We are thrilled to present another Flen Health Success Story. In this engaging conversation, we explore the personal and professional journey of Carole Devaux. She offers insights into her life, motivations, and experiences at Flen Health, highlighting the passion and dedication that drives her in both her personal life and the dynamic field of HR. Join us to learn more.

Tell us a little bit about yourself (background, hobbies, …).

Carole: I earned a bachelor's degree in human resources, specializing in payroll management, and began my professional journey in HR and payroll administration. With a decade of experience in this field, I have spent the last five years contributing to the team at Flen Health. Before joining Flen Health, I gained experience across different industries, with a primary focus on managing all aspects of personnel administration, from onboarding to offboarding.

Outside of work, I have a passion for ice skiing and enjoy spending time in the great outdoors, particularly in the mountains - a passion shared by my entire family.

Could you tell us how your journey at Flen Health began?

Carole: In early 2019, I was looking for a new position in Luxembourg and I came across this opportunity to start as the HR Assistant at Flen Health. Later, I was promoted to HR Specialist. I was interested in working with the different entities/legislations. This is one of the reasons why I started working in a multicultural environment, especially with Germany and Luxembourg and then with the other entities. I discovered that it was really an interesting and attractive opportunity that I could not pass up. I am now celebrating five years of service.

If you had to describe yourself in one word, what would it be and why?

Carole: Only one word would be difficult; however, I have to choose only one, I would say, optimistic. I believe I am always optimistic. Whether it is reasonable or positive, I am always happy to help and learn more. One of my advantages when I was asked to develop my skills in new legislation for new entities and also to train or collaborate with new joiners within HR, I always try to learn and do my best to connect. I am always eager to start new projects and I am also very flexible.

What drives your motivation?

Carole: My best motivation within this function at Flen Health is to stay connected with individuals. I prefer the human connection. And this is super interesting and also important for me to keep at least a human connection and a relationship with the employees. I work as an HR Specialist who is close to the life and private events of the employees so it's super important to stay human in the first instance. And that keeps me going.

Since joining Flen Health, what has been your most significant personal success story or proudest achievement?

Carole: During the COVID-19 pandemic, it became crucial for HR professionals to navigate the unprecedented challenges impacting both our lives and our roles within companies. We had to proactively explore options to comprehend the varying regulations across different countries and understand what support employers were providing to sustain employment during this period.

As we encountered rising unemployment rates and faced logistical obstacles such as filing procedures and registrations, especially for our sales staff who were unable to operate 100% due to closures, it became evident that traditional methods of operation were no longer feasible. Consequently, we had to seek administrative alternatives to adapt to the new circumstances.

In my role at Flen Health, I took on the responsibility of initiating submissions and requests across the regions I oversaw. This period was marked by intensive collaboration among HR professionals, as we shared insights and supported one another in finding solutions.

Reflecting on this experience, I acknowledge the personal and professional challenges it presented. However, I take pride in having identified opportunities to uphold employee retention and ensure their financial stability during uncertain times.

Apart from administrative tasks, I also contributed to the development and implementation of telework policies within our company. While telework policies existed previously, the pandemic required their regular and widespread adoption as office-based work became unfeasible. Collaborating closely with my manager during this period to guide legal frameworks and options was both rewarding and impactful. 

Is it important to make an impact in both your personal and professional life? How so?

Carole: For me, making a meaningful impact is important. In my everyday life, I consciously strive to immerse myself in various associations and prioritize spending quality time with my family. I firmly believe in the value of honesty and authenticity, both professionally and personally. Maintaining integrity and being genuine have been guiding principles that I have followed throughout my career and in my private life. These values have not only shaped who I am but also underlined the significance of aligning my actions with my views.

Over the past two decades, many of our products have gone from zero to hero; today, some are market-leading wound-care and skin-healing solutions in many countries. From the HR perspective, how do you envision the growth and development of our presence in our entities and possible future entities?

Carole: Firstly, I am incredibly proud to be part of a company that not only enjoys a strong reputation but also genuinely contributes to helping patients live the lives they love. From an HR perspective, we must uphold the same values internally, which I believe presents one of our most significant challenges for the future. Success, to me, entails maintaining a consistent vision across the organization and fostering a long-term perspective among all our team members.

Being a member of the HR department, I am deeply invested in enhancing the employee journey within our organization. It's about ensuring that every Flenners' experience is optimized to the best of our abilities.

What advice do you have for young talents who are preparing themselves to go into the wonderful world of HR, specifically in our sector?

Carole: I would like to emphasize the importance of staying curious in your role. It's not just about going through the motions; it's about actively seeking answers and gaining a deeper understanding of your tasks. While it's essential to fulfil your job responsibilities, diving into the details of your work can be incredibly rewarding.

In HR, for instance, a payslip is not just a collection of numbers; it represents a multitude of factors and considerations. Behind those figures and salaries lie legal and local requirements, each with its complexities. Taking the time to grasp these tones adds depth to our understanding and enhances our effectiveness in our roles.

So, my advice is to embrace curiosity and delve into the details. You'll find that the more you explore, the more fascinating your work becomes.

Do you have any last remarks or additional insights to share?

