Deena Ward Email and Phone Number
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Accomplished, entrepreneurial minded industry-recognized individual with experience as Senior Leader of Market Access and Sales, delivering top line revenue through customer solutions and tailored value-based contracts. Startup expertise in biotech environment executing commercial build to recruit a high performing team. Proven track record in complex integrated markets generating consistent revenue growth launching products in rare disease, hematology, endocrinology, pain, and CNS. Affinity for innovative business approaches and passion for personal challenge as a results oriented, commercial executive leading project teams, operations, market access and sales, setting aggressive objectives driven by analytical support.email: deenaward@ymail.comPEOPLE:•18 years people leadership in market access and sales nationwide•Successfully led organizations from 10-100 field-based personnel•Track record for leading with a high level of internal integration and alignment between sales, market access, medical, HEOR, marketing, training, ops, HR and complianceMARKET:•Successful track record across sales, market access, and operations in pharma and startup•Multi channel expertise in IDNs/health systems, academic institutions, community hospitals, federal institutions, trade/pharmacy, employers, and payers•Specialty pharmacy, specialty distribution, buy & bill, and direct contracting expertise•Developed and executed value-based contracts in payer and IDN channelsFINANCE:•Financial accountability for operating budgets up to $20M USD•Sales budget direct oversight up to $300M revenue generation•Sales budget operational support up to $2B revenue generationINNOVATION:•Developed go to market strategies to be executed against unique $650K budget in highly complex markets•Co built women's leadership initiative resulting ultimately in significant progress made in developing top female talent as well as HBA Rising Star recognition•Uniquely leveraged contracting mechanisms to support business opportunities with large entities such as Mayo, Intermountain HealthCare and CommonSpirit CORE SKILLS:Managed Care | Business Acumen | Leadership | Pharmaceutical Industry | Sales | Operations | Strategy | Sales Effectiveness | Business Development | Marketing | Program Management | Healthcare | Hospital Sales | Payer | Contracting | Performance Improvement | Innovation deenaward@ymail.com
Boehringer Ingelheim
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- boehringer-ingelheim.com
- Employees:
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Director Ild Launch Engagement StrategyBoehringer IngelheimLittleton, Co, Us
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Head Of SalesBoehringer Ingelheim Jun 2024 - PresentIngelheim Am Rhein, Rhineland-Palatinate, De
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Senior Sales Director-WestAlkermes Jul 2020 - May 2024Dublin, IeLead and develop a team of eight 1st line district sales leaders across 14 states in the West, that oversee teams of 8-10 sales managers calling on providers, large group practices, hospitals, VAs, IHS and jails. Focus in CNS primarily schizophrenia and bipolar disorder.• Developed high performing team that finished #1 nationally in 2020 inclusive of highest market share and market share growth of 34% year over year, largest brand volume and growth despite lowest national market growth at 5.65% versus nation @7.5%• Realigned geographies scaling back headcount in difficult access geographies to ensure fiscal responsibility and greatest ROI on people investment• Identified unique business opportunity to contract innovatively with CA Department of General Services providing access to patients across CA state hospitals, CA University System, Department of Developmental Services and Dept of Corrections & Rehab• Lybalvi product launch sales lead providing insights and direction regarding launch planning, resource development, execution, and build of training approach and materials for launch meeting -
Member Of The Board Of AdvisorsRxrevu, Inc. Apr 2018 - Apr 2020Denver, Colorado, UsRxRevu is a small startup health IT company focused on bringing innovative solutions to healthcare to enable better patient care through prescription decision support tools. They have experienced significant growth both in utilization and revenue generation over their few years in existence. My role on their advisory board was focused on consulting, both regarding the needs and solutions for large integrated health networks, as well as the role manufacturers could play in prescription decision support and how to effectively market to this unique segment of the healthcare landscape. -
Sales Director | West Area | 2Nd Line LeaderSage Therapeutics Mar 2018 - Apr 2020Cambridge, Ma, UsStart up biotech commercialization of Western area sales organization with oversight of specialty sales and account management team for a 60 hour continuously infused medication utilized to treat PPD. Complex operationalization to include REMS requirements, buy and bill and SP procurement. • Hired 6 RBDs, 15 KAMs and 17 therapeutic business specialists to launch start up organization focused on CNS platform and first in class PPD 60-hour continuous infusion• Developed KAM role to include competencies, business planning approach, analytical support, identified system needs and integration, incentive compensation plan, as well as training to onboard 55 KAMs nationally• Co create & execute go to market strategy in observed setting of care, with REMs oversight, ensuring patient pathway integration and access to drug, in coordination with organizational owned HUB approach across West Area• Drove revenue in complex operational model inclusive of B&B, SD, and SP procurement, unique reimbursement pathways (Single Case Agreement, C Code and Misc. J Code), in a variety of site options such as hospitals, MTFs, infusion centers and alternative sites• Established first academic center of excellence at UC Davis, first direct regional SP contract outside of national SPs with CommonSpirit Health aligned to first system wide treatment initiative for CommonSpirit, first treatment ready MTF and first treated patient in nation at alternate site of care• Led through multiple facets of change such as movement from home infusion to observed setting of care, implementation of REMS program, restructuring to meet market needs, and hospital operationalization of 60-hour infused bedded outpatient care • Collaborated across multiple functions such as medical, HEOR and market access, government affairs and patient advocacy to execute with a total market approach -
