For your (pre)launch and full commercialization of specialty medicines in the Netherlands, Belgium and Luxembourg.

Bio

Marco Fossatelli is an experienced leader in the pharmaceutical and biotechnology industry with a strong scientific and commercial background. He holds a PhD in organic chemistry from Utrecht University and began his career as a researcher in Italy. He soon transitioned to the commercial side of healthcare, where he combined his scientific expertise with entrepreneurship and leadership.

Throughout his career, Marco has held various senior positions at international pharmaceutical companies, including Altana Pharma, Shire, Raptor Pharmaceuticals and Alnylam Pharmaceuticals. He has extensive experience in successfully launching innovative medicines, particularly in the field of rare diseases. He played a key role in multiple product launches in the Netherlands and the broader Benelux region. His focus extends beyond market access and medical education to close collaboration with physicians, patient organizations, and healthcare authorities.

Marco has now started his own company, where he aims to use his experience and passion for biotech to support companies in bringing their innovative therapies to patients in the Netherlands, Belgium and Luxembourg.

For your (pre)launch and commercialization of specialty medicines in the Netherlands, Belgium and Luxembourg.

What: My activities

5 steps towards successful commercialization

  • Get to know the market and explore who is who (HCPs, patient advocacy groups, various stakeholders).
  • Content: The first step involves thorough desk research: how is the disease area organized locally, what protocols and guidelines are used (and how do they differ from global ones) and what treatment gaps exist, who is involved and how does all this connect? Some conversations are held with those involved to add context. If needed questionnaires can be performed to gather additional information.
  • Reach out to all stakeholders, introduce the company and discuss the disease and product (when possible).
  • Content: The information collected in step 1 feeds into an engagement plan. Relations are build with the various stakeholders, including physicians, pharmacists, patient advocacy groups and payers. The company and if possible product are introduced and in-depth conversations follow. The aim is to support development a local community around the disease area.
  • Develop access strategy and execute (including possible negotiations).
  • Content: P&R processes are usually clear, involving various dossiers and timelines that are different for each country. However, each situation is unique, requiring a tailor made strategy, stakeholder involvement (e.g. obtaining an expert opinion on the disease area) and maybe the search for a creative solution.
  • Ensure the start is well prepared and customers experience a smooth launch.
  • Content: Everybody looks forward to the launch, as all work from the first steps comes together in a single moment in time. This has to be rigorously prepared both externally and internally. externally through informing and training physicians and pharmacists, setting up supply chain and ensuring orders are fulfilled. Internally many expertise areas need to be aligned, from quality, supply chain, finance to medical/commercial. The best launches are not noticed by customers but involve a lot of preparation.
  • Build the product position, continue engagement.
  • Content: Continued engagement with stakeholders will ensure eligible patients have potential access to the product. This is a win-win situation: care is improved, physicians have more treatment options, society benefits and the company grows and can continue their important research & development.

Engage with me for one, some or all steps!

How: The way I work

  • Very dedicated to the community and company I work for
  • Strong scientific focus
  • Strong commercial focus
  • Good communicator & storyteller
  • Autonomous, collaborative, transparent
  • Extensive knowledge of compliance and legal aspects
  • Committed to creating a positive societal impact

Some recent activities

– Successfully launched 4 products in a new class in the Benelux at a growing biotech, the first as a ‘lone wolf’ and the last two as General Manager of a large site
– Support for global launch preparations of a soon to be approved innovative treatment
Support for P&R negotiations for revolutionary gene therapy
– Help a biotech start-up with their product positioning and commercial thinking

Passionate about bringing science to patients

I started my career in organic chemistry, where I synthesized many molecules that were tested as a new treatment against serious diseases. Later I switched to commercial roles in the pharmaceutical industry, helping to bring these innovations to patients. My focus here has been specialty medicines, often with an interesting scientific foundation, complex pricing and reimbursement procedures and a high need both from physicians and patients. I still thoroughly enjoy this work.

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