LEO Pharma grows its sales division

LEO Pharma, Inc., a wholly owned US subsidiary of the 100-year old Danish organization LEO Pharma A/S, has reported growth of 85% in the overall sales force associated with the company since it officially launched in January 2010.

In late 2009, LEO Pharma opened its doors in Parsippany, New Jersey, with four employees, including VP, sales and marketing, Dave Domzalski, who says the primarily derma-focused company has had a “great run over the course of the last 20 months or so.”   

“When we set up the business, it was done through a partnership with a contract organization called Quintiles, which proved to be a very good relationship,” explains Domzalski. “We did that for the first year of business in 2010… We only had two to three months to get registered to be able to operate in the US, and the best way to do that was to work with a partnership in a contract sales organization. At the end of 2010 and into 2011, we brought over the vast majority of our group.” 

According to Domzalski, LEO Pharma's target base is driven by the dermatology community, specifically via products dedicated to treating psoriasis, including top-selling medications Taclonex Ointment, Taclonex Scalp Topical Suspension and Dovonex Cream. The company also manufactures critical-care products, albeit to a lesser degree. 

As far as the derma's sales force is concerned, Domzalski says, LEO Pharma has deployed field-based reps in areas where  HCPs were not being supported by a dedicated sales colleague. “We also work with telesales and e-detailing, which has proven to be very successful,” he adds.

Domzalski also points to several products in LEO Pharma's pipeline that he looks forward to bringing to market, including a treatment for Actinic keratosis, among others. To support the launches of the pipeline brands, the VP says the organization anticipates additional growth of 50% for next year – especially in the company's sales, marketing, managed care and regulatory affairs divisions—adding to the existing staff of about 200. 

“We're very patient-centric in all initiatives, and what drives activities is wrapped around the disease state,” adds Domzalski. “I think you'll find that as we continue to grow as an organization, driving the science platform is very important to us.”

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