As an operations, data, strategy, and market access consultant, this professional played a pivotal role at Pardes Biosciences, a dynamic biopharmaceutical company focused on addressing urgent public health challenges. They provided crucial insights and expertise in optimizing operations, leveraging data analytics, and developing strategic plans to enhance market access for the company's lead product candidate, PBI-0451. This potential direct-acting, oral antiviral drug aims to treat and prevent SARS-CoV-2 infections, positioning Pardes at the forefront of innovative healthcare solutions.

As a senior executive managing the asset transfer from Portola to Alexion and AstraZeneca, I leveraged my comprehensive background in strategy, pricing, commercialization, market access, and reimbursement to accelerate product adoption within hospital stroke networks. I led a team of informatics and reimbursement specialists, supported by a dedicated reimbursement HUB. This team focused on optimizing hospital in-patient, out-patient, and transfer billing processes to streamline access and enhance product uptake across the healthcare system.• Reduced time to adoption of product within hospitals from ~12+ months to an average of 3 months• Installed protocols to ensure Andexxa use, decreasing drug utilization review meetings by 50%• Enhanced first time "clean" claim submission from 84% to 98%+ at hospitals post engagement

Developed comprehensive in-patient and out-patient hospital access strategies and programs to enhance the adoption of specialty hospital products. Implemented distribution solutions for the EU and Rest of World markets, incorporating advanced data collection and reporting systems. Demonstrated a detailed understanding of hospital reimbursement processes, including the creation and modification of DRGs, and provided support for NTAP applications. Additionally, facilitated NTAP support to ensure seamless integration and adoption of new technologies within hospital systems.Accelerated Andexxa sales adoption across US hospitals by designing and implementing the Portola Access Navigator solution; this suite of services included a customer-facing team, reimbursement support programs and website, and a call center.Completed reimbursement education programs at 400 US hospitals, resulting in a 300% increase in sales within these hospitals.

As the company-wide operations and project management lead, I successfully orchestrated the commercial launch of Bevyxxa in the US and Andexxa in both the US and EU markets within an 18-month period. This achievement included designing, recruiting, and leading a comprehensive commercial operations team responsible for Sales Operations, Analytics, Market Access, Global Distribution, Contract and Rebate Administration, Customer Service, and Trade Relations.Key accomplishments included:Global Pricing and Contracting Committee: Established and chaired the committee, delivering strategic pricing and contracting frameworks and corporate governance to control market entry and long-term pricing across the US, EU, and Rest of the World.Data Integration and Analytics: Developed a single global integrated data warehouse that captured data from distributors, enabling next-day sales reporting against KPIs by 10:00 AM. This system provided vital insights into sales performance and market trends.ERP Systems and Gross-to-Net Analytics: Led the implementation of ERP system changes, gross-to-net analytics, and return policies and procedures. This effort maintained a 98% gross-to-net ratio at the launch of Andexxa, ensuring financial accuracy and optimizing revenue management.Global Distribution: Constructed a robust global distribution network for Andexxa, including US distributors, direct distribution in the EU, and next-day on-demand delivery for the Rest of the World. This network ensured 100% of cold-chain shipments were received on time, maintaining product integrity and customer satisfaction.These initiatives not only facilitated successful product launches but also strengthened the company's operational infrastructure, ensuring sustained growth and market presence.

Collaborated with business development, marketing, clinical, and sales management teams to coordinate strategic planning, revenue forecasts, market research, competitive analysis, and life cycle planning for hospital specialty products and pain management solutions. Directed support investments in commercial effectiveness, overseeing key functions essential to enhancing sales and marketing productivity.Led initiatives in sales and marketing planning, including the design and implementation of Salesforce.com solutions, data analytics, market research, and competitive analysis. Developed and executed pricing strategies, optimized sales processes, and provided comprehensive sales training. Additionally, managed incentive compensation design and administration, contract and chargeback administration, inside sales, and the IT infrastructure necessary to support these functions. These efforts have consistently driven improvements in commercial performance, ensuring a strong market presence and sustained growth.

