Read the Conversation
Conversation highlights:
- Galderma's pure-play focus on dermatology enables concentrated expertise and innovation across three business units: aesthetics, therapeutic dermatology, and dermatologist skincare.
- Argentina's sophisticated yet complex market presents significant growth opportunities for companies that understand local dynamics and maintain operational agility.
- The aesthetics market is shifting toward natural outcomes, driving demand for biostimulators and treatments that enhance skin quality rather than volume.
- Competitive differentiation in dermatology comes through science, outcomes, and service rather than price competition in an increasingly crowded market.
- AI implementation in dermatology is beginning with diagnostic tools and business efficiency, though the industry is still in early adoption phases.
- Building company culture around adaptability, learning agility, and shared objectives creates sustainable growth in volatile markets.
EF: What attracted you to the dermatology business, and what mission have you set for yourself as General Manager?
MDC: When Galderma approached me to lead Argentina and Chile, I was immediately drawn to the growth potential in dermatology. This market is expanding rapidly, and while I didn't have prior dermatology experience, that made it an important milestone — managing a new environment and building relationships with a new physician base. What truly motivated me was Galderma's position as a pure-play dermatology company. That singular focus is crucial: it allows us to concentrate all our efforts on one area rather than spreading across multiple therapeutic categories. It also enables us to deliver consistent innovation and science across our three business units, each with different products, but unified by the same commitment to scientific advancement.
EF: What products in your pipeline are you most excited about?
MDC: We're closely following key market trends, particularly in aesthetics, where there's been a significant shift from volume-focused treatments toward natural-looking outcomes. Skin quality has become paramount; patients want results that enhance rather than dramatically alter their appearance. We're addressing this with our biostimulators and skin enhancement treatments, which are central to that natural aesthetic trend. In therapeutic dermatology, we're focused on unmet needs in acne and rosacea; conditions that are often underestimated but carry a real impact on patients' quality of life and self-esteem. Our third pillar is dermatologist skincare, where we're accelerating growth with a broad portfolio designed for every skin type. This comprehensive approach across all three units positions us well for continued expansion.
EF: What impact is Argentina generating for Galderma, and where do you see the biggest growth opportunities?
MDC: Argentina is a complex market, but we achieved double-digit growth last year — a strong signal of our momentum. The country is more stabilized now and represents a sophisticated market with significant opportunities. Our job is to translate global strategies and adapt them to local realities. That requires three things: agility, efficiency, and a deep understanding of what's happening on the ground. We may be a smaller market compared to others in Latin America, but we're delivering sustainable growth — and that's the metric I care most about. It's not just about growing; it's about sustaining that growth over time.
EF: How are you expanding beyond Buenos Aires while maintaining your physician-focused strategy?
MDC: We have a focused team distributed across the country. The key is understanding the specific needs of each province and region without losing operational efficiency. Focus is everything — we have to balance reach with discipline. Our goal is to ensure physicians across all regions know our products and understand their benefits, but we do that by listening to local needs rather than applying a one-size-fits-all approach.
EF: How is Galderma positioning itself against increasing competition in aesthetics?
MDC: We're seeing more market entrants and stronger price competition, both in Argentina and Chile. But our strategy isn't to compete on price — we compete on science, outcomes, and service. We don't want a price war; we want physicians to trust us because we deliver innovation backed by evidence. In Argentina, we hold the leadership position in aesthetics with our biostimulator products, and we continue to grow in double digits. That leadership comes from understanding market trends and delivering what physicians actually need, not just a competitive price tag.
EF: Where do you see AI making an impact in dermatology, and how will it shape your operations?
MDC: AI matters across every business, not just dermatology. I'm working with my team to start implementing AI solutions, and I believe it's critical that companies begin exploring these tools now. We're running training sessions to understand how to connect AI with real efficiency gains — we're still at the starting point, but we're building deliberately. We already have diagnostic tools with AI capabilities for skin analysis. On the business operations side, we're building from the ground up. What's clear is that AI extends far beyond conversational tools, and it's becoming part of how we work daily. Our younger team members embrace it naturally, and the rest of us are integrating it into our workflows.
EF: When making the case to headquarters for investment in Argentina, what's your argument?
MDC: Argentina operates in cycles, and having lived here my entire life, I understand those patterns well. When I speak to leadership, I share concrete examples that illustrate the country's potential — because if you truly understand Argentina, you can spot the opportunities when they open up. Two or three years ago was a very different moment than where we are now. Today, we have more stable conditions: inflation is under control, the exchange rate has stabilized, and the environment is more predictable. We have well-trained physicians and a solid healthcare infrastructure. The country is growing, and that makes it worth investing in — but efficiency is key. You have to know where to allocate resources and which areas to prioritize. Our healthcare system is fragmented, but access to medication here compares favorably to many other countries. The opportunities are real; capturing them requires clarity and discipline.
EF: How do you build the culture that earned Galderma recognition as a great place to work?
MDC: This is our second consecutive year receiving the Great Place to Work certification since I joined three years ago. Culture is fundamental to keeping people motivated and engaged. What I look for most in my team is genuine commitment, people who truly want to wear the Galderma shirt and push forward with our mission. Learning agility is essential, especially in a market like ours where conditions can shift quickly. I also value proactivity and persistence. I maintain an open-door policy: my office is always accessible, I have lunch with the team daily when I'm in the office, and I encourage open communication at every level. I want people to take initiative, even if that means making mistakes sometimes. Culture isn't built from the top down — it's something we build together, as a team working toward shared goals.
EF: What advice would you give to young women aspiring to leadership roles in healthcare?
MDC: I entered the pharmaceutical industry 25 years ago with a clear objective: I wanted to lead a major company. I knew that from the start, and I pursued it consistently. Along the way, I worked across diverse areas — primary care, specialty care, devices, and now dermatology — and that breadth gave me an invaluable perspective. The most important lesson is that career development has to be driven by you. Companies can provide support, but the initiative must be yours. I took positions I didn't particularly enjoy, but I knew I needed that experience to keep growing. Be proactive, stay adaptable, and commit to learning in every role. Map out the steps required to reach your goal, and work toward them systematically.
EF: Is there a key message about Galderma's mission you'd like to leave us with?
MDC: At Galderma, we believe the future of dermatology will be shaped by science, education, and innovation. Our ambition goes beyond growth; we want to help raise the standard of dermatological care across the region. It's genuinely exciting to work for a company where innovation, science, and people are the top priorities. In injectable aesthetics, we lead the category with our biostimulators and skin quality treatments. In dermatologist skincare, we offer extensive lines for every skin type. In therapeutic dermatology, we address real unmet needs in acne and rosacea. The thread running through all of it is the same: science in service of every skin.
