Arrotex scales up commercial operations as off-patent medicines pipeline becomes increasingly complex

Pharma News: Arrotex Pharmaceuticals is bringing their commercial operations to the next level by expanding the crucial role of humans.

The company has launched a medical sales team across primary and secondary care, positioning Arrotex as Australia’s largest sales team across pharmacy and prescribers in the pharma industry.

While we have seen several reductions in GP sales teams from originator companies recently, Hayley Tamborini, Executive GM for Pharmaceuticals at Arrotex, told Health Industry Hub “We are aware of the divestment of GP sales team from originator companies. In our experience, this typically occurs because the originator company is moving investment to newer therapies or optimising their profitability based on where the product is sitting in its lifecycle. We believe continued representation at GPs is critically important to ensure ongoing access to these medicines, and we are prepared to invest in the field team to support that.”

According to Chairman and CEO of Arrotex, Dennis Bastas, the new team reflects the company’s ongoing investment in growth areas for community pharmacy.

“I am thrilled to introduce the Arrotex Medical Services Division as a new capability for our company. They will offer a unique approach to value creation for community pharmacy through enhanced prescriber and patient engagement. The dedicated Arrotex Medical Team will help support uptake and market share growth for key products and programs within our portfolio where prescriber engagement is critical to success. The team will further enable us to diversify and expand our new product and service opportunities to community pharmacy,” said Mr Bastas.

Ms Tamborini expanded on Arrotex’s ‘unique’ approach and patient engagement. She said “The pipeline of off-patent medicines coming through to community pharmacy over the last few years has become increasingly complex, which has also led to a greater need to support the patient at all points of their treatment journey. Arrotex will work with treating physicians to raise the level of support and education that occurs at the point of prescribing, which will support the engagement the pharmacist will have when the patient comes in to fill their prescription.

“Further to this, Arrotex will soon launch a patient support infrastructure that will further bolster our patient-centric approach, ensuring the patient is supported in the areas relevant to management of their disease to ensure optimal health outcomes for Australian patients.”

Given the differing skills and capabilities that is required from pharmacy commercial teams vs GP and specialist teams, Arrotex confirmed that the new team “have been recruited based on their experience and capability within the medical detailing space”.

Ms Tamborini is optimistic that the new team will hit the ground running.

“We are proud to be offering community pharmacy decades of combined industry knowledge and expertise with our new Arrotex Medical Team. Given the importance of engaging prescribers, the Arrotex Medical Team will strive to bolster pharmacist-patient relationships through the provision of an enhanced experience with Arrotex-promoted brands from prescribing through to dispensing.”

The newly established team is led by Lesley McMenamin, Head of Sales – Arrotex Medical; Darrin Nichols, Regional Sales Manager NSW/ACT; Nerida Robinson, Regional Sales Manager VIC/SA; and Andrew Cuttle, Regional Sales Manager QLD/WA and supported by a 36-strong specialist field division.

Arrotex Pharmaceuticals is Australia’s largest generic pharmaceutical and private label over the counter (OTC) medicines company. Arrotex Pharmaceuticals was formed following the merger of Arrow Pharmaceuticals and Apotex Australia in July 2019 and is today the largest privately owned Australian pharmaceutical company operating in Australia.

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