Susanna Onnela
Espoo
Summary
Results-driven leader with robust background in pharmaceutical sales and marketing leadership. Talented for developing and implementing effective business strategies and driving team performance. Known for innovative and growth mindset, as well as delivering impactful solutions to customers and patients. Demonstrated history of team leadership skills coupled with focus on fostering positive and productive team culture.
Overview
23
23
years of professional experience
Work History
Sales Manager, Cardiovascular&Renal&Metabolism
AstraZeneca
01.2021 - Current
- Active member of the Finnish Leadership Team (until end of 2022, prior to the reorganization).
- Contributed in defining the future strategies, innovating health care transform projects, planning the resource allocation, and driving the industry leading commercial excellence in current and future portfolio.
- Sales leader for CVRM (cardiovascular/renal/metabolic) Key Account Manager team with accountability for the overall national business performance of Forxiga (SGLT2-inhibitor).
- Inspired the team to exceed sales targets in three subsequent years in a heavily competed market, increased the brand market share from 32% to 42%, grew the annual sales from 16 Mill.EUR to 27 Mill.EUR while keeping the market leading growth above 30%.
- Supported the growth mindset by inspiring and motivating the team to find new ways for planning and co-operating with key accounts in order to find innovative solutions to improve patient care in the regions.
- Guided the team through digital transformation, by coaching them to utilise all available data and digital tools
- Initiated an impactful scientific educational tour where more than 50 Key Opinion Leaders training in total more than 1 000 Primary Care Physicians about defining the metabolic risk patient, diagnosing and treating them early and thereafter making an impact in both health care region resources as well as patient lives.
Sales Manager, Respiratory Team
Orion
07.2017 - 12.2021
- In charge of leading the Respiratory Key Account Manager team, targeting both specialists and primary care physicians. Under my supervision, the Easyhaler sales team launched successfully two new products and exceeded both growth and sales targets in three subsequent years. Easyhaler product family grew to be on the top-3 products of Orion Finland with sales exceeding 10 Mill.Euros.
- In addition, I led several cross-functional customer engagement development projects such as creation of a virtual training concept and launch of a new value-based-interactions sales model. I also acted as an agent of change in the digital transformation,
- I was nominated as one of the Orion future leaders training program and studied two years in the St.Gallen University for example on how to lead a change and how to manage the team under uncertain circumstances.
Commercial manager
Takeda
06.2015 - 06.2017
- Responsible for brand strategy and commercial activities of Entyvio, a new biologic drug for IBD with new MOA. I was led the XF patient value team for prelaunch and launch initiatives, which contributed to the successful launch of Entyvio with sales exceeding 7 Mill.Euros within two years since the license was approved.
- I was an active member of the Nordic and European brand teams; leading several projects such as development of e-training platform for IBD nurses in the Nordics.
- Key projects with high personal contribution; launch of an innovative market access solution (pay-for-performance), development of commercial excellence program and innovation of new digital customer & patient solutions.
- For my innovative launch initiatives with the specialists, I won the 1st price in the Takeda EUCAN transformation award for the customer centricity in 2016.
Sales and Marketing Manager
Takeda
11.2013 - 06.2015
- Responsible for prelaunch and launch strategy and activities of hospital products such as Rienso (i.v. iron).
- Supervisor for Key Account Managers
- Lead of the cross-functional brand team.
- My team innovated new market access projects such as test usage program in all the university hospital clinics in Finland.
Product Manager
Takeda
08.2010 - 11.2013
- Strategy and brand responsibility for of respiratory portfolio including launch of a new MOA to COPD (Daxas) and relaunch of asthma inhaler (Alvesco).
- One of my greatest initiative that was carried out was a national training tour on the small airway inflammation with the top specialists that covered all Finnish university and central hospitals.
Field Product Manager/Key Account Manager
Amgen
03.2004 - 09.2007
- Responsible for prelaunch and launch of Mimpara with new MOA to secondary parathyrroidism.
- Launching a new extended dosing for Aranesp for patients with CKD.
- Responsible for pricing strategies and hospital tender business along with liaising with external stakeholders such as hospital payers and key opinion leaders
Area Manager / Events & e-business Manager
Schering (Bayer)
03.2002 - 02.2004
- International marketing team member for Bonefos
- I was in charge of organising scientific symposia and exhibition at oncology congresses and launch of the very first global Web Site for the brand
- Also in charge of ensuring the brand strategy implementation and liaising with 20 subsidiaries
Education
Leadership Training -
Executive School of Management, University of St.Gallen
12.2020
M.Sc - Econ
Helsinki School of Economics
01.1997
Skills
- Strategic thinking
- Drive For Result
- Develop Capabilities
- Engaging Others
- Financial acumen
- Budgeting expertise
- Collaboration
- Lead Change
Languages
Finnish
Proficient
C2
Swedish
Advanced
C1
English
Proficient
C2
French
Intermediate
B1
Awards
- 2nd prize in the Innovation Gala, Strive for excellence, 2020, Orion
- 1st prize in the EUCAN Transformation Awards, Customer centricity, 2016, Takeda
Timeline
Sales Manager, Cardiovascular&Renal&Metabolism
AstraZeneca
01.2021 - Current
Sales Manager, Respiratory Team
Orion
07.2017 - 12.2021
Commercial manager
Takeda
06.2015 - 06.2017
Sales and Marketing Manager
Takeda
11.2013 - 06.2015
Product Manager
Takeda
08.2010 - 11.2013
Field Product Manager/Key Account Manager
Amgen
03.2004 - 09.2007
Area Manager / Events & e-business Manager
Schering (Bayer)
03.2002 - 02.2004
M.Sc - Econ
Helsinki School of Economics
Leadership Training -
Executive School of Management, University of St.Gallen
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