Carole: Reflecting on my initial five years at Flen Health, I can say they were filled with enriching experiences and fascinating challenges. As I look ahead, I am optimistic that the future holds even greater promise. I enthusiastically anticipate what lies ahead and I am excited to continue growing professionally, embracing new opportunities, and contributing to the success and evolution of Flen Health.

Thank you, Carole!

We are excited to share another Flen Health Success Story with you. In this exciting conversation, we dive into the personal and professional journey of Adam Page. Adam's narrative is one marked by significant growth, as he transitioned from a physiotherapy background to a gratifying career in sales. As he shares profound insights into his life, motivations, and experiences at Flen Health, Adam vividly illustrates the passion and dedication propelling him forward in both his personal life and the dynamic domain of medical solutions. Join us in exploring the fascinating trajectory of Adam's career and gain invaluable advice for emerging talents in the pharmaceutical field.

Tell us a little bit about yourself (background, hobbies, …).

Adam: I have lived in Bristol all my life as have most of my family and extended family. I have two children; a 1-year-old and a 4-year-old, and I have a sister who works within the National Health Service (NHS). She is a speech and language therapist. I studied physiotherapy, which covered all subjects to do with bones, joints, lungs, and the nervous system, for which I graduated in 2012. Outside of work, I quite like the adventurous things in life. Anything that takes me outdoors I particularly enjoy, for example, mountain biking with a big group of friends with whom I am signed up to do some races this year. I recently got into riding motorbikes. I did it when I was younger although off-road, stopped, and then last year, I thought I needed a new sort of challenge. So, I learned to ride a road motorbike and got my license. For the last year, I have been making the most of dry evenings and weekends to get out on the motorbike. We have got some good surfing beaches on the coast of Cornwall and Devon, about 2 or so hours from where I live, so I am enjoying getting out on the water as well. But anything to do with being outdoors, in the fresh air, seems to be where I am at my happiest.

Could you tell us how your journey at Flen Health began?

Adam: I qualified as a physiotherapist and worked within the NHS for three years or so. I was fortunate to progress quite quickly into more of a senior position specialising in the bones and joints side of physiotherapy. But having somewhat peeked quite early in my career there, I got a bit disillusioned about future progression. I would say from career prospects and progression, I just felt a little bit under-challenged. I wanted something new, so I spoke to a friend who worked in medical devices. He suggested looking into a career within the industry and, very early on, I got put in touch with someone from Flen Health and it snowballed from there. Now, seven, going on eight years later here I am. Coming from physiotherapy into sales occurred quite naturally, I believe. My strengths when I was doing the physiotherapy side of things were my communication and my drive to improve the lives of patients. So going into the sales, it was quite an easy transition because that strength and that drive still very much applied. In my experience, I think if you can communicate well and come across as genuine and honest, the sales will quickly follow. 

If you had to describe yourself in one word, what would it be and why?

Adam: I would say dedicated. Being in management means I can be dedicated in lots of different ways, for example, dedicated to building the business, dedicated to bringing happiness to the individual members of my team and dedicated to improving the lives of those suffering from wounds.

What drives your motivation?

Adam: There are lots of things that motivate me, but I think one of them, and I think the reason why I do the job I do as a Regional Business Manager, is the mentoring and supporting of others. I find great joy in witnessing their growth and development. This happens not only during the good times when everything is going well but also during the tough times. These challenging moments, where things don’t go according to plan, are opportunities for us to work together and stay positive, ultimately overcoming them. I get a lot of enjoyment from working with people and working as a team, to overcome those hurdles to bring about a successful outcome. It's a great feeling and one that motivates me to get up and do what I do, to the best of my ability, every day.

Since joining Flen Health, what has been your most significant personal success story or proudest achievement?

Adam: For me, it would be becoming a regional business manager. Management is something I always wanted to do, and my current role was the combination of 4 years of enjoyable but hard work. I now get to share my experiences and gain new ones with a brilliant team of hardworking individuals who are far more than just colleagues now…they are real friends.

Is it important to make an impact in both your personal and professional life? How so?

Adam: Over the past 7 years at Flen Health, I have witnessed first-hand how our products can change the lives of those suffering wounds dramatically. What is even better is that we are achieving this more and more every single day and this only serves to put a smile on my face. I do feel it's important to make an impact day to day and I certainly feel like I am achieving that more both internally and externally to Flen Health.

Over the past two decades, many of our products have gone from zero to hero; today, some are market-leading wound-care and skin-healing solutions in many countries. How do you see the growth and evolution of the UK market?

Adam: We have grown year after year in the UK market and I think to a degree we even surprised ourselves by how well we have been able to adjust to the changing market and continue to grow. I know that we are going to continue to grow for a long, long time as increasingly Flaminal^® and Flamigel^® RT, are becoming household names. To continue growth, we will need the support of others in terms of experience, ideas, and general hard-working abilities, so I anticipate that as our market share grows, so will the size of our team here in the UK. We have got a good and successful formula in the UK. Therefore, should any new products be introduced from Flen Health within the UK market, I think we can only be successful if we were to do exactly what we have done in the past seven years.

What advice do you have for young talents who are preparing themselves to go into sales in the pharmaceutical area?

