Q&A with Claes Kalderén: Our European Sales Manager
What do you do as European Sales Manager?
I'm responsible for new customer sales across the European market. TSS is already working with 6 of the 20 largest pharmaceutical companies, and we would like to broaden our engagement to work with more of them. My primary focus is to engage in dialogues with these companies to understand how they can leverage our SaaS and hardware solutions to digitalize their supply chain, manage their cost base, work more sustainably and, most importantly, ensure patient safety.
First impressions count – what's yours of TSS and your new role?
My first impression of TSS is that it has great technology and sits in an innovative position to continue expanding within this fast-growing market, so there are plenty of opportunities for the business to grow. There's also an entrepreneurial, can-do attitude in the company, which I appreciate. As a highly specialized vendor, there's a profound knowledge of temperature solutions across the organization. The people I work with and how we work together are high quality, making life easier for a newcomer.
As I’m based in Sweden, starting a new role during a pandemic hasn't been that strange. Life has been pretty normal here. TSS has implemented a good strategy that's been carefully thought through, and there are routines for testing before entering the office. We have production going on in our facilities, and thanks to our excellent Covid-safety protocols, we've been able to keep our facilities open during this difficult time.
What were you doing before you joined TSS?
I have worked most of my career in the business development space. I've spent a lot of time working with SaaS companies developing data analytics and IoT solutions to improve business performance. Over the years, I have worked for small businesses and start-ups that are experiencing market fit or scale-up issues. Some of my roles have been at the other end of the scale, within large, international businesses with complex supply and distribution systems. My job within these organizations was to improve sales across B2B, B2C, and partner relationships. I've also worked as a consultant, line manager, and commercial director, so my experience is very broad.
Impressive. How has your career prepared you for this role?
After spending nine years in Asia working for a leading car manufacturer across different markets, I learned a great deal about distribution efficiency, process development, implementing compliance controls, and producing and monitoring dashboards. I also handled what the automotive industry calls 'business management,' which involves looking at KPI frameworks that help sales partners improve their business.
In Life science, you work on preserving quality at a very detailed level, which is something I am well versed in. So, while this is my first time working with pharmaceuticals, I know I have the vital skills and essential knowledge of processes and compliance to support TSS.
What are the key benefits TSS offers its clients?
There are more and more temperature-sensitive pharmaceutical products being shipped. TSS can enhance quality and generate cost savings even as volumes grow and help pharma companies significantly reduce waste and operate more sustainable by improving supply chain efficiency.
We're very specialized and really understand the intricacies of temperature management across the supply chain. We help our clients automate decision-making around temperature excursions, and TSS makes this complex decision-making model that incorporates more parameters accessible.
TSS is also technology agnostic and brings together easily through integrations products from different vendors in one accessible platform. As a result, our clients can analyze the overall picture and produce global reports that are informed by a high-quality audit trail.
Our clients can analyze the overall picture and produce global reports that are informed by a high-quality audit trail.
What are the biggest challenges in your new role?
Timing is crucial. Pharmaceutical supply chains are more complex now than they ever have been. For me, we can overcome this by planting ideas about the possibilities our solutions can offer potential clients. It's challenging, but we need to educate our customer base about what our products and platform can help them achieve so we can have conversations when the time is right.
Thanks for your time, Claes!
It's been great to talk.