VICE PRESIDENT – SALES & MARKETING
Pharmaceutical / Biotech / Healthcare
Successful at driving emerging commercial organizations in the development of Sales & Marketing and operational functions for pre-market sale and product launch. Adept at identifying priorities and order of organizational build out, and developing business plans to achieve key objectives.
Proven record in identifying and developing new business opportunities for multiple organizations in US and international markets. Skilled at developing and leading sales teams with particular expertise in national accounts including trade & distribution, managed care, and reimbursement.
Decisive, resilient individual who is comfortable functioning in positions requiring a high level of influence and leadership, team building, organizational capabilities, and problem solving.
PROFESSIONAL HISTORY
EURAND PHARMACEUTICALS, INC., Yardley, PA Mar. 2007 – Nov. 2008
Vice President of Trade & National Accounts (June 2008 – Nov. 2008)
Vice President of Sales & Marketing (Mar. 2007 – June 2008)
Hired by the CEO to develop the company’s first commercial US operations for the sales and marketing of Eurand’s new prescription pharmaceutical product line targeting the Gastrointestinal (GI) market with specialization in Cystic Fibrosis. Determined the US organization (chart) structure and wrote the pre and post launch business plans. Throughout the IPO and NDA filing process, oversaw corporate communications and investor relations for the US operations. Reported directly to CEO with budget of $6 million for 9 months of 2007.
Following the acquisition of Source CF, assumed responsibility as VP of Trade & National Accounts, reporting to the Senior Executive Vice President. Managed the 3rd Party Logistics partner, supply chain, trade management, distribution, and commercial and government reimbursement functions. Hired a national account sales team and outsourced/managed a trade and national accounts consulting group which included four directors, ten national account managers, and reimbursement and contracting specialists. Developed pre-launch sales strategy targeting the top national and regional commercial payers and all federal and state pharmacy programs.
* As a company officer, established Eurand’s commercial operations in the US and was instrumental in the filing of the company’s NDA with the FDA.
* Integrated US Commercial Operations with European Parent, working closely with Legal and Regulatory, Medical Affairs, R&D and Clinical Development, Manufacturing and Supply Chain, Business Development, and Finance.
* Orchestrated Eurand’s acquisition of Source CF, with responsibility for due diligence and mapping of integration strategies, to expand the Eurand commercial operation and product portfolio in the US.
* Recruited and hired all US personnel including a director of marketing, marketing managers, launch project manager, medical science liaisons, national account managers, and administrative staff; and guided Human Resources in the development of US hiring and employee policies.
* Directed Finance and determined operating budgets and sales forecasts for all US operations including Sales & Marketing, Corporate Communications, Trade & Distribution, and External Consulting Groups.
* Closely managed a large network of external consultants in market research, reimbursement, CME programs, government policy and regulatory affairs, and executive recruiting.
* Developed prelaunch sales strategy and plan to position optimal reimbursement for new products with commercial and government payers, including the development of a highly rated pre-launch speaker and web-based CME programs.
CHIRON CORPORATION (formerly PathoGenesis Corp.), Emeryville, CA 1997 – 2006
Director, National Accounts and Payer Relations (2002 – 2006)
Established the National Accounts and Payer Relations Department, with responsibility for sales to commercial health plans, pharmacy benefit management groups, specialty pharmacy providers, state Medicaid, and other state pharmacy programs.
* Created the National Accounts & Payer Relations Department. Personally supervised the hiring, training, deployment, and management of six national account managers, a marketing manager, and administrative staff.
* Responsible for all aspects of Managed Care marketing and program development. Managed the production of sales aids and product dossier, CME programs, pharmacoeconomic studies, and Treatment Practice Guidelines.
* Developed and executed a strategic plan for managing Medicare Part D health plans, working in collaboration with Government Affairs Department.
* Increased sales to major health plans on average 8-12% annually from 2002 to 2005. Examples of key sales gains were realized with WellPoint Pharmacy Management (34%) and TennCare (61%).
* Improved formulary and tier placement with health plans covering approximately 70% of the commercially covered lives. Established fixed co-pays and modified prior authorization and refill policies to streamline prescription adjudication and facilitate affordable patient access.
* Negotiated changes with numerous health plans from variable co-pays to fixed co-pays for TOBI®, a high cost, sole source aerosolized antibiotic.
* Developed and implemented a strategic plan to re-capture $15-20 million in sales lost to therapeutic interchange and product substitution.
