Byron Muntz
Summary
As the Country Head of Value, Access and Strategic Planning at Novartis, I lead a diverse and cross-functional team that is responsible for strategy development and execution across Market Access, Pipeline Planning, Launch Excellence, Strategic Partnerships and commercial oversight of a late lifecycle portfolio of AUD 300m. With over 15 years of experience in the pharmaceutical industry, I have developed a deep expertise in inspiring teams, growing talent, delivering access to innovative medicines and launching new molecules in Australia and internationally.
Overview
17
17
years of professional experience
Work History
Marketing Director, Australia and New Zealand
Eli Lilly
01.2015 - 01.2019
- Accountable for the commercial strategy, topline sales and functional OPEX for all Lilly Brands across Australia and New Zealand
- Therapeutic areas covered include Rheumatology, Dermatology, Diabetes, Oncology, Men's Health, Neuroscience and Bone, Muscle, Joint (BMJ)
- P&L responsibility, $250m in sales and $16m OPEX
- 7 direct reports and a total of 23 people within the marketing function
- Commercial Leadership (Sales and Marketing) for Oncology and Bone, Muscle & Joint teams
- Member of the Affiliate Executive Committee
- Responsible for coaching and capability development within the Marketing function
- Initiate and maintain relationships with key commercial and promotional partners
- This includes alliance partners, organisations promoting Lilly's off-patent products, B2B Pharmacy sales teams along with key Market Research and Agency partners.
ANZ Diabetes Business Unit Director
Eli Lilly
01.2014 - 01.2015
- Full P&L accountability for the Diabetes business in Australia and New Zealand
- P&L responsibility, $60m in sales and $12m in OPEX
- Direct Reports: 8 Direct Reports including 5 Regional Business Managers (10-12 Sales Representatives per RBM) and 1 Marketing Manager
- Business Unit comprised of 62 FTE
- Member of Affiliate Executive Committee
- Embed Value-Based Selling model within the Diabetes salesforce, leading to increased sales performance and improved customer rating of Eli Lilly sales representatives
- Improved Employee Engagement (+10pts) and retention across salesforce through key initiatives including focused development plans, implementation of a simple competency model, regular field coaching and meaningful career discussions
- Successful launch of Jardiance (SGLT-2i) and Savvio insulin delivery device delivering positive topline and IBT growth for the business unit
- Jardiance launch was #1 globally
- Implemented Customer Experience structure within Diabetes Business Unit
- Rolled out and embedded “Decision Making Principles” across the business unit to improve accountability, inclusion and speed of decision making.
Marketing Director: Biomedicines Business Unit
Eli Lilly
01.2013 - 01.2014
- Therapeutic areas covered include Autoimmune, Men's Health, Cardiovascular, Neuroscience and Bone, Muscle, Joint (BMJ)
- P&L responsibility, $150m in sales and $14m OPEX
- 5 direct reports and a total of 15 people within the marketing function
- Member of the Affiliate Executive Committee
- Owned the development and implementation of the strategic initiative to embed Customer Centricity in our organization, including the development and roll out of Corporate Loyalty measures and embedding Customer Service Standards
- Drove significant improvements in operational efficiency across the business through implementation of focused operational KPI's, the process for embedding these in Core Brand Teams and advocating for building a culture of inclusion and psychological safety at operational review meetings
- Restructured the marketing function to create a Customer Experience Team that was responsible for the quality of customer solutions delivered, embedding the customers voice within our business and ensuring we acted on customer feedback
- This resulted in a significant improvement in customers rating of key solutions, improved efficiency in the delivery of solutions and real innovation in our customer contact strategy.
Global Brand Director: Humalog
Eli Lilly
01.2012 - 01.2013
- Responsibility for the development and implementation of Global Commercial Strategy and tactics for the Humalog and Humulin insulin portfolio (US$2b)
- Led the cross-functional team that drove global activities including product development, phase IV trials, regulatory & supply chain
- 4 direct reports and a cross-functional team of 11
- Worked side-by-side with affiliate Brand Teams in the US, Europe and Japan on development and implementation of local strategy
- Conducted strategic review of the Humalog business
- Identified key opportunities: Insulin represented the single biggest growth driver of current and pipeline products for Emerging Markets through 2020, however our resourcing of key countries/regions was sub-optimal
- In Established Markets our insulin portfolio would represent at least 50% of the diabetes business in 2020, however our investment did not reflect this
- Critical risks were identified as entry of biosimilar competition and reduced brand investment due to internal competition for resources
- Aligned the business on the importance of rapidly moving ahead with Humalog U200 submission and launch approval to counter the threat from biosimilars competitors
- This product was approved and launched in key markets
- Refocus brand investment in Established Markets and accelerated investment in key Emerging Markets
- Funding and implementation of a new Global Humalog Campaign
- Global Launch of Savvio insulin delivery device.