Adam: My advice would be in terms of preparation; I believe you need to establish exactly what your primary goal is. If you are going to be successful, speaking from my own experience, it was about improving patient care, patient outcomes and quality of life. That is what motivated me to go out and do what I have done every day for the last seven years, which speaking for myself, has brought about success and positive recognition. Again, you must be honest and genuine as well in everything you do. Colleagues, managers, and customers alike will respect this and therefore that will again only lead to individual success.

Do you have any last remarks or additional insights to share?

Adam: Flen Health is a great place to work. There are lots of hard-working, intelligent, caring people within it. And I have no regrets about having done what I did to make the jump from physiotherapy into this industry. If I knew then what I know now, I would probably have done it even sooner. The work-life balance is brilliant and certainly, I am very happy within this industry, but I suspect more so than anything else, that happiness originates from working within Flen Health.

Thank you, Adam!

In this exciting conversation, we dive into Julie Kerckhof's personal and professional journey. Julie, a dynamic and dedicated individual, has made substantial contributions to the company, from her involvement in launching the UK affiliate to leading Flen Health's ambitious development into the US market. Join us as we look into her background, motivations, and future goals.

Tell us a little bit about yourself (background, hobbies, …).

Julie: I am Julie Kerckhof, and I am married to Georges Sollie. I live in Elewijt, Belgium. It's between Brussels and Antwerp. I have two children: Mathis and Florian. They are three and five years old. In my spare time, I like to do a lot of sports. I am doing some cardio training and when I was younger, I ran a lot but then it's not very good for the knees and everything else. At the time I was still working for the UK and Zach Amankwah, Senior Territory Business Manager in the UK. He explained to me that I should do inclined walking. So, walking on a high hill but on the treadmill in intervals. I am still doing that and it's working very well. So, thanks to Zach.

Of course, one of my main passions is water skiing. I do a lot of show water skiing and so, in the summertime when it's nice and warm, you will probably find me in the water. I also like to try out new sports and new things to eat. When I am in another country, I like to try out local foods from that country. So, that's a little bit about myself.

Could you tell us how your journey at Flen Health began?

Julie: My journey began back in 2015. At that time, I wasn't married; I was in a relationship with a boyfriend living in the UK. I was actively seeking a job there as we planned to move together. Coincidentally, Flen Health was on the lookout for someone to establish their entire UK business. They had been collaborating with a distributor named Crawford, but they wanted to terminate that contract and take control by setting up their affiliate.

As fate would have it, I happened to be the right person in the right place at the right time. I played a pivotal role in launching the UK affiliate, working alongside Scott and Ian. In a few months, we were joined by our first six salespeople. I handled almost every aspect of the venture, even dealing with VAT numbers. At one point, our bank's relationship manager visited my apartment to verify our legitimacy, given that both the mother affiliates and the business owner were overseas entities, which raised some eyebrows.

Those were eventful times, and that's where my journey with Flen Health truly commenced. Initially, I spearheaded the establishment of the UK affiliate, and it experienced significant growth. As we know, the UK is doing very well. Later, I shifted my focus back to finance due to my financial background. After a few years, my family and I moved back to Belgium because we wanted to start a family. My firstborn son arrived, followed by my second son.

After my maternity leave, Philippe Sollie approached me about becoming the Chief of Staff. I accepted the role, although for a brief period. Subsequently, our head of marketing departed the company, prompting Philippe to offer me the position of Head of Marketing. Surprisingly, despite having no prior marketing experience, I found the role intriguing and educational. It allowed me to step out of my comfort zone in finance, dive into the field, interact with the sales team, and gain a broader perspective on product performance and related matters.

Leading the marketing team and witnessing its growth during my tenure was a rewarding experience. However, I realized that marketing wasn't my long-term career goal. I feared that staying in marketing for too long might trap me in a role I didn't want to pursue indefinitely.

So, I expressed my desire to shift back towards finance and business strategy. Around that time, Flen Health was contemplating a launch in the US, and that's where I find myself now. I am currently leading the US project, which is both challenging and fascinating. Everything is entirely new, which aligns with my pattern of embracing new challenges, even when I don't have all the answers.

The US project resembles the early days of establishing the UK business, involving a steep learning curve and a different set of challenges. It's a continuous journey of discovery and growth. I don't want to become an expert before diving into something; I prefer to learn along the way. This approach has sometimes led to bumps along the road, especially with the US project, where I encountered concepts, I never knew existed. Nonetheless, it's an enriching experience. Luckily, I have a brilliant team that helps me when I ask again some absurd questions.

The impact of this endeavour on Flen Health is monumental. It promises to transform the company significantly, setting new standards in the US market. This excitement stems from not only the novelty of the project but also the potential ripple effect it could create reshaping Flen Health's entire trajectory. It's a thrilling and challenging journey, one that I find both frustrating and immensely rewarding. The learning curve associated with taking on the unknown is truly captivating, and the implications for Flen Health are profound, making it an exciting endeavour.

If you had to describe yourself in one word, what would it be and why?

Julie: Curious. I have a strong sense of curiosity, both in my professional and personal life. At Flen Health, I am always eager to gain a complete understanding of everything that goes on. Sometimes, it might come across as if I am conducting a total inquiry, but my intention is simply to understand the intricacies of our operations. This is especially true with our current project, where I have encountered numerous concepts and aspects that were previously unfamiliar to me, yet they have significant implications.

