BioPharma Commercial Strategy, Marketing and Sales
Commercial Strategy & Marketing
Lisa Pilla, RPH, MBA is a biopharmaceutical strategic advisor and commercial strategy expert. An industry leader in commercial strategy and sales and marketing effectiveness, Lisa’s career spans over 30 years in Fortune 500, start-up and independent biopharmaceuticals and life sciences companies. Through her entrepreneurial spirit, she has evolved, transformed and built cross-functional organizations as a commercial executive, consistently delivering sustainable growth through multiple business cycles. She has led business units, in big pharma and specialty biotechnology. Lisa has the unique ability to leverage her scientific background and commercial leadership expertise to develop commercial strategies and operational plans across multiple functions— including commercial coordination within research and development, new product launches, field force leadership, strategic marketing, business development, and market access.
Lisa has a passion for developing talent. She is an executive mentor and Regional President of Corporate Relations in the Healthcare Businesswoman’s Association (HBA) and has coached a number of leaders who have risen to executive leadership in life sciences companies. She is also a board member and advisor to the Rutgers University Graduate Business School Customer Experience program and a leader in the Rutgers Ernest Mario College of Pharmacy Alumni Council.
Started up a healthcare consulting practice focused on providing executive consulting in all areas of commercialization, including business development, strategic planning and sales and marketing effectiveness
Vice President, Sr. Asset Team Leader
Led cross-functional global asset development team to complete the co-development, co-commercialization and registration strategy of a sleep/wake regulation agent for US, Japan, and EU in partnership with Eisai Pharmaceuticals. Managed 20 team members across R&D, Medical Affairs, Marketing, Manufacturing, Regulatory, Alliance Management, Finance, and Law. Developed manufacturing, supply chain and go-to-market strategy. Reported to SVP, R&D.
Vice President, Head of Sales
Responsible for US sales strategy and execution through leadership of ~700-person sales force. Led the cross-functional development and execution of customer segmentation, market access, promotional and channel strategies to achieve brand goals. Developed relationships with key customers to optimize products, distribution/supply, market access and contracting. Built commercial model and capabilities to achieve business development goals. Managed 6 Regional Directors, and Directors of Operations, Sales Effectiveness & Analytics. Member of Commercial Leadership Team. Reported to Chief Commercial Officer.
Vice President/Head of Neurology Franchise
Recruited to build and lead the U.S. Neurology Franchise and P&L. Oversaw all commercial functions (marketing, sales, analytics, operations, and market access). Developed payer and provider channel strategies and managed national and regional payer accounts. Collaborated with Business Development on strategy to build pipeline. Managed 5 direct reports with an 80-person team. Member of Management Committee. Reported to President/GM of North America.
Vice President, Head of Neurology & Psychiatry Business Unit
Started up and led the US Neuropsychiatry Business Unit, a cross-functional, 350-person team. Managed P&L with net sales of over $800M. Portfolio included Focalin XR, Comtan/Stalevo, Exelon Patch and anti-psychotics. Reported to the President, North America.
Vice President, Customer Innovation Strategy
Build commercial strategy, US business plan and operating model in collaboration with general managers of 5 operating units, the CFO and the CEO. Reported to CEO, North America General Medicines.
National Vice President of Sales
Led national sales team promoting the cardiovascular and GI portfolios, which included Diovan, Lotrel, Exforge, and Zelnorm. Direct reports: 9 regional directors who led 92 district managers and 1022 sales representatives. Managed promotional budget of $100M and operating budget of $120M. Reported to the GM/SVP Sales, North America.
Rutgers Business School -- Graduate School of Management
Ernest Mario College of Pharmacy