“30-year-old Novarsc is our pride”

[Interview] Regional Sales Manager Lim Hye-sook and Sales Account Executive Lee Chang-hwan at Pfizer Upjohn Korea

“Leading the market for three decades, Novarsc’s brand power and relentless evolution propelled the brand”

Kicking off a new subsidiary Viatris next week

Norvasc (amlodipine) is not the world’s first calcium channel blocker (CCB).

 

However, it is undisputedly the most famous CCB.

 

Launched in 1990s, Norvasc was not the first-in-class but it instigated a notable change in the market with the first once-daily administration.

 

Some say the drug marked the early beginning of the present convenient administration marketing.

 

A key hypertension drug market presence Novarsc is now celebrating its 30 year anniversary of marketing approval in South Korea.

 

Surely it is an old drug, but it still has its high reputation firmly built around ceaseless evolution.

 

In 2017, Norvasc T was released to the market for the patients, who need amlodipine and telmisartan simultaneously.

 

The company also introduced an improved bottle packaging to enhance the convenience of patients and healthcare providers storing and managing Norvasc T and to absorb the moisture of telmisartan.

 

And besides the existing line of 5 mg and 10 mg tablets, the brand also launched 2.5 mg tablet for children from age six to 17, which was the first among all CCB original drugs for hypertension.

 

From then on, Novarsc has been offering necessary dosage options to effectively bring down blood pressure in patients ranging from six years of age to elderly.

 

Prior to next week’s launch of Viatris, Daily Pharm interviewed Pfizer Upjohn Regional Sales Manager Lim Hye-sook and a rookie Sales Executive Lee Chang-hwan, who have been in charge of Novarsc sales.

 

Regional Sales Manager Lim Hye-sook

-Please, give us a short instruction Lim Hye-sook (Lim): I started from the Clinic Team when I joined Pfizer in 2005, and the first product was Novarsc.

 

Although I’m the youngest out of all regional sales managers, I was still the last one Pfizer Upjohn Korea appointed before we spilt as Viatris.

 

It has been 15 years since I joined the company, and I still manage Novarsc sales.

 

The drug is basically an old pal now, keeping me company for all these years.

 

Lee Chang-hwan (Lee): Ever since I was young, I had an admiration for the company Pfizer.

 

I had to apply for the job for seven times to get it.

 

Because my father was a doctor, I was familiar with the name from early on.

 

After learning that the company is the biggest pharmaceutical company in the world, I dreamed of joining the company since then.

 

-Managing the Novarsc brand for 15 years, you must be particularly attached to the brand?

 

Lim: Of course.

 

I’m not sure about the rookies these days, but when I was managing private clinics, I was frequently recognized as the ‘Novarsc Account Executive.’ I still remember the days when I had to take quizzes every three months on the product.

 

The entire sales department had to retake the quiz on their own products when they failed.

 

Because Novarsc had a vast amount of clinical data, I had to cram in quite a bit of information.

 

-I assume there were also bad days on the job Lim: When managing the hospitals, defending the Novarsc code was very difficult.

 

At a hospital-level healthcare institute, your role as a salesperson is significantly narrowed when you lose the code.

 

It is a challenge for any salesperson.

 

Then again, there is nothing more exhilarating to see your product’s code getting registered.

 

While I became a regional sales manager and celebrating the 30 years of Novarsc, a new 2.5 mg tablet was released.

 

I was grateful to see the 2.5-mg tablet registered at multiple general hospitals.

 

Three decades could be a long time for some, but it could be a new beginning for some.

 

When we introduced the 2.5-mg tablet, the healthcare providers commented that Novarsc is still trying new things.

 

Sales Account Executive Lee Chang-hwan

-Let’s hear from the rookie now.

 

When did you actually felt that Novarsc has the worthy fame?

 

Lee: A new account, any hospital or clinic, or even a doctor who has never heard of the drug was still prescribing at least a case of Novarsc.

 

At the moment I’m managing seven products, and the Novarsc brand gives me a leverage to introduce other products’ code to a hospital.

 

That’s the time I can see that everyone knows, uses and prescribes Novarsc.

 

-What are some hardships you face amid COVID-19?

 

Lee: Due to COVID-19, the sales had to work from home for about three months.

 

When we came back to in-person work, I initially though it is not easy coming back.

 

But it seems like everything I have done so far is coming through in this time of darkness.

 

As in-person meeting became risky, the sales who did not get to build rapport with existing clients face limitations.

 

But for those who have been earnestly doing their job, the work seems to be easier amid COVID-19.

 

It almost seems like we have less competitors.

 

As for the regional sales manager, what would like to say as a word of encouragement to your fellow colleagues?

 

Lim: I’ve mention of my 15-year experience here, but there are employees who have been with the company for 30 years.

 

Just like Novarsc has been with us for three decades, I wish we can together see the 40 and 50 year anniversary of the brand.

 

-What would you like to do next as a second-year account executive?

 

Lee: I came to the company, because I desperately wanted to try the pharmaceutical sales.

 

I’m managing clinic accounts at the moment, but I also want to move on and experience other general hospital channels as well.

 

And if I get a chance, I also want to make decisions in marketing strategy at the marketing team.

 

-Soon, Novarsc would start a new beginning under Viatris.

 

How do you feel about the new beginning?

 

Lim: We have prepared for it for a long time.

 

I was a part of taskforce team last year and I’ve been anticipating it.

 

Knowing that it’s just next week, I can’t wait any longer.

 

I have big expectations for the changes I would experience in Viatris.

 

As I handled other changes so far, I’m hoping the upcoming changes would be positive.

 

Lee: As I said before, I came to the company with my admiration for Pfizer.

 

So I didn’t know how to react to the news of splitting off as Viatris.

 

But starting off as a new company and joining the first starting member of a new business model intrigued me.

 

So far, Pfizer has been topping the ETC industry.

 

I do not fear anything about joining Viatris, as I would still be with the colleagues, products and amazing culture that enabled Pfizer to maintain the reputation.

 

Now I’m just looking forward to it.

 

I just want to say, “Thank you, Pfizer.

 

Let’s go, Viatris!”