Certain things that initially seem minor can have a deep impact, not only on costs but also on timelines. As a result, I tend to ask a multitude of questions because I genuinely want to grasp the reasons behind our actions and the potential consequences. It's not about supervising or exerting control over others; rather, it's to have a better knowledge of things. I have a genuine desire to comprehend the complexities of our work, and this curiosity is a defining aspect of my approach.

What drives your motivation?

Julie: Well, I enjoy experimenting and exploring new avenues in various aspects of my life. As I mentioned earlier, this curiosity extends to my personal life, where I am eager to try out new sports and sample different cuisines. For me, embracing new experiences is enriching and adds depth to life. This same philosophy applies to my journey at Flen Health.

In the professional domain, I embarked on diverse ventures. Initially, I took on the challenge of launching the UK branch of our company. Subsequently, I ventured into team management within the marketing department. Currently, I am leading the US project. Although the term "trying out" may not fully capture the depth of my commitment, it's not meant to diminish the significance of these actions. On the contrary, I approach each task with dedication and a determination to excel.

When I decide to pursue something, I give it my all because I believe in doing things thoroughly and correctly. I am not inclined to repeat the same process multiple times in a similar manner. Instead, I thrive on innovation and continuously seek opportunities for learning and expanding my knowledge. This drive motivates me profoundly.

For instance, with the ongoing US project, I have encountered unfamiliar territory and learned things I never knew before. Fortunately, I am supported by an exceptional team, each highly skilled in their respective domains. This enables me to maintain a comprehensive perspective while having the expertise of my team members at my disposal. It's a collaboration that enhances our collective capabilities, allowing me to seek guidance and expertise from specialists in their fields as we navigate this exciting journey together.

Since joining Flen Health, what has been your most significant personal success story or proudest achievement?

Julie: I am genuinely proud of the progress the marketing team has made and the position it currently holds. However, I must say that the UK startup holds a unique place in my heart. When we began, we faced numerous challenges one example: I couldn't even request a bank account because it required a VAT number, and paying invoices was equally problematic due to the absence of a valid VAT number. It was an extreme learning curve, understanding how all the pieces fit together.

Reflecting on the UK business's evolution from its humble beginnings to its current stature, it holds a special significance for me. I witnessed its growth firsthand and knowing that I played a part in its journey from virtually nothing to where it stands today is immensely gratifying. Each time I visit the UK and meet the team, it's a reminder of the remarkable progress we have achieved together.

I hope to replicate this success with the US project in the coming years.

Is it important to make an impact in both your personal and professional life? How so?

Julie: Yes, of course. I find it truly meaningful because it helps me reflect on the purpose of our existence. It's a wonderful feeling to revisit those moments and relive them. Moreover, it's gratifying to see how the marketing team has transformed over time and the positive impact it has had, not only on the team dynamics but also on the results we've achieved.

I want to emphasize that it's not about taking sole credit for these achievements; it's a shared effort. Both the UK startup and the marketing team's growth were the result of teamwork. However, knowing that I was part of these teams and contributed to their success gives me a sense of fulfilment. It's a reminder that my presence and contributions played a role in shaping these outcomes, and that's incredibly rewarding.

Over the past two decades, many of our products have gone from zero to hero; today, some are market-leading wound-care and skin-healing solutions in many countries. What strategic vision do you have for sustaining and expanding our presence in the US market over the next decade?

Julie: Indeed, we are currently in the early phases of the US project, and it's essential to recognize that we must address three important levels in our approach. One of our primary goals is to secure FDA registration, a prerequisite for selling our product in the US market. However, obtaining FDA registration alone is not sufficient. We also need to secure reimbursement from payers and ensure that clinicians are willing to prescribe our product.

How do you see the current alignment of our strategy with the expansion into the biopharma sector? Also, what significant opportunities and obstacles do you foresee within this evolving environment, especially within the US market?

Julie: Regarding the alignment of our strategy with the biopharmaceutical sector, I believe it's a natural fit. As Philippe has mentioned, we don't operate as a "me-too" product organization due to our niche positioning and focus on higher-end segments with exceptional products. In contrast to the medical device industry in the US, which is overwhelmed with "me-too" products, we stand apart. We don't have the scale for a volume-based approach, and profitability for us lies in differentiation and innovation rather than sheer quantity.

Our strategy aligns well with this philosophy, emphasizing the importance of being unique and differentiating ourselves within the biopharma sector.

The primary opportunities lie in our ability to innovate, explore uniqueness, and differentiate ourselves further. However, we must also acknowledge the mindset shift required to embrace this change, particularly in the US market, where we transition from a medical device approach to a pharmaceutical one. This transition brings with it differences in regulations, quality standards, and perception.

While medical device regulations are becoming stricter, they still differ significantly from pharmaceutical regulations. This means we must adapt to more stringent regulations and quality requirements in the pharmaceutical space. Flexibility is key, our ability to adjust quickly and efficiently is crucial.

Our team's willingness to embrace this flexibility is commendable. It's not an easy adjustment to make, given the initial expectations and accountabilities, but our team understands the need to pivot swiftly in response to new information and circumstances. Having strong leadership and a team that embraces change will be instrumental in our success in the biopharmaceutical environment, particularly in the US market.

What advice do you have for young talents who are preparing themselves to go into the medical device/pharmaceutical area?