Senior Market Access Director | Area AccountsNovo Nordisk Aug 2015 - Mar 2018Bagsværd, DkLead high performing team of 9 Regional Account Executives accountable for sales, contracting and business development of the payer, IDN and employer channels across 14 states in the North Central, Rocky Mountain and Northwestern regions of the US. Provide leadership and develop all associated strategies for 4 large direct contracting payers, multiple custom clients, numerous large IDNs, and jumbo employers generating over $500 Million in revenue annually.• Directed contracting efforts to achieve favorable formulary access with key accounts: Mayo, HealthPartners, & Select Health generating $42M net sales. Significant insight to highly integrated system markets, ie Mayo Health System impacting 33 system sites. Created an unprecedented, highly successful Novo approach for the Mayo contract; now moving toward value-based performance • IDN Relationships: Mayo Health System, Fairview, HealthPartners, Park Nicolette, International Diabetes Center, University of MN, Allina, Ridgeview, Essentia, CentraCare, Altru, Intermountain HealthCare, University of UT, Sanford, Avera, Nebraska Medicine, Catholic Health Initiatives, Kaiser, Davita (Healthcare Partners), UCHealth, Centura, New West, St Luke’s, Unity Point, University of IA• Employer Relationships: Hormel, Target, Best Buy, Union Pacific, AutoLiv, Polaris, Municipalities in covered markets, IDNs as largest Employers in covered markets• Created new revenue streams through innovative contracting approaches with HealthPartners and Mayo• Captured 30% NIAD market share (highest national) despite competitive new entrants in class of 30 products• Oversee sales pull through efforts with Regional Business Directors and District Managers leading to sales region achievement of Circle of Excellence Award -
Idn/Health Systems Senior Director | Sales & Account ManagementNovo Nordisk Oct 2013 - Aug 2015Bagsværd, DkAccountable for sales growth and execution through coaching and development of a hybrid team of Account Managers, District Managers and sales representatives focused on 13 large Integrated Delivery Networks delivering $75 Million in revenue annually.• Delivered results achieving #1 Heath System Region Director nationwide with over 100% attainment for all brands• Executed on market approach capitalizing on evolving healthcare trends to drive business results and ensure customer access aligned by health systems• Executed unique $650,000 budget utilized for innovative integrated solutions aligned to system and marketplace needs to drive performance • Led creation of account management execution plan and strategic imperatives for all IDN & Institution channel account based positions
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Sales Director | Regional Business Director-Rocky Mountain Region | 2Nd Line LeaderNovo Nordisk Oct 2010 - Oct 2013Bagsværd, DkLed primary care region through exceptional recruitment, coaching and development of 10 District Managers and 96 Diabetes Specialists to drive sales execution generating $100M annually in the injectable diabetes marketplace for Insulin & GLP-1 therapies.• Effectively addressed performance and competency gaps through utilization of performance management process• Recruited, promoted and hired top talent to include 9 DBMs, ~60 sales representative to include strategically seeking B2B experience• Proven sales results finishing #2 in area 2/3 years
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Associate Director | Operations | Business Support West AreaNovo Nordisk Dec 2009 - Jan 2011Bagsværd, DkOversaw daily operations of West Area to include $20M budget, regular performance updates indicating strengths and weaknesses while providing solutions to impact business results based through large project management based upon market analysis.• Collaborated with key internal stakeholders throughout home office and field to optimize opportunities throughout the West Area and ensure value is added to the area through those relationships• Improved area processes for greater efficiencies relating to driving results and understanding the complexities of the marketplace• Spearheaded West DBM Solutions Team approach to identify key business needs and provide solutions to Area VP to impact business results adjusting strategy where needed• Led and developed team of area Region Support Managers providing support and direction around projects with national and area scope
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Regional Account ExecutiveNovo Nordisk Sep 2007 - Jan 2011Bagsværd, DkRepresented brands and negotiated contracts across 6 states for regional payer accounts as well as focused pull through efforts aligned to field sales to maximize formulary access. Strengthened organization's business through community engagement aligned to diabetes infinitives leveraging market level influence.• Execution of large corporate initiative/event with over 150 employers in the KC market reaching over 20,000 attendees, with excess of $100,000 in resources, to include media, internet and print promotion of NNI• Collaborate with key stakeholders in STL & AR market aligned to quality metrics in key integrated health networks, allowing NNI representatives unique opportunities to create value and access while promoting product offerings• Created innovative Type 1 diabetic campaign associated with 16 unique approved pieces in conjunction with BCBS of AR• Successful internal negotiation of exclusive contract opportunity for AR BCBS insulin analog business• Implemented Part D pull through initiative driving MS for Levemir from 7.6% POA 1 to 10.9% POA 3 vs. nation 8.6%
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District Business ManagerNovo Nordisk Nov 2005 - Sep 2007Bagsværd, DkDeveloped district business plan to capitalize on key marketing, managed care, and financial resources to gain market penetration with launch product and effectively present insulin analogue portfolio.DBM lead to increase coaching and documentation skill set of regional DBM staff via regional "Aim High" initiative.Contributed to initial platform development of corporate women's leadership initiate along with VP of Sales and two additional field personnel. Coach and develop low performers effectively utilizing performance improvement plans to increase skill set and overall goal attainment.2006 performance 104.4% composite goal attainment, #2 in region, #34 in nation, with market share growth meeting national expectations of 2.9%.Effective utilization of key resources to include 100% of speaking funds allocated with above average attendance per program, 99% budget utilization.E-Voice score of 4.5 out of possible 5, highest DBM score within region.2007 realignment resulting in recruiting and on boarding of 7 of 10 district members.Regional DBM mentor to new managers.
