Read the Conversation
Meeting highlights:
- Glenmark's Local Success Story: Growing alongside India's pharmaceutical market, the 3rd largest globally, Glenmark has benefited from sustained growth driven by market opportunities.
- Glenmark's Strategic Portfolio: Glenmark is a leader in addressing critical unmet needs globally, with a strategic focus on dermatology, respiratory, and oncology. In India, a key market, the company not only excels in these core areas but also boasts a robust presence in cardiology and diabetes, reinforcing its commitment to advancing healthcare across diverse therapeutic landscapes.
- Licensing and Partnerships: Glenmark is a partner of choice for companies entering the market, fostering innovation through in-licensing deals.
- India's Investment Worth: India combines volume and value, enabling rapid responses to health threats, supported by a skilled talent pool.
- Glenmark's Role in the Ecosystem: Beyond products, Glenmark plays a crucial role by collaborating with associations to shape patient policies and advocate for better access to treatments.
EF: What attracted you to Glenmark, and where do you see the company’s growth opportunities within India’s thriving health ecosystem?
AM: My extensive career in the pharma, including two years as Head of Diagnostics in a MedTech multinational, led me back to this industry with Glenmark, where I have been for seven years. During this time, we've seen strong performance. India's pharmaceutical sector is strong and driven by high production volumes and innovative product launches. These factors, along with strong manufacturing capabilities, make India the world's third-largest pharmaceutical market.
The shift towards chronic medications presents significant opportunities, with the market evolving from 80% acute to a projected 50-55% chronic in the next decade, supported by government initiatives aimed towards improving access to healthcare.
EF: Could you elaborate on your Portfolio and Footprint in India and how it responds to the country’s diverse healthcare needs?
AM: Glenmark maintains a strong focus both in India and globally. India contributes about one-third of our revenue, with a strategic focus on cardiology, diabetes, dermatology, respiratory, and oncology.
As chronic conditions rise, we are well-positioned to meet these needs, particularly in cardiology and chronic respiratory conditions like asthma and COPD. In the dermatology segment, we retain market leadership, where we are also expanding our OTC/DTC business to reach consumers directly.
We are enhancing our portfolio through in-licensing and in-house developments to introduce innovative molecules quickly, which will help our field force serve healthcare providers better and meet evolving patient needs.
EF: Could you elaborate on why Glenmark is a key partner in driving innovation in India and how you prioritize unmet medical needs in your R&D effort?
AM: Our portfolio is strategically focused on select therapeutic areas where we maximize our impact and become a partner of choice for global companies. We are ranked among the top 5 in 3 of the four key therapies, which has positioned us as leaders in core segments. Collaborations in dermatology with partners like Pfizer allow us to accelerate market entry for innovative treatment options.
India’s evolution into a hub for advanced R&D further enhances our capabilities, leveraging our strengths to become a critical global player.
EF: Why is a dollar invested in India better invested here than anywhere else?
AM: India's pharmaceutical industry has achieved a significant position, particularly in economies of scale. It has become a leader in producing high-quality generic medicines at highly competitive prices. India also excels in the speed of drug development, driven by its talent in the pharmaceutical and biotech sectors. Over the past decade, Indian companies have consistently launched generic versions of global molecules on patent expiry.
A notable example is how, during the COVID-19 pandemic, we swiftly repurposed an influenza drug for COVID-19 treatment in just four months. Regulatory approvals, clinical trials across 30 centers, and treatment for over 300 patients were expedited, leading to the rapid introduction of the treatment in late June 2020. This swift response helped millions of patients in India and other countries.
India’s development of two COVID-19 vaccines within 12 to 14 months and administering them to over 1 billion adult population showcased our robust infrastructure and expertise, reinforcing the country’s position on the global stage.
EF: How is Glenmark using digital tools to improve efficiency and patient outcomes? Can you share examples of this digital transformation in your operations?
AM: AI is revolutionizing industries, particularly in pharmaceuticals, where it plays a key role in formulation development by streamlining critical processes. Advanced algorithms enable early predictions of product outcomes, significantly enhancing research and development efficiency.
