Tomasz Góralczyk

Responsible for license-out sales of products developed by Polpharma Group (Polpharma, Medana, Polfa Warszawa, Akrikhin, Santo, Herbapol Lublin, Herbapol Warszawa and Farmaprojects Spain)
Reporting directly to Managing Director of Farmaprojects

 Creating Licensing-out Department and strategy for international expansion for Polpharma Group’s products (Polpharma and Medana)
• New competences development within two organizations: Polpharma and Medana
• Identification and initiation of the new strategic business opportunities in the field of licensing and its effective improvement
• Conducting licensing activities in accordance with the agreed strategy especially taking into consideration Polpharma’s own International Operations
• Key contacts and co-operation development with other departments (Strategic Marketing, IP, Registration, Legal, R&D, Logistic, Production and International Marketing)
• Licensing-out process definition in the organization, role and responsibilities appointment within project team
• Project Management System implementation in the field of licensing-out

 Polpharma’s geographical expansion through License and Supply Agreements
• Licensing-out opportunities identification
• Product/market detailed evaluation with regard to patent and registration situation, market potential, product attractiveness ensuring the deal is suitable against the corporate strategy and offers sufficient commercial value
• Leading the process starting from the initial screening, through the commercial negotiations, due diligence analysis and closing the deal
• Identifying suitable licensing opportunities from both new and existing partners, securing deals by being a “partner of choice”
• Premium customer management
• Coordination of the dedicated project team to track the deal, addressing problems as they arise and optimizing performance and outcome of the deal

 Project of business processes optimization in the area of API Sales, Sourcing, In-licensing and Out-licensing
• Identification of interdepartmental cooperation
• Identification of external business relations
• Improvement of information exchange regarding external partners
• Achieving synergy effects of cooperation
• Optimization of the internal processes

 Searching new products to Polpharma, Medana and Herbapol portfolio
• Responsible for establishing licensing-in competences in Medana and Herbapol, which were appointed to be serviced by Polpharma BD
• Implementation of the licensing-in process rules in Medana and Herbapol
• Focus on identification and initiation of the new strategic business opportunities in the field of licensing, product acquisition, contract manufacturing or contract development
• Searching for the products approved by Pipeline Committee for certain company needs
• Conducting licensing-in projects for Polish and other markets
• Close cooperation with different departments – Marketing and Sales, Registration, Medical, R&D, Legal, IP, Logistic and Production

 Creating Foreign Project Department and strategy for international expansion
 Developing new markets entries and set up individual strategy for certain countries
• Market evaluation in terms of patent situation (using patent data bases: Delphion Research Intellectual Property, DEPATISnet, ESPACEnet, ArsPatent, IMS LifeCycle and cooperation with local Patent Offices), registration opportunities (data exclusivity) and market potential ( using IMS World Review and cooperation with IMS Health)
• Searching for the local or multinational licensee
• Registration process coordination
• Marketing strategy development, transfer of the marketing know-how, preparation and providing Marketing Training for Sales Representatives, support in designing Clinical Trial Face IV etc.
• Coordination of the manufacturing process and logistics
• Cooperation management

 Geographical Expansion and Responsibilities:
• Europe (Austria, Spain, Portugal, Finland, Norway, Greece, Hungary, Turkey, Czech and Slovak Republic, Hungary, Croatia, Ukraine, Russia, Belarus, Turkey)
• Middle East (Gulf Region, Egypt, Tunis, Lebanon)
• Far East (China)
• USA and Canada

 Product Co-development with foreign partners
• Product development coordination in accordance with EU requirements including all steps of product development and details connected with: active substance, formulation, stability data, bioequivalence, registration dossier etc.
• Agreement negotiation; risk, financial and market aspects analysis; countries management
• Cooperation with Regulatory Affair Department and Medical Department

 Searching new products to Adamed’s portfolio
• Review current worldwide blockbusters and evaluate the potential of the generic
• Marketing and patent product screening due to international and Polish expansion
• Assessment of the patent situation and searching for marketing added value products
• Cooperation with R&D Department in order to develop products with patent advantage, taking into account opportunity being as a sole generic on the market
• Searching license providers, active substance suppliers, commercial negotiations
• Close cooperation with different departments – marketing, registration, medical, R&D and production

• Responsible for cardiology and gynaecology portfolio in Cracow and surrounded area.

Promotion of Amlozek®, Xartan®, Furaginum®, Estroplast®, Gestomikron®, Kolpexin®