Profilo professionale
Panoramica
Esperienza lavorativa
Istruzione
Competenze
LANGUAGES
Riferimenti
Progetti
Cronologia
Generic
Roberto Etna

Roberto Etna

Cassano Magnago,VA

Profilo professionale

Dynamic and adaptable professional with a strong focus on leadership and motivation. Demonstrates exceptional skills in conflict resolution, active listening, and problem solving, ensuring a customer-centric approach. Known for agility, flexibility, and cross-functional collaboration while maintaining a positive outlook and respect for deadlines. Committed to fostering an organised and efficient work environment with a goal of driving continuous improvement.

Panoramica

28
28
anni di esperienza

Esperienza lavorativa

Medical Science Liaison Vazkepa

Amarin
03.2023 - 08.2025
  • Supporting the launch of a new cardiovascular product, leading Medical Affairs field activities, including KOL mapping, stakeholder engagement, and management of medical insights.
  • Delivering scientific education and training to healthcare professionals through face-to-face meetings, advisory boards, cross-functional team collaboration, and congresses participation (national and international).
  • Organizing and managing Advisory Boards, Expert Input Forums, and Internal Trainings.
  • Support Investigator Initiated Trials (IITs) and clinical research, including Company Sponsored Studies (CSS), Investigator Sponsored Studies (ISS) and Collaborative Research Studies (CRS).
  • Northern Italy (from Liguria to FVG and Emilia Romagna)

Rare Diseases Account Manager

Chiesi Rare Diseases
09.2019 - 04.2021
  • Full accountability of the territory and key stakeholders’ management; Identify Key regional stakeholders and shape the market; build and develop professional long-term regional stakeholder’s relationship.
  • Maximize sales & market share of the assigned products; Budget control and follow up; Work in close collaboration with other departments within Chiesi Pharmaceutical to define the best strategy to implement in the field; Ensure high level and update therapeutic and product knowledge.
  • The drugs managed, were velmanase alfa(Lamzede from CNN to reimbursement) Idebenone (Raxone)Deferiprone (Ferriprox) and Cysteamine DR (Procysbi from CNN to reimbursement).
  • Northern Italy (Lombardy, Piedmont and Liguria)

Medical Science Liaison

Santhera Pharmaceuticals
06.2018 - 09.2019
  • Contributed to achieving company objectives by planning and executing medical-scientific activities.
  • Built and maintained trusted relationship with clinicians and KOLs.
  • Provides authoritative opinion and answers medically and scientifically based questions.
  • Northern Italy

Regional Manager-Rare Diseases

Santhera Pharmaceutical
01.2018 - 06.2018
  • Implement and manage operational plans with approved budgets as derivative of the overall cluster strategy and in line with the international guidelines.
  • Build/maintain excellent relationships with all stakeholders included in the target physicians, pharma costs, payers and fulfill their request for information and/or expertise.
  • The drug managed was Idebenone (Raxone) in LHON (Leber Hereditary Optic Neuropathy) indication and ADOA (Autoshomic Dominant Optic Atrophy) and other mitochondrial diseases off-label as MSL.
  • Northern Italy

Sr.Key Account Manager-Medical Critical Care

Correvio Pharma Corporation
02.2017 - 01.2018
  • Responsible for market access at local level.
  • Drive sales and create new business within the assigned territory.
  • Develop working relationships with CV and ER physicians and pharmacists to effectively support adoption pathways and purchasing decisions.
  • Build customer acquisition, retention, advocacy and loyalty.
  • Implement robust account plans with complex customers, mainly hospitals.
  • The drugs managed were Tirofiban HCL (Aggrastat) and esmololo (Esmocard).
  • North-West Italy

Key Account Manager -Rare Diseases&Rheumatology

Sobi-Swedish Orphan Biovitrum AB
01.2015 - 02.2017
  • Develop the presence of Sobi in the geographic area assigned.
  • Launch the new products and indications in rare diseases.
  • Sustain core business products sales and promotion through project management initiatives.
  • Market Access Activities.
  • The drug managed were anakinra (Kineret) and collagenase (Xiapex).
  • Lombardy, Piedmont and Sardinia

BoB (Book of Business) Coach Italy-Acute Critical Care

The Medicines Company
04.2012 - 12.2014
  • Italy coach of 6 Engagement Manager.
  • National Projects Leader.
  • Right hand man of the GM in the field.
  • Achieving and exceeding national sales budgets and ensuring that bivalirudin (Angiox) contributes to growth and reach sales targets.
  • Coaching the new hiring EM and refining the implementation of Hospital Meetings dedicated to the class of interventionist cardiologists.
  • Italy

Engagement Manager

The Medicines Company
06.2009 - 03.2012
  • Sales responsible for 3 Italian region (West Lombardy, Piedmont and Sicily) together with Lugano (CH).
  • Sales and marketing activities for a new USA Start Up Company in the Acute Cardiac Critical Care.
  • Preparing and executing all the activities fo the launching of bivalirudin (Angiox) in Italy.
  • Cross functional working with Medical Affairs and Marketing.
  • Lombardy,Piedmont, Sicilia and Lugano (CH)

