EXECUTIVE SEARCH PHARMA - MEDICAL AFFAIRS | RX SPECIALTY THERAPEUTICS
Paradigm shift beneath the skin: How a dermatology specialist found his way to systemic therapy
Andris Consulting fills the position of Medical Advisor Dermatology for an established pharmaceutical company in the field of chronic inflammatory skin diseases.
Market segment:
Rx-Pharma specialty therapeutics
MANDATE:
Medical Advisor Dermatology with responsibility for KOL management, scientific positioning and launch preparation
ENVIRONMENT:
Medium-sized pharmaceutical company with an established dermatology portfolio
STATUS:
Exclusive direct search mandate / open succession search
REGION: Germany
IMPACT:
Securing scientific competitiveness in a transforming therapeutic field.
Building a robust KOL network with leading dermatological clinics and private practitioners in the DACH region.
Initial situation
The company had established a strong position in the dermatological market over decades. Topical preparations, complemented by a near-OTC range of skincare products, formed the backbone of a stable portfolio. Relationships with practicing dermatologists were maintained through the sales force, while scientific communication was limited to regional continuing education events and product training sessions.
However, the dermatological treatment landscape had fundamentally changed. Since the introduction of the first biologics in 2004, a paradigm shift had been underway, accelerating with each new approval. The updated S3 guideline of the German Dermatological Society (DDG) now recommends biologics such as dupilumab and tralokinumab, as well as JAK inhibitors such as upadacitinib and abrocitinib, with the highest level of recommendation for the systemic therapy of moderate to severe atopic dermatitis. The DDG considers both classes of therapy to be equivalent. Prescribers increasingly migrated to these new options for chronic inflammatory indications. The consequence: The existing core business stagnated, and pipeline investments in proprietary systemic therapy projects required medical affairs expertise that was not available internally.
The previous Medical Advisor had left the company. He was an experienced professional with the existing portfolio but lacked experience with innovative systemic therapies and the specific requirements of the AMNOG benefit assessment in dermatology. Andris Consulting, a specialized pharmaceutical recruitment consultancy, was engaged to find a Medical Advisor capable of managing this strategic transition.
The challenge
The company had invested a double-digit million-euro sum. Without a medical advisor to establish its scientific positioning against existing competitors, design advisory boards with the right KOLs, and ensure medically sound launch communication, these investments were in danger of being wasted.
The problem was not abstract. In dermatology, over 6,000 specialists treat around 21 million patients annually. At the same time, the Professional Association of German Dermatologists (BVDD) warns of increasing under-provision of care in entire regions, which further intensifies the competition for the attention of the remaining prescribers. The market for innovative systemic therapies, from biologics and JAK inhibitors to TYK2 inhibitors like deucravacitinib, is becoming increasingly competitive. Key opinion leader (KOL) relationships in the pharmaceutical industry are highly personal, and building them requires at least 12 months before initial results become visible. Two lost congress seasons without a scientific presence at DDG conferences or EADV congresses would have marginalized the company in the perception of the dermatological community.
Our Executive Search Approach
Andris Consulting deliberately pursued a search strategy for this mandate that extended beyond the immediate competitive landscape. The number of medical advisors in the region with specific dermatology experience and simultaneous expertise in systemic therapy is limited.
Instead, Andris Consulting broadened its search to include medical advisors from adjacent immunological therapeutic areas, such as rheumatology, pulmonology, or allergology, who already possessed experience with systemic therapy launches and the systematic development of key opinion leaders (KOLs). The rationale: Molecules like dupilumab are approved across a broad range of indications, from dermatitis and asthma to chronic rhinosinusitis with nasal polyps. Anyone who has scientifically supported a systemic therapy launch in one of these therapeutic areas, whether with a biologic or a small molecule, brings precisely the process expertise required in dermatology. Indication-specific expertise, for example, in scores such as EASI or DLQI and in the dermatological healthcare landscape, can be acquired within a few months. However, the ability to engage in scientific networking and strategic positioning in a market with several established therapy classes cannot.
The aptitude assessment included a structured cultural fit assessment in addition to the technical examination. The candidate had to be a good fit for a mid-sized company culture that demanded both short decision-making processes and in-depth academic rigor. Andris Consulting used a Big Five-based personality profile for this purpose, which assessed openness to change, scientific conscientiousness, and the ability to collaborate cross-functionally with field sales, market access, and management.
Result
Andris Consulting filled the position within eight weeks with a candidate holding a PhD in Immunology and possessing seven years of Medical Affairs experience, the last three of which were spent at a pharmaceutical company specializing in systemic therapies in an immunological indication.
Within the first twelve months of taking office, the new Medical Advisor established an Advisory Board with six leading dermatological experts, implemented a publication strategy for real-world data from the existing dermatology portfolio, and developed the medical communication plan for the planned systemic therapy launch. The AMNOG strategy was coordinated early on with health technology assessment consultants to avoid the mistakes made by competitors in selecting the comparator therapy.
For the first time, the sales force received scientifically sound arguments that positioned the existing portfolio within the context of new systemic therapies, rather than viewing them as competition. Through this appointment, the company not only regained scientific credibility but also gained a strategic perspective for the next decade. With this mandate, Andris Consulting demonstrated that executive search in the pharmaceutical industry requires more than database research: it demands transferable thinking, industry understanding, and the ability to forge the right connections in a tight candidate market.
Market segment
OTC Pharma & Consumer Healthcare
MANDATE
Marketing Director (Pharmacy-Consumer Health Brands)
ENVIRONMENT
Medium-sized OTC pharmaceutical company with >500 employees
STATUS
Exclusive Direct Search Mandate
REGION
Germany
Impact
Rejuvenation of the customer target group
Double-digit growth
ANDRIS CONSULTING GmbH - Key Facts
CATEGORY: Pharmaceutical Headhunting Boutique Recruitment Consulting
FOCUS:
Senior Management & High Impact Key Experts
BUSINESS IMPACT: Securing growth and reducing the risk of hiring the wrong person
REGION: Germany, HQ in Munich
FOUNDER & PHARMA-HEADHUNTER: