Cathy Detloff Email & Phone Number

Greater Detroit Area

Lead Pharma Account Management Team to establish and maintain business relationships with current and future contracted pharmaceutical vendors from signing through compliance and maintenance.* Develop and implement strategic initiatives, identify specialty pharma opportunities, forge strategic partnerships, and negotiate procurement agreements to maximize Diplomat’s financial position.* Perform contract performance assessment, including financial analysis, project management, and documentation of business requirements.* Assist executive leadership with business development opportunities to drive company growth across new product pipelines.* Foster an environment of mutual understanding and partnership between Diplomat, contract manufacturers, and the patients we serve.

Managed national Group Purchasing Organization (GPO) accounts totaling >$55M, representing 65% of the institutional channel’s sales and the largest volume GPOs. Supported launch of two institutional sales teams and developed contracts and pull through strategies for 200 reps for Brovana, Latuda, and Xopenex sales in acute and specialty GPOs, Home Health, Long Term Care, and corrections facilities across the country. Selected Accomplishments:* Championed the company’s pioneer health system committed contract that expanded market access and secured Sunovion’s brand exclusive status. * Secured first market share-based Specialty GPO contract, which paved that way for new channels and grew contract sales by 62% in the first quarter. * Prepared GPO channel for 2 CNS launches through competitive contract assessments, clinical presentations, and advance contract negotiations to ensure access at day one of launch.* Developed presentation and led special project to educate company on the development of Accountable Care Organizations as an emerging model of care. * Delivered multiple training presentations for managed markets executives, commercial teams, and senior leadership on new business channels and trends in GPO business models.

Directed sales pull through strategies that supported 100+ reps and protected product access for key Sunovion health plans in Michigan and Indiana. Collaborated with 10 different business managers across various therapeutic areas to secure brand access and contracts in health plans, PBMs, state Medicaid, and home health care sectors.Selected Accomplishments:* Achieved portfolio forecast attainment >116% with growth brands exceeding130%.* Successfully negotiated first Sunovion contract with Blue Cross/Blue Shield plan for commercial and Medicare books of business, representing the largest regional account serving major employers such as GM and Ford.* Brokered deal that led to contract agreements with two national PBM accounts.* Secured new Medicare Part B agreements for direct home health care providers.

Recruited out of college, and rapidly progressed through various sales training, product management, and leadership roles, including: Regional Sales Director, Managed Care, Detroit Business Center (1999 – 2005)Sales Director, National Accounts (1998 – 1999)Corporate Account Director, Detroit, MI (1993 - 1998)District Sales Manager, Detroit, MI (1991 - 1993)Assistant Product Manager, Wilmington, DE (1990 - 1991)Senior Product Planner, Wilmington, DE (1988 - 1990)National Sales Trainer, Wilmington, DE (1986 - 1988)Sales Representative / Hospital Representative, Detroit, MI (1984 - 1986)As Managed Markets Sales Director, led teams of Account Directors with national PBM and Retail responsibility. Guided the managed care team in the Detroit Business Center through the merger of Astra and Zeneca in 1998. Successfully navigated change management post-merger to ensure smooth transition and continued success throughout the region.Selected Accomplishments include:* As Managed Market Sales Director, achieved $500M in portfolio sales for Top 5 corporate brands. Formalized key account business-planning process for top national and regional accounts that incorporated cross-functional business center teams and scorecard for success.* As Corporate Account Director, identified $1.4B partnership opportunity with national GPO and developed support programs for their 1000+ hospitals, HMOs, and physician groups. * As Assistant Product Manager, developed and implemented marketing plan for Zoladex. Developed training for Medicare Part B and J-Code reimbursement.* As Senior Product Planner, partnered with international marketing personnel in Europe / UK to define product positions and make commercialization recommendations for pipeline products.