Sr. Director National Accounts, Payer/Patient Access

About us Dohmen Life Science Services provides intelligent outsourcing to biopharma and medical device companies. With the broadest suite of services in the industry, DLSS has helped more than 600 companies connect more closely with their customers, grow their business and realize their vision. Whether it’s navigating regulatory requirements during development, commercializing products, managing daily operations or providing patient-centric care for the rare disease community, DLSS helps our clients advance with speed, scale and certainty.

Restructured Market Access Department to focus on Government Payer Segment and develop / incorporate the Managed Medicaid Strategy. Led a team of 7 National Account Executives charged with generating $250+ million in State FFS Medicaid, VA, and DOD revenues across the entire product portfolio. Managed a $2.5 million budget. Partnered with cross-functional team members on market access / product launch strategy development and pull-through program creation. Interacted and developed trusted relationships with State Fee for Service Pharmacy Directors, DUR Board Members, P&T committee Members, State Officials, PBM Executives and Directors, Health Plan Medical, Pharmacy and Quality Control Directors, VA PBM Pharmacy Directors, VA Formulary Executives, and Department of Defense Executives and Directors. Selected accomplishments: ♦ Catapulted net sales and generated substantial YOY growth in the State Medicaid FFS programs throughout the US by attaining access for Fycompa, Banzel, Belviq, Lenvima and Halaven.♦ Realized significant YOY growth by partnering with the VA PBM to update criteria for use for Fycompa and Belviq, influenced Oncology Sales Leadership to target VA Centers associated with teaching institutions and deploy sales resources, collaborated with Field Sales to target VA Epilepsy Centers of Excellence and deploy sales efforts, and developed Blanket Price Agreement with the VA PBM for Belviq.♦ Improved access and sales with key Medicaid plans by developing and rolling out a Managed Medicaid and Comprehensive Coverage Strategy, as well as implementing contract considerations for key Managed Medicaid Plans, including Molina, Centene, United Community, and Caresource in collaboration with outside consultant.♦ Developed annual plan of action, marketing strategy, and Model Therapy for anticipated FDA approval of new indication for Fycompa as the Market Access Brand Lead. New indication expected to increase patient utilization and boost sales 35-40%.

Promoted to bridge gap and create greater pull through synergies between Sales and Market Access departments, eliminating previously siloed mentality. Devised and implemented a formal market access and pull-through process, which detailed precise role accountability and performance measurements for managers, marketing, and sales representatives. Led team of 10 Regional / National Account Managers in contracting for product access with national / regional commercial payers, IDNs, oncology purchasing organizations, NCCN / NCI Cancer Centers, and State FFS Medicaid customers in the Eastern US. Partnered with sales and marketing to establish push- / pull-through strategies to ensure product performance. Key Customers included Highmark, Geisinger, Caresource, Molina, Navitus, Medical Mutual, Excellus, CareFirst, IHA, UPMC, IBC and Florida Blue.Selected accomplishments: ♦ Increased Fycompa sales 45%, reached 94% commercial lives access, and realized 92% rate for payment of submitted claims by deploying Launch Strategy and delivering Product Value Proposition Presentations to Key Managed Care Plans throughout the Eastern US.♦ Realized 70% availability of Belviq for all commercial lives within first 12 months of launch.♦ Ranked as the #1 Director in Market Access and earned Nightingale Award for Top 5% in Sales Achievement in the organization. ♦ Saved substantial in outside consultancy fees by developing market access and pull-through process in-house. ♦ Integral in team leading the nation in Sales and Product Access, including 2 Account Managers ranking #1 and #3 in the nation. ♦ Spearheaded Market Access Pull Through Process to ensure Return on Contracts and Maximum Pull Through in partnership with cross-functional tem. o Project resulted in a Comprehensive Pull Through Process Manual listing all specific roles and responsibilities of all stakeholders with process documents that required completion to ensure accountability of process implementation.

Recruited as first-ever external Regional Sales Director to lead a Specialty Sales force in promotion of two flagship products (Aricept and Aciphex) in OH, MI, IN, IL, WI, MO, TN, NC, VA, WV, and PA during company's high growth period. Devised and executed sales strategies, and provided sales leadership / management and sales operations experience to increase sales and market share. Hired, managed, coached, developed, and evaluated a team of 10 District Managers and 100 Sales Representatives located in 11 states. Selected accomplishments: ♦ Outperformed sales goal on average 105% by establishing coaching plans for District Managers, and instituting quarterly progress checks to measure performance against plan and adjust for market trends. ♦ Recast the vision, defined team values, and established goals allowing for recovery from organizational downsizing and restructuring, and protect loss to business, which resulted in new team achieving 101% of sales objectives despite disruption in territory.♦ Contributed to direct / indirect reports achieving positions of greater accountability, including District Managers attaining Regional Sales Director, Regional Account Manager, Associate Director of Training and Development, and Associate Director of Banzel Marketing positions, and 5 Sales Representatives promoting to District Sales Managers.♦ Chosen to serve on the Incentive Compensation Task Force and the Sales Force Alignment / Restructuring Team.

Chosen for an 8-month professional development rotation in marketing to plan and execute strategies for the launch of Banzel (anti-epileptic indicated for Lennox-Gasteau Syndrome) in collaboration with the Product Director and Senior Product Manager. Developed sample allocations strategy, performed ROI analysis on professional education programs, coordinated Orphan Drug Benchmarking Study, and devised Non-Personal Selling Initiative. Gained solid exposure to Brand Planning and Positioning, Professional Campaign Development, Market Research, Message Testing, Media Campaigns, Brand Budgeting, and Field Training Content. Selected accomplishments: ♦ Instrumental in Banzel exceeding National Sales Expectation 115% during first year following launch by assisting with development of marketing strategy and launch plan, executing the launch meeting, establishing launch metrics, monitoring sales performance and launch message through market research, implementing launch incentive plan, and producing executive summary of quarterly launch performance.♦ Identified and developed an interim Regional Sales Director to oversee region during position absence. ♦ Selected as Pre-Launch Quarterback to ensure attainment of all pre-launch communication objectives, and as Launch Meeting Captain to develop and execute marketing presentations, training workshops, and Product Certifications.

