Madrid, Spain
Nuria Nuño Molina
Pharmacist and commercial team leader in neuroscience
More than 25 years in the pharmaceutical and biotech industry: research, marketing and, above all, sales. Seven launches, teams across Spain and one constant — growing the people who grow the numbers.
- 0+ years across pharmacy, industry and biotech
- 0 product launches in Spain
- 0 commercial regions led at once
- 0% district growth in FY17
- 0 internal promotions in a single year
Who I am
From a pharmacy counter to leading teams in neuroscience, without ever leaving the same path: the medicine and the people who prescribe it.
I started behind a pharmacy counter and in a research laboratory, and that shaped the way I work: understand the product thoroughly before defending it. From there I moved into marketing, then medical sales, and since 2010 into leading regional teams.
My ground is the central nervous system. I have supported the launch and consolidation of treatments in multiple sclerosis, epilepsy and, currently, migraine, working side by side with neurologists, headache units and hospital pharmacy.
In between I took two years to build a business of my own from scratch. I came back with something you do not learn inside a multinational: knowing what every euro of revenue costs.
Targets are hit once. A well-built team hits them every year.
Where I work
Therapeutic and business areas worked on the ground.
Migraine and headache
Hospital neurology, headache units and latest-generation preventive treatments.
Multiple sclerosis
Oral therapies and framework agreements with reference hospitals.
Central nervous system
Neurology and psychiatry: epilepsy, cognitive decline and CNS conditions.
Orthopaedics and rheumatology
Specialist medical sales and work with key opinion leaders.
Pharmacy and consumer health
Training for pharmacy staff, OTC products and point of sale.
Own business and e-commerce
Two years building an online large-format wine store from scratch.
Career
Thirty years, told backwards: most recent first.
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2020 Present
Lundbeck
Neuroscience · Migraine
Back to hospital neurology at one of the world reference laboratories in central nervous system disorders.
- Developing the migraine area with neurologists, headache units and hospital pharmacy.
- Planning and tracking investment, training activities and regional congresses.
- Ongoing relationships with key opinion leaders in neurology.
- Cross-functional work with market access, medical and marketing.
MigraineNeurologyHospital
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2018 2020
Bigger and Biggest
Co-founder
Two years devoted entirely to an e-commerce project of my own, specialised in large-format wines, from the idea to the first sale.
- Built and launched the full e-commerce operation: website, search visibility and logistics.
- Negotiated directly with wineries and suppliers, securing exclusivity with two of them.
- From launch to consistent sales in six months.
E-commerceNegotiationEntrepreneurship
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2014 2018
Biogen
District Sales Manager
Leading three regional teams at once in biotech applied to multiple sclerosis.
- Coordination, development and leadership of the Centre South, Centre North and Catalonia teams.
- District growth of 32% in FY17 against 27% nationally.
- Signed the first Tecfidera framework agreement in Spain.
- Team development: three Senior ABMs and one DSM promoted in 2017.
- Retention bonus for performance, November 2015.
Multiple sclerosisLeadershipFramework agreements
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2010 2014
Eisai Farmacéutica
Regional Sales Manager · CNS
First step into team leadership, heading the Centre South region.
- Coordination, development and leadership of the Centre South team.
- Planning and tracking of investment, activities and regional congresses.
- Joint work with co-promotion partners.
- Regular visits to key opinion leaders in the area.
CNSRegional leadership
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2008 2010
Eisai Farmacéutica
Medical Sales Representative · CNS
Definitive specialisation in the central nervous system.
- Planning, development and follow-up of customers and activities in the area.
- Co-promotion work with standout results.
- Participation in several international pilot programmes.
CNSCo-promotion
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2003 2008
Laboratorios Ferrer
Medical Sales Representative · CNS
- Planning, development and follow-up of customers and activities to meet targets.
CNS
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2000 2003
Laboratorio Rottapharm
Medical Sales Representative · Orthopaedics and rheumatology
- Planning, development and follow-up of customers and activities to meet targets.
Orthopaedics
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1999 2000
Laboratorio Arkochim
Product Specialist · Marketing
The marketing side of the business, before moving fully into sales.
- Courses and training conferences for pharmacists and pharmacy staff.
- Medical sales and point-of-sale display.
MarketingTraining
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1997 1999
University of Alcalá de Henares
Laboratory collaborator · Research and teaching
- Research in Pharmacy and Pharmaceutical Technology and student training.
Research
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1994 1999
Farmacia Cabanillas del Campo
Staff pharmacist
Where it all started: the patient in front of you, no one in between.
- Dispensing medicines and managing orders.