* Increased the reimbursement dollar amount of a high cost injectable oncology product at major cancer treatment centers in the US, with commercial health plans reimbursement rates equal to government CMS rates. These changes prevented numerous centers from closing specialized clinics treating malignant renal and melanoma cancers.
* Developed strategy to preserve over $24MM in funding from state pharmacy programs annually. Key states included Ohio, Tennessee, North Carolina, Michigan, Florida, and Idaho.
Director, Trade Relations and National Accounts (1998 – 2002)
Directed the distribution and inventory management of antibiotic and oncology product lines to drug wholesalers, oncology distributors, GPOs, hospitals, and mail order & specialty pharmacy accounts.
* Collaborated on the development of a forward purchase program to better control sales and inventory management of major wholesalers.
* Conducted a profitability study of contract purchasing by GPOs and hospitals to determine sales policies affecting institutional customers.
* Maintained responsibility for sales to Managed Care, including marketing and sales management.
* Developed marketing programs with home care and specialty pharmacy providers to assure product reimbursement and distribution while minimizing product substitution.
Regional Sales Manager (1997 – 1998)
Founded hospital specialty sales force for the sale of a high value, aerosolized antibiotic to treat chronic lung infection. Recruited, trained, and managed sales representatives in the southeastern United States and Puerto Rico. Responsible for national trade and regional managed care accounts.
* Ranked first of three regions, with a 40% market share. Winner of Presidents Club for highest performing region. Involved in hiring and training of 2/3 of the company’s sales force.
SCANDIPHARM, INC., Birmingham, AL 1994 – 1997
Director, Trade Relations and National Accounts (1996 - 1997)
Established department to manage and direct sales to national drug wholesalers, retail chains, Managed Care Organizations (MCOs), group purchasing consortiums, integrated health networks, and government and military accounts. Developed retail sales program and established national distribution of products through drug wholesalers, select retail chains, and mail order pharmacy.
Marketing Manager, HIV and Oncology Products (1994 - 1996)
Developed and implemented marketing plan for a line of nutritional products to the HIV and oncology markets. Responsible for all aspects of market research and strategic planning, forecasting, marketing, production, and trade distribution of products. Increased sales of pancreatic enzymes 30% as a result of HIV sales program, and increased sales of a disease-specific nutritional supplement from $400,000 to $3 million.
ELM SERVICES, INC., Rockville, MD 1992 – 1994
Director of Data Sales
Created and managed sales department that provided custom market research studies to the pharmaceutical industry. Responsible for all aspects of sales and marketing, including product development and design of research projects. In less than one year, achieved comprehensive market penetration. Clientele include all major US oncology pharmaceutical companies.
UCB PHARMA (formerly Whitby Pharmaceutical), Richmond, VA 1988 – 1992
District Sales Manager (1990 - 1992)
Established expansion sales district for the sale of ethical and OTC pharmaceuticals to physicians, hospitals, wholesalers, retailers, and long term care facilities. Hired, trained and managed 10 sales representatives covering key Mid-Atlantic markets including D.C. The district ranked 2nd in the company for new market sales, with a 16% market share in the prescription analgesic market.
Trade Relations and National Accounts Manager (1989 – 1990)
Developed national account sales program and managed sales to national drug wholesalers and retailers, GPOs, MCOs, and government programs. Established distribution in seven of the top ten national retail drug chains, negotiated contracts with national GPOs and HMOs, and was responsible for first placement of company products on the Federal Supply Schedule, DOD, and state Medicaid formularies.
Sales Representative (1988 – 1989)
Established an expansion sales territory in Los Angeles, California. Sales Leadership Award for Western Region.
MCNEIL PHARMACEUTICAL, Spring House, PA 1987 – 1988
Sales Representative
EDUCATION / TRAINING / AFFILIATIONS
PEPPERDINE UNIVERSITY, Malibu, CA
B.S., Business Management, 1986
Professional Training: American College of Managed Care Medicine - Solutions for Managed Care; American Management Association - National Accounts Management; SMG Marketing Group - National Accounts Seminar;
NCI Managed Care Seminar; National Tumor Registrars Association Certification Training; Romar Consulting Associates - Sales Management Training; Pinsonault Managed Care & PBM Training
Affiliations: Healthcare Distribution Management Association (HDMA); American Academy of Managed Care Pharmacy (AMCP); American College of Managed Care Medicine; American Association of Health Systems Pharmacists (ASHP); Case Management Society of America (CMSA) |
