Dan Walker Email & Phone Number

Brussels, Be

Consulting services to the pharmaceutical, aesthetic, medical device, and medical technology industries. Specializing in the launch readiness strategy for new products and teams, and evaluation of underperforming products for relaunch. Strategic expertise in the following commercial areas: commercial operations (sales operations and data analytics), market access, field reimbursement, patient services, training, and field sales.

Own and manage residential properties, including processing rental applications, overseeing weekly and monthly rental of residences, orienting new residents, preparing notices throughout the month, evictions, maintenance, hiring vendors, and accounts receivable and payable.

Directly recruited to SciBase Inc., a Swedish med tech company, to establish a U.S. presence for Nevisense, first FDA approved oncology melanoma diagnostic assistance technology using AI. SciBase is a risk capital company and needed to raise money to fund a U.S. growth plan. I led a team of eight practice development mangers and consultants and was supported by a Stockholm based executive and product team. Responsibility included all aspects of the commercial business: sales, marketing, operations, market access, field reimbursement, recruiting, staff training and development, customer management, contracting, forecasting, clinical support, KPI development, legal compliance, and reporting.

Woburn, Massachusetts, Us

Promoted to Senior Director, Commercial Insights, Market Access & Field Reimbursement

Woburn, Massachusetts, Us

Promoted to lead Commercial Insights & Operations, Market Access, Reimbursement and KAM reporting to the CEO. I was a player coach leading a team of 13 individuals and vendors to execute the Commercial Insights, Operations, Market Access, and Field Reimbursement roles. Commercial Insights & Operations responsibility included: sales incentive compensation design, reporting and administration, sales data reporting, executive commercial performance (monthly, quarterly, annual) reporting, Veeva CRM administration / management / reporting, PDMA sample management / reporting, third party data vendor (IQVIA / Clarivate / Komodo Health) integration, data validation, SQL server management, commercial customer and prospect list development / deployment, commercial salesforce alignment / deployment / optimization / expansion design / recommendation, forecasting, Power BI dashboard development and reporting (executive, sales, and marketing). Developed and cultivated strong cross-functional partnerships with sales, marketing, finance, legal compliance, medical, and regulatory. Market Access and Field Reimbursement areas of responsibility included: government contracting, pricing, reporting for (VHA, DoD, Tricare, Medicaid Drug Rebate Program (MDRP), State Price Transparency), commercial payer PBM /GPO relationship, strategy (account management and contracting), Patient Services co-pay assistance program management and reporting, field reimbursement medical benefit support development (training content, strategy and execution), AAD billing and coding relationship development and management, product development (oncology and acne) strategy development, and health plan medical policy strategy and execution. Key Account (KA) customer segment, infrastructure (system / data archive) development, KA customer strategy, tactics, deployment, and execution. Player coach role with direct field reimbursement support for national and regional strategic accounts.

Woburn, Massachusetts, Us

Promoted and relocated to home office to build the commercial operations department at Biofrontera reporting to the CFO. I led a team consisting of a Commercial Operations Manager and four vendors. Leadership, development and scope of responsibility covered: sales incentive compensation design, reporting and administration, sales data reporting, executive commercial performance (monthly, quarterly, annual) reporting, CRM (Veeva and BF custom CRM) administration /management / reporting, PDMA sample management / reporting, third party data vendor (IQVIA / Clarivate / Komodo Health) integration (management and reporting), commercial customer and prospect list development / deployment, commercial salesforce alignment/deployment optimization, forecasting, executive / commercial /territory manger Power BI dashboard development /reporting. Developed and cultivated strong cross-functional partnerships with sales, marketing, finance, compliance, legal, medical, quality, and regulatory.

Woburn, Massachusetts, Us

Promoted to Senior Regional Sales Manager and Regional Field Reimbursement. Recruited, hired, and trained the West Region of eight Dermatology Territory Managers covering ten state western region. Responsible for coaching, mentoring, and motivating sales team to achieve sales goals for buy-and-bill product (Ameluz®) and medical device (BF-RhodoLED® lamp) for actinic keratosis (pre-cancer skin cancer). Strategically deployed resources, peer-to-peer programs, and promotional budget to expand photodynamic therapy (PDT) procedure market share in region. Also responsible for compliant field reimbursement billing-coding and reimbursement education for staff, coordinating with billing and revenue cycle management to ensure understanding of medical necessity and reimbursement policy, which improved reimbursement pull-through. HUB reimbursement support SME and lead. Initiated and drove regional payer relationships and account management that resulted in improved medical policy coverage.

Woburn, Massachusetts, Us

Launched a new company in the U.S. dermatology market. Recruited, hired, and trained the West Region of eight Dermatology Territory Managers covering ten state western region. Responsible for coaching, mentoring, and motivating sales team to achieve sales goals for buy-and-bill product (Ameluz®) and medical device (BF-RhodoLED® lamp) for actinic keratosis (pre-cancer skin cancer). Strategically deployed resources, peer-to-peer programs, and promotional budget to expand photodynamic therapy (PDT) procedure market share in region. Also responsible for compliant field reimbursement billing-coding and reimbursement education for staff, coordinating with billing and revenue cycle management to ensure understanding of medical necessity and reimbursement policy, which improved reimbursement pull-through. HUB reimbursement support SME and lead. Initiated and drove regional payer relationships and account management that resulted in improved medical policy coverage. Experience:Photodynamic therapy, medical device, buy and bill, Medicare Part B expert, unclassified J-code (J3490) launch experience, billing and coding expertise, EMR/EHR system procedure coding, PM software billing expert, HUB/Specialty Pharmacy, field reimbursement support, staff in-service training, key account management, institutional selling and contract negotiation.Performance Accomplishments:2019Sales Manager of the Year: #1 President’s Club (Grand Cayman)#1 Paradise Contest: trip to Bahamas#1 Summer Contest: largest volume sales during July and August. Q1 2019 106%2018 Sales Manager of the Year: #1 President’s Club (Rome, Italy) +176% goal attainment +181% year over year volume growth#1 Paradise Contest: largest volume sales in October/November. 2017#2 President’s Club - 106%Employee Engagement, Development and Retention: over past 3 1/2 years, nine territories, only three Territory Manager’s turn over (one due to internal promotion). Least turn over in company.

