Amarin Plans to Double Size of Sales Force to 800

制药公司Amarin上半年净营收超1.7亿美元好于预期,销售队伍计划扩员一倍

2019-07-03 15:06:00 BioSpace

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Amarin Corporation, based in Bedminster, New Jersey and Dublin, Ireland, provided a mid-year update, noting that it is increasing revenue guidance for the year. It is also planning to dramatically expand its sales force for Vascepa (icosapent ethyl) because growth is faster than expected. Vascepa is made up of a purified component of fish oil called eicosapentaenoic acid (EPA). The drug has been approved to treat patients with triglyceride levels higher than 500 milligrams per deciliter, triple normal levels. Part of the company’s update was to remind everyone that it has a September 28 target action date with the U.S. Food and Drug Administration (FDA) for its supplemental New Drug Application (sNDA) for Vascepa for broader promotion of the drug. The sNDA is based on positive data from the REDUCE-IT cardiovascular outcomes trial. If approved, it will be the first drug to indicate it can decrease residual cardiovascular risk in patients with statin-managed LDL-cholesterol but persistently elevated triglyceride levels. Amarin also reported record revenue levels. Net total revenue for the first quarter were $97 to $101 million and for the six-month mark, between $170 and $174 million. That’s an increase of about $44 to $48 million, or 84% to 92% for the second quarter 2019 over the same period of 2018 and an increase of $73 to $77 million, or 76% to 80% for the first half of 2019 over the same period last year. Those are mostly driven by Vascepa sales. As a result, Amarin increased its net total revenue guidance for the year to $380 to $420 million. And because of the growth of Vascepa, it plans to increase the size of its U.S. sales force to about 800 sales representatives. It hopes to have the expanded team hired, trained and in the field by October 2019. This will essentially double the size of its current sales force. The company noted, “The size of the planned expansion reflects the result of evaluations involving multiple contributing factors. Previously Amarin had estimated the potential expansion of its sales force to reach between 600 and 800 sales representatives and for the expansion to potentially occur in phases. The decision to expand the sales to approximately 800 sales representatives by October 2019 was based on new information including the encouraging progress being made by sales representatives hired at the start of 2019, positive feedback from physicians with deep understanding of the REDUCE-IT data, additional data on the commercial opportunity that exists in detailing physicians who have not yet been educated about Vascepa and data suggesting that education of healthcare professionals regarding Vascepa will be improved if our sales representatives call on physicians with greater frequency.” Last year, Amarin hired and deployed 265 new sales members within about three months after the REDUCE-IT trial data was reported. They received more than 20,000 applications for those open sales jobs. Based on that, as well as the Vascepa trial data, the company believes it can double its sales force to 800 by October.
总部设在新泽西贝德明斯特和爱尔兰都柏林的 Amarin 公司提供了年中最新情况,指出该公司正在增加本年度的收入指导。由于增长速度快于预期,该公司还计划大幅扩大 Vacepa (醋酸乙酯)的销售队伍。 Vasicpa 是由鱼油中一种叫做 eicospeantenoic ( EPA )的纯化成分组成的。该药物已被批准用于治疗甘油三酯水平高于每毫升500毫克,三倍正常水平的患者。 该公司的部分更新是为了提醒大家,它有一个9月28日的目标行动日期与美国食品药品监督管理局(Food and Drug Administration)( FDA )为其补充新药申请( sNDA )的 Vasicapa 为更广泛的推广该药物。sNDA 基于 REDUCE-IT 心血管结果试验的阳性数据。如果获得批准,这将是第一个表明他汀类控制的低密度脂蛋白胆固醇但持续升高的甘油三酯水平可以降低残余心血管风险的药物。 Amarin 还报告了创记录的收入水平。第一季度的净收入为9700万至1.01亿美元,六个月的收入为1.7亿至1.74亿美元。这比2018年同期增加约4400万美元到4800万美元,即2019年第二季度比2018年同期增加84%到92%,2019年上半年比去年同期增加73美元到7700万美元,增幅76%到80%。这些主要是由 Vasicpa 销售推动的。 因此, Amarin 将本年度的净收入指导增加到3.8亿美元,达到4.2亿美元。 由于 Vasicpa 的发展,该公司计划将其美国销售队伍的规模扩大到约800名销售代表。该公司希望扩大后的团队能在2019年10月之前雇佣、培训和实地考察。这将使其目前的销售队伍规模增加一倍。 公司指出,“计划扩大的规模反映了涉及多种因素的评估结果。此前, Amarin 曾估计,其销售队伍的潜在扩张将达到600至800名销售代表,并可能分阶段进行扩张。决定在2019年10月前将销售额扩大到约800名销售代表,是基于新的信息,包括2019年初聘请的销售代表取得的令人鼓舞的进展、对 REDUCE-IT 数据有深入了解的医生的积极反馈。关于商业机会的更多数据存在于详细描述尚未接受过 Vacepa 相关教育的医生,并且数据表明,如果我们的销售代表拜访频率更高的医生,关于 Vacepa 的医疗专业人员的教育将得到改善。” 去年,在 REDUCE-IT 测试数据公布后的大约三个月内, Amarin 雇佣并部署了265名新的销售人员。他们收到了20,000多份公开销售工作的申请。基于这一点,以及 Vacepa 的试验数据,该公司认为,到10月,其销售队伍将增加一倍,达到800人。

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