Julie: In the context of our smaller, family-owned company, I find that it offers a unique blend of flexibility and opportunities. Unlike larger corporations with rigid structures and clearly defined roles, our smaller size allows for greater adaptability. While job descriptions may not always be as sharply defined, this flexibility opens doors to various roles and responsibilities.

My journey within the company exemplifies this. I initially started in the finance department and eventually transitioned to marketing before landing my current role overseeing the US project. This flexibility allows for exploration and learning in different directions, provided you have the willingness to adapt. In our agile environment, changes can occur rapidly, and you must be ready to seize the opportunities that arise.

While larger companies may take years to rotate, our smaller company can change direction swiftly. Embracing this quickness and flexibility presents numerous opportunities, but it's essential to be proactive in pursuing them. Opportunities won't come knocking at your desk; you must actively seek and seize them.

In the biopharma sector, you won't find everything neatly laid out for you. It requires a degree of resourcefulness and adaptability. However, this very challenge leads to extensive learning and a plethora of opportunities to chart your path and direction. It may not seem as trendy as some other industries, but it presents a wealth of untapped potential for those willing to explore and innovate.

Do you have any last remarks or additional insights to share?

Julie: In our company, and I believe this applies to many others as well, we often hear about the overwhelming workload and the risk of burnout. Things can change rapidly, as I have observed in the context of the US project. However, when I engage with external consultants who work with various companies, I gain a broader perspective.

These consultants, who are not even part of our organization, speak highly of our products and our way of working when they interact with other companies. It's a source of great pride for us. We should recognize and celebrate the excellent work we're collectively accomplishing, both in terms of our products and our collaborative approach.

While it's undeniable that we face substantial workloads and fast-paced changes, the cohesion and effectiveness of our team, especially in the context of the US project, indicate a promising future. Let's not forget that as a smaller company, what we are achieving today is remarkable. Our successes should be acknowledged and celebrated, as they reflect our dedication and teamwork.

Thank you, Julie!

Matthias Klusemann joined Flen Health about a year and a half ago. He is currently a Territory Business Manager in Germany. Learn more about how his journey started and what drives his motivation.
 
Tell us a little bit about yourself (background, hobbies, …).
 
I was born in Germany but grew up in Australia and have been back in Germany for more than 20 years now. I live with my wife and now three kids on the outskirts of Frankfurt.
 
I studied sports science and did various jobs from working in a fitness studio to managing a bar to then working in a Sanitätshaus, which is a medical supply store. I also did a master’s in health and prevention management.
 
My hobbies besides family and friends are very sports-orientated, and I used to play a whole lot of basketball and Australian rules football. However, due to injuries and other commitments, I have had to put that on hold. I also enjoy a little bit of gardening such as growing all sorts of fruit and veg. I passionately follow the Melbourne Demons, which is an Australian football team. So, even on a Sunday at 5:00 a.m., I will get up and watch the match live. Most of the time it's fun, but sometimes it's frustrating when they lose, but I guess that is the beauty of sports.
 
How did your journey at Flen Health start?
 
I started in January 2022. As I mentioned before, I was working in a Sanitätshaus. The medical supply store where I was doing a lot of insoles, bandages, gait analysis, custom-made ski boots and all that, so in some respect, I was already working with patients or hospitals.
 
Then I got contacted to see if I was interested in joining Flen Health, and I was looking anyway because I had been there for 4 1/2 years and needed a new challenge and new environment. I did not know the company or much about the wound care business. However, after doing some research and talking to an old work colleague of my wife who knows and uses Flaminal^®, I felt that it was a good company and product to represent. And that's how I started.
 
If you had to describe yourself in one word, what would it be and why?
 
OK, so this is a tricky one, but I would say dedicated is the word. Because when I decide to do something, I stick to it. I don't give up that easily even if something goes wrong. I think this has also helped me in my career path, so far, as there are always highs and lows and I persevere and then in the end generally reap the benefits. I always like to look for solutions and that is why I think that dedication helps me to achieve those goals.
 
What drives your motivation?
 
Basically, to achieve goals. With my sports background, I have always strived to win because I hate losing. It is a great feeling when you can win games or win a final or something similar and especially after you have done the hard work it feels so much more rewarding. Achieving personal or business goals, big or small is something that motivates me.
 
Also receiving positive feedback from the field is something that motivates me. Especially, when you hear someone say s/he had a good result, the patients are doing better – these things motivate and help you tackle each day, each week, and each month.
 
What has been your personal greatest success story (proudest moment) since you joined Flen Health?
 
I would say our growth in Germany and being able to be part of that. Going along the road of changing a lot of things here in Germany and being able to put my mark on it sort of say. Especially these last six months, the numbers reflect that we are doing a good job here even though we are a very small team and that everything's turning in a positive direction.
 
Is it important to you to make an impact in your day-to-day life and at work? How so?
 
Yes, to day-to-day life and yes, at work.
Being a father, I try my best to be a good role model for my kids and to lead by example and impact their lives so that they can grow up happy and confident in themselves. I think it’s important to not only impact their lives but impact their surroundings so that when they are grown up, they still have a happy place to be. And so, it is not just about the now, but also the future.
 
