AstraZeneca’s Mike Zubillaga Speaks
5 CommentsBy Ed Silverman // April 12th, 2007 // 11:28 am
After several days of silence, the former AstraZeneca oncology regional sales manager came to the phone and tells Pharmalot that, not surprisingly, the past week has been a “horrible” ordeal. “I don’t wish this on anyone,” says the Kennett Square, Pennsylvania, resident.
For those who missed the controversy, Zubillaga was canned last Friday after comments he made in an internal company newsletter found their way to the Internet the night before. The remark that caused the stir:
“There is a big bucket of money sitting in every office. Every time you go in, you reach your hand in the bucket and grab a handful. The more times you are in, the more money goes in your pocket. Every time you make a call, you are looking to make more money.”
Since then, his firing has ignited a huge debate over whether his remarks were over the top or simply reflected industry pressures to sell, sell, sell. AstraZeneca execs, meanwhile, have been lambasted, by some, for appearing hypocritical. Both ceo Dave Brennan and Tony Zook, who heads US operations, have declined interviews.
Meanwhile, Zubillaga is at home on this rainy day in the Northeast. This morning, he spoke briefly, and there was an obvious strain in his voice. Here’s what he had to say:
“It’s been an absolutely horrible week. I don’t wish this on anyone. But I have to move on. I have a family to take care of…I hold no grudges or malice against anyone. Right now, I’m just trying to piece my life back together. But I don’t have any other comment at this point.”
He declined to answer any questions about how the newsletter came about, his reaction to the firing or countless harsh remarks made about him on CafePharma, a notorious web site where industry sales reps gossip anonymously. But he was polite and surprisingly pleasant.
“It’s just been very rough.”
[tags]AstraZeneca, CafePharma, Dave Brennan, Mike Zubillaga[/tags]
Michael Keitz
It is absolutely STUPID to fire a sales manager for statements such as this. His JOB is to push sales, this was his attempt to garner more sales and motivate his reps.
He did not discuss the efficacy of a particular drug, it is entirely appropriate for him to tell his reps this.
The PC police have invaded once again.
ed
Hi Mike
Thanks for writing.
I understand your point. I have been immersed in this issue for two weeks now, and your observation has been debated endlessly, both on CafePharma and in some of my own private e-mails with others keeping tabs on this matter.
Forgive me if I appear to be lecturing, because I don’t intend to do so, but I think some people interpret these remarks differently because the subject is a medicine - a cancer med, no less - and because the pharma industry has come to be viewed with so much skepticism over pricing and promotion.
That’s unfortunate. But that’s the reality and the perception. Mike Zubillaga is the Don Imus of his industry.
I appreciate that you stopped by.
ed
Michael Keitz
Ed -
I understand your comments and certainly it is because of the fact that we are talking about a medicine that this is an issue at all.
However, the frustrating thing to me is that we are not a socialized medicine and healthcare country. Astrazeneca competes with many others for sales of their products. They must utilize a sales force to do this. This sales force must try to get doctors to write prescriptions for their treatments as opposed to someone else’s.
It is hypocritical to have such a system and not allow a sales force to do it’s job.
I liken this to the people who can eat meat as long as they don’t see the cow slaughtered.
(I happen to be a vegetarian for 32 years)
Best regards
MLK
Does zoloft cause weight gain.
Zoloft hyponatremia.
Zoloft. Zoloft side effects.
Ken Thomas, RN
Michael and Ed,
I agree with you regarding the hyprocrisy of this firing. I was in medical equipment sales for 12 years and we were very motivated to sell, sell, and sell some more. It’s highly competitive amongst other companies AND internally with the sales reps as we are so competitive, we want to be the best salesperson in the division or company. GE Medical is where I ended my career in sales and our sales managers used as much “imagery” as possible to keep us driven. Working outside of the medical field is really no different. It was up to the individual sales rep to keep his ethics in line and not do shady deals (like selling to overseas exporters when there was an international division). I would expect no difference in pharmaceutical sales…I’d be in it for the money as well. My only issue with pharmaceutical sales is the “off-label” selling controversy.