Indivior Shakes Up Leadership, Aims to Boost Sublocade Sales Amid Industry Challenges

Indivior, a Virginia-based pharmaceutical company specializing in opioid use disorder (OUD) treatments, has announced significant changes to its executive team as it grapples with declining sales of its flagship product, Sublocade. The company is implementing a strategic shift to reinvigorate growth and maintain its position in the competitive OUD treatment market.

New Leadership at the Helm

Indivior has appointed Patrick Barry as its new chief commercial officer, effective June 2. Barry, a seasoned pharmaceutical executive, brings over three decades of industry experience to the role. His impressive career includes more than eight years at Endo, where he most recently served as president of global commercial operations. Prior to Endo, Barry spent 24 years at Sanofi, culminating in a position as senior commercial leader and general manager of the company's North American general medicines business unit.

Barry's appointment follows closely on the heels of another significant leadership change at Indivior. Earlier this year, the company announced that CEO Mark Crossley would be stepping down "by mutual agreement." Joe Ciaffoni, who has held leadership roles at Biogen, Endo, and Collegium Pharmaceutical, has since taken over as the new CEO, with the transition completed this month.

Sublocade Sales Challenges and Strategic Response

The leadership shake-up comes at a crucial time for Indivior, as the company faces headwinds in the sales of Sublocade, its primary OUD treatment. In its first-quarter earnings report, Indivior reported a 2% year-over-year drop in net revenues for Sublocade. While sales in the organized health system channel grew, this increase was more than offset by a decline in the justice system channel, which the company attributed to "near-term funding gaps among certain customers."

To counter this trend, Indivior is implementing a multi-pronged strategy:

1. Increased Marketing Investment: The company is ramping up its marketing efforts, targeting both healthcare workers and patients. CEO Mark Crossley reported in a recent investor call that these initiatives are already showing positive results in terms of digital impressions and brand searches.

2. Label Expansion: Indivior has secured FDA approval for changes to Sublocade's label, expanding the drug's possible injection sites and accelerating the timing of its first and second doses in treating patients with OUD.

3. Commercial Team Restructuring: The appointment of Patrick Barry as CCO is part of a broader effort to revitalize the company's commercial strategy and execution.

These moves come in response to growing competition in the OUD treatment space, including challengers like Camurus' Brixadi. The competitive pressure has been so significant that it prompted investment fund Oaktree Capital Management to call for a management shake-up at Indivior last fall.

As Indivior navigates these challenges, the industry will be watching closely to see if the company's new leadership and strategic initiatives can successfully drive Sublocade back to growth and solidify Indivior's position in the OUD treatment market.