As I mentioned before, the motivation also comes from hearing stories about great treatments with Flaminal^®. I have recently had a case study where somebody fairly new to the product had fantastic results in six weeks, so the person's chronic wound healed and, it is always great to hear that due to our presence here in Germany and getting Flaminal^® out there is impacting other people's lives as well.
 
So, that is why I believe it is very important that I always try my best to not only impact but positively impact my day-to-day and work life.
 
In the past 20 years, many of our products have gone from zero to hero and today some of them are market-leading skin healing solutions in many countries. How do you see the growth of our German market?
 
I am very positive that there is a huge potential for even more growth in Germany. It comes with its challenges such as sometimes nurses are stuck in their way of treatment. However, I believe that the more talks we have and the more results we get within Germany, that we can change that. I have also noticed that when I visit teams. If one or two wound nurses have already had contact with Flaminal^® and it has been positive, then they are happy to share their experience and encourage their coworkers to also use it. That is a good way for it to snowball.
 
Overall, there is huge potential and, there are challenges on the way, but you have about 80 million people living in Germany. The population is ageing and unfortunately, that often comes with wounds, and what’s better than to use a product that can help them live the life they love? Probably like in other countries, people do not have time anymore to do wound dressings. They are afraid of maybe doing something wrong and that is where the huge advantage of Flaminal^® comes in. Our product covers so many facets of wound care, and it is easy to use and safe. So, what better solution do you need?
 
What advice do you have for young talents who are preparing themselves to go into sales in the pharmaceutical area?
 
So, my advice would be, whatever you are trying to sell, make sure you believe in it because there is nothing worse than trying to sell something that you do not believe in. In the beginning, don’t be afraid to ask a lot of questions. Be curious and open-minded. Learn more about your colleagues, your customers, and the product. Listen to everything you can. Read a lot and the best thing about sales is also the work you put in; you get out. So, be prepared to go the hard yards and you will reap the benefits.
 
Any final comments?
 
I am glad to be part of the Flen Health team and I am very excited for the times ahead, especially in Germany. Thanks for your time, I feel very honoured. 
 
Thank you, Matthias!

Now, it is your turn to write your own success story at Flen Health!

Astrid Fremau joined Flen Health about three (3) years ago. She was recently promoted to Medical Affairs Manager. Learn more about how her journey started and what drives her motivation.

Tell us a bit about yourself (background, hobbies, …).

About one year and a half ago, my partner Ward and I bought a house in a village called Keerbergen - a wonderful, forested place. Keerbergen is about a 30 to 40-minute drive from everywhere; Brussels, Leuven, Mechelen, and even our office in Kontich. 

I am a Bioscience Engineer. I studied for five years in Leuven (together with Marie Van der Gucht from our R&D team). After these five years in Leuven, I went to the Antwerp Management School to do a full-time Master’s in Management, which included courses on Strategic Management, Financial Management, Marketing & Sales Management, Innovation Management and so on. Super cool to do!

One of my hobbies is playing frisbee - yes, that is a sport, and it is called Ultimate Frisbee. It is intense and a great team sport. Next to Ultimate Frisbee, I have recently started playing padel. I play the piano once in a while, and I am an ex-Scout. The latter implies that during the summer, I can be found with the whole Scouts group somewhere on a meadow, with our tents, surrounded by cows, in the Ardennes.

How did your journey at Flen Health start?

After I spent that year in Antwerp, I was asked to start a PhD at the University Hospital, so I moved back to Leuven. That was pre-clinical research on lung infectious diseases. The first months of that PhD were interesting. But after almost one year, my days consisted of imaging anaesthetized mice in a small CT scanner, from 08h00 until 20h00. After spending more than 300 hours with them, I can tell you - as a professional - mice did not talk back, unfortunately.

My energy level, slowly but steadily, decreased, and the loneliness went the opposite direction: I decided to quit the PhD after one year and four months, which was a very hard decision to make. But from where I am now, I believe it is one of the best decisions I have made so far on a professional level.

Around that time, I came across an open position listed for a company called Flen Health. I was curious about it because like 99% of the Belgian population, my first reaction when reading Flen Health was, 'huh, what company?' Then you learn, 'Ah, it is the company behind Flamigel^®.' Because, of course, a big percentage of people in Belgium know Flamigel^®. And so, due to my curiosity and being a great fit with the team members, (starting with those I met during my interviews and others like Kristine Vanlinthout), I began my journey at Flen Health!

If you had to describe yourself in one word, what would it be and why?

Curious. I am curious from the morning until the evening. Asking plenty of questions to know the ‘why’ behind something is in many ways a good thing; however, for my close colleagues it is sometimes, let’s say ‘exhaustive’. But do not worry since we are still a wonderful team together! 

What drives your motivation?

Let me tell you a story about something that happened two weeks after I joined Flen Health. I had a conversation with the mother of a very good friend of mine. She is also a General Practitioner for more than 25 years. When I told her that I had joined Flen Health with the products Flamigel^® and Flaminal^®, she said to me, 'Astrid, in wound care, that is the best company you could have selected. These products are not just great, they mean a world of difference for so many patients.' She said it was a great choice and wished me good luck.

Since that conversation, I have had many more conversations with clinicians with a similar message. Hearing such things from these field experts is a key aspect that drives my motivation.

What has been your personal greatest success story (proudest moment) in the last three (3) years at Flen Health?

