Santen’s Dr. Sallstig on People, Passion, and Performance

A market leader in Japan with a 130-year history, Santen is paving new roads in the US and China. Peter Sallstig, MD, MBA, Santen’s CMO and global head of product development division sat down with OIS Podcast host Paul Karpecki, OD, to lay out the blueprint.

In less than 30 minutes, you’ll hear about the products and business strategies that will help Santen compete in these markets at a high level. And that’s not all.

A true global leader, Dr. Sallstig speaks five languages fluently. Using one of them, he discussed Santen’s long-term plan, the strength of Santen’s leadership, and its latest developments. Here’s a glimpse:

In 2020, Santen acquired topical ophthalmic specialist Eyevance Pharmaceuticals. In a similar vein, Santen recently launched Verkazia, a topical immunomodulator approved for the treatment of vernal keratoconjunctivitis (VKC) in children and adults. Santen also has multiple products for glaucoma in its pipeline. Tune in to discover:

• Dr. Sallstig’s path to becoming Santen’s CMO, which began in primary care and merged into ophthalmology and industry.
• The importance of good leadership and other product development lessons he’s learned along the way.
• The current vision for Santen, both globally and within the US market.
• The story of Verkazia, the first and only topical immunomodulator approved for VKC.
• Advice for others interested in pursuing an executive career.

Click “play” to listen.

Transcript:

Paul Karpecki, OD:
Thank you for joining the OIS Podcast. I’m Dr. Paul Karpecki. I practice in Lexington, Kentucky, I have the honor of getting to do some of the interviews for OIS, I’m always thrilled to get that opportunity because we learn about some really amazing individuals who accomplish great things who share insights that can help all of us to advance in our own career paths and also insights around key roles. And today we have a really exciting one. You know, Peter Sallstig is an MD, but also an MBA. He’s got both the business and the medical degree. And his current position is Global Head Product Development Division and Chief Medical Officer of Santen, a large company that’s making waves in the eye care space and ophthalmology category right now. So Peter, thank you for making time in your busy schedule honored to have you on the podcast.

Peter Sallstig, MD, MBA:
Well, thank you so much, Paul, pleasure being here. Thanks for having me.

Paul Karpecki, OD:
I’d love to learn a little bit about your account of your background. If you wouldn’t mind just kind of walking us through your personal background, where did you grow up your path to Global Head product development, division CMO, kind of the path that you took? And, and where you are right now? I think you’re in Japan currently. Is that correct?

Peter Sallstig, MD, MBA:
That is correct. So yeah, well, it’s been a while, you know, but um, I grew up in, in Sweden. So in Europe, I spent most of my time there, but also had the opportunity to move around other countries as well. I spent some time for instance, in Turkey. And it was quite in a good period. Interesting period. My dad’s job, so to speak, had us move around. What age of course, you know, made me having to adapt to new situations all the time. One of my outlets for making friends was of course, the opportunity to excel in sports, which I did. So I played ice hockey, soccer, tennis. So that was very helpful. And throughout the whole time, moving around when to German school on German private school. So I kind of grew up with several languages, which has helped me I guess, I mean, my career in the sense of, you know, having moved around afterwards as well, that really helped me. But yeah, so that’s where I spent most of my time, growing up and in Europe, and had the opportunity to move into the industry, so to speak.

Paul Karpecki, OD:
What was your favorite sport growing up?

Peter Sallstig, MD, MBA:
So I think my favorite sport of being born and raised in Sweden has to be ice hockey, but I’m sure everybody will know, you know, back then in the well, even in the 70s. But and 80s. You know, you’ve got Bjorn Borg mas Verlander. Stefan Edberg, and these guys in tennis. So those were also big favorites of mine. So clearly ice hockey and tennis, I would say were my big favorites.

Paul Karpecki, OD:
That’s great. How many languages if you know you’re being modest, but how many languages do you do speak that not extreme fluently, but enough that you can kind of, you know, conduct a conversation.

Peter Sallstig, MD, MBA:
I would say five, six, as of right now, the biggest struggle of that was of course, as you said, I mean, I’m now in Japan. So trying to learn Japanese is not easy. So whatever advantage so to speak I had from previous you know, what the language is totally out of the window here, so doesn’t help.