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District ManagerJohnson And Johnson Mar 2003 - Nov 2005New Brunswick, Nj, UsRecruit, hire, and coach representatives across four state areas of OK, MO, AR, and TX.Manage 10 representatives selling a branded muscle relaxant in a highly genericized market and a leading ADHD stimulant to orthopedic surgeons, pain management specialists, physiatrists, ER physicians, pediatricians and primary care physicians.Coached a successful district to increase in rankings from 19-6 of 21 districts while combating lack of managed care coverage.Presented to DM peers, Field Sales Directors, in house teams during national meeting, key learning's of launch to accelerate growth opportunities Liaison for the West Region to the product marketing team.Completed JnJ consortium course, Management Fundamentals I.Received JnJ potential rating of "3", translating to a readiness to assume a director role within 24 months. -
Cns Sales RepresentativeJohnson And Johnson Sep 2000 - Mar 2003New Brunswick, Nj, UsCompleted with outstanding performance, developmental course for management capability (Management Development Lab, overall score 92.5, highest in class).Sold four prescription as well as three over the counter pharmaceutical products to physicians and pharmacists in southern Missouri, northern Arkansas and eastern North Carolina.Gathered managed care information to further business opportunities with physicians in strictly managed markets of OK, MO, and NC.Trained multiple representatives at the introductory level as well as the specialty level across varying states and district managers.
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Business Development ManagerWagner Industries May 1999 - Sep 2000North Kansas City, Mo, UsEvaluate profitability and revenue generation of each account.Analyze efficiency of the warehouse process from a profitability standpoint for each individual operation.Communicate with executive board members as well as operational associates in order to keep projections updated and information flowing.Manage relations between the customer, facility managers and executive members.Comprise all electronic marketing pieces, automated release schedule.Prospect and market to existing as well as potential customers nationwide for Wagner's 16 facilities currently located in 6 cities across the United StatesAdminister all preliminary customer information gathering and process analysis meetings.Performed speaking presentations on behalf of Wagner at SMSU to recruit potential candidates from logistics program. -
Supply ChainDunbrooke Company Dec 1998 - May 2000Assist with materials management of Mexico manufacturing process.Set up systems, files and reports for tracking, planning, and analyzing cost of inventory.Work with over 20 suppliers.Communicate with administrative individuals in Mexico to aid in planning, implementing and controlling the manufacturing process.Work with freight forwarders, customs brokers, and transporters in shipping and receiving both finished goods and raw materials.
Deena Ward Skills
Deena Ward Education Details
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Missouri State UniversityAnd Transportation -
Harvard Business School Executive Education
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The Wharton School
Frequently Asked Questions about Deena Ward
What company does Deena Ward work for?
Deena Ward works for Boehringer Ingelheim
What is Deena Ward's role at the current company?
Deena Ward's current role is Director ILD Launch Engagement Strategy.
What is Deena Ward's email address?
Deena Ward's email address is de****@****erx.com
What schools did Deena Ward attend?
Deena Ward attended Missouri State University, Harvard Business School Executive Education, The Wharton School.
What are some of Deena Ward's interests?
Deena Ward has interest in Logistics, Biotechnology, Account Development, Healthcare, Managed Markets, Health Policy.
What skills is Deena Ward known for?
Deena Ward has skills like Managed Care, Business Acumen, Leadership, Pharmaceutical Industry, Diabetes, Sales Operations, Pharmaceutical Sales, Strategy, Management, Sales Effectiveness, Endocrinology, Business Development.
Who are Deena Ward's colleagues?
Deena Ward's colleagues are Ashley Xia, Toni Marence, Vibeke Stamatz, Lisa Johns, Vue Pao Lee, Alejandro Amar, Ítalo Ponchet Alves.
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