Mary Dimitratos

• Create business plan for Australia and annual strategic planning, to present vision for company and roadmap to getting there to fellow executive team, and to cross-function team leadership.
• Monitor market dynamics and competitor activities to consider these in strategic decision-making and to adjust and anticipated P&L.
• Establish product pipeline for generic products with strategic selection of formulations to meet strategic plan objectives, and participate in assessment of regulatory strategy to recommend for meeting filing requirements.
• Portfolio management throughout product life-cycle, including assessing market pricing dynamics, shifts in demand, cost of goods changes, prescribing protocols and competing therapies impact on current and future profitability.
• Develop strategic partnerships to expand product offerings and enter new markets.
• Negotiate contracts with suppliers to secure favourable terms that benefit the company's bottom line.
• Assess legal risks, IP or contract related, and work with legal team and external counsel on agreements and ensuring compliance.
• Implement process improvements, streamline workflows, identify market specific requirements that require SOP adjustment and identify means to increase team synergy and productivity.
• Establish strong relationships with key industry players and stakeholders for business growth, expansion and mitigation of risk. Engage with regulatory bodies, industry associations, distributors, pharmacy banners/chains, CMOs and contract logistics partners.
• Actively participate in working groups lead by GBMA to influence change and be proactive in adapting to upcoming externally driven changes (e.g. government, Pharmacy Guild, PBS, PBAC, TGA).
• Prepare business development strategies for commercial negotiations and implementation. Develop, monitor and adjust plans to achieve growth objectives.
• Develop required analyses and presentations to request necessary funding for proposed projects.
• Ensure regulatory, quality assurance and pharmacovigilance compliance by working closely with our internal regulatory and QA teams, external consultants, legal advisors and government agencies.
• Assess supply chain challenges and risks, to provide solutions, from choice of API suppliers to point of sale or administration.
• Collaborate with legal team and Finance to ensure corporate governance obligations are met, and present review of financial data and projections to board of directors and shareholder.
• Manage cross-functional teams to ensure seamless operations and drive business objectives.
• Coach and mentor team members, guiding them in dealing with difficult situations, introducing new ways of thinking about matters, preparing development plans for talent and fostering a culture of high performance and openness to change.
• Optimize resource allocation, prioritising high ROI projects, balancing short, medium and long-term investments, enhancing operational efficiency and reducing costs where possible.
• Monitor performance metrics to assess progress towards goals, identifying areas for improvement as needed.
• Identify opportunities for revenue generation and prepare commercial proposals.
• Establish company budget, prepare cash flow projections, maintain financial controls, plan business operations, develop forecasts and control expenses while identifying and pursuing opportunities to grow business operations and boost future profits.
• Participate as a member of the global JAMP Pharma executive team, to establish business strategies, review business performance and corrective actions required, lead by example in promoting corporate values and culture and work on special projects.

• Develop business plan and annual strategic plan for the New Zealand market, establishing operational and revenue objectives.
• Management of stakeholder relationships, including Pharmac, Medsafe, GS1 New Zealand, contract logistics parter, banners, distributors and CMOs.
• Participate in GBMA New Zealand Regulatory working group.
• Assess opportunities for funding applications for New Zealand market, where funding is not yet available for a generic medication.
• Prepare analyses and proposals in response to the annual Pharmac pharmaceutical tender and any applicable RFPs.
• Determine regulatory filing requirements, fees, studies needed and total investment required to assess P&L for tender bid or private market opportunities.
• Ensure regulatory and legal compliance, and SOPs in place for audit-readiness.
• Communicate with Medsafe to assess regulatory strategy for medicine applications, and support responses to agency RFIs.
• Implement contracts including ensuring operational performance in inbound supply chain, contract logistics, customer distribution, pricing management, stock/order allocations and reporting obligations.
• Provide sales projections and ensure forecasting for manufacturing POs is accurate for continuity of supply once contracts are in place.
• Management of product life cycle within New Zealand market, including monitoring of pricing dynamics, government subsidies and usage restrictions on drugs, and impact on market viability.
• Company budget determination and monitoring to meet desired growth objectives while controlling expenditures.