Paul Karpecki, OD:
It’s great. So you talked about going to school in Germany, and then you studied in your as your MD and ophthalmology and forgive me for asking, I should know, but I didn’t get chance to pre interview like, sometimes I’m fortunate to do

Peter Sallstig, MD, MBA:
No worries, no, I’m actually I’m on primary care physician. And which really helped me, I guess, in my career in the industry, as you said, I mean, have both the MD and MBA, so it was kind of late stage until 50 or so at med school when I recognize that I actually have a passion for business. So studied at the Open University, the business school in the UK. So that general management experience there. And but yeah, I mean, you’re doing, you know, coming towards the end, so to speak, I recognize that. Well, I kind of liked the pharmaceutical industry was very interesting and kind of drew me in so to speak, and started basically my career at Novartis in Switzerland.

Paul Karpecki, OD:
Makes sense. Did you get into the eye care division early on as a scenario? I mean, you cover a lot of cmoh Obviously for Santen But the area of I have autumnology that development.

Peter Sallstig, MD, MBA:
Yeah. That’s a great question. I mean, it was, quite frankly, pure luck. So as I always liked, often margin was one of my favorite studies while studying medicine. But with Novartis had the opportunity to rise through the ranks. And one of the last therapeutic areas that was doing before going into off the module was terminology. And I think that actually helped me, because as we know, there is a lot of diseases in the eye, which is associated with inflammation. So that kind of bridge helped me and then Novartis offered me the opportunity to become the Global Head of clinical development for the pharma franchise at Alcon. So I took that on that was really very fascinating and a great opportunity. And we launched some amazing products. So had a great time doing that. That was kind of my inroad to often Margie. And I think you know, Alcon really set the stage very well, for my next position, which was obviously here at Santen.

Paul Karpecki, OD:
That’s a great answer. So you’ve probably, you know, going through that path, when I want to kind of delve a little bit more into the area of product development, very important area for every company, especially in our field, and all rolled, what were some important lessons you learned along the way, and things that help you to succeed in the area because well, it is broad, it includes a lot of r&d and insights, both internal external, things you’ve learned along the way that have helped you to do a good job in that role with Santen today.

Peter Sallstig, MD, MBA:
Yeah, first of all, the importance of having the right leaders and the right people with you, right, you definitely can’t do this alone. And, you know, there is a saying, if you want to go fast, go alone. And if you want to go far go together. And I think that is so, so critical. And have you had the opportunity to really, you know, have some great leaders at Novartis, who knows a showcase, the importance of, you know, the humbleness, rolling up your sleeves, making sure you know, the data, really becoming an experts on that. And, never to give up in aversary, I think, maybe for looking and we’re being very honest, in a way, we have had our struggles, getting into the US markets, right, and we obviously had for kausea Last year, being approved, now we’re working our next compound here. 117. So I think I mean, particularly that concept of not to give up and making sure that you have the science behind you, that definitely has helped me and the team to move forward.

Paul Karpecki, OD:
That’s great. I want to get a little bit into Santen, as well. And, you know, as a Global Head of Product Development CMO, you’re really that executive level that is creating the vision, along with some good team members as CEOs and other. What is the current vision and you’ve gotten I’m gonna ask this question, that sense of you’re right, it took a while to break into the US but then you’ve really broken in with Avengers while briquets you there you have a portfolio of some of the AI advanced products that are there you have another you’re saying development on the way we have glaucoma other and then future treatments as well, and other filmic areas that are quite exciting. So what is the vision for the company? Santen here in the United States and worldwide?

Peter Sallstig, MD, MBA:
Yeah, great question. So if we’re looking at the US, I think it’s well recognized from our side that US plays a very important role for us. We launched a year and a half ago. Now, back in May 21, if I’m not mistaking what we call the midterm plan 2025, or we laid out the importance of the US and of course, also, China, but with that being said, I mean, that followed Of course, the acquisition of I events. Now, as you said, we also have Verkazia 117. So US definitely plays a critical role. The way our vision, I mean, our what we talked about is happiness for vision. And we’re strong believer that, having established ourselves 130 years ago, here in Japan, we really believe that we understand ophthalmology and it’s kind of our quest to go out and spread this to make sure that other countries as well can benefit from it. And that’s basically what we’re trying to do, right. I mean, it’s taking us some time, but I think you know what, we’re definitely getting there and we’re very excited with where we are as of today with the portfolio that we have globally, also so yeah, I think those are definitely something that drives us, this unmet need making sure that we can serve the patients and achieve that happiness revision?