Diabetes Regional Brand Leader: Emerging Markets
Eli Lilly
01.2010 - 01.2012
- Led commercial partnership between Lilly and Boehringer-Ingelheim in the Emerging Markets
- Key markets included China, Russia, Korea, Turkey, Brazil, Mexico, Amerasia (region) and Latin America (region)
- Led marketing strategy across all emerging markets implementation and launch activity for the four diabetes molecules covered by the Lilly/Boehringer-Ingelheim partnership
- Partnered with the Russian ($US70m) and Turkish affiliates ($US40m) on the implementation of brand strategy for Lilly's diabetes molecules (Humalog, Humulin, Byetta, Bydureon, Humatrope)
- Assesses and provided recommendations on business opportunities in key markets, in partnership with the Business Development Team
- Negotiated and built the business case for Trajenta launch across Emerging Markets
- This involved complex financial modelling, stakeholder management and engagement across Boehringer-Ingelheim, with Lilly Affiliates and then internally with Emerging Markets Business Unit senior leadership
- Secured launch resourcing of US$90m for Trajenta, which included funding for 400+ incremental headcount
- Outstanding launch of Trajenta across the Emerging Markets
- Uptake was in line with the market leader, Januvia and within 18months of launch the molecule had overtaken all competitors other than Januvia in SOM
- Trajenta was 220% vs plan in 2011 and 180% vs plan in 2012 in the Emerging Markets Business Unit.
Senior Brand Manager, Insulin
Eli Lilly
01.2008 - 01.2010
CRM Manager
Eli Lilly
01.2007 - 01.2008
District Sales Manager
Eli Lilly
01.2004 - 01.2007
Sales Representative
Eli Lilly
01.2002 - 01.2004
Education
Bachelor of Economics -
Monash University
Melbourne, AustraliaVCE -
Haileybury College
Keysborough, AustraliaSkills
- Strategic Vision
- Coaching & Mentoring
- Sales Leadership
- Focused Strategies
- Inclusive Leadership
- Stakeholder Management
- Operational Execution
- Product Launches
- Commercial Acumen
- Decision Making
Websites
References
Available on Request
Timeline
Marketing Director, Australia and New Zealand
Eli Lilly
01.2015 - 01.2019
ANZ Diabetes Business Unit Director
Eli Lilly
01.2014 - 01.2015
Marketing Director: Biomedicines Business Unit
Eli Lilly
01.2013 - 01.2014
Global Brand Director: Humalog
Eli Lilly
01.2012 - 01.2013
Diabetes Regional Brand Leader: Emerging Markets
Eli Lilly
01.2010 - 01.2012
Senior Brand Manager, Insulin
Eli Lilly
01.2008 - 01.2010
CRM Manager
Eli Lilly
01.2007 - 01.2008
District Sales Manager
Eli Lilly
01.2004 - 01.2007
Sales Representative
Eli Lilly
01.2002 - 01.2004
Bachelor of Economics -
Monash University
VCE -
Haileybury College
Similar Profiles
Andrew MalettaAndrew Maletta
Associate Director - Automation - Device Assembly and Packaging at Eli Lilly and CompanyAssociate Director - Automation - Device Assembly and Packaging at Eli Lilly and Company
Michelle ShepardMichelle Shepard
Sales at Eli Lilly PharmaceuticalsSales at Eli Lilly Pharmaceuticals
Ayan DuttaAyan Dutta
Sr. Principal Engineer / Veeva Vault Architect at Eli LillySr. Principal Engineer / Veeva Vault Architect at Eli Lilly
ASHLEY BROWNASHLEY BROWN
Expert Operator at Eli LillyExpert Operator at Eli Lilly
Macy LeeMacy Lee
Regional Field Marketing Manager (Research Solutions) – Australia, New Zealand & South East Asia at RELX – Elsevier, Australia (B2B)Regional Field Marketing Manager (Research Solutions) – Australia, New Zealand & South East Asia at RELX – Elsevier, Australia (B2B)