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Gilead Sciences Sales

To accelerate revenue growth by commercializing innovative therapies that help patients with life-threatening diseases, becoming the global leader in viral, inflammatory and oncology treatments

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To accelerate revenue growth by commercializing innovative therapies that help patients with life-threatening diseases, becoming the global leader in viral, inflammatory and oncology treatments

Strengths

  • PORTFOLIO: Dominant position in HIV with Biktarvy as top therapy
  • PIPELINE: Robust oncology pipeline with lenacapavir potential
  • FINANCIALS: Strong balance sheet with $7.3B cash position
  • INFRASTRUCTURE: Global commercial presence in 35+ countries
  • TALENT: Expert commercial team with therapeutic area expertise

Weaknesses

  • DIVERSITY: Heavy revenue dependency on HIV portfolio (73%)
  • PRICING: Increasing pressure on drug pricing across portfolio
  • INNOVATION: Uneven R&D productivity compared to peers
  • INTEGRATION: Challenges integrating acquired assets at scale
  • COMPETITION: Loss of market share in HCV to competitors

Opportunities

  • EXPANSION: Lenacapavir launch for multiple indications
  • MARKETS: Growing therapeutic needs in oncology and inflammation
  • PARTNERSHIPS: Strategic biotech alliances to access innovation
  • DIGITAL: Enhanced digital health solutions for patients
  • PERSONALIZATION: Precision medicine approaches for treatments

Threats

  • GENERICS: HIV franchise patent cliffs approaching by 2026-2028
  • COMPETITION: Increasing competitive intensity in oncology
  • REGULATIONS: Global drug pricing reforms and negotiation
  • ACCESS: Reimbursement challenges in key therapeutic areas
  • REPUTATION: Scrutiny on pharmaceutical pricing practices

Key Priorities

  • DIVERSIFICATION: Accelerate commercial expansion beyond HIV
  • INNOVATION: Execute flawless launch of lenacapavir treatments
  • DIGITAL: Transform commercial model with digital engagement
  • PARTNERSHIPS: Secure strategic collaborations for growth
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To accelerate revenue growth by commercializing innovative therapies that help patients with life-threatening diseases, becoming the global leader in viral, inflammatory and oncology treatments

DIVERSIFY BEYOND HIV

Create multi-pillared growth engines across key therapies

  • ONCOLOGY: Increase oncology portfolio contribution to 20% of total revenue through Trodelvy expansion in 3 new indications
  • LAUNCHES: Successfully launch lenacapavir with 90% physician awareness and 65% treatment center adoption by quarter end
  • GROWTH: Achieve $1.2B quarterly revenue for non-HIV products representing 15% YoY growth across diversified portfolio
  • PIPELINE: Secure 3 new strategic licensing or acquisition deals to enhance inflammation and oncology commercial pipeline
TRANSFORM ENGAGEMENT

Reimagine customer interactions through digital channels

  • PLATFORM: Deploy unified omnichannel engagement platform reaching 80% of target physicians with 50% active engagement rate
  • ANALYTICS: Implement predictive next-best-action system for top 5,000 HCPs with 40% recommendation adherence by field teams
  • CONTENT: Create personalized digital content strategy delivering 3x engagement vs traditional assets across all channels
  • ADOPTION: Achieve 75% field force adoption of new AI-powered targeting tools with 90% territory plan completion rate
ACCELERATE GROWTH

Execute flawless therapeutic launches that exceed goals

  • LENACAPAVIR: Exceed 10,000 patient starts for lenacapavir in first full quarter with 85% payer coverage in top accounts
  • ADOPTION: Secure inclusion in 90% of treatment guidelines for newly launched indications across key therapeutic areas
  • EXPERIENCE: Implement streamlined patient onboarding reducing time-to-therapy by 35% across flagship brands
  • EDUCATION: Deliver therapeutic education to 90% of target HCPs through multi-channel scientific engagement strategy
FORGE PARTNERSHIPS

