Farooq Khan Email & Phone Number

San Diego, California, United States

Leader focused on delivering healthcare solutions to customers and their patients in Southern California and Hawaii. Support and manage an ecosystem commercial team responsible for diverse product portfolios.

Denver, Colorado

 Created and developed a new customer base of financial decision makers through tenacious account profiling and securing meetings to understand customer clinical and business goals. Communicate contract terms and account performance to financial decision makers and have maintained territory market share against strong biosimilar competitive pressure. Demonstrated flexibility by covering two additional geographies (Utah/Las Vegas, Dallas) as a result of vacancies to maintain partnerships where there otherwise would have been none.

Denver, Colorado

 2015 Representative of the Year (126% to Plan, 1st out of 96) in first full year in the role. Visited all 32 clinics at least once per quarter and persuaded 3 physicians to use Avastin in eligible patients by addressing efficacy and safety objections.  2018 Pinnacle Winner (122% to plan, 4th out of 90) in first year of taking over a new geography. Worked with territory board to share appointments at largest and most access restricted accounts to increase call frequency. Identified key data misconception messaged by competition and retained market share by presenting clinical information to rebut this. Voted territory board lead of 7 representatives since 2015; crafted territory best practices to share appointment calendars and facilitate call sharing, doubling representative call frequency Facilitated team meetings that lifted two lockouts at large (top 3) accounts. Identified key stakeholders and customers to involve, identified points of conflict and asks, and held individuals accountable for action items until lockout was lifted. Enabled access for entire sales team to physicians at least 4 times per year.  Launched 3 new indications (1st and 2nd line late stage Ovarian, late stage Cervical) by aggressively utilizing all modes of promotion (in-services, email, drop-offs) at target accounts. Launch metric (national new patient share) exceeded in all three cases.  Selected for marketing rotation (2 out of 30 nominees) to formulate national strategy around new clinical data. Led market research and presented new messaging to retain market share.

 Influenced senior leadership with objective sales forecasts for highest grossing oncology product in portfolio (Avastin: $3B USD), legacy therapies (Nutropin: $300M USD, Boniva: $200M USD), and Patient Assistance Program Budget ($100M USD). Decisions aided goal setting and forecasts were routinely within 2% of actuals. Presented to the CEO to gain approval of new forecast method for the patient assistance program budget. Gained alignment and full approval of nearly $100M USD, nearly double the previous year’s budget.  Partnered with Franchise Head and National Sales Director during end of life cycle to create scenarios around revenue and sales force size. Worked cross-functionally to gather all inputs and developed analysis that drove key sales force decision.  Led the development of a new forecast platform to better estimate corporate giving. Gathered stakeholder feedback on needs, oversaw development, and tested new platform. Resulted in more accurate forecasts that kept patient foundations open nearly 3 months longer each year

 Identified $1.5M in utility cost savings through lighting upgrades and air inspections. Implemented a novel cold chain shipping method for 300L bulk drug product tanks. Conducted a distributor risk analysis and implemented new refrigeration standards at distribution sites to ensure a higher level of product safety.

Ms, Mechanical Engineering

Executive Mba

Bs, Mechanical Engineering

Six Sigma Black & Green Belts