Product Specialist Cardiovascular-Pain&Inflammation

Pfizer Italy
05.2001 - 04.2009
  • Medical scientific information in CV and Pain&Inflammation therapeutic area.
  • Engaging hospital customers, managing budget/projects together with the territory sales responsibility.
  • For eight years I managed the scientific communication and sales target of Atorvastatina (Torvast 40mg and 80mg), Omega -3 (Esapent), Amlodipina (Norvasc),Celecoxib(Celebrex),Valdecoxib(Bextra)Gabapentin (Neurontin).
  • Skilled in hospital meetings, scientific data dissemination, and public speaking.
  • Varese, Como

Sales Representative

Pfizer italy
08.1997 - 04.2001
  • Sales Rep (Primary Care), General Medicine Physicians and Specialists.
  • For 4 years I managed the scientific communication and sales target of Azithromycin (Zitromax), Fluconazole (Diflucan), Doxazosin (Cardura), estradiol transdermal patch (Epistrof) and Sildenafil (Viagra launch).
  • Direct retail channel orders.
  • Hospital meetings.
  • Congress and scientific meetings ECM.
  • Como, Province of Milan

Istruzione

Degree - Pharmaceutical Chemistry

University of Milan

SDA Bocconi Master - Market Access

University of Bocconi

SDA Bocconi Master - Manager Program

University of Bocconi

MAVI-SIS - Training of Management

Milan

Competenze

  • Leadership approach
  • Motivation
  • Conflict resolution
  • Active listening
  • Flexibility
  • Cross-functional
  • Problem solving
  • Deadline respectful
  • Positive thinker
  • Customer centric
  • Agility and well-organized

LANGUAGES

English - Upper-intermediate

Riferimenti

  • Doct Shane, Judge, Vice President Global Sales&Marketing, Probi AB, In case you wish to verify my references you can contact the following Professors and Doctors:
  • Doct Alessandro, Cirrincione, VP Head of Market Access and Commercial Strategy (ex US), Denali Therapeutics
  • Prof Leonardo, De Luca, Director of S.C. Cardiology, Policlinico San Matteo Fondazione I.R.C.C.S., Pavia
  • Doct Arnaldo, Poli, Director of Cardiology and Coronaryc Unit, Legnano(MI)
  • Doct Giuseppe, De Angelis, Director of S.C. Cardiology, ASST Rhodense(MI)
  • Doct Andrea, Farina, Director of Cardiology, Lecco
  • Doct Maddalena, Lettino, Director of S.C. Cardiology, ASST Monza
  • Doct Alssandro, Lupi, Director of S.C. Cardiology, ASL VCO
  • Prof Massimiliano, Filosto, Associate Professor of Neurology, Department of Clinical and Experimental Science, University of Brescia, Clinical Director NeMO-Brescia Clinical Center for Neuromuscular Diseases, Brescia
  • Doct Costanza, Lamperti, Responsible of the in-patiences service of Adult Mithocondrial Diseases, Fondazione IRCCS , Istituto Neurologico Besta, Milan

Progetti

PDTA and update on the Diagnosis and Management of Leber Hereditary Optic Neuropathy, 2020, Lombardy, I facilitated the creation of the regional care pathway (PDTA)for Leber’s Hereditary Optic Neuropathy (LHON) through continuous engagement with KOLs and regional rare disease coordinator. I provided scientific updates and dedicated literature, leveraging my role as scientific lead for the first approved treatment (Idebenone) for a mitochondrial disease, Patients with diagnosis of LHON are now included in a structured and institutionalized care pathway at a regional level Inclusion of Vazkepa in Regional Ordinance and extension of accredited specialists, 2025, Lombardy, I worked in a cross-functional team with Market Access to manage the access of Vazkepa and accredited clinicians’ extension, Obtained Vazkepa regional access in Lombardy, Piedmont, Veneto, Friuli Venezia Giulia, Trentino Alto Adige, Emilia Romagna and extent prescription to diabetologists and internal medicine physicians in Lombardy

Cronologia

Medical Science Liaison Vazkepa

Amarin
03.2023 - 08.2025

Rare Diseases Account Manager

Chiesi Rare Diseases
09.2019 - 04.2021

Medical Science Liaison

Santhera Pharmaceuticals
06.2018 - 09.2019

Regional Manager-Rare Diseases

Santhera Pharmaceutical
01.2018 - 06.2018

Sr.Key Account Manager-Medical Critical Care

Correvio Pharma Corporation
02.2017 - 01.2018

Key Account Manager -Rare Diseases&Rheumatology

Sobi-Swedish Orphan Biovitrum AB
01.2015 - 02.2017

BoB (Book of Business) Coach Italy-Acute Critical Care

The Medicines Company
04.2012 - 12.2014

Engagement Manager

The Medicines Company
06.2009 - 03.2012

Product Specialist Cardiovascular-Pain&Inflammation

Pfizer Italy
05.2001 - 04.2009

Sales Representative

Pfizer italy
08.1997 - 04.2001

SDA Bocconi Master - Market Access

University of Bocconi

SDA Bocconi Master - Manager Program

University of Bocconi

MAVI-SIS - Training of Management

Milan

Degree - Pharmaceutical Chemistry

University of Milan

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Roberto Etna