Kirk Burns, Mba Email & Phone Number

Develop and execute contracting strategies for rare disease portfolio. Partner with rebate aggregators, health plans, and pharmacy benefit managers throughout contract negotiations. Support payer policy development, utilization criteria and reimbursement activities.Transplant contract liaison supporting sales activities and managing transplant contract negotiations for new Ex Vivo Lung Perfusions (EVLP).Educate internal sales organization to accelerate pull-through activities and improve overall managed care acumen.

Boston, Massachusetts, United States

Led all US Payer account work for small oncology company with a medical benefit product. Responsible for all lines of business e.g. medicare, commercial, medicaid and federal. Also lead the patient services work for MorphoSys.

Boston, Massachusetts, United States

• Led all commercial payer work for startup biotech in the oncology space. Launched and market a buy and bill oncology medication indicated for patients who are not transplant eligible with relapsed/refractory diffuse large B-cell lymphoma. Responsibility for all lines of business with over 300 national and regional accounts from United Healthcare to BCBS XX.• Executed pre-launch strategy and work including pre-approval payer FDAMA presentations, HEOR modeling, market research and account profiling.• Quickly established policies with national and large regional payers in the medical pharmacy benefit area.• Achieved a coverage rate to label of 97.72 percent eight months post FDA approval.

Chattanooga, Tennessee Area

* Led market access work for Eisai's oncology and neurology portfolio with Anthem, Kaiser, Wellcare, Florida Blue, BCBS of NC, BCBS of TN, BCBS of SC, Optima Health, AvMed, and ProCare RX in the medical and pharmacy benefit space. Products have indications for 3rd line metastatic breast cancer, liposarcoma, differentiated thyroid cancer, advanced renal cell carcinoma, hepatocellular carcinoma, partial onset seizures, primary generalized tonic-clonic seizures, and lennox-gastaut syndrome. * Led pathway provider work within the payer space for oncology products including AIM Specialty Health and Oncology Analytics.* Led and completed various payer marketing initiatives during the last few years.* Worked with internal stakeholders to modify policies, when appropriate, and develop pull through plans.

Chattanooga, Tennessee Area

• Led a team of up to 7 National, Federal, and Regional Account Executives to maximize access, share, and profitability for oncology, neurology, and metabolic products with national and regional health plans, specialty pharmacies, and Pharmacy Benefit Managers (PBM) across 31 states in the Western and Southern regions of the United States.• Team led work with National Managed Care Organizations including Kaiser, Optum, Prime Therapeutics, MedImpact, Veteran’s Affairs, and Department of Defense.• Implement strategy, provide training, identify new opportunities, and overcome barriers in the marketplace.• Launched three products including those utilizing limited distribution models and specialty pharmacies.• Conduct performance reviews, organize Account Executive business plans, and develop Management by Objectives (MBO’s) and Incentive Compensation plans. • Negotiated 9 successful wins in FY16 and 10 successful wins in FY15 with renewals, new agreements, and policy changes.• Team finished #1 in sales in FY14, FY15 and FY16.

• Managed Eisai’s entire portfolio including injectable oncology and specialty products with Managed Care Organizations, Pharmacy Benefit Managers, and state Medicaid plans in VA, NC, SC, FL, TN, AL, and GA.• Led access, market share, and profitability for products with major national and regional health plan customers including Florida Blue, BCBST, BCBS NC, BCBS SC, BCBS AL, Optima Health, and Amerigroup.• Responsible for contracting, business development, and pull through for several sales districts. • Worked with accounts that utilized Oncology Benefit Managers including ICORE and P4.• Participated in product launch activities and served as market advisor for managed market teams.• Partnered with home office personnel on various account planning and pull/push through opportunities. • Worked closely with Regional Sales Directors, Regional Account Executives, Reimbursement Managers, and Medical Science Liaisons to develop and implement key account tactics supporting strategic imperatives. • Negotiated numerous successful medical policy changes with MCO/PBM’s resulting in increased access and revenue.• Awarded the Nightingale Award - Ranked 1/13 in FY12.• Awarded the Helsinn Award for #1 Aloxi goal attainment in FY12.

• Selected to complete a rotation at Eisai headquarters to prepare for the Director of US Payer Markets role and to further develop a deeper understanding of all aspects of managed markets.• Provided support to Managed Markets Customer Marketing department for launch preparations of anti-obesity (Belviq) and anticonvulsant medications (Fycompa). • Worked closely with Eisai Marketing, Legal, Regulatory, Medical, and Finance departments. • Focused on Managed Markets with contracting, pricing, reimbursement, health outcomes, and specialty markets. • Prioritized and balanced Regional Account Manager responsibilities.

Chattanooga, Tennessee Area

• Provided an overview of the fundamentals of selling and sales management to undergraduate students.

• Recruited, trained, led and motivated 11 experienced sales professionals calling on Neurologists, Gastroenterologists, and high volume Nursing Home directors with products in the Alzheimer’s, Proton Pump Inhibitor, and Epilepsy markets in Arkansas, Kentucky, Tennessee and Alabama.

• Developed strategies and tactics for several aspects of a $500 million brand including professional advertising and messaging, long-term care market, sales promotional materials, and managed care materials.• Brand achieved 119% of net sales goals in FY03 and 102% of net sales goals in FY02.

Bachelor Of Arts, Communications Studies

Executive Mba, Accounting And Business/Management

Eisai Leadership University