VP Market Access, Reimbursement & Pricing

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VP Market Access, Reimbursement & Pricing
Location Confidential
No preference
Willing to Relocate
$300,000 to $600,000

Resume Summary
Head of US Payer Marketing led a team focused on Managed Markets for Specialty portfolio. Responsible for achieving brand objectives via Payer-focused marketing plans/tactics: Designed product messages designed to address clinical & economic needs of Payers.


Top 5 Biotechnology Company

Executive Director, CV Reimbursement, Access & Value Marketing March 2015 to present
Appointed head of the Managed Care Marketing and Access team for the cardiovascular franchise. Currently lead a team of 260: 15 staff, 245 contracted field based associates including 160 Reimbursement Access Specialists, 50 field based Nurse Educators and a Nurse Call center of 40. Responsible for creating all Access related marketing materials for the CV Sales force of 1200+, all contracting & pricing strategies, Managed Care Marketing strategies/tactics, including FDAMA 114 materials.

Executive Director, Global Integration Lead
January 2015 to February 2016
Appointed lead for a Franchise reacquisition from EU based global phamra company. In December 2015 added another EU based reacquisition role.
Leading a cross-functional team including legal, regulatory, manufacturing, finance, tax and Regional Project management transferring the businesses back to my firm. The objective is to transfer marketing authorizations, establish manufacturing supply and transfer commercial control to our local affiliates or distributors in 50+ countries.
" Progressed integration from 72% of business transferred to 88% of business, full year 2015.
" Maintained 100% patient supply and met all contractual obligations with both partners.

Global Director, Market Access, Reimbursement & Pricing February 2013 to Present
Joined Global Payer organization responsible for conducting due diligence for in-licensing/M&A activities, including recommending pricing and access assumptions for all markets WW. In April added the role of Global Payer Lead for pipeline antibody, a Phase III compound partnered with another industry player.
Results and Key Accomplishments
" Served as due diligence Payer lead in the [BRAND redacted] agreement announced in 2013.
" Conceived, designed and led joint WW Payer strategic planning session with partner to redesign launch strategy for Phase III compound.
" Led Global Access 2014 Regional Situation Analysis planning project: Scope LatAm (Brazil), Asia-Pac (China), EEU (Russia), EM (Turkey) and EU. Output: country situation analysis and guidelines for launch planning assumptions (including pricing, time to reimbursement, access/share assumptions etc.).

Executive Director, US Payer Marketing November 2009 to February 2013
Appointed head US Payer Strategic Planning and Marketing function, focused on US Managed Markets for portfolio of specialty products. In January 12, added Federal, Sr. Care and Kaiser Business segments, ~$350M Net sales across portfolio/segments. Team (n=18), OpEx Budget $5-10M, responsible for achieving brand objectives via Payer focused marketing plans and tactics, supporting Field Account management team (n=102), creating product messages designed to address clinical and economic needs of US Payers. Additionally accountable for creating US Employer Group Strategic plan/tactics/execution, US Payer Biosimilar Plan/Tactics, Pharmacy Affairs, Payer focused customer B2B Programs and served as FDAMA 114 US Commercial lead.
Results and Key Accomplishments
" Financial:
o Achieved 100% portfolio coverage goals, three consecutive years, 2010-12.
o Achieved 100% revenue targets for Kaiser, Federal and Senior Care, 2012
" Created and executed 3 National Payer new specialty launch materials and meetings. 100% Medicare coverage.
" Created and executed 6 semi-annual sales meetings, 2 national launch meetings and 2 mid-semester national meetings, all scored consistently above 90% approval ratings by account teams.
" Redesigned Segment/Brand Planning Process intended to drive integration with Global Health Economics (GHE). Resulted in more formal process to communicate Commercial needs into GHE evidence generation process.
" Led the strategic analysis, including ROI assessment of Sr. Care and Federal demand teams, providing prioritized recommendations to Sr. Management. Decision taken January 2013.
" Conducted and executed a strategic assessment of Pharmacy Affairs to focus on Oncology and Biosimilars with US Payers.
" Conceived, designed and led the Annual US Payer Summit: a two-day strategic planning session of cross functional partners involved in Payer activities including brand teams, GHE, Medical Communications, Global Payer, Pricing and Policy and US Government Affairs. Output included the Payer situational analysis used for segment and brand planning.

Executive Director, Medicare/Reimbursement Services December 2008 to November 2009
Led a 12-member team focused on Medicare coverage, reimbursement support and coverage reporting. The field-based Account Team (1 Director and 8 Corporate Account Managers) was accountable for Medicare Administrative Contractor coverage (MACs) and 3 internal staff members delivered Reimbursement Services for the Nephrology and Oncology portfolios and coverage reporting.
Results and Key Accomplishments
" Maintained 100% on-label coverage of all company specialty products covered under Medicare Part B.
" Launched Web-Based reimbursement hub converting ~ 20% of transactions on-line, resulting in savings of 30% per transaction.

