Esther Perea Castillo

Executive with over 20 years in the pharmaceutical industry, with a track record in hospital sales, business development and commercial leadership in rare diseases. Experienced in P&L management, territory planning, forecasting, resource prioritization and negotiation with healthcare system decision-makers. Sales-leadership profile: market opening, launches, access, sustained growth and development of high-performance teams.

FIRST LINE MANAGER – RARE METABOLIC DISEASE & SHORT INTESTINE SYNDROME at Takeda Spain / Shire Pharmaceuticals Spain (2023-08 – Present)

Regional business management in RMD and SBS, with responsibility for strategy, budget, planning and results. Rare Diseases Unit: Fabry, Gaucher, Hunter and Short Bowel Syndrome.

• Direct management of a team of 5 professionals, focused on performance, talent development and commercial execution.
• Prioritization of resources and territorial investment based on market analysis, opportunities and the evolution of key accounts.
• Negotiation with healthcare decision-makers and cross-functional coordination with commercial, medical and access teams.
• Built a new high-performance team and contributed to the sustainable growth of the unit.
• Contributed to opening strategic accounts with hospital-level blockers.
• Highest sales-growth area in the business unit, across all products.
• Commercial experience across cardiology, hematology, nephrology, internal medicine, pediatrics, endocrinology, pediatric gastroenterology, clinical genetics, hospital pharmacy, management, medical management and finance management.

KEY ACCOUNT MANAGER – GENETIC DISEASES BUSINESS UNIT at Takeda Spain / Shire Pharmaceuticals Spain (2019-01 – 2023-08)

Business development in rare diseases within high-complexity hospitals.

• Brand Champion for one of the unit's brands, in collaboration with Marketing
• Opened a strategic account in Murcia that had been blocked for years and defended the competitive position in Alicante.
• Patient identification, opportunity analysis and consolidation of relationships with hospital pharmacy, management and clinical leaders.
• Continuity of the operating model following the Shire integration, maintaining focus on growth, access and priority accounts.
• Commercial experience across cardiology, hematology, nephrology, internal medicine, pediatrics, clinical genetics, hospital pharmacy, management, medical management and finance management.
• One of the highest-growth territories across the entire portfolio.

KEY ACCOUNT MANAGER – GENETIC DISEASES BUSINESS UNIT at Shire Pharmaceuticals Spain (2017-11 – 2019-01)

Account management in lysosomal diseases —Fabry, Gaucher and Hunter— with multidisciplinary hospital engagement.

• High budgetary-impact negotiations with management, medical management and hospital pharmacy.
• Opened business at Hospital Universitario Virgen de la Arrixaca, a key account of the Murcia Health Service.
• Acquisition of new patients, project implementation and development of the territorial business plan.
• Commercial experience across cardiology, hematology, nephrology, internal medicine, pediatrics, clinical genetics, hospital pharmacy, management, medical management and finance management.

ACCOUNT LEAD – NEUROSCIENCE at Shire Pharmaceuticals Spain (2017-04 – 2017-10)

Launch of a new ADHD treatment in child psychiatry, pediatric neurology and neurology

• Resolved special cases with medical inspection to facilitate access and prescription.
• Shifted prescribing trends and drove significant sales growth in the territory.

KEY ACCOUNT MANAGER – IMMUNOLOGY & IM / ENDO FRANCHISE at Shire Pharmaceuticals Spain (2016-10 – 2017-03)

Market development in primary and secondary immunodeficiencies, with thorough analysis of immunoglobulin prescribing.

• Built relationships with onco-hematology, nephrology, pulmonology, neurology, immunology, management and hospital pharmacy.
• Customer acquisition and identification of opportunities for territorial growth.

PRODUCT SPECIALIST – INTERNAL MEDICINE BUSINESS UNIT at Shire Pharmaceuticals Spain (2016-03 – 2017-01)

Commercial experience in Hematology and Nephrology

• Identification and recruitment of rare-disease patients through dried blood spot screening.
• Portfolio development, market analysis and generation of new opportunities.
• 23% sales growth in the territory in under a year

MEDICAL SALES REPRESENTATIVE at Boehringer Ingelheim Spain (2007-06 – 2016-03)

Commercial experience in cardiovascular, respiratory, diabetes, CNS and anticoagulation, Pulmonology and Psychiatry, engaging with hospitals, primary care, pharmacy and medical inspection.

• Launch of Spiolto and Striverdi, both achieving number-one national sales results.
• Drove Pradaxa through product expertise, unblocking authorizations and facilitating prescription.
• Positioned Xeristar among the top-selling territories in Spain.

PHARMACY SALES REPRESENTATIVE at Boots Healthcare (2003-08 – 2007-05)

• Promoted prescription, acquired accounts and negotiated shelf presence in pharmacies.
• Sales growth above the national average in OTC and dermocosmetics.
• Strong introduction of the dermocosmetics line through trust and relationships with pharmacists and dermatologists.

Manager at Dúo Perea Asociados S.L. (2000-09 – 2003-08)

Area Manager at Mary Kay S.A. (1997-09 – 2000-09)

Management Lead at Promesa Ediciones S.L. (1990-01 – 1996-12)

University Expert in Molecular Biology and Oncology Drugs – UNED (2016-01 – 2018-12)

Executive MBA in Business Administration and Management – Deusto / EAE Business School (2014-01 – 2016-12)

Master's in Access and Relations with Health Administrations (ARAS) – Talento Farmacéutico (2013-01 – 2014-12)

Executive Master's in Professional English – Grupo Vaughan (2019-01 – 2019-12)