Ana Fernández of Théa Spain discusses the strategic importance of the Spanish affiliate – the group’s oldest, current trends in Spanish ophthalmology, and what differentiates Théa – as a family-run mid-sized company – from its competitors.   Having taken on your first country manager position in January 2018, what are your current priorities and objectives? My main objective is to ensure the sustainable growth of the Spanish affiliate, while also strengthening our partnerships with both ophthalmologists and pharmacists. We want to remain people-oriented both internally and externally. Internally, we really focus on employee engagement and developing their sense of belonging and pride in the company. We want to foster excellence in the way we work which will, in turn, bring results. Externally, I am working on building even better relationships with ophthalmologists, pharmacists, as well as all the relevant associations and societies. Understanding their needs is key and therefore we listen to them by going out of the office!   How would you characterize the strategic importance of the Spanish affiliate? Théa Spain was the group’s first affiliate outside of France, established in 1996 and is now the third most significant affiliate to the global group in terms of revenue. Furthermore, the Spanish ophthalmological market is the fifth largest in Europe. We have 85 employees here in Spain with 25 in the office.   What proportion of global group’s product portfolio is represented here in Spain? Whereas other ophthalmic companies normally put all their eggs in one basket with one big product, Théa covers nearly every therapeutic class. We have products in glaucoma, dry eye, antibiotics, corticoids, NSAID’s and food supplements; almost every market. Théa also provides products that have low revenues for us, but which are essential for ophthalmologists, like anesthetics or mydriatics. We keep these products in the market, not for the revenue, but as service products.

Whereas other ophthalmic companies normally put all their eggs in one basket with one big product, Théa covers nearly every therapeutic class