That is a difficult question. I think for me, it is a lot of small successes together that are making me feel proud. In the Medical department, one of our key responsibilities is training new staff and/or giving updated training to current staff. For example, in the case of our sales representatives, when I have trained them extensively on our products, or our (pre)-clinical papers, and so on, it is so rewarding to see and hear them a couple of months later, talking to clinicians with confidence regarding the topics we covered. I believe that is what makes me proud the most.

Is it important to you to make an impact in your day-to-day life and at work? How so?

YES! (In capital letters). It is crucial. Is it not this what we, human beings, need to drive us forward?

Now, the fortunate thing is that here, at Flen Health, we all make an impact: every single day, and in every single department. In the Medical department, for example, we are closely involved with Clinical, Sales, Marketing, Regulatory Affairs, Quality, R&D and so on, but also with our healthcare professionals and our patients.

Perhaps, to make it more concrete, I will tell you a short and very recent example: Eddy (a Belgian resident) called me last week to tell me about his 94-year-old mother. After trying at least 15 different products, only Extracalm^® was able to make the unbearable itch of his mother bearable for a couple of hours. So, after discussing with Eddy a few things about Extracalm^®, he asked me whether we might still have one spare bottle for his mother, as he could not find it in the pharmacy anymore. This was almost an impossible question (with the stock issues, etc). With the support from Kelly Van der Aa and the whole Belgian sales team, we were able to help the mother of Eddy. It may seem small, but that is what I call making an impact and we did it as a team.

In the past 20 years, Flamigel^® went from zero to hero and today is a market-leading skin healing product in countries like Belgium. Considering new markets (i.e. the US), how do you see the evolution of our products (medical devices to biopharma)?

We stay close to the healthcare professionals, and we stay close to the patients. We do not always need to talk, sometimes we just need to listen. Listening to our customers is very important and that is what we do. That is what made us a hero and that is what will ensure that we keep on growing, every single day.

What advice do you have for young talents that are getting ready or are preparing themselves to go into the field of medicine, clinical or pharmaceutical for that matter?

That is a good question. I would say: dare to ask questions and make sure to believe in your own capabilities. Also, and that is important for everyone, I believe in communicating with colleagues from your/other departments. At certain moments, it is valuable to take a step back and ask yourself, ‘Why did this person react the way he/she did?’ When you can answer that question, it will [for sure] strengthen your future collaborations with this specific person.

Any final comments?

Working at Flen Health for the past three years has been with ups and downs. I am not going to pretend that there were no challenging periods. Now, what is and always has been important to me is that the sum of the drained energy and the energy gained from the work I have done is and remains positive.

My final-final comment then: Thank you, Jorge, for taking the time for this interview. I appreciated it!

Thank you, Astrid!

Now, it is your turn to write your own success story at Flen Health!

Andy started working for Flen Health almost 6 years ago. He has seen the growth of some of our products in the UK market. Learn more about how his journey started and what drives his motivation.

Tell us a little bit about yourself (background, hobbies, …).

I live just outside of Manchester, in the UK. I live with my long-term partner and two children; Ellie is 13 and Harrison is 6. I have had a military background; I spent, in total, the best part of 13 years within the British military, mainly spent in the Marines. My hobbies include going to the gym, cycling, and going to watch my football team, which is Manchester United. Other than that, I enjoy my family time and spending time with my friends.

How did your journey at Flen Health start?

OK. So, previous to working with Flen Health, I worked for a company called Crawford which distributed Flaminal^® in the UK. I always enjoyed talking with the clinicians about Flaminal^®, and the opportunity arose from basically, more than a couple of colleagues, but a couple of the senior management from Crawford who were moving to Flen Health to take Flaminal^® and launch Flen Health UK. And I was very lucky that I was chosen or asked to be one of those people to move over to Flen Health, and from that point on, 1st of June, 2016, I became a Flenner. I started as a Territory Business Manager (TBM) in the northwest area of the UK, along with six other colleagues that had come over from Crawford. And then, three other colleagues that had started the business from outside of medical devices.

If you had to describe yourself in one word, what would it be and why?

Focused. I think this would be the word I would use and the reason for that is that I am quite dedicated to my job and I focus on many aspects of my work. So, the end result is the big thing, but not just the end result, it is also ensuring that I focus on the well-being of my team. The happiness of my team and ensuring that we focus on the purpose of Flen Health, which is obviously to help patients live the life they love. Also, to help the clinicians who in turn will help the patients to do just that.

What drives your motivation?

My motivation is driven by a vision and our purpose at Flen Health, to improve outcomes for patients. I do not want to say it sounds cheesy, however, after having dealt with it first hand and for example, my father being poorly and subsequently passing away, the motivation to make sure that the patient has the best possible care is what drives me mainly. Other than that, I'm motivated to be the best I can be, and I do like to be up there. Also, I am quite competitive. That is me; that is the wider team within the UK and then, that is even the wider team with Flen Health. So, my motivation would be to be the best we can be and be motivated to help each patient live a better life.

What has been your personal greatest success story (proudest moment) in the past 5 years at Flen Health?

My proudest moment, I think, would have been a team moment and it would have been the way that we performed as a UK team during the first year of Covid-19. To have our products put onto a national formulary for Nightingale hospitals, and just the general performance with the team going above and beyond at every single point in the year 2020, during the height of Covid-19.