• Cross-Functional Strategic Change Management: Collaborated with the heads of other departments to modify our processes in order to meet our strategic plan objectives and allow us to bring to market a record number of new generic launches (over 140 molecules across all businesses this year), while changing our business model to accommodate future launches of brand and biosimilar products
• Sales & Contracts Management Excellence: Significantly surpassed annual sales budget of the JAMP Pharma institutional division every year since 2012 while remaining within or under budget by identifying new opportunities throughout the year and building solid strategies to increase our win rate in tenders. For example, in fiscal year 2019-2020, I increased sales in the institutional division by 47%. In 2020, achieved sales of 24% over budget by having an 85%-90% competitive win rate on all tenders. By 2022, our institutional business unit had a turnover of $13.45M CAD.
• Achieving Greater Efficiency in Market Access: Took over as Market Access department in 2018. Since then, successfully managed to bridge previous reimbursement coverage gaps by revising our strategy, and have lead my team in completing a record number of submissions (over 600 provincial funding submissions in 2022, including for our first biosimilar) and 237 market access assessments for pricing and strategy conducted.
• This work was highly instrumental in allowing us to meet our ambitious sales objectives and in providing critical information to support supplier negotiation initiatives for both licensing and product development opportunities
• Department Restructuring and Growth Planning: Successfully fully restructured the market access and institutional division departments to build new teams to be able to meet the company’s aggressive growth objectives in the coming years, with a headcount of 20 positions in 2022.
• Created a human resources plan and budget which included competitor benchmarking, identifying new skill sets required, new roles to be created, recruitment of the right candidates, providing training and personal development plans for new hires, and reorganizing the process flows to help prevent bottlenecks and encourage collaboration with other teams.
• This plan also involved thinking out of the box and hiring new team members in our Indian office to increase productivity.

Strategic Planning & Execution

· As part of Executive Team, accountable for the development, implementation and execution of strategies and the achievement of objectives for 3 distinct areas of the company (injectables business, institutional division and market access) as well as to work closely with the other VPs to ensure we meet our overall corporate objectives. This includes building and overseeing short and long-term plans, while ensuring alignment in strategy with business units and departments across the organization.

· Develop marketing and sales plans for the institutional sector and contribute to planning of marketing initiatives and support for tenders for drugstore sales.

· Train retail sales team on market access and opportunities in new therapeutic categories (oncology, antiretroviral/HIV drugs, etc.)

· Take part in corporate sales meetings to ensure alignment between new launch plans, market access initiatives and execution plans for corporate accounts.

· Determine weekly, monthly, quarterly and annual priorities for team, monitor progress of projects and tasks by team members, correct/approve their work, and ensure alignment and communication with other departments.

Business Analysis & Solutions

· Monitor industry trends and competition to be proactive in assessing changes required in operating procedures across affected departments and execution plan to gain or maintain competitive advantage and also respond appropriately to client, supplier or competitor actions.

· Ensure to that we have the right commercial insights and analytics in place to provide benchmarks and data relevant to assess risk, benefits and consequences to business decisions. Involve key stakeholders in assessments to address issues in a timely manner as they come up and to anticipate future needs.

· Assess product potential for sales and reimbursement, as well as potential sources for competitive advantage for new and current products to be launched, and recommend pricing strategy in Canada, for both institutional and retail markets.

· Provide recommendations for additions to injectables portfolio, while providing key requirements for product specifications, cost of goods, forecasts and additional studies, as well as monitor progress and ensure management of products throughout life cycle for maximizing market share and profitability objectives.

· Regularly prepare P&L assessments, business cases, action plans, evaluate budgets and assess forecasts for various purposes (executive meeting presentations, evaluating damages incurred, risk assessments, demand planning for new contracts, financial budget reconciliations, etc.)

· Provide recommendations directly to the CEO in regards to market access strategy for strategic products, pricing decisions, steps required to remedy commercially sensitive situations, how to manage risks identified and opportunities to focus on and invest in to achieve or surpass growth objectives.

Leading Talent and Process Optimization

· Responsible for providing leadership, ensuring the development and maximizing the productivity of individuals from 2 departments, a 20 person headcount of professionals working out of Canada and India, with varying levels of seniority, ranging from director to entry level.

