Thomas Keller Email & Phone Number

North Curl Curl, Nsw, Au

Mangement / Consulting in Strategy, Go-to-Market, Business Planning and Operations

Hamburg, De

Regional P&L responsibility for Eppendorf’s commercial operations in APA markets through own legal entities (~600 FTE in Japan, Korea, Thailand, Malaysia, Singapore, Australia/New Zealand, India, UAE, South Africa) and indirect to all other (distributor) markets in Asia Pacific - Middle East - Africa (except Greater China). Achieved regional revenue growth of +43.4% in 2020, +23.0% in 2021, +10.4% in 2022 and -3.5% in 2023 over previous year. Integration of acquired (2020) centrifugation business (HiKoki / Himac) in Japan and subsequently in all other APA countries (2021). New legal entity setup in Singapore (2021) and South Africa (2023). Commercial Oscars for best team spirit (2020) and for best performing commercial unit (2021) in Eppendorf Group.Definition (2021) and launch (2023) of a 2nd tier consumable brand (www.Excella.bio) as portfolio expansion addressing a much broader customer demand profile in APA markets. Variety of Go-to-Market approaches with a country specific mix of enhanced distributor management (indirect), Key-Account-Managers funnelling demand to distributors and resellers (directed), own Field Sales Force and eShop/eProcurement (direct) and different levels of pre-/post-sales technical support and field services.Transforming our customer engagement in the region with channel mix, sales methodology and CRM (Miller Heiman/KF, MS Dynamics), new offices, customer service and training centres in Kuala Lumpur (2020), Seoul (2021), Singapore (2022), Bangkok, Johannesburg (2023) and Dubai, Melbourne, Tokyo (2024). Director of Eppendorf UAE, South Africa, India, Malaysia, Singapore, Thailand, Korea, Japan, Australia/New Zealand.

Singapore, Sg

Commercial Lead APAC/Oceania, East/South Africa.Focusing on market penetration of Vela’s IVD (CE/FDA) approved HIV Drug Resistance Monitoring (DRM) NGS workflow. Market entry East Africa (Kenya) in collaboration with Clinton Health Access Initiative (CHAI) and HIV National Reference Lab.

Singapore, Sg

Direct, distributor managed and hybrid market coverage models in Asia Pacific and Oceania.

Singapore, Sg

Global (GSS) and APAC Regional (RSS) Service and Support team of Field Application Specialists and Field Service Engineers. Global Product Management (GPM) and Communication.

Singapore, Sg

Commercial operation start in ANZ for molecular diagnostics IVD turn-key solution workflows (PCR / NGS) with assays in Virology, Oncology, Leukaemia, Tropical and Respiratory Infections, Immunosuppression, STD, Microbiology, Gastroenteritis and Bloodborne Viruses

North Curl Curl, Nsw, Au

Mangement Consulting in Strategy, Marketing and Business Planning. Market entry strategy and business planning for an IVD sequencing (NGS) and PCR workflow business.

Leverkusen, North Rhine-Westphalia, De

Bayer Healthcare Australia's Specialty Medicine business in Ophthalmology (Eylea), Oncology (Xofigo, Nexavar, Stivarga, Bonefos, Androcur), Haemophilia (Kogenate) and Multiple Sclerosis (Betaferon). Reporting to Head of Bayer Health Care (Bayer Pharma, Bayer Animal Health, Bayer Consumer Care) for Australia/New Zealand. Member of the Bayer Pharma Executive Leadership Team for Australia / New Zealand.Major achievements:• Exceeded 2014 sales target and profit target with Eylea in the Ophthalmology market, winning market share.• Patient Familiarisation Program for Eylea in DME and launched access in CRVO.• Multiple advocacy activities to support market access for next products and indications in Oncology / Ophthalmology.

Switzerland 🇨🇭 , Ch

P&L responsibility for Roche’s Diabetes Care business in Greater China (650 FTE) reporting into APAC/Japan region (Singapore). Member of Roche Diagnostics China (1b CHF revenue, Shanghai) Senior Management Team and of the APAC/Japan Diabetes Care Senior Leadership team.Focus on market segmentation and targeting, growth strategies, eCommerce, operational excellence, distributor and supply channel management, portfolio and product management, compliance, patient education and strategic alignment.Major achievements:• Achieved +39.9 % sales growth vs. previous year in China, and +30.7 % in Greater China.Improved distributor and channel management, developed growth strategies (online retail business, product portfolio).• Launched Accu-Chek Mobile extending the brand into the premium segment in tier1+2 cities.• Initiated strategic reorientation (divested unsuccessful / setup new business segments) and implemented structural alignment through complete new hospital targeting and territory planning.

