While Dennis Fournogerakis has been a trusted adviser to biopharma companies on all things sales and marketing for the past seven years, he truly differentiated himself these past couple years by carving out a niche as a go-to expert on commercialization strategies for new, cutting-edge oncology immunotherapies such as CAR T-cell therapies and orphan drugs.
CAR T-cell therapies have quickly emerged as the future of cutting-edge cancer treatment and Dennis has been a key player in this space since its infancy by developing a commercialization strategy—with a focus on sales force design—unique to CAR T-cell therapies and their markets and targets. As dozens of companies aim to develop their own versions of these groundbreaking therapies, his dedication to mastering the nuances of how these products are sold and administered has made him an essential resource for manufacturers.
The sales force sizing and structure model Dennis developed allows Beghou Consulting to help companies design optimal sales forces for mass-market and orphan therapies. For example, when a global biopharmaceutical company wanted to quickly change the size of the sales force across a variety of products, Dennis stepped in to help. He realigned the sales force—that is, ensured balanced workloads and sales opportunities across territories—in five days. Typically, a project of this magnitude takes five weeks.
Meanwhile, orphan drug manufacturers count on Dennis’ industry knowledge and deep understanding of data analytics to predict total prescriptions and new prescribers for emerging patient populations. Using machine learning, Dennis creates accurate predictions that come with clear and digestible rationales. For one client, he developed a model that estimates daily the total number of prescriptions for the next 30 days—with a mean percentage error of less than 1% for a six-month timeframe.
Unsurprisingly, Dennis has brought in dozens of clients and played a role in at least one-fourth of Beghou’s new business efforts. In May 2019, after less than six years with the company, he was promoted to associate partner—the fastest transition from senior analyst to associate partner in Beghou’s history.