Work towards process optimization by closely and regularly interacting with Supply Chain, Customer Service, Project Management, Regulatory, Quality, Product Launch, Finance, Marketing and Sales teams to ensure effective launches, prompt assessments, continuity of supply and the maintenance of a strong customer focus.

· Initiated the pandemic continuity planning process and involved the key stakeholders in our company to start assembling all of our contingency plans at the start of the COVID-19 pandemic in early 2020, prior to restrictions being imposed by the government to help ensure continuity of essential services and consider changes that would be required to our internal processes.

· Ensure excellence in contract implementation, key account management, and submission preparation for the company’s institutional business.

· Lead special projects directly or “sponsor” projects lead by other employees in the organization by providing mentoring and leadership, with the goal of increasing engagement, improving our systems and processes, allowing for greater efficiencies across the organization.

• Set up and acted as head of the company’s institutional division, growing JAMP product sales in this channel by 229%, 82%, 82%, 51% and 47% respectively from years 1 through 5 of my employment
• Sales in the institutional division are currently 5 x higher than the level at which they were when I first started with the company
• Successfully managed the Agila JAMP joint venture from 2012-2013 from a sales, contract management & marketing perspective, with a greater than 60% success rate on all bids until shares were sold
• Handled all activities related to exports from Spring 2013 – Spring 2014
• Lead business development/product development commercial plan for the development of a new extensive line of injectables molecules
• Spent 3 years as co-chair of GS1 Canada GS1 Canada Pharmacy Working Group

• Worked on a consultant basis to complete specific mandates related to business development, strategic sales and marketing opportunities for clients in the medical, retail food and cosmetics industries

• Identified and planned contract strategies as well as tactics required for successful RFP, RFI and RFQ submissions, in addition for discretionary contracts negotiated in my territory (Quebec and Eastern Ontario);
• Built customer based and executed on all contract commitments, while upgrading customers to new technologies based on needs and value analyses;

• Developed and executed the Canadian marketing plan for Flexi-Seal FMS, including determining DPE allocation for all national activities;
• Built business plan for NPWT, which was presented to and approved by global marketing;
• Managed content, sponsorship and symposia for all national conferences;
• Planned advisory boards or consultant meetings based on national or regional needs;
• Minimized backorders, maintained inventory levels and managed marketing/sales activity budget;
• Oversaw KOL development activities and ensured KOLs remained engaged throughout the year;
• Organized speaker tours with the support of product specialists and territory managers to educate clinicians and provide a forum for sharing their experience with Flexi-Seal FMS;
• Worked with Global development center and US counterparts to remain up to speed on new developments surrounding Flexi-Seal FMS on an international level and in relation to global strategy
• Collaborated with the US in developing and sharing tools for Flexi-Seal FMS;
• Proactively sought opportunities to collaborate with ostomy and wound therapeutics counterparts to maximize return on investment and time (e.g
• Joint mailers, conferences, program development)

• Developed and executed marketing plan for products within the professional care portfolio ($15M);
• Managed life cycle of assigned products, including identifying opportunities to develop product lines, finding new features to rejuvenate products, targeting new markets or users for existing products and divesting products that have reached the end of their life cycle;
• Directed product categories to ensure continued sales, profitability, growth and consistent quality;
• Contributed to organizational long-term strategic planning and forecasting;
• Oversaw development of regulatory and technical documentation, as well as specifications intended for institutional decision-makers and buying groups;
• Defined pricing parameters for products according to profitability objectives and market prices;
• Conceptualized and wrote copy for web site, promotions, company backgrounder and sales support material;
• Conducted competitive analysis, analyzed sales and recommended tactical and strategic plans of action to improve current performance

• Clearly positioned multiple brands, maintained and updated line of coffees offered in each;
• Planned new product launches, developed coffee programs and prepared sales forecasts;
• Developed all new packaging and printed materials, while ensuring that they corresponded to new brand image and graphic norms;
• Developed trade advertising plan, created advertisements and product support material;
• Actively participated in planning PR initiatives in Canada and US;
• Dealt with the press, managed press releases and organized press conferences;
• Served as main contact with CARE, TransFair and Coffee Kids, developed tools and products to promote Van Houtte as a socially responsible company;
• Lead contract revisions for licensing agreements;