager -> Successfully gained market share, moving from n°4 position (post-merger) to n°1 in France

Role: Ensure operational continuity of company-level strategic projects, in a context of CEO change: • Supported decision-making and made recommendations on cross-divisional projects • Prepared and presented business reviews for Global and Europe CEOs • Built Sandoz France strategic plan, and collaborated on annual budget • Supervised an engagement from Accenture aimed at improving Sandoz commercial performance

Role: Develop Sandoz generic portfolio (>300 references), within the Strategic Marketing department: • Defined and implemented KPIs, in relation to market sizing and commercial performance • Elaborated and prioritized the 5-year launch plan, using a self-developed forecasting model • Managed internal product developments (e.g. Fentanyl patches) • Evaluated and negotiated licensing opportunities • Coordinated a multidisciplinary team (regulatory, legal, finance, global, etc)

• Project sponsored by Pope Woodhead & Associates Ltd (a UK biotech consulting firm), and presented at the Drug Information Association Euromeeting 2009, in Berlin. • Designed a risk management model for future biosimilar players, based on international KOLs interviews.