Switzerland 🇨🇭 , Ch

Head of Roche Diabetes Care Australia reporting into the Regional Diabetes Care Head of Region APAC/Japan. Member of the Roche Diagnostics Australia Senior Management Team.Member of APAC/Japan Diabetes Care Senior Leadership team controlling APAC/Japan Diabetes Care business.RDA Diabetes Care was local market leader in blood glucose self monitoring with sales teams in primary care (GPs), secondary care (Diabetes Educators and Endocrinologists), and retail pharmacies, servicing over 400,000 patients via Direct-to-customer processes (outbound call centre, eMarketing etc).Blood glucose self monitoring systems are recommended by Health Care Professionals but sold OTC in retail pharmacy and promoted / serviced within Direct-to-Consumer contacts and campaigns.Major achievements:• Double digit sales growth (12.7%) vs. prev. year, overachieving sales budget and growing more than 2 times the market, increasing market share and exceeding profit target.• Implemented major portfolio and SKU changes realizing significant gross profit improvements.• Expanded into primary care coverage with dedicated General Practitioner sales team, established retail key account management and insourced retail pharmacy sales team.• Implemented customer retention and recovery processes (via customer service outbound call center, eMarketing, retail partnerships with pharmacy banner groups etc.) to maximize lifetime value of customers.• Defended very successfully Roche business against a very aggressive market entry campaign / market share attack of Johnson&Johnson (OneTouch Verio) resulting in a full retraction of J&J out of the Australian market after 3 years.

Switzerland 🇨🇭 , Ch

Roche Diagnostics GmbH is the German sales and marketing organisation of Roche Diagnostics, division of F. Hoffmann La Roche AG.Focus on integrated and aligned brand communication, integrated campaign management over multiple channels, advocacy and PR, portfolio excellence, product positioning and differentiation.Operational highlights:• Built advocacy and PR capabilities to partially replace costly advertising. Realised media space valued 76.5m EUR (2004) representing 364% of the results of the strongest competitor.Integrated brand and product of acquired Insulin Delivery Systems business.• Multiple product launches replaced the complete previous product base in the portfolio.• Established new dedicated technical sales consultant team to support installation and use oftechnical software solutions in hospitals and doctors’ practices (GP, Endocrinologist).• Initiated integrated campaign management with campaign lead from Brand Management teamand cross-functional members from sales, channel marketing, customer service, etc.

Mannheim, Baden-Württemberg, De

Research and consulting projects in FMCG, automotive, pharmaceutical and service industry for Boehringer Mannheim, Roche Diagnostics, Roche Pharma, Unilever, Procter&Gamble, Henkel, BASF, Audi, RWE, Vodafone, Hilton Hotels.Lecturer in marketing, marketing controlling and market research, specialised in multivariate analysis such as Conjoint Analysis, Causal Analysis (LISREL) etc.Rersearch interest with over 30 publications in the field of pharma marketing, patient-doctor-relationship, patient satisfaction and consumer behavior in FMCG market segments.This position was sponsored as part of an unrestricted research grant from Boehringer Mannheim, later Roche Diagnostics Germany.

Market research and consulting projects in Chemical and Telecommunication sector. Specialties: Conjoint Analysis based product bundling and pricing studies

Lecturer in Marketing. Supervision of research projects and coaching of over 30 students in their empirical graduation thesis.

Freelance project manager in pricing and product development projects in the service and health care industry

Munich, De

Design and value-oriented positioning of price packages in the automotive sector - A Conjoint and Means-End-Chain Analysis

Wholesale for lighting solutions, 4th generation family business.

Company Directors Course - Gaicd

Dr. Rer. Pol., Business

Diplom-Kaufmann (Diploma/Master), Betriebswirtschaftslehre (Business/Economics/Marketing)

Marketing, Business Organization

German Abitur