Kathleen LAU

Lead Market Access Strategy & Execution

• Drive end-to-end market access strategy development and execution for new launches and priority post-launch pharmaceutical products across HK/Macau markets
• Independently manage listing and reimbursement processes including strategic timeline planning, value dossier preparation, and stakeholder negotiations
• Develop compelling local value propositions in collaboration with commercial, medical, and global HEOR teams to address evidence gaps
• Design and implement pricing strategies that optimize patient access while balancing internal business objectives and external market expectations
• Maintaining pricing databases both internally and externally (distributor database).

Cross-functional Leadership & Ecosystem shaping

• Establish and optimize cross-functional workflows and tracking systems to enhance listing success rates and operational excellence
• Build organizational market access capabilities through training, process improvement, and knowledge sharing initiatives
• Lead cross-functional teams to deliver integrated market access solutions for priority therapeutic areas
• Identify and execute innovative access solutions through strategic partnerships with NGOs and external stakeholders such as patient support programs and public-private partnerships.

External Affairs & Stakeholder Management

• Monitor market dynamics, competitive landscape, and policy developments to inform strategic adjustments and risk mitigation ensuring optimal access for patients
• Support development and execution of comprehensive stakeholder engagement plans to advance market access objectives including negotiation of listing and reimbursement criteria, insights gathering on unmet needs and determining value of products
• Developing and executing healthcare ecosystem shaping strategies by engaging and influencing a wide range of stakeholders, including government agencies, payers, healthcare providers, and patient organizations, to improve product access, affordability, and patient outcomes including but not limited to patient education and disease awareness, epidemiology and HEOR research and policy briefing documents

Key achievements:

• Drive adoption of AI risk prediction model for secondary care in public hospitals
• Community-based healthcare model for osteoporosis within primary care in Hong Kong
• Willingness-to-pay and affordability market research to drive pricing strategy for public and private markets
• Launch readiness for pipeline products

• Project Lead for Precision Oncology Programme for Non-Small Cell Lung Cancer with the University of Hong Kong & Innovation and Technology Commission (ITC)
• Lead implementation of Precision Oncology Programme for NSCLC (The Unicorn Project) and be the liaison of the research team in HKU (oncologists and research assistant) and the representative from ITC.
• Deliver the projects and initiatives for shaping personalized healthcare ecosystem e.g. building partnerships with external stakeholders including clinicians, institutions and government departments, RWD infrastructure set-up including data collection, data transfer and data management, data science for both clinical and genomic data for evidence generation as needed, etc.
• Act as point of contact for Foundation Medicine (FMI) and Comprehensive Genomic Profiling (CGP) solution for specified target groups, e.g. oncologists, pathologists, molecular biologists, other CGP accelerators, and be accountable to build CGP value recognition and propose and inform about the right FMI solutions based on customer needs.
• Strongly collaborate with Roche Diagnostics, e.g. as a member of joint OneRoche CGP team, supporting the Avenio kit launch, or digital joint initiative on patient identification & testing in oncology.
• Leverage digital channels and tools to provide meaningful customer experiences that add value to patients.
• Liaise with other PHC related functions and is connected with colleagues across the organization in a global network. It is expected that a PHC Partner will dedicate some time to network initiatives and support with her/his expertise colleagues and potentially customers beyond Hong Kong and Macau.
• Act as Precision Medicine Partner (PMP) in Hong Kong for Tumor Agnostic indication.

Key achievements:

• Unicorn Project as Roche HK & Macau Excellence Award Nominee 2022
• Real-world data infrastructure setup for Unicorn Project including data collection, transfer and setup for both clinical and genomic data within 6 months
• Unicorn project patient recruitment acceleration increased by 4 folds in 2022 vs 2021 (227 patients vs 58 patients)
• Reimbursement dossier and pricing plan for CGP portfolio

• Partner with the stakeholders, identifies shared purpose and value, co-creates solutions and co-implements them to drive healthcare system innovation, unlock possibilities in service of better health outcomes for more patients faster in a sustainable way to society and to challenge and shape the healthcare system.
• Responsible for ensuring the most efficient use of company funds (OPEX) to deliver their personal outcomes, and to continue to use the wider Roche Network to find existing solutions, or to share new local solutions.
• Lead on the Roche 10 year ambition relating to Patient Value in Hong Kong ensuring meaningful progress is being made.
• Partners with system-level stakeholders to: expedite drug enlistment/ reimbursement, enhance the efficiency of the HK Macau healthcare system based on OneRoche healthcare system priorities and the shared vision with stakeholders community. The means included but not limited to streamlining procedure, adoption of new technology and public private partnership.
• Co-create a better Greater Bay Area healthcare ecosystem and expedite Greater Bay Area policy implementation.

Key achievements:

• Enlistment of Polivy (polatuzumab-vedotin) and Evrysdi (risdiplam)
• Establishment of cost-effectiveness research for Vusvimo (Port Delivery System with ranibizumab)

• Develops & optimize payer value proposition & provide advice on pricing to BU in accordance of payer evidence requirements for the Hong Kong market by utilizes health economic data, outcome research data and clinical evidence where necessary.
• Leads and/or consults in payer research & drive market access research relevant customer & competitor insights.
• Monitors political, social and economic trends and analyzes the impact on related therapeutic area.
• Support strategic directions for reimbursement listing in both Hong Kong, Macau, Greater Bay Area and China market to ensure pricing protection of both markets.
• Collaborates with Food and Health Bureau, Department of Health, Hospital Authority, Chief Pharmacy office, Legal counsel and stakeholders related to the healthcare system to provide solutions surrounding legal liability and compliance with government and HCPs.