Working closely with the Chief Commercial Officer and Chief Executive Officer, I focus on optimizing product launch strategies to significantly boost gross sales and profit margins. With a wealth of experience, I have developed and implemented programs that enhance the effectiveness of sales and marketing operations. I have led the creation and implementation of initiatives aimed at boosting sales force performance, including detailed customer segmentation, targeted strategies, and tailored sales tactics for market opportunities.In addition, I designed and delivered advanced sales training programs covering consultative selling techniques, product knowledge, and strategic negotiation skills, ensuring the team excels in a competitive marketplace and consistently meets sales targets. By utilizing sophisticated analytics, I monitored and assessed the performance of sales and marketing teams, analyzing key performance indicators (KPIs) to identify areas for improvement, optimize resource allocation, and refine strategic approaches.I also led the overhaul of sales strategies and Plan of Action (POA) cycles to ensure alignment with business goals and market trends. This involved re-evaluating and updating sales territories, quotas, and deployment strategies to maximize market penetration and revenue growth. Furthermore, I revamped the incentive compensation plan to better motivate and reward top-performing sales personnel, with the new plan leading to a 20% improvement in salesforce performance within six months.These initiatives consistently resulted in increased productivity, improved market positioning, and enhanced profitability. My approach leverages data-driven insights, fosters continuous improvement, and maintains a deep understanding of market dynamics to support business growth objectives.

At SVA Life Sciences, I consulted with biotech and pharmaceutical companies, focusing on strategic commercialization and market access. I provided expertise in strategic planning, business operations, and market entry strategies, leveraging data analytics to create meaningful insights and focused business propositions.I developed key consulting skills, including market analysis, competitive intelligence, and patient journey mapping, to identify market opportunities and challenges. My work involved guiding clients through regulatory environments and reimbursement processes, ensuring successful market positioning. I also advised on pricing strategies and value proposition development, using data-driven insights to support critical business decisions.Operational consulting was another key area, where I helped optimize internal processes and align business operations with strategic goals. This involved improving efficiency and ensuring that clients were well-prepared for commercial success.My time at SVA Life Sciences provided me with a comprehensive understanding of the biotech and pharmaceutical commercial landscape. I developed a strong ability to navigate complex business environments, offer strategic guidance, and deliver actionable insights that facilitated successful commercialization.

Led and managed a highly successful marketing team, hiring, training, and retaining top industry professionals, including two dedicated product teams, a market research department, and an online marketing team. Oversaw a broad range of sales and marketing activities, from strategic and tactical planning to market expansion efforts for two key cardiovascular products. Implemented comprehensive marketing strategies that included brand positioning, competitive analysis, pricing strategies, and promotional campaigns, ensuring robust market penetration and brand recognition.Demonstrated expertise in leveraging data-driven insights to refine targeting, optimize marketing spend, and enhance customer engagement. Led cross-functional initiatives, collaborating closely with sales, product development, and clinical teams to align marketing efforts with overall business objectives. Fostered a collaborative environment that propelled team performance, driving successful product launches, market share growth, and increased revenue.Additionally, managed digital marketing initiatives, including SEO, PPC, content marketing, and social media campaigns, to expand digital presence and reach. Directed the execution of market research projects to gather actionable insights on customer preferences, market trends, and competitive landscapes, informing strategic decisions and product development. Spearheaded training programs for the sales force, equipping them with the knowledge and tools needed to effectively communicate product value propositions and engage with healthcare professionals.

In my role, I conducted comprehensive primary and secondary market research for hepatitis pipeline programs to understand the market landscape, patient segmentation, patient journey, and competitive intelligence. I focused on key competitors' strategies and activities, as well as identifying customers' needs. I assessed and analyzed market potential, developed revenue forecast models, and supported risk-adjusted NPV analysis for financial long-range planning. Additionally, I determined pricing, reimbursement, and diagnostic development needs.I defined appropriate product positioning and drafted target product profiles based on customer insights. I shared these insights and strategic guidance with clinical project teams for programs in late-stage clinical development. In collaboration with R&D colleagues, I contributed to the clinical development plan for each new molecule, ensuring that commercial considerations were integrated into the design of trials.I supported business development by researching potential new indications, epidemiology, competitive landscape, standard-of-care benchmarks, clinical unmet needs, addressable patient populations, and commercial opportunities. I led tactical market-shaping disease-education initiatives and partnered with medical teams on KOL mapping, the scientific messaging platform, and plans for publication and congress engagements. Additionally, I identified value drivers and developed evidence-based value stories to support commercial launches.

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