Leverkusen, North Rhine-Westphalia, De

Recruited to rebuild the west coast district of nine Dermatology sales consultants covering AK, CA, HI, ID, OR and WA. Responsible for performance management, developing and motivating sales team to achieve goals for rosacea and atopic dermatitis portfolio. Strategically deployed resources, peer-to-peer programs and $162K promotional budget and achieved $18M in revenue.Results: 2015 Finacea® Market Share (12-year mature brand) 38.9% #2 (out of 8) in Nation Finacea® Foam product launch #4. Strategic Thinking and Innovation  Developed a network of 13 independent community pharmacy partnerships to enhance pharmacy support for Bayer products. The partnerships resulted in +25% growth for Desonate® and a successful Finacea® launch.

Boston, Ma, Us

Recruited to rebuild a district of nine Dermatology specialty representatives in the western region, covering AZ, CA, CO, ID, MT, NV, NM, OR, TX, UT, and WA. Team promoted a topical steroid portfolio for psoriasis and steroid responsive dermatitis. Strategically deployed resources, peer-to-peer programs and $108K promotional budget.Results:2013 President's Club Winner #1 District. Coached and developed the #1, #2 and #4 Sales Representatives in company.

Promoted to Senior District Sales Manager based on: Consistent Achievement of Sales Quota, Consistent Annual Review Rating of Exceeds Expectations, Demonstrated Leadership of Sales Management Team (Peers and Senior Management) and Ability to Positively Influence the Organization. I led a team of seven Dermatology specialty representatives in Southern California, Arizona and Nevada. Grew district to $36 million-dollars through strategic planning, resource allocation and coaching of sales team.Results:- 2012 Ranked #2 District Manager (2 out of 11) for Theracutix Division. o Product Ranking: Oracea #2, MetroGel #1, Epiduo #1- 2012 6/7 Representatives won “President’s Award” ranked in Top 25% of Division (76 reps).- +$3.4M (20.2% #1 in Division) year-over-year growth of Oracea, 6+ year old mature brand, in 2012.- Developed and implemented Managed Care Action Plan to create market leverage with Health Plan of Nevada to remove Oracea “Prior Authorization” restriction effective January 2013. Resulted in unrestricted access for lead brand with largest payer in Las Vegas and dramatically increased profitable business. - 2011 Annual Review Rating - Highly Effective Contributor (highest rating given)

Recruited to launch new district of nine Dermatology specialty representatives in the western region, covering Arizona, California, Colorado, Montana, Nevada, New Mexico, Oregon, Utah and Washington. Strategically deployed and managed patient access resources, peer-to-peer programs and $200K promotional budget. Successfully grew district into a $32 million-dollar district, while developing talent and consistently exceeding company sales expectations. I was recognized for high-impact execution of marketing programs and initiatives. Selected to mentor two new District Managers which resulted in their increased effectiveness leading and providing strategic direction to their districts.

Us

Promoted from Sales Representative to District Manager to launch new Cardiology sales division. I led a team of 10 Cardiology specialty representatives in the Arizona, California, Nevada, Oregon, Texas and Washington markets. Call points included physician office, institutional accounts and hospital cath labs. Through strategic direction, clear expectations and effective coaching my district achieved sales, market share and growth targets. Results:- District ranked third out of seven in nation with Sular market share growth for March 2002 to 2003 sales.- Selected by VP of Marketing, VP of Sales and Regional Director to serve on Nitrolingual Pumpspray marketing team for 2002 and 2003. Worked with brand manager and managed care team to develop new marketing strategy and promotional material, which resulted in increased buy-in and execution of marketing message by sales representatives.

Us

Hired to launch an expansion territory in Los Angeles, CA, selling products across multiple therapeutic markets: Cardiology, Gastroenterology, Obstetrics & Gynecology, Pediatrics and Allergy. Call points included calling on physician offices, hospital cath labs and Kaiser Permanente. Through effective relationship building, territory and account management, I consistently exceeded sales quota by executing sales message and marketing initiatives. Performance was rewarded with increased responsibility as district mentor and promotion to field trainer.Results:- Successfully launched and established new territory in Los Angeles, CA, resulting in a sales growth from $16,000 in 1999 to approximately $324,000 in 2001.- 2001 Exceeded sales quota at 105% #3/121 Nitrolingual (Primary) and 131% #6/121 Robinul (Secondary)- 2000 Exceeded sales quota at 164% and achieved Gold Pyramid Club (Top 20% of 121).- Initiated Hospital Cath Lab In-Service Program to increase selling time with Cardiologist; initiative was implemented across the division and significantly increased division growth.- Selected to train Otuska representatives on Nitrolingual for co-promotion launch in 2001.