David Mckinley Email & Phone Number

Dewitt, Mi, Us

United States

As the Director of Regional Payer Accounts, I am responsible for orchestrating a best-in-class Market Access strategy through people leadership and exemplary cross-functional stakeholder engagement and shared accountability. In this position, I report directly to the Vice President of Market Access & Reimbursement. I lead a team of highly seasoned Regional Payer Account Directors with responsibilities inclusive of enterprise-wide portfolio management with our customers. My responsibilities include the following critical areas: patient access and reimbursement for regional and smaller national customers inclusive of health plans, PBMs and SPPs. Responsibilities also include national and regional formulary pull-through and account/market performance. Collaboration and partnering with Marketing, Divisional General Managers (sales), MA&R leadership, Commercial Analytics, Medical and US Commercial Operations. Additionally, l am responsible for the senior level relationship and profitability of complex, regional payer customers. I develop and implements strategies and policies relating to account management designed to increase new business sales and strategic partnerships. I serve as an internal expert related to all regional payer channels necessary to develop solid payer access, contracting, distribution, and partnership strategies.

Leadership & support ensuring proactive management of the reimbursement environment for Rare Disease. The National Director will be an expert in understanding all reimbursement policies related to Rare Disease, translating local and national payer policies, and will lead initiatives, with the team’s support for existing and emerging customers in all aspects of reimbursement and patient access. Primary responsibilities include providing the strategic direction for the RDRM team, managing the daily activity of the field managers and provide them with the support and resources needed to implement the overall Rare Disease business strategies for Biogen. The RDRM director is responsible for leading the team to pull through the site of care administration strategy enabling patient access to therapy while collaborating closely to support the SMA account executives and family access managers as necessary.

I was promoted into this newly created regional leadership role managing the entire Western U.S. until February 2014 and now I am overseeing growth throughout the Eastern U.S. that accounts for 50%+ of total Tysabri revenue for Biogen.I have continued to drive east US divisional performance by a leading 10 field based Infusion Reimbursement Account Managers (IRAMs) to increase market access, patient pull-through, and provide clinical education/in-service support for Tysabri infusion sites which includes TOUCH (REM’s Program Compliance) while simultaneously removing non-clinical barriers related to payer policy & access/reimbursement, (buy and bill & SPP) procurement, scheduling, and capacity planning. During this time, I have:• Provided coaching/motivation and career development efforts that quickly earned respect from both the Western and Eastern U.S. teams and led to promotions for 20% of the legacy IAMs into management or reimbursement roles. • Selected for senior leadership roles over several field sales team collaboration projects. Successfully completed major project initiatives related to increasing market access, improving patient pull-through, and strategic brand planning. • Achieved success in 2013 during a transitional year for the company by applying extensive change management leadership efforts involving retention of key employees, driving team results, and communication and branding around legacy IAM team value proposition to a broader organization. • Earned recognition in 2012 for proactively resolving complex issues in the region following promotion into current role by using a clear/concise communication strategy, motivation, leadership, and team building with the legacy IAM team.

This promotion provided me with the opportunity to strategically facilitate growth of the Ohio Valley (Michigan, Ohio and Indiana) market for neurology products by working collaboratively with the field sales force to resolve complex issues with key accounts related to reimbursement and market access. Some of my significant contributions: • Selected as the BRM Team representative to provide annual overview to senior executive team that outlined and summarized BRM group results, strategies, market challenges, and successes over the previous year.• Initiated, developed, and executed the BRM Team's Training Roadmap that provided a detailed and structured outline for onboarding, initial training, and advanced training for new/current Field Reimbursement team members. • Achieved high levels of performance feedback from the field sales force based on timely execution of responsibilities, communication, and support. • Worked closely with sales organization to target and assist key customers and represent the company to local payers to adequately communicate coverage policy decisions for the MS portfolio. • Served as a subject matter expert on local/regional payer policies and assisted with existing/emerging customers in all aspects of billing/coding for reimbursement to ensure patients achieved easy access to prescribed treatments.

This was my first role with Biogen and I established a successful national-level sales recognition through aggressive territory development, account retention/management, and new account development efforts selling Rituxan and Zevalin for various hematologic malignancies to both academic and community based Oncologists and Hematologists in the Michigan territory. My awards and accomplishments included: • Three-time MVP Award Winner in 2009 and was elected as a member of MMR Mentorship for August-October 2009.• Ranked #1 in the nation and won 2008 Leadership Circle Award.• Ranked #4 nationally for Rituxan sales performance and won 2007 Leadership Circle Award.• Awarded Most Valuable Player in 2007 and successfully completed an in-house Rituxan Marketing Rotation. • Chosen as “Interim” Central Region Director (Q4 2005 & Q1 2006) assisting in hiring, training and team development.• Voted 2004 Most Valuable Player and achieved 175% to plan with Zevalin.• Generated 243% Rituxan sales growth 2001 to 2004 and was the Midwest District Rituxan Volume Leader ($34+MM).• Three-time 110% Club achievement with Rituxan and was awarded the 2002 Excellence Award.

• Ranked #1 in Area and #8 in U.S. for Remicade (Crohn’s Disease and Rheumatoid Arthritis treatment) and was awarded Area Representative of the Year in 2000 for overall sales performance.• Launched Remicade in 1999 for RA and Crohn's and finished the year ranked #1 in Region and #6 in the U.S. • Selected for the Sales Advisory Board and was chosen for the Executive Management Development Program.

• Three-time Presidents Club winner (1995, 1996, 1998) and was a top performer for sales of RPA (biotech medication for the treatment of heart attacks). • Selected for 1997 Management Development Program and completed three in house rotations.