Director, Managed Care Business Analysis December 2006 to December 2008
Led a team of 4 marketing research professionals supporting Managed Markets, Academic Hospital and Sr. Care segments. Support included primary marketing research and secondary analytics to measure brand performance in Segments and identifying unique needs.
Results and Key Accomplishments
" Co-led a new, quantitatively-focused geographic analysis of Commercial Payer concentration and impact on oncology product resulting in specific recommendations to inform contracting strategy.
" Co-led a portfolio-level SF sizing analysis for Academic Hospitals, VA/DOD and Sr. Care to optimize the introduction of new specialty product.

Boutique Pharma/Bio Consulting Firm February 2005 to December 2006
Consultant for the Pharmaceutical & Biotech industry. Primary focus: new product forecasting, market planning, assessment, and Key Opinion Leader (KOL) identification based on social networking theory. Assembled and led multi-specialty teams to create solutions to accelerate growth of marketed brands. Clients included large cap Oncology firms and small public and private firms in CNS.
Results and Key Accomplishments
" Analyzed and prioritized pipeline Alzheimers compound: provided senior management with commercial launch recommendations encompassing marketing research of unmet needs, portfolio fit, forecast modeling, ROI and created brand P&Ls.
" Repositioned KOL survey to a more comprehensive OL and management program; doubled the number of engagements.

Top 10 Big Pharma and Predecessor companies
Director of [BRAND redacted] Marketing Bridgewater, NJ September 2003 to February 2005
Accountable for commercial direction and success of a product line in respiratory portfolio: FY 04 sales ~$275M. Development of brand strategy, commercial tactical plans and budgets. Included overseeing preparation of annual marketing plans, approving all promotional aspects of brand, including copy, media and schedules, sales literature, conventions, DTC, DTP, e-Business and professional materials. The tactical plan also included CME support, advisory boards, opinion-leader development and the Phase IV medical plan. Responsible for the development and management of three Product Managers dedicated to the brand.
Results and Key Accomplishments
" Exceeded 2003, 04 and projected Q1 05 Brand Plan numbers.
" Made the business case for, and secured >$80M funding from senior management for a 450 person contract sales force to ensure SOV for Product® during launch on another TA. Directed the hiring & brand training of 450 sales reps over a 4-month timeframe. Contract executed in April 04 and SF fully operational in September, in time for fall allergy season.
" Directed and enhanced the strategic marketing plan for a line extension designed to deliver profits. Conducted conjoint analysis for positioning, developing pre-launch messaging, segmentation, PR plan, and preparing forecasts.
" Selected for the Company Global Business Leadership Program conducted at Wharton School of Business, Philadelphia, USA and INSEAD, Fontainebleau, France.

Director, New Products Commercialization Bridewater, NJ March 2000 to September 2003
Led team of 2 product managers building portfolio and developing franchises in CNS and Bone. Worked with and led cross-functional teams from Global Marketing, Clinical Research, R&D, US Medical, Legal, Regulatory and Business Development. Analyzed and prioritized the internal pipeline of compounds providing senior management with go/no go recommendations which encompassed evaluation of unmet needs, portfolio fit, forecast modeling, ROI and brand P&Ls.
Results and Key Accomplishments
" Directed commercialization process, led US New Products Commercial Team for Phase III Parkinsons product (program stopped, met futility criteria) and directed a Phase II compound for MS subsequently launched.
" Identified and analyzed assets for in-licensing opportunities, provided senior management with assessments and deal recommendationsincluding portfolio fit, brand forecasts and P&Ls.
" Provided analyses of opportunities in Alzheimers, schizophrenia, depression, MS, spinal cord injury, sleep and osteoporosis.

District Sales Manager San Diego, California May 1998 to Mar 2000
Marketing Manager, Managed Care Kansas City, MO June 1996 to May 1998
Sales Training Manager Kansas City, MO Jan 1995 to June 1996
Manager, Field Systems Administration Kansas City, MO Aug 1993 to Jan 1995
Information and Sales Analyst Kansas City, Missouri Nov 1991 to Aug 1993
Institutional Sales Representative Los Angeles, CA July 1988 to Nov 1991
Pharmaceutical Sales Representative Albuquerque, NM Jan 1986 to July 1988

Master of Business Administration (MBA) August 1997. University of Kansas
Bachelor of Arts, Business Administration-Marketing (BBA) December 1985. University of Wisconsin-Milwaukee

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