Is I&I safe or doomed now?

Quote
anonymous said:
I&I has seen its peak. Future will be flat or slow decline.
The culture changed from High Science Strategic ability to Primary Care Non Thinking 100% activity driven 18 months ago when they doubled the sales force & triples management w most hires coming from Primary Care.

President & VP were sales friendly, now they are replaced by a Global Pres & NA Pres with no specialty experience & no US exp. All has been Primary Care products in Socialized Medicine countries.
2 of 3 RDs are Primary Care. (External one had a cup coffee at Amgen )
New VP Sales has ZERO sales exp, engineer with entire career in operations. Nice guy but is all about activity to drive voice ....aka 1000% marketing.
The best years are behind.
Now that top 2 good leaders left, look for the best reps w long term history to leave , as well as the best DMs.
Sad such a great Truly Specialty division & talent with TNFs and the space going back to 8 billion year of Enbrel has literally blown up the past 18 months with unneeded expansion too many reps and low level primary care talent hired.
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anonymous said:
I&I has seen its peak. Future will be flat or slow decline.
The culture changed from High Science Strategic ability to Primary Care Non Thinking 100% activity driven 18 months ago when they doubled the sales force & triples management w most hires coming from Primary Care.

President & VP were sales friendly, now they are replaced by a Global Pres & NA Pres with no specialty experience & no US exp. All has been Primary Care products in Socialized Medicine countries.
2 of 3 RDs are Primary Care. (External one had a cup coffee at Amgen )
New VP Sales has ZERO sales exp, engineer with entire career in operations. Nice guy but is all about activity to drive voice ....aka 1000% marketing.
The best years are behind.
Now that top 2 good leaders left, look for the best reps w long term history to leave , as well as the best DMs.
Sad such a great Truly Specialty division & talent with TNFs and the space going back to 8 billion year of Enbrel has literally blown up the past 18 months with unneeded expansion too many reps and low level primary care talent hired.
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Well said my friend, well said......
 








Before we start. The cat is black and the pillow is pink. Its a joke. You wouldn’t understand if you don’t post.

I & I
The last 18 months

Vic left
John left
A $5B Ointment
Dave VP fired
Doug and John 2 RBD’s fired
1 DM fired
Biosimilar’s. Not sure about these people. No one knows what they do.

Dermatology is overcrowded. This division is yet to make goal. Even after lowering the goals each year.

Xeljanz sales are declining. We make 3 to 4 calls a day if we are lucky.

Marketing is in charge of sales. We all know that this is never a good idea.

Let’s be honest, none of us are working a full day in the field. At best, we work a 4 hour day. 10 till 2. So do our DMs.

Ask an I & I leader,

I & I is the place to be.
 




Where to start..... Eucrisa is finally gaining some traction. This is no thanks to marketing. The launch was terribly executed by them. Horrible forecasting. The tube is way too big. 30, 60, 100 gram. Still single digit weekly Rx’s per PC territory don’t support a 5 billion dollar investment. Even in primary care 8 calls a day doesn't Happen in Truth. Reality should drive standards, not standards trying to create reality.
 




anonymous said:
We have the best I&I pipeline in the business, but with our culture it won't be maximized. For whatever reason, leadership thinks that non--selling activity is what drives sales, not going to see doctors. Oy Vey.
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Global President = NO US experience
New NA President = NO US experience
New VP Sales = NO SALES experience
I&I = The Titanic
 




anonymous said:
Global President = NO US experience
New NA President = NO US experience
New VP Sales = NO SALES experience
I&I = The Titanic
Click to expand...


No one is any position of power has any sales experience. Who are you kidding? Name a senior leader who was in sales in the past 20 years? I'll wait.

Pfizer hasn't been a sales organization since the dominant R gene got us the CIA. Compare and Win baby.
 








anonymous said:
No one is any position of power has any sales experience. Who are you kidding? Name a senior leader who was in sales in the past 20 years? I'll wait.

Pfizer hasn't been a sales organization since the dominant R gene got us the CIA. Compare and Win baby.
Click to expand...

Your optimism is infectious! No experience is a bio-marker for success. Good for you!
 




anonymous said:
With the departure of two key I&I upper management players in recent weeks, is it a sign for trouble yet to come for the I&I division or is it just a fluke?
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Loaded question. Xeljanz part of I&I is doomed unless they buy a company w immunology products. Only 48 months until LOE and patent is currently in court being challenged now for 5mg.
Xeljanz has 100-150 reps too many and upper mgt did a poor job forecasting UC indication even before the black box taking Xeljanz to last line agent. You have 2 reps per territory & most go in on joint calls just to get their call avg # met.
Everyone agrees 2-3x more reps than needed & small territories the day is complete in 3-4hrs, however nobody will say anything as do not want to talk self out of a job.
DMs more than doubled on the crazy expansion that should have never taken place so DMs are at more risk than reps going from 10 to 26 so DM s know we have too many reps but they not going to say anything as fear of loosing their jobs.
Of the 3 people who made this very poor expansion decision, 2 are gone and only the head of Marketing is left ( he is also head of sales now with zero sales exp--- that is another good old boy story about non qualified getting promoted )

So YES Xeljanz is doomed with zero pipeline until 3-4 yrs after LOE, then those compounds are niched diseases like Lupus that only need 50 reps nationwide, not 250!

Derm side of I&I is robust w 3 new products next 3 yrs. Its 100% a primary care business model & has no business being in specialty - should been given to Primary Care, but it is safe & reps are secure w robust pipeline.