Community pharmacy
The curve
One reading of the career: from the pharmacy counter to leading three regions.
Four challenges
The moments when it was not at all clear this would work out.
Biogen · 2014-2018
Signing where no one had signed
The challenge
An oral treatment for multiple sclerosis is not sold, it is agreed. Each hospital decides what enters its formulary and on what terms, and in Spain there was still no framework agreement for the product to serve as a reference.
What I did
Getting neurology, hospital pharmacy, market access and the medical team around the same table, and holding that conversation for months until the terms worked for both sides.
How it ended
The first Tecfidera framework agreement in Spain, negotiated from the region and later used as a model elsewhere.
Biogen · FY17
Three regions, one number
The challenge
Centre South, Centre North and Catalonia under the same leadership. Three different markets, three different working cultures and one shared target measured on a single line.
What I did
The same rules for all three teams, investment allocated by potential rather than by habit, and the same tracking cadence for everyone. Field support where it was needed, autonomy where it was not.
How it ended
The district grew 32% in FY17, five points above the 27% national average.
Biogen · 2017
Building people who overtake you
The challenge
A team that works delivers results. A team that grows delivers results and gives the company its next managers. The second is far harder and appears in no quarterly target.
What I did
Individual coaching with a plan per person, real delegation of visible responsibility, and defending each candidacy inside the company when the moment came.
How it ended
Four internal promotions in the same year: three Senior ABMs and one District Sales Manager, all from within the team.
Bigger and Biggest · 2018-2020
Walking out and starting from zero
The challenge
Leaving a multinational to build a business in a sector I did not know, with no structure behind me, no marketing budget and wineries eyeing a newcomer with suspicion.
What I did
Learning the sector from the inside, negotiating winery by winery and building the whole e-commerce operation: site, search visibility, logistics and warehousing.
How it ended
From idea to first sales in six months, with two suppliers on exclusive terms for large formats.
What went well
Concrete results, with their number and their context.
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32%
District growth in FY17
Against 27% nationally. Three regional teams pulling in the same direction.
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1st
Tecfidera framework agreement in Spain
The first framework agreement for the product in the country, negotiated from the region.
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4
Internal promotions in 2017
Three Senior ABMs and one District Sales Manager, all from within the team.
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7
Product launches
Seven products successfully introduced into the Spanish market while leading teams.
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6
Months from idea to sale
Creation, launch, positioning and first sales of an e-commerce business of my own.
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2
Exclusive distribution deals
Exclusivity agreements with two suppliers for large-format wines.
Territory
Three regions under simultaneous leadership and seven launches with national reach.
Centre South
Madrid, Castilla-La Mancha, Extremadura and Andalusia
Centre North
Castilla y León, Basque Country, Navarre, La Rioja and Aragon
Catalonia
Barcelona and its area of influence
How I work
Six things I do every day that explain the numbers above.
Leadership and coaching
Teams across up to three regions, focused on individual development and internal promotion.
Negotiation
Hospital framework agreements, co-promotion partners and exclusivity contracts.
Delivering on targets
Planning, investment and tracking aimed at the number, quarter after quarter.
Problem solving
Regulated environments, long cycles and decisions shared across many stakeholders.
Scientific communication
Training for healthcare professionals, congresses and key opinion leader relationships.
Cross-functional work
Market access, medical, marketing and sales working to the same rules.
Education
-
2024
Master's in Market Access
Carlos III University of Madrid
-
2018 – 2019
Executive English Master
Vaughan, Madrid
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1995 – 1999
Research dissertation and doctoral research proficiency
University of Alcalá de Henares
Department of Pharmacy and Pharmaceutical Technology.
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1997
Specialist in orthopaedics for pharmacists
University of Alcalá de Henares
First-degree university qualification.
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1996
Erasmus scholarship
Saarland University, Germany
Department of Pharmacy and Pharmaceutical Technology.
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1988 – 1994
Degree in Pharmacy
University of Alcalá de Henares
Languages
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Spanish
Native
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English
Advanced
-
German
Beginner
Who vouches for me
People I have worked closely with who know the detail.
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Umberto Stefanutti
General Manager
Biogen
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Christina Gabriel
National Sales and Marketing Manager
Biogen
-
Fernando Álvarez
Business Unit Manager
Eisai
-
Pedro Serrano
Head of Neurology
Hospital Regional de Málaga
Contact details available on request to interested parties.
Shall we talk?
If you have a project, a team to build or a conversation worth having, write to me. I answer everything.
- Emailnunumo@gmail.com
- LinkedInin/nuria-nuño-molina
- Based inMadrid, Spain