Gregory Blake Email & Phone Number

Australia

Australia

Rx Portfolio: Autism spectrum disorder and Chronic insomnia, Cannabinoid-based medicinesConsumer OTC Portfolio: Oral Care and DermatologyPeople Management: Direct reports x 2 – Marketing Lead, European Business Development Dotted line reports x 5 – contract sales organisation (BU Head, National Sales Manager, 3 x field sales)Zelira Therapeutics is a publicly listed (ASX:ZLD) biopharmaceutical company dedicated to the legitimisation of cannabinoid-based medicines. Zelira's mission is to develop and commercialise clinically validated medicines supported by robust clinical data in targeted indications (currently autism and insomnia) where significant unmet need remains. Achievements/Responsibilities• Executive Leadership Team• Head of Global Commercialisation o End to end commercialisation including Sales, Marketing, Business Analytics, IP strategy, Regulatory strategy, Capability gap analysis and Business Development (Out-licensing and partnerships)o Transitioned company from pre-launch to achieving first product saleso Market access lead – pricing analysis and value story development o Global commercial strategy and launch, signed-off by the US-based Boardo Sales growth across all portfolio brands• Head of Global Communications o Press Releases, social media, ASX announcements, Quarterly and Annual Reports, internal communicationso Corporate and brand campaigns including logos, imagery, messaging (transition to updated branding ongoing)• Head of Business Development (ex-USA)o Business Development strategy o Negotiated and secured supply agreements with partners in UK and Germany • Australian Government Affairs/Stakeholder Management leado Meetings/Presentations to federal ministers, advisers to the Hon. Greg Hunt, KOL’s & patient advocacy groups• Commercial budget owner including short and long-term forecast development• Board Presentations (monthly)• Commercial input into evidence generation plan and regulatory strategy

Australia

Australia

Portfolio: Colorectal (Bowel) Cancer, In-vitro diagnostics, Biomarker panel applications People Management: 1 direct report – Head of Quality, R&D and RegulatoryAchievements• Member of the Executive Leadership Team• Head of Commercial, Quality, R&D and IP/Patent for the organisation• Secured meetings and relationships with key advisors to the Federal Minister for Health• Secured an agreement with a major Private Health insurer• Established commercial forecast, NPV & budget• Sourced and negotiated short and long-term antibody supply agreements• Developed and executed global IP strategy • Developed Go to market strategy for domestic and international markets• Business development lead: engaged and progressed multiple global/regional partners towards a licensing agreement, attended BIO International partnering meetings• Established Performance Objective program and Incentive Scheme for the organisation

Cambridge, United Kingdom

Portfolio: Pain People Management: 15 dotted line reports – Country-based Commercial/Marketing LeadsAchievements• Successfully led 26 European countries through the pre-launch and launch phases• Led strategy that achieved first-line recommendation in relevant European guidelines• Influenced country-based General Manager’s to upscale field-based resources and sales forecasts• Delivered ‘Launch Simulation’ training attended by all European affiliates• Developed Pre-Launch KAM tool and KAM sales model that was adopted Europe-wide• Commercial lead for all aspects of the in-licensed asset including:o Launch Readiness: Commercial Excellence Leadership of country-based commercial leads (European Task Force) Pre-Launch brand preparation - positioning, messaging, value proposition, targeting and segmentation, stakeholder and system mapping, resource planning and collateral development Primary contact for alliance partnero Launch Readiness: Operational Successfully led cross-functional, country-based teams to deliver on-time and on-budget launch including Regulatory, Packaging, Quality, Supplyo Short and long-range business planning including revenue and profitabilityo Budgeting and forecastingo Reimbursement and regulatory strategy o Lifecycle management for new indications and loss of exclusivity• Selected as commercial member for company-wide, transformational project teams:o Creating an Inspiring Mind-seto Implementing the HR Behaviour Wheelo Talent Managemento Organisational Effectiveness • Winner – Pain Franchise Values Award 2017• Winner – Asset Team Values Award 2017

Sydney, Australia

PortfolioMultiple SclerosisParkinson’s DiseaseKey Achievements• Very late lifecycle injectable brand declining in sales against more convenient oral preparations• Shifting declining sales (3 consecutive years of decline) back to positive growth (-2% 2015 to +4.64% 2016)• Out grew the MS market in 2016: 4.64% vs 4.59%• Developed and drove new strategy to leverage market opportunity relating to competitor safety issues and reposition for newly diagnosed patients• Strategy and related collateral adopted beyond Australia and throughout countries in the Emerging Markets region• Achieved significant positive shift in core IMS SFE metrics for National Specialist Team:o Overall Rep Performance Score: Up from 7.91 to 8.36o Rep Performance Rank up from 6th to 3rd • Handling Questions: 7.7 to 8.6 (Rank change from 7th to 1st)• Relationship: 8.4 to 8.6 (Rank change from 4th to 1st)• Flexible: From 7.7 to 8.4 (Rank change from 6th to 2nd)• Closing: From 7.6 to 8.1 (Rank change from 7th to 3rd)• Persuasive: (Rank Change from 2nd to 1st)• Conducted Sales Force Optimisation analysis to establish new sales team • Project lead to establish warehousing solution for materials and drug sampling across all business units for the Australian affiliate

Sydney, Australia

Portfolio: Multiple Sclerosis & Parkinson’s DiseasePeople Management: 8 direct reports – 7 x specialist representatives/1 x Brand ManagerAchievements Developed successful, new strategy segmenting patients and repositioning for initiations by leveraging market insights around emerging competitor safety issues Shifted declining sales back to growth following 3 years of decline (-2% 2015 to +4.64% 2016)o Late lifecycle injectable brand against newer oral preparations Grew faster than the MS market: 4.64% vs 4.59% Strategy and collateral adopted throughout countries in the Emerging Markets region Achieved significant improvement in sales SFE for Specialist Team (IMS):o Overall Rep Performance Score: Up from 7.91 to 8.36o Rep Performance Rank (vs competition) up from 6th to 3rd  Handling Questions: 7.7 to 8.6 (Rank change from 7th to 1st) Relationship: 8.4 to 8.6 (Rank change from 4th to 1st) Flexible: From 7.7 to 8.4 (Rank change from 6th to 2nd) Closing: From 7.6 to 8.1 (Rank change from 7th to 3rd) Persuasive: (Rank Change from 2nd to 1st)

Melbourne Area, Australia

- Portfolio: Pain (Scheduled analgesic) and Allergy (Allergen immunotherapy) Achievements 199 % YTD sales to budget Business Development: Commercial lead for successful pitch for in-licensed portfolio of allergy products (ALK) Strategy and project team lead achieving a successful Qld LAM listing on the first attempt

Sydney Area, Australia

Portfolio: Allergen Immunotherapy and diagnostic equipmentPeople Management: 6 direct reports – 2 x Brand Managers, Business Analyst, 3 x Customer ServiceAchievements Executive Leadership Team Global Launch Team  142% sales to budget, annual growth 33% (Highest growth for any affiliate globally) Led crisis management for the organisation through significant stock out  Led SFE and Disease Management sessions at International Strategy Meeting (Paris) ‘Global Future Leaders’ program  Developed new online product ordering and patient management software  Led Scientific Exchange KOL Meeting - Emerging Markets (SE Asia)

Sydney, Australia

Master Of Business Administration - Global Mba, Business Administration, Management And Operations

Associate Of Science (A.S.), Biology, General