Covering AZ and NM

Sr. Regional Account Director covering AZ, NM, NV and So CA

Commercial Operations Department - Execution Excellence Team and Sales Strategy and Effectiveness GroupLed and aligned Area Center Leadership Team (Area Sales Directors, Regional Sales Directors, State Government Affairs, Human Resources, and Compliance) to ensure Area priorities, strategies, and resource allocation are in support of achieving AstraZeneca portfolio goals; while establishing a climate of engagement and development across the entire Area Center geography (24 States).… Show more Commercial Operations Department - Execution Excellence Team and Sales Strategy and Effectiveness GroupLed and aligned Area Center Leadership Team (Area Sales Directors, Regional Sales Directors, State Government Affairs, Human Resources, and Compliance) to ensure Area priorities, strategies, and resource allocation are in support of achieving AstraZeneca portfolio goals; while establishing a climate of engagement and development across the entire Area Center geography (24 States). Core Responsibilities:• Lead Regionalization across the Portfolio of “growth products”; Partnering with ASD’s and other strategic partners to drive market share by aligning/optimizing resources around a strategic vision, assessing gaps and helping uncover and executing pull-through opportunities• Provide visionary leadership across the Area Center, drive innovation, and partners to build high performing teams across Area Center staff and field sales organizations• Lead all sales force efficiency and effectiveness initiatives including deployment, optimization, and expansion• Communications leader to ensure consistent messaging across TA’s (Oncology, Respiratory, CNS, Cardiovascular, Primary Care, Hospital) relative to organizational changes, operational efficiencies/process, leadership announcements or guidance, and business performance• Provide leadership, coaching and developmental opportunities to the 6 Regional Alignment Leader direct reports. The RAL role is a developmental position for highly talented promoted DSM’s – creating bench strength aligned to Brand Team and/or Regional Sales Director positions Show less

Developed and implemented strategy and tactics for assigned regional accounts, integrating with geographic personnel as appropriate to insure that budget/financial targets are met or exceeded. Implement strategic and tactical initiatives in cooperation with National Account Leaders for regional affiliates of national accounts. Coordinate account/selling activity for assigned accounts across Geographic Customer Units.• Contracted for Prilosec® (sole & exclusive) with largest HMO in New… Show more Developed and implemented strategy and tactics for assigned regional accounts, integrating with geographic personnel as appropriate to insure that budget/financial targets are met or exceeded. Implement strategic and tactical initiatives in cooperation with National Account Leaders for regional affiliates of national accounts. Coordinate account/selling activity for assigned accounts across Geographic Customer Units.• Contracted for Prilosec® (sole & exclusive) with largest HMO in New Mexico (estimated annual dollar volume in excess of $10.5 million - 1998) while completing training. Successfully negotiated several other contracts for AZ products with a variety of customers, i.e. HMO, MCO, IDN, PBM, Institutions, (DSH), etc. while leading campaigns to increase product share and sales volume. Served on the core Managed Care Training and Development Team to include various regional and national training initiatives. Also served on several Contract Strategy Committees. • Awards and recognition include: Circle of Excellence, National Business Excellence in Leadership, and Excellent/Distinguished rating on all performance reviews. Show less

• Accepted a District Sales Manager rotational assignment with responsibility for Nexium®, Toprol XL®, Atacand® and Crestor®. Led team to 110% PPO while a District Manager, as well as developing several unique selling approaches (Blending Managed Care with ISS). Served as Mesa Cylinder lead, which had the highest percent growth across product lines in the State and for the Region.

Sr. Regional Account Director covering AZ, NM, NV and Southern CA

• Managed and led total operations to include in-patient and outpatient physical medicine and rehabilitation as well as start up of acute occupational health care facilities in multiple markets. Developed mission and vision for the organization, corporate strategy, objectives and plan of implementation.• Key responsibilities - Strategic Planning; Financial Management, (AP, AR, payroll, cash procedures, financial reports, purchases, capital expenditures, quantitative analysis, etc.);… Show more • Managed and led total operations to include in-patient and outpatient physical medicine and rehabilitation as well as start up of acute occupational health care facilities in multiple markets. Developed mission and vision for the organization, corporate strategy, objectives and plan of implementation.• Key responsibilities - Strategic Planning; Financial Management, (AP, AR, payroll, cash procedures, financial reports, purchases, capital expenditures, quantitative analysis, etc.); Operations (quality assurance, expense management, human resources, and information systems); Business Development (contract negotiation, customer service, marketing, advertising, expansion analysis and planning). Show less

• Responsible for Nevada and New Mexico markets with annual gross revenues in excess of $18.2 million (exceeded budgeted operating income for both markets in 1996). Reported to President/Chief Operating Officer.• Span of control included overseeing and managing seven full-service acute care clinics including four physical therapy practices, four specialty practices, and a team of over 120 employees. Directly supervised four Medical Directors, eight Center Administrators, two Area… Show more • Responsible for Nevada and New Mexico markets with annual gross revenues in excess of $18.2 million (exceeded budgeted operating income for both markets in 1996). Reported to President/Chief Operating Officer.• Span of control included overseeing and managing seven full-service acute care clinics including four physical therapy practices, four specialty practices, and a team of over 120 employees. Directly supervised four Medical Directors, eight Center Administrators, two Area Administrators, 20 Physicians, ten Physical Therapists, four Marketing Representatives, and 10 administrative personnel.• In addition to day-to-day operations, duties included: business development (via Clinic acquisitions, joint venture agreements, contract -management services), budgeting, strategic planning, integrating networks, and lobbying. Show less

• Designed and implemented total claims operations to include interaction with IT department, i.e. drafted user documentation, initiated software modifications, educated programmers on methodology of claims process, and provided computer training for entire claims staff. Authored claims handling standards, lobbied, established departmental goals and objectives, built a sound infrastructure, staffed 44 positions, and interfaced with CEO and all other department heads. Along with daily… Show more • Designed and implemented total claims operations to include interaction with IT department, i.e. drafted user documentation, initiated software modifications, educated programmers on methodology of claims process, and provided computer training for entire claims staff. Authored claims handling standards, lobbied, established departmental goals and objectives, built a sound infrastructure, staffed 44 positions, and interfaced with CEO and all other department heads. Along with daily management responsibilities, developed Litigation Management Guidelines, Claims Training Program, and lead contracting initiatives with medical groups/providers.• Created Medical Cost Containment Program and Preferred Provider Network as well as leading several projects with shared benefit to other departments. Show less

• Handled the largest self-insured fund in the state of New Mexico (Builders Trust).• Responsibilities included claims and fund administration, attended all Board of Directors meetings, served on the underwriting committee, close interaction with loss control, assisted with development of and strong participation in state-wide seminars, litigation management, attended all mediations and supervised support staff.

• Specialized as National Accounts Workers’ Compensation Examiner. This position required specific knowledge of over 250 SAC (Special Account Compliance) instructions, legal and medical management, attended mediations, quoted annuities, supervised a clerical staff and interfaced with numerous risk managers.• Developed and instituted the Continuing Education Program to include a variety of related topics and speakers.