Appointed by executive management to serve as an integral member of a joint venture team with Schering-Plough, which encompassed managing, negotiating direct contracts, rebates, and reimbursement, and attaining positive formulary status for Vytorin and Zetia at national accounts, including Medco and State Medicaid accounts in Connecticut and Rhode Island. Collaborate with team to devise and implement pull-through programs for utilization at the field level. Form strategic relationships throughout organizations to drive formulary access and market share, including Chief Medical Officers, Pharmacy Directors, Contracting Vice Presidents, Legal, and Drug Distribution and Control personnel. Selected accomplishments: • Generated $550 million in gross sales for Vytorin and Zetia at Medco by consistently achieving preferred formulary status despite market events. • Achieved up to 11% market share for Vytorin and 8% for Zetia in commercial accounts, and 7.3% for Vytorin and 8% for Zetia within Medicaid providers.• Developed and garnered approval from executives and board of directors for implementation of an Advancing Quality pull-through program for utilization with Medco, designed to address patient compliance and persistency, ensure physician currency with guidelines, support quality initiatives, augment activities, and adjudicate claims.• Collaborated with field sales to identify and devise pull-through programs for employers in different states utilizing Medco, which is projected to increase market share to 5.9% versus national average of 4.8%. • Attained Preferred Drug List (PDL) status for Vytorin and Zetia on Connecticut and Rhode Island State Medicaid.• Partnered with Government Affairs to circumvent a Marketing / Disclosure bill introduced in the State of Connecticut authored to limit pharmaceutical representatives access and discussion topics, which encompassed identifying / meeting with #1 advocate Senator and resulted in defeating the legislation.

Recruited to create and execute customer-focused and market-based strategies and pull-through programs for the field sales organization to achieve positive formulary access and maximize market share for respiratory, cardiovascular, osteoporosis, and HIV/AIDS products. Developed and managed relationships with decision-makers at large commercial and PBM regional accounts, including Health Net NE, Anthem CT, ConnectiCare, Oxford, BCBS of Rhode Island, Yale Health Plan, MedSpan, NHMC, and PharmaCare. Selected accomplishments: • Consistently achieved established sales and share objectives.• Launched and achieved preferred status for Maxalt, Cozaar / Hyzaar, and Singular on all formularies within 4 months of product introduction, which surpassed the national average.• Achieved formulary status win for Cosopt at Health Net NE, despite inability of national team to attain product coverage.• Increased quantity limits 33% for Maxalt at Health Net NE by creating and implementing direct-to-physician messaging strategy.• Grew market share 5% for Singular within a five-month timeframe by implementing the “Drive for Five” program with Health Net NE and Anthem CT.• Attained preferred formulary status at 4 regional accounts for Vioxx subsequent to providing input and assisting with product launch.• Received the highly coveted Jose Ponce Award in 2001 (only one bestowed each year in the company) for volunteering with charitable organizations in the community. • Recognized with the Teamwork Award in 2003 and the Integration Award in 2002 for coordinating communications and collaborating with field teams to increase product market share.• Earned the Health Industries Research Center “Best Account Manager” Award in 2000 as voted on by industry customers.• Attained numerous other honors for contributions to the organization, including the Teamwork Award (2000) Integration Award (1998), and numerous Excellence Awards.

Chosen by senior executives to expand the internal department focused on securing PBM opportunities with pharmaceutical manufacturers and vendors, which included creating solid relationships with key decision makers, negotiating contracts, and identifying / developing resources to support formulary and disease management initiatives. Partnered with and led the cross-matrixed team effort focused on attaining corporate goals, which encompassed interfacing with internal Clinical, Operations, Sales, Marketing Services, and Medical Management teams. Selected accomplishments: • Conducted thorough analysis of therapeutic categories, identified resources, and devised and executed plans focused on development of Physician, Patient, and Pharmacist Education programs to achieve corporate objectives and shift market share to preferred products.• Conceptualized, garnered senior executive approval, and launched the patient-directed newsletter, “Capsule” as Managing Editor, designed to provide education to 400,000 members on depression and smoking cessation disease states, which resulted in delivery of 3 quarterly publications and accolades from patients and internal / external stakeholders.

Promoted to the newly formed Managed Care division from inception to launch. Conducted competitive research, and devised / implemented sales and account management strategies to achieve sales goals and formulary access for product portfolio. Targeted and developed relationships with key decision makers in regional accounts, including Physician’s Health Services, BC BS CT, ConnectiCare, Centrus, Oxford, PharmaCare, Yale Health Plan, and MedSpan.Selected accomplishments: • Conceptualized, designed, and initiated regional-focused pull through programs, which contributed to consistent attainment of sales and market share objectives.

Area Sales Manager (1992-1993)Tapped by senior management to develop, direct, and execute sales strategies to increase sales and market share for the product portfolio. Managed and mentored a team comprised of 14 representatives and Business Team Leaders in the Hartford-Albany geography. Selected accomplishments: • Consistently achieved sales objectives during position tenure.

Returned at request of senior management to lead a 9-member sales representative team, tasked with promoting and increasing sales / market share for entire product portfolio to dermatologists in the Greater North East Quadrant area.

Recruited to represent complete product portfolio to physicians, hospitals, pharmacies, and medical facilities in assigned territory.Selected accomplishments: • Ranked in the top third of the district for sales performance.

Promoted to National Sales Trainer subsequent to selection as a Regional Sales Trainer, charged with developing curriculum and conducting sales skills and product knowledge training sessions to sales representatives. Represented entire product portfolio and managed the Hartford-Albany-Vermont territory as a Professional Sales Representative.