In our organization, AI's potential is particularly evident in oncology research. We leverage AI across various functions, including manufacturing, HR, sales, marketing, and patient care. For example, remote monitoring tools allow patients to track their health from home, facilitating real-time data sharing with healthcare providers for personalized support and tailored treatment plans.
In conditions like COPD, AI enhances diagnosis, treatment delivery, and patient adherence. Remote monitoring devices empower patients to track lung function without frequent lab visits, ensuring timely discussions with healthcare professionals. For hypertension, AI aids in early diagnosis and continuous monitoring, addressing undiagnosed cases and poor treatment outcomes. Additionally, AI tools ensure medication adherence and regular blood pressure checks, allowing for early interventions. Beyond improving patient outcomes, AI enhances patient education, adherence, and more effective treatments. By ensuring that even young adults understand the importance of regular health monitoring, we foster a proactive approach to healthcare.
EF: What is the principal role of local players in building sustainable healthcare systems in India?
AM: Glenmark actively engages with industry associations like the Indian Pharmaceutical Alliance (IPA) and CII, as well as the government, to shape healthcare policies. These efforts span across regulatory, trade, and patient-centric policies, allowing Glenmark to contribute significantly to the evolution of India's healthcare system.
EF: Glenmark’s slogan claims a “New Way for a New World”- what does the new world look like according to your vision?
AM: At Glenmark, "A New Way for a New World" embodies our commitment to driving healthcare innovation that is both forward-thinking and deeply patient-centric. The "new world" we envision is one where healthcare is more personalized, accessible, and sustainable – where advanced technologies and treatments address unmet medical needs and improve global health outcomes. This future is one of greater inclusivity, where affordable medicines are available to all, and prevention plays a key role in maintaining health. Glenmark is leading this transformation by pioneering solutions that not only treat but also prevent diseases, creating a healthier, more resilient world for future generations.
EF: What are you most proud of in your current role, and what goals are you excited to pursue in the future?
AM: Over the past seven years, I am proud of Glenmark’s focused efforts to raise awareness about chronic conditions like hypertension and diabetes. We identified a critical gap - many patients were unaware of these conditions until complications arose or they sought care for other issues. To address this, we launched a long-term awareness campaign in partnership with cardiology associations, advocating for early diagnosis. A key milestone was the consensus recommending annual blood pressure screenings starting at age 18.
Through digital campaigns, direct community engagement, and health programs, we have empowered millions to take a proactive approach to their health. In parallel, we have run diagnostic camps for early diabetes detection, which has led to timely diagnosis and reduction in severe complications.
While awareness has significantly improved, a major challenge remains treatment adherence –patients often stop medication prematurely, putting themselves at risk of severe complications like stroke. Moving forward, I’m committed to strengthening patient education, particularly around the importance of consistent treatment to ensure long-term health.
On the commercial side, Glenmark is performing strongly across core therapeutic areas. In dermatology, we are ranked second overall and are the leader in medical dermatology. In cardiology, we rank third to fifth and aim to grow our market share. In respiratory care, we focus on chronic treatments with innovative ICS, LABA, and LAMA combinations that improve patient adherence.
In oncology, we are expanding our presence with in-house and in-licensed therapies, including cutting-edge molecules like Envafolimab, Tislelizumab, and Zanubrutinib. These therapies target specific indications, improving survival rates. We are broadening our portfolio of generic oncology products, offering treatment options.
EF: What final message would you like to send to our readers?
AM: Health is truly wealth, and your body is your closest companion - no one knows it better than you. It is your responsibility to care for it. When you take care of your health, you not only enrich your own life but also strengthen your family and community. In doing so, you contribute to the overall well-being of the nation and the world.
Do not neglect your health. If you face challenges, it’s important to consult the right specialist, follow their advice, and stay committed to your treatment plan. Both medication and lifestyle changes are vital to maintaining well-being.
Prioritizing your health is a powerful choice that pays dividends, for you and everyone around you. Let’s work together toward a healthier future, that enables us to live well and build a healthier world for all.
