Led account teams in pre-sales and delivery support for Media Measurement initially, later expanding to Media Targeting & Measurement, Payer and Commercial Effectiveness:• Successfully promoted Media offerings for RFP’s, Symphony University webinars and other sales calls to publishers, agencies, manufacturers and adtech.• Completed a competitive analysis for Media, gained buy in from senior leadership (and Sales) on strategy and partnered with Product Management, Data Science and Consulting to build appropriate capabilities.• Developed and led sales training for broader Sales team in a new domain (Media Targeting and Measurement). • Co-authored standard contract addenda (methodologies) for digital, TV and point of care measurement.• Mentored direct reports in leadership of Audience and Payer domains, encouraging collaboration and synergies.• Conducted regular engagement consultant training. Filled various team gaps during new hire transitions. • Built a financial model that was used to evaluate the feasibility of a partner ad activation capability for a new clinical offering. An unworkable obstacle was identified before a key client fully committed to the pilot. • Researched, developed, and discussed a generative AI / ML roadmap for senior leadership. Captured Sales pain points in one-on-one interviews. Staged product metadata for pilot. Evaluated potential technical partners.• Facilitated new partnering opportunities in Media and Payer domains, leading to increased revenue potential. • Presented media measurement recommendations to top clients when needed, leading to positive feedback and improved ROI through optimized mix allocations. • Partnered with directors and principals to establish a project assignment and tracking system.

Established a foundation in omnichannel analytics for Marketing and next best action for Sales:• Directed regular digital analytics project planning discussions with agencies and internal support stakeholders including Brand Analytics, Digital Operations and Data Governance.• Identified creative solutions to develop a comprehensive digital dashboard in only 2 months for monthly insights presentations to the brand. Data sources included display, social, paid search, web traffic, sales calls and emails.• Partnered with Marketing, agency and Veeva Crossix to identify and leverage patient and HCP level outcomes in negotiations with platforms and publishers, leading to significant savings in ad spend.• Led development of next best action sales force recommendation engine. Discovered key opportunities and facilitated critical decisions with stakeholders. Programmed difficult triggers like predicted abandonment. Designed a prioritization algorithm based on potential to influence.• Successfully recruited and developed a data scientist and data engineer to proficiency in pharma data and analytics. Established a team vision and operational plan, incorporating an Agile framework.• Developed and distributed a Market Alerts tool that leveraged multivariate, seasonally adjusted forecasting at all levels of data (e.g., brand, payment type, specialty, sales region, payer) for all brands and competitors.

Successfully established a new Payer Analytics team, including a long-term vision and plan, Sales support roles and responsibilities, data infrastructure, KPI’s, BI tools, financial models and reporting across all Lundbeck brands:• Developed a long-term vision and plan for Payer Analytics, including data infrastructure, KPI’s, BI, financial models, reporting and strategic analytics across all Lundbeck brands. • Managed a BI developer team in the design and build of managed markets apps based on various field customer use cases. Delivered launch communications and training resulting in a high rate of utilization.• Led the refinement and integration of formulary, Rx and claims data under a custom payer hierarchy.• Modeled and crafted the analytical story for all Lundbeck coupon program decision making. Developed a model for multi-program scenarios (e.g. evoucher + copay card). • Coached a new manager in the development of a new Managed Markets field support capability. • Partnered with various groups to add bin and group to hub data, resulting in significant improvement in specialty product payer accuracy for salesforce.• Definitively answered high profile questions: 1) identified a hidden lag in Medicaid rebates; 2) uncovered revenue-losing practices at specialty pharmacy; 3) quantified high deductible impacts.• Created financial models and presentation for launch product starter and sample programs.• Established various novel APLD methods including: 1) a step therapy factor that quantified the impact of any step criteria for any Lundbeck product; 2) accumulator / maximizer monitoring methods; 3) competitor coupon utilization and benefit monitoring.

Led engagements involving innovative analyses for pharma managed markets and marketing clients. Defined requirements for analysts, synthesized data and presented findings:• Won 2014 Consultant of the Year for Managed Markets Consulting (Ranked #2 in 2013).• Personally grew sales for one key client by over $500,000 in support of specialty launch product. Only Managed Markets consultant to contribute significant (non-data) consulting sales.• Learned and applied R machine learning classification models and visualizations to fulfill a client request. Developed user-friendly tool to allow client to adjust plan clustering thresholds on the fly. • Developed prototype and marketing strategy for new cloud-based payer control app. • Provided strategic guidance on coupon design to all key national clients based on longitudinal patient data and dynamic financial models. Built capabilities presentations and provided training. • Established KPI’s for oncology client’s general and payer-focused launch trackers. Developed novel SQL code to flag and remove patients impacted by specialty pharmacy blocking and unblocking.• Integrated SHS facility network, prescriber affiliations and medical claims with client facility data and retail sales data using fuzzy (regex) matching algorithms.

Produced annual Plan and quarterly LBE account-level discount forecasts for several products, working cross functionally with Marketing, Finance and Business Insights & Strategy:• Established a strong partnership with more senior Takeda Managed Markets and Lundbeck alliance representatives to develop a contracting strategy and discount forecast for launch product. Quickly converted guidance into models and compelling stories. • Led pricing analysis for senior leadership that led to changes in pricing strategies for all products.• Built first internal patient-based demand and discount forecast for Takeda’s first specialty product while facilitating the establishment of new functional roles and responsibilities.• Developed the first report to show competitive pricing trends.• Provided guidance to brands regarding various pricing and payer-related questions such as the impact of the CPI penalty.• Worked with account strategy team to align on the impacts of contract wins on the discount forecast.• Supervised the work of one on-site contractor.

Led semi-annual financial planning processes for Diabetes and Renal Marketing, working cross-functionally with Marketing, Contracts & Pricing, Operations and Business Insights & Strategy: • Worked with alliance representatives to establish a common process including the first cross-company (and first cross-functional) budget reporting tool.• Partnered with alliance senior finance manager to establish all salary and fringe rates for cost-sharing.• Gathered input from brand teams and crafted monthly budget commentary for marketing directors.• Produced several pipeline product NPVs that were used in strategic decision-making.

Served as internal consultant to Sales and Marketing:• Led the development of dashboard to track the performance of multi-million-dollar accounts, integrating share, sales, sales activity and claims data. Designed the content and coded the SAS / VBA.• Measured patient copay sensitivity using various methodologies including cross sectional and longitudinal share, persistency, copay spread, and a multiple regression.• Conducted and presented primary market research studies including sales aide message testing.• Collaborated with account teams on persuasive sales presentations used to discourage payer restrictions• Developed and maintained a project plan for the Managed Markets Analytics group. • Provided ad hoc regional analytics to account strategy managers.• Managed various data, marketing research and strategy vendors, both primary and secondary.Won eight Commitment/Circle awards from various Marketing customers.

Served as internal consultant to Sales and Marketing:• Represented BIS on a team with Sales and Marketing directors to develop a physician targeting scheme. for Actos and Actos FDC products that accounted for new product adoption variables.• Quantified the impact of various threats such as new branded competitors, OTCs, the Part D coverage gap and re-importation, resulting in a more accurate strategic perspective.• Partnered with Marketing to develop the annual industry, diabetes and cardiovascular sales forecasts for (annual) Plan and Mid Range Plan.• Translated the goals of sales directors into motivational presentations for national sales meetings • Won four Commitment/Circle awards from various Sales and Marketing customers