Paul Karpecki, OD:
Yes, it is very exciting. And so it’s great to see in the pipeline of products Santen has exciting from numerous areas, perhaps even RP we talked about glaucoma, some are device, some are drugs, and all kinds of future areas that you’re working in development keeps it exciting, I’m sure that you’re right, or requires a really good team when you have that much that you’re working on at once.

Peter Sallstig, MD, MBA:
Absolutely, absolutely. No, I think I mean, we’d be very, very lucky in the sense that the product development team here really has some great recent hires, that’s very supportive, has great experience, of course, also, in drug development, and I think the constellation that we have now under the leadership of our CEO, Tony Richardson, is kind of old brings everything together. So again, exciting times,

Paul Karpecki, OD:
It is. Now given that you have some acquisitions, who mentioned I advance a lot of internal product development and r&d, wwhat’s the current focus? Is it internal right now for Santen? Is it external? Is it just looking for the right fit, and it doesn’t really no real focus externally or internally just looking for the right products.

Peter Sallstig, MD, MBA:
We do have a bit of a focus for sure. So I think the way we laid it out, I mean, obviously, we have what we called the kind of basis that we’ve always been focused upon glaucoma, dry eye allergy, those therapeutic areas, but then also, we have the new areas, kind of listed under wellness constant, and that is, myopia that is definitely something which is, of course, you know, up and coming ptosis, which was a great opportunity, and then moving into the cell and gene therapy area, like with RFP, and so forth. So those are the ones that were focused upon. Now, with regards to external versus internal, I think it comes down to having the right mix, we have a very good network, particularly in the working very closer together with Ceric, Singapore high Research Institute, also with UCL, in the UK, those are key partners, for us, but always, of course, looking for other opportunity to partner but they’re the ones where we’re very much focused upon getting those new insights. And then historically, Santen has been really having a strong pharmaceutical group that’s helped us with lifecycle management with new formulations and any types of ensuring, again, that we take into consideration the needs of the patients. So I think those kind of combined both that internal focus, but also that external support from our research collaborations, helps us actually to be where we are as of today.

Paul Karpecki, OD:
That’s great answers. How did Virk ACA come into fruition? Was that a one of those partnering products? Was that all in house? Because that’s the most recent and very exciting product? How did that development occur?

Peter Sallstig, MD, MBA:
Yeah, so it’s basically, in house as much as it can be. But that one too, actually came from acquisition we did back in 2011, if I’m not mistaken, when we acquired a French company, and they had this molecule, so to speak, in the making, but we’ve kind of been bringing it forward ourselves. So, I think I’m Eva Casia, for us has really been great opportunity, as we said, you know, breaking into the US market and I think physicians are excited about that, particularly if you consider the disease in itself. V. Casey and what it causes the implications for young children, adolescents, really hopeful that this can actually improve their lives.

Paul Karpecki, OD:
That is exciting. I think while it still is a rare disease, I still believe that we under diagnose voltera conjunctivitis, I’ve had a patient this summer who was young, St. Charles and about eight years old, and, it looks at the Limbus he had one little area of elevation, a little transvestite area that really shifted the diagnosis from allergic conjunctivitis which is referred to over to to Vernal. And as the first drug that I’m aware of for this category. So that’s exciting to see something that we can use even long term and some of these patients that require it with this really, really incapacitating itch condition and difficulty in affecting children who tend to rub their eyes, which can then lead to all kinds of problems. So it is exciting.

Peter Sallstig, MD, MBA:
Exactly. Yeah. No, I think you’re absolutely right. And particularly that not necessarily under diagnosis, perhaps misdiagnosis. So that’s obviously something that we want to make sure that we can go out and help our physicians to better understand how to be looking at this, because many of these children suffer for several years. I mean, often what we’ve seen here is it takes sometimes three to four years before they’re correctly diagnosed. And during that time funds, it’s a lot of suffering, right? I mean, besides the photophobia. I mean, they have also, as you know, the cobblestones, the ulcer, so, yeah, I mean, the sooner we can of course, give them the treatment, the better.