Key achievements:

• Pre-launch planning including market landscape and pricing strategy for Sarclisa (satralizumab) & Falsodex (fulvestrant) for launch in Hong Kong & China.

• Coordinate Governance to support decision making and information sharing within the organization
• Set up and maintain Governance to align leadership teams on key priorities throughout the year: leadership team meetings, offsite meetings, strategic committees and decision bodies, participants, frequency etc.
• Support the execution of the organization Roadmap through monitoring of related KPIs.
• Drive the agenda in line with the organization strategic priorities i.e., Business Reviews (locally, regionally and globally)
• Manage Office to ensure an effective use of time focusing on priorities.
• Ensure that calendar is up to date and aligned with the evolving priorities of the organization: leadership team meetings, country visits, internal and external engagements.
• Coordinate preparatory work and briefing materials for key meetings.
• Support internal and external communication: internal presentations, town hall, speeches, external conferences.
• Lead projects as required to support the execution of the organization strategic roadmap.
• Lead or coordinate projects that are important/strategic for organization and do not fit into a specific function/business component
• Leverage and engage resources across the organization to ensure priorities are delivered.
• Interface with the broader organization on transversal projects that require management inputs.
• Build Bridges within the organization and vis-à-vis the rest of the organization (GBU)
• Connect with Country Lead and his/her leadership team and establish a constructive relationship.
• Inform Country Lead on relevant information and keep him/her connected with the rest of the organization.
• Facilitate access to the Country Lead when relevant: identify topics requiring his/her attention, and ensure right level of briefing.
• Facilitate leadership team dynamics: foster collaboration, create time for discussion and exchanges.
• Act as a sounding board for the Country and his/her leadership team.
• Collaborate with Country Lead’s office and other Global Function’s project managers to share information, identify synergies, and leverage best practices
• Act as a point of entry for transversal and/or company-wide projects by identifying right contact or acting as a single point of contact for the regions and other Global Functions

Key achievements:

• Transformation 2019 of Sanofi Hong Kong & Taiwan General Medicine, Specialty Care, Vaccine
• Hong Kong and Taiwan market digital transformation & omnichannel
• Pharmacy channel model in Taiwan market
• COVID-19 & Business Continuity Committee Lead
• Hong Kong and Taiwan Footprint Project
• Global Leadership Team Virtual Tour

• Develop a scientifically valid post marketing clinical plan for assigned products to ensure the strategic business plan and critical success factors are effectively supported.
• Help to develop and elaborate clinical protocols to be aligned with product strategies. Support CRM/CRA assigned in identification of resources, feasibility, estimation of required investment, investigators/KOLs interaction and trial conduction as required.
• Help to review the medical appropriateness of investigator sponsored research projects and health outcome proposals in respect of the business goals.
• Review promotional materials, research reports and publications, when required.
• Contribute to the implementation of marketing projects and take the lead on product related medical marketing directions.
• Identify key issues in regard to current and future market/competitor situations.
• Develop lasting strategic relationships/partnerships with opinion leaders for assigned products in collaboration with marketing team.

Key achievements:

• Ecosystem shaping for atopic dermatitis in Hong Kong
• Launch of Dupixent (dupilumab) asthma indication
• ADVENT Asia, Yokohama Japan (https://www.adventprogram.com/landing/index.php/prelogin/)

• Provide updates therapies and disease management.
• Respond to unsolicited requests for on or off-label information or safety concerns from healthcare professionals.
• Facilitate the planning and execution of Named Patient Programs.
• Provide regular product and disease training internally to reinforce knowledge of internal stakeholders especially the commercial team.
• Organize and facilitate advisory board meetings, symposiums and continuing medical education related to the assigned therapeutic area.
• Review of promotional and non-promotional materials to ensure that these items comply with local regulations or policies and industry code.

Key achievements:

• Launch of Dupixent (dupilumab) in Hong Kong
• Sanofi Global Patient Access Acceleration Award 2019 - highest patient uptake within first month of launch in APAC

• Coordinate Compassionate Use and Named Based Patient Programmes.
• Serve as a liaison to the medical information organization to provide ongoing scientific and medical support to the
  business.
• Plan and facilitate various medical and scientific events including advisory boards, symposia, and CME venues.
  Liaise with local & overseas speaker on scientific lecture and/or advisory board, including managing the selection of
  speaker
• Oversee development and delivery of medical education materials (written materials and/or slide decks) to healthcareprofessionals and sales representatives.
• Identify medical updates in Healthcare resourcing sources (i.e. Pubmed, symposiums, and conferences) for general
  clinical developments, scientific studies and important healthcare outcomes.
• Provide CME/CNEs to pharmacists and nurses.
  Establish and maintain professional relationships with relevant therapeutic groups, associations, educational and
  healthcare professionals.

Key achievements:

• Compassionate use program of Lonsurf (TAS-102) with more
• than 50 patients at pre-launch
  Launch of Lonsurf (TAS-102) in metastatic colorectal cancer
  Pre-launch of Lonsurf (TAS-102) metastatic gastric cancer (indication expansion)