Paul Janssen MA MBA MSc 杨 保 罗

Doctoral Student (Dr.) (external) at the Entrepreneurship and Innovation Group, Institute of Family Business (ifb@WHU), Focus: Succession (Nachfolge) First dissertation advisor: Professor Dr. Nadine Kammerlander Second dissertation advisor: Professor Franz Kellermans, PhD. Begin: 1 April 2016 End. 1 April 2020.

Member of the Executive Committee. Directly responsible for Marketing, Market Access and Sales. Direct report to the CEO in the corporate headquarters in Leiden. Accountable for the establishment and execution of direct and indirect commercial operations (e.g. LATAM) in Germany, Netherlands, UK, France, Spain, and develop and execute the go-to-market strategy. International Alliance Management and Business Development. Leading the development of the Company’s business in the territory, and delivering on growth and profitability with effective commercial and financial planning. Designing and implementing local go-to-market strategies and tactics including newly developed Early Access strategies for therapies, ensuring high quality execution and successful launches. Ensuring strong commercial and financial performance including effective forecasting and planning and appropriate resourcing of key activities across the organization. Full P&L responsibility. Ensuring rapid uptake and broad access for patients with HAE. Pricing and reimbursement. Customer and healthcare stakeholder engagement. Risk identification and mitigation strategies. Forecasting and clearly articulating risks and opportunities. Building a platform and a team capable of launching therapies in in the rare/orphan space with a focus on HAE. Ensuring the teams are working in a cross functional approach aligned behind core strategic priorities Collaborating closely with global, regional and national KOL's and Patient Advocacy Groups inputting into cross functional strategic plans and specific EU/global projects.

Founder and Managing Director (Statutory Director) / Responsable Person / Data Protection Officer of ViroPharma GmbH (Germany/Switzerland/Austria Region) Member of European Management Team 3 highly successful product launches (CINRYZE, Buccolam, Plenadren) within 18 months Leadership of 18-20 (2 flex) team members, Full P&L Responsibility Reports to GM Europe & ROW / COO Supply Chain (inc. Logistics), Finance, Legal, Market Access, Marketing & Sales Strategy & Tactics, Customer Service, and QA.

Member of Operational and Business Management Team Responsible for marketing, medical information, and sales operation of haemostatic portfolio of Baxter Full P&L responsibility in the Netherlands market Market leader position with strong growth figures (Feiba significant growth %). Products in portfolio: ADVATE, Feiba, FVII, Immunine, Immunate, Ceprotin, AT3. Contacts with Ministry of Health, Member of Haemophilia Platform Participating in several European project groups (e.g. Marketing and Sales Force Effectiveness, Pricing Strategy) Team consists of 5 FTE. Main areas: # Definition of Marketing and Sales Strategy for the Netherlands # Direct and lead the team towards improvements in terms of products, services, and operations # Market Access Strategy # Home Care Business Development # Develop programmes to create strategic alliances with major clients # Health Economics # Pricing Journey

Member of the Netherlands Management Team Responsible for the marketing and sales of diabetes care operations (HGT)(devices plus ambulant glucose meter (GlucoDay) in the Netherlands market. Turnover approx Euro 11MM. Main areas: # Marketing and Sales Strategy and Tactics for diabetes care market # Full strategic and operational responsibility for Customer Service, Marketing and Sales organization # Key Account Management with stakeholders; wholesale traders, GP laboratories, patient organizations(s), and health insurance companies # Identify areas for potential growth # Develop and Enhance new concepts for glucose testing / diabetes management # Collaborate with health insurance companies on special projects # Responsible for P&L Full P&L responsibility Span of control: 9/11 FTE plus indirect force(s). Reports to General Manager Benelux.

Focus upon Interventional Cardiology, peripheral/radiology, aesthetic surgery, vascular surgery (mesh), surgery, and thoracical drainage systems. Main responsiblities: # Establishing Offices and businesses in France, UK and Benelux # Recruitment, Selection, and training for direct sales forces # Creation-Supporting Key Opinion Leader Networks # Contacts and Contracts with Hospital Pharmacists-Purchasing Department # Supporting, Building and Training Distributor Network # Tender processes in France and Sweden Span of Control: 4 FTE Reports to Managing Director Europe.

Support and Coaching & Counseling of Pharmaceutical Sales Force in several regions of the Netherlands. Main responsilbities: # Shared Marketing and Sales Responsibility (Plavix) # Customers were Cardiologists, Neurologists, Internists, GPs, Hospital Pharmacists, Nurses, and Pharmacists # Coaching and counseling of team members # Sales Force Effectiveness Programme # Span of Control (varied from 8 to 19 persons) Sales Manager of the Year 2002 Reports to Sales Director.

Responsible for the Eastern part of the Netherlands for cardiovascular products (AT-I receptor antogonist, cholesterol lowering agent, ACE-inhibitor) Visiting Cardiologists, Internists, GPs, Pharmacists Main responsibilities: # Organizing meetings for target audiences # Visiting customers (cardiologists, internists, GPs) on high frequency plus customer satisfaction basis # Projects in the field of Marketing and Sales Force Effectiveness. Rep of the Year 2000 Reporting to Sales Manager Cardiovascular

Responsible for Supply Chain projects within MSD International Services (international hub) Main responsibilities: # Planning of products (Proscar, Zocor, Cozaar) # Optimizing stock levels of active ingredients No direct reports Reporting to Planning Director

Management Trainee - Associate Consultant to several industries (healthcare industry, financial industry, manufacturing industry). Clients such as Visa International, Solvay Duphar, Bristol-Myers Squibb, Malaysian Timber Council, ALK Albello.

“Organisations today require visionary COOs who can balance innovation with operational leadership to achieve growth and profitability in the uncertain business environment. INSEAD Executive Education imparts essential skills and knowledge to help you spearhead strategic planning, champion change and excel as a partner to the CEO.” Professor Roels

Certificate Advanced Finance