Paul Karpecki, OD:
Yes, very well said. So what are you most excited about? Now, as far as the pipeline over the next few years? Is it the totality of it? Are there certain areas that excites you more such as j cell? Is it just being involved in more unique areas that you’ve always had a focus in glaucoma, just the size of the pipeline? What excites you the most currently for the next few years that we’re likely to see from Santen?

Peter Sallstig, MD, MBA:
Well, it’s a combination, right? I think it’s definitely what we have in the pipeline in how we’re actually developing ourselves as an organization. We spoke briefly about, you know, we have one of our next compounds to get approval on 117, which is glaucoma, drugs. So we’re all hopeful that we’ll have that come to fruition, then, of course, we have other programs going on in glaucoma in the US. But then, of course, the the new focus areas such as, for instance, myopia, presbyopia, I think these are very important global focus areas for us. And then, of course the cell and gene therapy. So, it’s really the combination, right, it’s really to make sure that we’re still supporting the needs for the let’s call it the day to day diseases that we’re dealing with, but then also looking into more innovative spaces as well.

Paul Karpecki, OD:
That is exciting. I’ve got to see some of the areas like myopia that are certainly an epidemic worldwide and continue to increase. And of course, presbyopia while we have some things currently available, I think there’s still an incredible opportunity with just 128 million people alone in the US looking for new solutions. And I think what you’re working on is extremely exciting in that area. So I agree with you. It’s really one of the most impressive pipelines of any of Thalmic company today. And I think it sits a little under the radar. That’s why it’s so exciting to get to do this interview.

Peter Sallstig, MD, MBA:
No, I appreciate that. Appreciate it.

Paul Karpecki, OD:
Any additional pearls of wisdom for those listeners who aspire to a role like CMO? And I do hear that I have colleagues who I’ve talked to have said, at some point, CMO is something I’d be looking to many have obtained an MBA and a chat app in addition to their original, you know, re but what would you tell them in that regard for those who may be looking to that pathway, that either encouraging or not, in terms of what you believe might be kind of good choices to make or good decisions to determine if that’s a good pathway for them?

Peter Sallstig, MD, MBA:
Yeah. Well, I mean, listen, me, first of all, you have to ensure that you’re passionate about what you’re doing. Right. I also was fortunate enough to work in great teams, but also, with great leadership, so having that leadership having those great teams. And then of course doing your own contribution is absolutely critical, because I think that that will actually propel you moving forward. For me, I mean, something that I’ve very much focused upon, I got to what I call the three P’s, which is the people passionate and performance, you know, make sure that you have the right people who comes with the passion because you’ll have performance. So that actually helps you to achieve your deliverables as a CMO as the Global Head of the development division. That’s absolutely critical. And as I mentioned, I’m very fortunate enough to do have people who bought into that vision, people who I used to work with in my previous careers, I came back to kind of rejoin or join Santen And, and I think it’s just so critical for you to have those people around you. I think as a CMO, of course, there’s a great accountability that comes with it. So I mean that’s really clear that you have to be aware of that you’re really impacting the lives of 1000s of, if not even more of patients, people, not to mention your own organization. So it’s that combination, right. It’s that combination of, grit, making sure that you’re actually putting in the efforts to team work, that humbleness. And I think that’s kind of what I would say, my pearls of wisdom, to for success.

Paul Karpecki, OD:
Those are wonderful pearls of wisdom. I’ve loved the terms, from grit, to passion and humility, the teamwork, also many good things you’ve said. And I really do think those are traits that stand out in an exceptionally good culture, and obviously from someone who’s leading as a CMO. With that, Peter, I certainly want to thank you for a wonderful interview, a lot of great insights, both in terms of design where someone might look to in terms of Santen themselves, for kasi as a new approval and so many things. We got to discuss and learn more about the company itself and about you. So thank you for taking time and your very busy schedule to be part of the OIS podcast. I think it was enlightening, and I think the listeners will find this to be a very beneficial podcast. So I do. Thank you.

Peter Sallstig, MD, MBA:
Well, thank you so much, Paul. True pleasure and looking forward to connecting again, take care.

Paul Karpecki, OD:
I look forward to that as well. Thank you.