If on the Xeljanz side, you need to run not walk to something else as the pipeline & too many reps have doomed the division in a few years (if the new head of sales/mkt doesn't run it into the ground first before LOE does)
 




anonymous said:
Before we start. The cat is black and the pillow is pink. Its a joke. You wouldn’t understand if you don’t post.

I & I
The last 18 months

Vic left
John left
A $5B Ointment
Dave VP fired
Doug and John 2 RBD’s fired
1 DM fired
Biosimilar’s. Not sure about these people. No one knows what they do.

Dermatology is overcrowded. This division is yet to make goal. Even after lowering the goals each year.

Xeljanz sales are declining. We make 3 to 4 calls a day if we are lucky.

Marketing is in charge of sales. We all know that this is never a good idea.

Let’s be honest, none of us are working a full day in the field. At best, we work a 4 hour day. 10 till 2. So do our DMs.

Ask an I & I leader,

I & I is the place to be.
Click to expand...
 




anonymous said:
Before we start. The cat is black and the pillow is pink. Its a joke. You wouldn’t understand if you don’t post.

I & I
The last 18 months

Vic left
John left
A $5B Ointment
Dave VP fired
Doug and John 2 RBD’s fired
1 DM fired
Biosimilar’s. Not sure about these people. No one knows what they do.

Dermatology is overcrowded. This division is yet to make goal. Even after lowering the goals each year.

Xeljanz sales are declining. We make 3 to 4 calls a day if we are lucky.

Marketing is in charge of sales. We all know that this is never a good idea.

Let’s be honest, none of us are working a full day in the field. At best, we work a 4 hour day. 10 till 2. So do our DMs.

Ask an I & I leader,

I & I is the place to be.
Click to expand...

Spot on so it has been worse run division in Pfizer since Geno, Liz, Jay all left by the 3rd yr. Last 4 yrs has been extremely poor decisions .
-Derm is stable w strong pipeline.
-Biosimilars need to be spun off to own company or our generic Greenstone division as Inflectra is terrible model. If price is equal on the NET end, why would anybody go from proven 30yr branded agent to new Biosimilar that has failures???
-Finally Xeljanz way too many reps & DMs, 3x too many rep & will have a massive layoff by 2021. Probably one reason the Pres & VP left few months ago.
 




Things will change after the Upjohn spinoff. Mgt. will want to print a quarter or two with the new financials, then they will be looking to grow EPS; that’s when the “ restructuring” (PC term for cuts) will begin. So enjoy 2020!
 




anonymous said:
Spot on so it has been worse run division in Pfizer since Geno, Liz, Jay all left by the 3rd yr. Last 4 yrs has been extremely poor decisions .
-Derm is stable w strong pipeline.
-Biosimilars need to be spun off to own company or our generic Greenstone division as Inflectra is terrible model. If price is equal on the NET end, why would anybody go from proven 30yr branded agent to new Biosimilar that has failures???
-Finally Xeljanz way too many reps & DMs, 3x too many rep & will have a massive layoff by 2021. Probably one reason the Pres & VP left few months ago.
Click to expand...

derm is stable with a strong pipeline.

WTF
Where did you buy your crack?
 




I&I was doomed when we created it. Jay and others had a model where we wanted two things: low salaries and yes people. I was part of it and in hind sight I see now how we never had a chance. Xeljanz's label accelerated the hell. Bottom line, we could have built out I&I with solid people but we choose some of the worst we could have. Go back and look at our rosters when we created it all. Jay? Could he motivate anything? Complete robot for the ELT. Look at our original regionals. T was average but at least a stand up guy. Ed was the worst judge of talent in the history of Pharma and excelled in demotivation. We just built out with the wrong people because of poor leadership. Stick a fork in us.
 












anonymous said:
I&I was doomed when we created it. Jay and others had a model where we wanted two things: low salaries and yes people. I was part of it and in hind sight I see now how we never had a chance. Xeljanz's label accelerated the hell. Bottom line, we could have built out I&I with solid people but we choose some of the worst we could have. Go back and look at our rosters when we created it all. Jay? Could he motivate anything? Complete robot for the ELT. Look at our original regionals. T was average but at least a stand up guy. Ed was the worst judge of talent in the history of Pharma and excelled in demotivation. We just built out with the wrong people because of poor leadership. Stick a fork in us.
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Somewhat True,
Jay & Geno built Enbrel into a global powerhouse so cant take away performance & the culture was great compared to Xeljanz.
Launch Xeljanz is when Jay Geno ect came under Pfizer control- prior to that they left Enbrel as a stand alone business unit & Pfizer didnt mess with a 8 Billion a yr machine.
With Xeljanz CT was good stand up guy but others since should not be leading people and are in the wrong fit.
Agree w East comments around poor hiring.
Current mgt is all Primary Care mindset with activity and zero strategy or vision. Doubling expansion 2yrs really sent the division off the cliff fast.
VP of sales is part of good old boy promotion as he never sold anything, not even as rep, DM, RD-- zippo.
Now you wonder why the culture is worse of any division in Pfizer--- bad hiring last few years.
 




New NA Pres Betrise & Global Pres Richard have been discussing downsizing, reducing nd optimizing the last two HQ in Dec/Jan.
They know we should never expanded and have 150 too many reps, 16 too many DMs, and way to many people in marketing and operations.
It will be a bloodbath and rightful so.
 




Trixie and Dick don't even know what a field force does or the value we add. They're not downsizing anything right now. And Lotz is in way over his head so if he makes cuts it will be his downfall.
 




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