Movers and Shakers of the Pharma Industry - Paul Hawkins

Focus On: Paul Hawkins

Paul Hawkins, the General Secretary for the Health and Beauty Association, tells us his philosophy for career progression and how the H&BA’s new website will help them to progress.  The website itself promotes HBA’s attempt to bring Health and Beauty companies together in debating and discussing how to develop and adapt the industry to meet changing customer and consumer needs.  Paul hopes the move towards e-business will do just that.

1. Where and when did you start out in the industry?

In 1983 with what is now Wyeth Consumer Healthcare.

2. What advice would you give those just starting out?

The Health & beauty industry is a great industry, exciting and ever changing. Find a role that plays to your strengths, in an open minded – forward thinking business. Look for a mentor – listen and learn, but remember enjoy the journey and a career is a marathon- not a sprint! 

3. Can you tell us something about yourself and your background?

·        Where you’re from,  - , .

·        what are your hobbies,-All  Sports, family life and Natural History.

·        where did you go to university- I didn’t!!

·        what you studied- People, attitudes, motivations, behaviour.( with biology/ Geography)

4. If you had £10 in your pocket what would you spend it on?

Unfortunately my wife is out at the moment, I will ask her when she gets home!

What has been your best job role so far?

An 18 month secondment, working with a sales & marketing team to create a one team approach, appreciation of each others skills and knowledge and find new approaches and synergies.

Thinking about your current role, what do you enjoy most about it? (As HBA General Secretary)

The ability to liase with Sales directors, senior trade executives and suppliers to the Health & Beauty industry, with a view to creating a learning environment for all, business growth and benefits to all involved.        

7. And what are the downsides?People who fail to deliver on what they promise – on time.  I believe that a verbal agreement in an unwritten contract and chasing people is a waste of precious time!!!

8. What involvement do you have with e-business initiatives for your industry?

We have set up our Website  www.thehba.co.uk and now working to develop that site.

9. Thinking about e-business, what are the main benefits that you can see for the industry? What initiatives are you:

a) Currently involved in? The website gives everyone an introduction into our organisation, our members, its history, our objectives, and ways in which they can become  involved.

b) Looking at for the future? We are creating a recruitment site for the industry

10. In particular, are you or any of the H&BA member companies either actively involved in or looking at e-detailing?

Yes I know that they are- but I suspect that they feel it would be an area of competitive advantage and would therefore not appreciate me naming them!!

11. What kind of positive impact do you think e-detailing will have on the industry?

Quite simply everyone is very busy and whilst face-to-face communication is very effective, it’s not the only way to effectively communicate. The PC is often more timely in its delivery and will increasingly become the chosen means of certain types of communication.

12. And what do you feel are its limitations?

Many people prefer Face to face, often because it is 2 way, people orientated and allows visual interpretation of how well the message was received and understood. But that’s one side of the story.

To finish off I’d like you to gaze into a crystal ball…

a) What are your personal goals for the future? I want to continue to enjoy my working life, both with the “ Health & Beauty Association and with our Healthcare Partnership “HBHA”

b) Where do you see the industry heading in the next 5 years? I see further Manufacturer and Trade consolidation, the growth of own label/generics and the need for manufacturing companies to speed up their NPD processes and become more innovative. Large corporations will need to hand greater responsibilities to local management and work closer with trade associations to continue to drive new agendas for the industry with appropriate organisations.

c) In terms of industry sales forces, what do you see the typical territory sales manager doing in 3 years from now?Consolidation is inevitable and so is change in terms of the TM sales role. My suggestion would be to involve Tm’s in what needs to be achieved and how best to achieve it – then he/she will either be part of the problem or part of the solution.