Scalar Group LLC · Austin, TexasEmail EmilioLinkedIn

Who I help · Stage 1 of 3

Getting ready to launch in the U.S.

For biotech startups and scale-ups approaching approval, and for companies outside the U.S. bringing a medicine here. The decisions made in the 12 to 24 months before launch shape everything after it.

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What usually needs deciding

The questions on the table.

  • Build, partner or co-promote: which U.S. commercial model fits your asset, cash and timeline
  • Market access, pricing and payer strategy, worked out before approval rather than after
  • Which U.S. roles to hire first, in what order, and what the commercial budget has to cover
  • A launch story and forecast your board and investors will fund
  • The partners around you: regulatory, distribution and patient services. I coordinate with specialist firms; Scalar is not a regulatory firm

How I help

Where to start.

Usually the right start

6 weeks

U.S. Launch Sprint

A board-ready U.S. launch plan, built with your team in six weeks.

What’s included

30 days

Launch Readiness Diagnostic

The entry point: an independent read of your launch plan, forecast, access strategy and budget, with the risks that matter most, in order, in writing.

What’s included

1–2 days a week

Fractional commercial leader

Senior commercial leadership inside your company, part time, to launch, turn around or accelerate a brand. Equity option available.

What’s included

I have worked on both sides. Before leading U.S. businesses up to $2.2B, I led brands in Spain and then, as Commercial Head, Latin America, for Sandoz, a $400M P&L across several therapeutic areas. I work in English and Spanish (also Catalan, French and Italian). Early in my career I worked in technology and energy in France, Spain and the U.S.

Relevant experience

I have done this job before.

Career results from roles at Novartis, not Scalar Group client results.

Hematology · U.S.
$1B+
brand taken from $400M · patent life extended 2 years

Executive Director, Head of Marketing, Hematology
2020–2022

Accelerating Promacta to market leader in its final years before patent expiry

Mandate
Lead marketing for a hematology franchise in a competitive market, in the five years before patent expiry.
What I did
Found new growth levers, launched two new indications and championed a two-year patent-life extension.
Result
Accelerated the brand to market leadership, from $400M past $1B, and extended its patent life by 2 years. More than $130M in annual incremental sales and approximately 10 points of market share gained in two years; the extension was estimated to add more than $2B in revenue.
  • Cardiovascular · U.S.2019–2020

    Led commercial strategy and a full field-force restructuring (~500 hires); the business unit delivered approximately 40% year-over-year net-sales growth. Introduced digital promotion and supported early launch planning for a new cardiovascular medicine.

  • Market access · payer contractingCareer-long

    I personally signed risk-based payer contracts in Spain (ophthalmology) early in my career; over the past eight years, I led the Market Access teams that negotiated payer contracts for every brand I led, including outcomes- and risk-based agreements.

Full track record

Recommended reading

Insights for this stage.

Get the free U.S. Market Entry Playbook

Different stage?Launched, and growth needs to scale Investing, licensing or buying

30-minute call with Emilio

Not sure which door is yours? Start with a 30-minute call.

Tell me where the business is and what has to happen next. No obligation, and if Scalar isn't the right fit, I'll say so.

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