Dr. Michel DUROUX

Situation: taking up the position with 2 urgent issues: • to correct a sales gap between forecast and budget • to launch within 9 months of a new combination in urology. Actions: • Defined and implemented a course correction plan • Launched a new fixed combination in urology in 2 Business (185 sales rep.) • Implemented the co-promotion of urology within the oncology sales force Results: launch in 8 months TO: € 39 M

Actions: 1) Sales management: 12 sales rep. Launched meningitis vaccine. 2) Co-promotion agreement between GSK and BAXTER: • Led the co-promotion deal for Neisvac between Baxter and GSK: alignment of the operational plan among the 22 First Line Sales Managers, • Implemented marketing campaign and PR events • Prepared and presented performance reviews to the Steering Committee of GSK and BAXTER Results: All Stars nominee • 22% market share for meningitis vaccines • Conducted testing of the new CRM

Objectives, with a team of 12 sales rep. : • to gain market share and turnover in the region • to launch of a new paediatric vaccine and a new anti-HPV vaccine Actions: • Organised PR events across region (540 paediatricians invited) • Identified needs and educational plan for Gov. Regional tender markets • Developed and coached sales reps. Results: • 4th region among 22 in terms of performance in 2009 • Obtained an award as part of a new international CRM "Salsa"

Objectives: to launch 3 vaccines Actions: • Management of 3 junior PM • Negotiated with the Health Authorities of new names for the Infanrix line • Conceived the strategy and the operational plans • Managed EE and advisory boards • Participated in European workshops for the design of international campaigns Results: • Launch of Boostrix Tetra and Rotarix • Turn over € 41,5m in 2005, +17 per cent growth vs. 2004. • Infanrix became leader with 53 MS

• Launched Twinrix worldwide (core launch kit, packaging, press conference) • Organized roundtables in Switzerland, Finland and Latin America Secondment in the German LOC, Germany • Led a team of 3 for the launch of an adult vaccine Results: Twinrix, £ 39m in 1997. £ 118m in 2000

joint-venture Schering AG-Guerbet Objective: to set up/create a new business unit within the JV Guerbet and Schering AG (Berlin) Actions: • Defined the strategy for the local market • Designed marketing campaigns and operational plans for existing products Result: Launched 2 new products in NMR : Lumirem and Dotarem

• Defining Market Strategy, • Selecting and Motivating distributors and agents, • Negotiating contracts-price lists, Managing Sales Forces, • Implementing • Marketing and Scientific support Results: € 7m first year (+14%), and € 8m second year (+31%)

Objective: to set up/create a new business unit within the JV Guerbet and Schering AG (Berlin) Actions: • Defined the strategy for the local market • Designed marketing campaigns and operational plans for products Result: Launched 2 new products in NMR : Lumirem and Dotarem