John Pickering Email & Phone Number

Merrimac, Ma, Us

Advised emerging biopharma companies on Corporate Development activities including business development, commercial development, alliance management and strategy.

Rockville, Maryland, Us

Responsible for Corporate Development activities including Portfolio Management and product in-licensing.

Emeryville, California, Us

Currently leading search and evaluation activities for expanding the Adamas product portfolio including identification, evaluation, valuation, deal process and negotiations.

Advised emerging biopharma companies on Corporate Development activities including business development, commercial development, alliance management and strategy.

Us

Collaborated with business development and internal/external teams to analyze, value and acquire or license assets. Following asset acquisition, assist portfolio company in optimizing launch and strategic planning. Due to activist activity, the PDL board voted to monetize the company in December 2019. Following this decision, was given the responsibility of transacting PDL’s most valuable asset, a series of eight royalty streams. Also ran the process of selling an Ireland based specialty pharma company (deal experience described below).

Yardley, Pa, Us

Created business development strategic plan and managed ongoing relationships with potential partners including technology license, rest of world product licensing and asset acquisition. These activities included screening for products/assets for Optinose to acquire, license and/or co-promotion.

Yardley, Pa, Us

Launched the market access National Account team of seven, developed go-to-market access strategy, and executed contracts.

Yardley, Pa, Us

Built commercial team (100 nurse educators, 130 contract sales reps and support infrastructure) to support launch of XHANCE in under six months.

Yardley, Pa, Us

Built and coordinated contract compliance, regulatory, IP, budgetary, manufacturing and commercial activities for Onzetra licensing deal. Activities ranged from phase 3 data through commercialization. Led the team through a number of challenges including a CRL, manufacturing problems, filing of the NDA and disagreements over commercial strategy.

Yardley, Pa, Us

Developed the strategy and drove the process behind licensing Onzetra to Avanir. Total deal value exceeded $100 million, providing $70 million in non-dilutive funding. Designed the technology licensing model for the Optinose EDS system. Led exploration of commercial partnerships for licensing the primary care portion of XHANCE sales. Worked on commercial analytics including analysis of key partners, IPO analogues, markets, products/companies for acquisition. Also supported the market assessment of XHANCE including market data, launch analogues, TPP creation, etc.

Durham, North Carolina, Us

Responsible for developing and selling outsourced commercial solutions for life science companies including sales teams, non-personal promotion and health management solutions. Focused primarily in start-up and mid-cap life science companies. First year, generated $19 million in net new business and $25 million in contract renewals.

Developed and opened new markets and clients with advertising agencies, life science, clinical trial research and medical device companies. The primary goal behind this strategy was to move TMS away from project based work to more sustainable long-term revenue streams.

Basel, Ch

Focused on strategic accounts that included Managed Care (both regional and national), PBM’s, Specialty Pharmacy and Physician Management Groups. Successfully maintained Ortho Biotech’s product group in preferred formulary status through contracting, product positioning or value-added programs. Worked with sales training to develop presentations to educate the field sales force on the impact of managed care and specialty pharmacy.

Boston Medical Technologies was a privately held company focused on developing a technology to measure cardiac autonomic neuropathy in patients with diabetes.Director, National Accounts (November, 2001- May, 2002)Responsible for market development with thought leaders, tertiary care centers and clinical trials. Primary goals were to build clinical business while partnering to find outcomes for broader distribution of the technology. Managed a national clinical research initiative for diabetes and cardiovascular disease.Area Business Director (June, 2001- November, 2001)Lead a sales and clinical team spanning the Eastern United States. Rebuilt the strategic focus to correlate with major geographic medical centers and thought leaders. Partnered with marketing to develop sales and customer support materials. Built reporting and planning tools to streamline sales call activity and increase focus on key customers.

Director of Field Operations, Northeast (April 2001- June 2001)Responsible for all phases of customer sales, service and deployment of ParkStone’s technology in the Northeast. That role included both the field sales and field technical deployment teams. Developed tactical plans to resolve outstanding customer service issues. Generated greater acceptance in physician’s offices and a more efficient deployment model.National Account Director (June 2000 – April 2001)Responsible for developing ParkStone’s revenue streams with managed care. This process included contact generation, negotiations and contracting with senior management. Successful in generating product pilots in Boston, Rhode Island, New Jersey and Connecticut. Additional responsibilities included working with major physician and hospital groups, sales training and developing a marketing strategy.

Brentford, Middlesex, Gb

District Sales Manager (May, 1997 – June 2000)Responsible for increasing business in two under-performing sales districts. Growth in both districts exceeded the regional and national average the first year. Product focus was respiratory, anti-infective and smoking cessation products. The Worcester District started out achieving 1 of 6 products in sales quota attainment. By the end of the first year, we achieved 6 of 6 products attained quota. The Boston District out grew the New England region in sales each month for the calendar year 1999. I received the District Manager of the Trimester award for the region. The Boston District ranked in the top 10 districts nationally after 1 year, having started in the bottom 20%.Long-Term Care Representative (Dec. 1996- May 1997)Developed a new market for the New England region and established a template that was adopted by other regions throughout the nation for calling on long-term care providers. Product focus was CNS, respiratory, GI, anti-infective and anti-depressants.Hospital Sales Representative (Sept. 1992 –Dec. 1996)Developed an under-performing territory into one of the premier hospital territories in the Northeast. This territory had the most products on formulary in our region and won President’s Club in 1996. Account responsibilities included Lahey Clinic, Brigham and Womens, VA Hospitals and others and contained by national and international thought leaders. Product focus was GI, CNS, respiratory, oncology and anti-invective’s.Territory Sales Representative (Feb. 1988 – Sept. 1992) Focused on respiratory, gastro-intestinal, anti-infective and cardiovascular products.