Promoted to structure and oversee hiring events to support rapid expansion of the Primary Care and Specialty Sales Forces from 150 to 1125 employees, as well as direct and execute business strategies to increase sales, market share, and profitability in OH, MI, KY, IN, WV, PA, MD, VA, and Washington, DC markets. Interviewed, hired, established goals, coached, evaluated, and developed team of 10-15 Area Business Managers, 5 Regional Therapeutic Specialists, and 150 Central Nervous System Sales Specialists and Respiratory Sales Specialists. Established strategy and ensured execution for inclusion of Sepracor Products on State Medicaid Preferred Drug Lists (PDLs), and hospital and payer formularies. Selected accomplishments: ♦ Finished #1 out of 15 regions for sales increases following launch of Lunesta, resulting in winning the Vice President's Challenge Cup Award. ♦ Contributed to driving share price of Sepracor to a split adjusted price of $280 per share by incorporating all promotional materials and company resources to convince physician, hospital, and payer customers that new ICE technology utilized to develop improved chemical entities delivered value in treatment of patients and improved health outcomes for treating and managing asthma. ♦ Selected to participate on Competency Development Team focused on developing and incorporating hiring, training, and development competencies for all Sepracor Employees, and on the Cross Functional Leadership Team charged with formulating and implementing the Management Assessment Center utilized to assess and determine readiness of potential frontline managers for promotion.

Promoted as 1 of 4 employees to plan and lead organization's restructuring initiative during the company's sales force expansion, which included recruiting and hiring new team members, devising operating procedures, and executing on strategic objectives set forth by executive management. Led 14-member Sales Representative team in the Central / Midwest region, which included OH, MI, IN, IL, KY, and MO. Selected accomplishments: ♦ Ranked #1 out of 4 areas for the successful launch of Xopenex.♦ Identified and hired 300 new sales representatives subsequent to conducting mass hiring events in support of sales force expansion.

Recruited as 1 of 65 employees for a start-up company, charged with assisting in formulation of market access and contracting strategies for launch of a new asthma product designed to secure formulary access with commercial payers, and institutional and hospital accounts in the Columbus, Northeastern Ohio, and Pennsylvania region. Performed territory and account management Established relationships with Managed Care, Trade, and Government Affairs personnel to increase access and improve market share. Partnered with brand, marketing, legal, regulatory, and compliance in development of pull-through programs. Identified and secured Key Opinion Leaders to serve as product advocates. Key customers included Highmark, Geisinger, Anthem, Gateway Health, Cigna, Aetna, Medical Mutual, Paramount, Pharmaceutical Horizons, Cleveland Clinic, Ohio State University, University of Cincinnati, UPMC, MetroHealth, Fairview Hospital, Akron City Hospital, Akron General, and Columbus Children’s Hospital.Selected accomplishments: ♦ Realized double-digit sales growth YOY by successfully securing Xopenex Formulary Status on Ohio State Fee for Service (FFS) Medicaid.♦ Conducted an Asthma Awareness program in Columbus, OH in August 2002, focused on educating the general public on asthma disease state.

Promoted to secure formulary access for Glaxo Wellcome products with Staff Model / IPA Network / Medicaid HMO's, Long Term Care Nursing Home Providers, and the Ohio Department of Corrections. Identified and developed relationships with key decision makers, including Medical Directors, Pharmacy Directors, Quality Assurance, and Nurse Case Managers to establish and develop disease management programs. Collaborated with brand, marketing, legal, regulatory, compliance, and sales leadership to develop and implement pull-through strategies at the field level. Key Customers included GHA, Cigna, Aetna, and United Healthcare MedPlan Medicaid HMO.Selected accomplishments: ♦ Honored with the Sales Representative of the Trimester in 1996 and 1997♦ Selected to participate as a Guest Trainer for 7 months for a large-scale Sales Force Expansion project.

Recruited to transform an underperforming, large-volume territory into a top-performing entity by promoting, selling, and securing access for company's products with primary care and specialty physicians. Selected accomplishments: ♦ Chosen to serve on the Managed Care Advisory Council, which developed training tools for the sales team. ♦ Honored with the Manager’s Leading Change Award in 1995 for contributing to development of peers and to overall business success.

Selected to turnaround a vacant, underachieving territory and promote H2 antagonist, anti-inflammatory, anti-depressant, and oral antibiotic products to primary care and specialty physicians. Trained new hire sales representatives on selling skills, product and disease-state knowledge, and business acumen. Conducted field visits, completed evaluations, and recommended areas for improved performance. Selected accomplishment: ♦ Catapulted territory from last place to #1 ranking, which resulted in recognition with numerous awards, including Leader’s Edge and Gold awards.♦ Elected to SB Advisory Board to identify corporate issues and assist with planning process focused on company's future direction in collaboration with executives and senior managers.

Recruited to utilize prospecting and territory management skills to promote and influence physicians / prospective clients to prescribe to United Healthcare’s preventative health care services. Selected accomplishments: ♦ Reached 90 enrollments per month for United Healthcare’s Medicaid Health Insurance product called MedPlan.♦ Presented Managed Medicaid health plan coverage directly to mother and child patients as an alternative to State Fee For Service programs in cooperation with state agencies and select hospitals.