Is it important to you to make an impact in your day-to-day life and at work? How so?

Yes, it is really important. Every day we wake up and in our personal lives and our work-life, if we don't make a positive difference in that day, then we have not achieved anything and it is been a wasted day. And so, for me, it is really important that I can positively impact. Not just any impact, a positive impact on my team, a positive impact on the performance of Flen Health and a positive impact on my family. So that is instilling good characteristics within my children. It is being a good father. It is been a good partner, and I am making sure that I am a positive role model; at work, as a manager to the team, and at home, as a father and a partner. So, making sure I am always a positive role model.

In the past 20 years, Flamigel^® went from zero to hero and today is a market-leading skin healing product in countries like Belgium. How do you see the expansion of our products in markets like the UK / Ireland?

So, in terms of the expansion of our products, Flaminal^® is currently a market leader in the UK, in terms of antimicrobials. The expansion I would see is with Flaminal^® Hydro into the acute setting. The expansion of Flamigel^® RT is still there. In the coming months and years, we aim to be the number one radiotherapy product in the UK with Flamigel^® RT. Then, the expansion of products such as extracalm^® and, potentially, Flamerins^® into the UK. For Ireland, we are a brand-new affiliate in Ireland, so we have only been live since April. Flaminal^® is a new product and we aim, again, to become the market leader in our category in Ireland. And then, expand with Flamigel^® RT for radiotherapy patients in Ireland.

Do you have any advice for the young talents graduating in a time marked by an ongoing pandemic?

If I was to give a young person advice, particularly committing to sales, I would say: believe in the product; believe in the company and trust your managers and mentors. And also, believe in yourself.

Any last comments?

I suppose the other thing I would say is that since I joined, nearly six years ago, every day has been different. I love working for Flen Health. I love the ethos and I love working with the team, and I am excited to see where we go in the future.

Thank you, Andy!

Now, it is your turn to write your own success story at Flen Health!

Kristine startte 18 jaar geleden bij Flen Health en meldt “key for growth is the will to proceed by taking initiatives”. Laten we eens kijken naar haar motivatie:

Kun je jezelf in één zin omschrijven?

Een hands-on persoon met een voorliefde voor communicatie, messaging, visualisatie en organisatie. Ik ben best integer en werk graag in teamverband.

Hoe heb je de weg naar Flen gevonden?

Dat is intussen meer dan 18 jaar geleden (de tijd vliegt) wat we net vierden op kantoor. Na enkele eerste werkervaringen, vooral in de media, kwam ik bij Flen terecht waar ik deze vaardigheden in de dagelijkse praktijk kon toepassen. De innovatieve wondzorgproducten spraken me aan, alsook het deel uitmaken van een bedrijf in volle groei dankzij de ondernemingszin van de stichter.

Wat maakt dat je van je baan houdt?

Het is boeiend een merk groot te maken en dankzij de goede producten is dit erg dankbaar werk om te doen. Ook de afwisseling en het voortdurend in contact staan met consumenten, zorgverleners (HCP's) en collega's zijn troeven. Wat mij enorm motiveert, is de positieve feedback van dankbare patiënten.

Is impact maken met je werk belangrijk voor je?

Ja, dit is niet alleen mijn drijfveer, maar die van iedereen bij Flen. Ik ben er trots op mensen te helpen en informeren in het genezen van hun huid en wonden. “Helping people live the life they love” is niet alleen een motto, het is wat ik dagelijks in mijn job toepas.

In de afgelopen 20 jaar evolueerde Flamigel^® van zero to hero en geldt vandaag als marktleider in België op het gebied van huidgenezing. Wat was uw aandeel daarin?

Het is leuk om vanaf het begin deel uit te maken van dit verhaal. Aanvankelijk speelde ik een meer algemene rol in het bedrijf, maar uiteindelijk settelde ik me op de marketingafdeling. Hier ontwikkelde ik o.a. het Flamigel^® marketingmateriaal voor HCP's en eindgebruikers (OTC/DTC) en focuste ik me op trade marketing. 18 jaar geleden was ik de enige persoon in marketing, vandaag zijn we een sterk team van 10 collega’s. Het omzetten van de productvoordelen en het werkingsmechanisme in een duidelijke boodschap helpt het bereiken van onze missie: mensen helpen het leven te leiden waarvan ze houden!

Wat was je persoonlijk grootste succes in de afgelopen 18 jaar bij Flen?

Alle successen zijn gedeelde successen en beschouw ik niet als een persoonlijke prestatie maar als uitstekend teamwerk. Het was fantastisch om te zien hoe Flen eerst een zeer belangrijke leidende speler werd in de huid- en wondverzorgingsmarkt in België en intussen evolueerde van een lokale naar een internationale speler met een wereldwijde distributie in 30 landen. Deel uitmaken en een actieve rol spelen in dit verhaal is mijn grootste succes.

Last but not least, nog iets dat je met ons zou kunnen delen?

Persistence is key :-) en de sleutel voor groei is de wil om verder te gaan door initiatieven te nemen: "Wacht niet op het perfecte moment, neem het moment en maak het perfect!" 

Dank je, Kristine, voor het delen van je ervaring met ons.