Create powerful collaborations that unlock new growth

  • COLLABORATIONS: Secure 3 new strategic co-promotion agreements with complementary companies in oncology and inflammation
  • CHANNELS: Expand specialty pharmacy network with 5 new partnerships improving patient access metrics by 25%
  • ECOSYSTEM: Implement digital health ecosystem with 3 technology partners enhancing patient medication adherence by 30%
  • VALUE: Launch 10 new value-based contracts with major payers tied to clinical outcomes and total cost of care metrics
METRICS
  • Total Product Revenue Growth: 8-10% YoY
  • Non-HIV Portfolio Revenue: $4.7B (+15% YoY)
  • New Product Launch Revenue: $1.2B
VALUES
  • Excellence in Customer-Centricity
  • Innovation-Driven Partnerships
  • Commitment to Health Equity
  • Integrity in All Interactions
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Align the learnings

Gilead Sciences Sales Retrospective

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To accelerate revenue growth by commercializing innovative therapies that help patients with life-threatening diseases, becoming the global leader in viral, inflammatory and oncology treatments

What Went Well

  • GROWTH: HIV portfolio grew 7% YoY driven by Biktarvy market share gains
  • MARGINS: Improved operating margins by 210 basis points to 43.8%
  • ONCOLOGY: Cell therapy revenue increased 15% with new indications
  • PIPELINE: Positive Phase 3 data for lenacapavir in PrEP indication
  • OPERATIONS: Successfully implemented global pricing strategy

Not So Well

  • HEPATITIS: HCV franchise declined 18% due to competitive pressure
  • LAUNCHES: Trodelvy launch in new indications below expectations
  • EXPENSES: SG&A expenses increased faster than revenue growth rate
  • INTERNATIONAL: Slower than anticipated growth in emerging markets
  • DIGITAL: Digital engagement platform implementation delays

Learnings

  • FOCUS: Need for stronger portfolio prioritization and resource allocation
  • AGILITY: Commercial model requires greater flexibility by region
  • COORDINATION: Improve cross-functional launch planning effectiveness
  • MARKETING: Digital-first approach delivers stronger ROI than traditional
  • PARTNERSHIPS: Value-based contracts showing promising early results

Action Items

  • EXECUTION: Accelerate commercial execution for Trodelvy launch plan
  • EFFICIENCY: Optimize commercial spending with ROI-based allocation
  • DIGITAL: Fast-track deployment of omnichannel engagement platform
  • TALENT: Enhance commercial analytics capabilities across regions
  • STRATEGY: Develop comprehensive post-patent cliff growth strategy
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To accelerate revenue growth by commercializing innovative therapies that help patients with life-threatening diseases, becoming the global leader in viral, inflammatory and oncology treatments

Strengths

  • DATA: Large proprietary patient and clinical datasets
  • INVESTMENT: Established AI/ML initiatives for drug discovery
  • TALENT: Growing AI/ML expertise in commercial analytics team
  • INFRASTRUCTURE: Cloud-based IT infrastructure modernization
  • LEADERSHIP: Executive commitment to AI transformation

Weaknesses

  • INTEGRATION: Siloed data across commercial and R&D functions
  • ADOPTION: Inconsistent AI tool adoption across sales force
  • REGULATION: Compliance challenges with AI in healthcare
  • SKILLS: Gaps in specialized AI/ML talent vs tech competitors
  • BUDGET: Insufficient dedicated resources for AI initiatives

Opportunities

  • TARGETING: AI-powered HCP targeting and engagement strategies
  • PREDICTION: Predictive analytics for patient identification
  • PERSONALIZATION: Customized HCP and patient communications
  • OPERATIONS: AI-optimized supply chain and distribution
  • INSIGHTS: Real-world evidence generation using AI

Threats

  • COMPETITION: Faster AI adoption by key pharmaceutical rivals
  • PRIVACY: Increasing data privacy regulations worldwide
  • ETHICS: Ethical concerns about AI use in healthcare decisions
  • QUALITY: Ensuring AI-generated insights meet regulatory bar
  • DISRUPTION: Digital health startups disrupting patient journey

Key Priorities

  • PLATFORM: Create integrated AI commercial intelligence platform
  • TALENT: Build specialized AI team focused on revenue growth
  • ENGAGEMENT: Deploy AI-powered omnichannel customer engagement
  • PREDICTIVE: Implement predictive analytics for targeting