Jerry Mays Email & Phone Number

Midwest

Deliver consulting services to top pharmaceutical and biotech companies by applying analytics to assess implementation of product brand strategy and salesforce effectiveness.

Western, United States

• On the front lines to lead a team of Strategic Account Leads (SALs) responsible for working with key accounts including health systems, large group practices, Infusion Management Organizations, and Alternate Sites of Care (ASOCs). • The SAL team worked across the enterprise matrix and collaborated with Population Health Decision Makers to optimize disease modifying innovative therapies across the specialty biologics portfolio. • The leadership role required agility to work across a portfolio of specialty medicines and therapeutic areas including collaborating with numerous internal stakeholders and leaders with an enterprise mindset, including Marketing, Value Evidence and Outcomes, Field Medical Account Leaders, Channel and Contract Operations, Market Access Strategy, Market Access Pricing and Contracting, Field Reimbursement Managers, Legal and Compliance, and the sales forces where appropriate. • Worked across multiple disease states including Rare Diseases, Respiratory, Immunology, and Renal. • The leadership role required coaching to contracting, analytics, business acumen, and account management skills. • It required an understanding of and coaching to buy and bill and payer acumen in medical and pharmacy benefits. • Other needed skills included: Strong communication, presentation skills, and organizational agility. Skill in engaging with internal and external senior leaders. Coaching in a complex environment and being able to simplify and lead through change. Strong understanding and adherence to legal and compliance policies, SOPs, and Ways of Working across the matrix.

Midwest, United States

• Role & geographies evolved over time with downsizings and a top down B2B focus within IDNs and large Oncology buy & bill clinics. • Lead and guide team of Health System Account Managers, Oncology Contracting Managers, and Hospital Account Managers focused on targeted Health Systems (National & Regional) and large Oncology Clinics.• Goals are to understand customer’s business needs, identify opportunities of mutual interest, and develop win/win solutions utilizing GSK products and HQ Approved Resources that will benefit patients • The position’s primary responsibilities are a combination of the National Director of Strategic Accounts Role and the Regional Sales Director Roles listed below.Other Key Activities:• Interact with National GPO Directors and Payer Marketing to give input & ideas on pricing strategies and competitive information• Interact with Provider and Brand Marketing to participate in the development of Marketing Strategies to be rolled out to the field• Led and worked closely with Contract Performance & Analytics to help develop and gain approval on multiple Business Analytical Tools that are used by entire MCS Sales Force to bring value to customer business interactions• Mentored multiple RDs and HSAMs in MCS to learn roles. Regarded as contracting expert amongst the RDs & HSAMs in MCS• Work closely with multiple division & matrix stakeholders to coordinate overall GSK strategies to approach our aligned accounts

National

• Lead the MCS national and account-level strategy for Health Systems including giving input on the contracting and positioning of MCS brands in conjunction with marketing, clinical, sales leadership, and IHS. • Identify, develop and implement channel distribution strategies for MCS product portfolio• Develop strategic goals that are aligned and endorsed by each MCS brand team to leverage best in class brand positioning within each hospital segment• Provide strategic direction and focus across the MCS customer matrix to ensure MCS resources and manpower are effectively placed and utilized to leverage current and emerging business opportunities• Manage the strategic positioning/promotion of all GSK MCS products that cross-over into other Divisions (Oncology, IHS, Managed Care) that may impact the hospital segment and work closely with the managed markets strategy group to align and coordinate national strategy within the various distribution channels as well as the contracting opportunities to those customers• Assess and make recommendations for appropriate resource needs to effectively impact Hospital Systems & to establish GSK MCS as the go to company for edcuational needs of national physician & pharamcy associations• Hire, train, direct, coordinate, and oversee the targeted activities of the Strategic Account Managers to ensure a consistent MCS presence among the key influencer segments, ensure optimal strategic collaboration with brand teams and to efficiently execute all operational responsibilities• Develop and train SAM's to sell in many different complex and multi-layered accounts such as GPO's, Health Systems, Long-Term Acute Health Systems, National Physician and Pharmacy Associations, VAs, & DOD Develop and prepare markets to leverage launches of new products and indications to improve GSK ranking/credibility among competing top-tier companies in the hospital segment

Mo, Ks, Ok

• Manage & develop a team of Critical & Supportive Care Account Managers to maximize sales of GSK products in the hospital environment. Main targets include Critical Care Specialists, Hospitalists, Anesthesia, Hospital Pharmacy• Work closely with the Institutional Sales Segment to develop positive contract environments for our accounts. • Work with ISS & Critical & Supportive Care Marketing to develop contracting strategies for the Critical & Supportive Care Products • Educate residents and fellows in teaching accounts on GSK products and maximize in-house and outflow sales• Work with thought leaders to develop them into product advocates, mentors, & speakers for GSK• Hire, train, and develop top level Account Managers• Coordinate efforts with field division counterparts to maximize efforts, coordinate strategy, and drive prescriptions in the retail sectorSignificant Special Projects in Critical & Supportive Care• Rotational assignment managing the SAMs (Nov 07 to Apr 08)• Incentive Compensation Team (Sept 07 to Dec 07)• Developed SAM recommendation & proposal (Jun 07)• Hospital Optimization Project (Jun 07)• Co-Chair of the Quality/SCIP Initiative for CSC (Jan 06-Jun07)• Developed National Contract Training Program for RSDs and AMs (Apr 05)• Participated in every ISS/CSC Contract Strategy Meeting since being in the department

Mo, Ks, Ar

• Perform contract business reviews to develop win/win business & contractual relationships with pharmacy decision makers in hospitals & with hospital shareholders to make GSK Products available & on formulary for the sales forces to sell• Geographic region includes MO, KS, AR• Develop contracting strategies to solidify and drive core portfolio products and to expand opportunities to drive new product entries• Work & communicate with National & Regional Account Managers to coordinate and develop contracting strategies for maximizing business• Coordinate efforts with GSK Oncology, Vaccines, and the Field & Specialty Divisions to drive sales in & out of the hospitals• Work with LTC Facilities and the Field Sales Divisions to increase sales performance in the LTC marketplace by maximizing contract impact• Developed new GPO Contract for ROi. Worked with Contract Strategy, CFM, and Contract Analyst to develop contract.

Mo, Ks, Ar

• Manage & Develop a team of Therapeutic Specialists & Field Reps to maximize sales of GSK CNS products to physician specialists and primary care physicians• Educate residents and fellows in teaching accounts on GSK products and maximize in-house and outflow sales• Work with thought leaders to develop them into product advocates, mentors, & speakers for GSK• Work & communicate with National Account Mangers to develop win/win hospital contracting strategies• Hire, train, and develop top level sales representatives• Coordinate efforts with field division counterparts to maximize efforts, coordinate strategy, and drive prescriptions in the retail sector

Mo, Il

• Maximize sales of Cerenex products in my district and manage district resources to produce a high return on investment• Hire, train, and develop top level sales representatives• Develop and implement effective POAs to meet/exceed company goals• Work and communicate as a team with all members of the company• Product responsibilities included Anti-Emetics, H2 Antagonists, and Anti-Migraine

Texas

Responsibilities were same as above with different product line.

Ohio

• Maximize sales of Glaxo products and effectively utilize territory resources to produce a high return on investment • Manage, schedule, and organize a territory to effectively promote and sell product line to targeted physicians, nurses, pharmacists, and hospitals• Train new and experienced representatives in all phases of development• Product areas of interest included Antibiotics, H2 Antagonists

Us Air Force

• Perform diagnostic laboratory tests in all areas of the clinical laboratory• Supervise and train airmen in microbiology• Perform other administrative duties daily