Louis Schultz Email and Phone Number
Deerfield, IL, US
Louis Schultz's Location
Deerfield, Illinois, United States, United States
Louis Schultz's Contact Details
Louis Schultz work email
- Valid
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Louis Schultz personal email
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About Louis Schultz
I am a data-driven leader in the biotech industry, specializing in portfolio analytics, market access, and commercial effectiveness. As an Associate Director at Amgen, I leverage data and insights to optimize the commercial performance and patient access of our products across multiple therapeutic areas and channels.Core Competencies:Portfolio & Sales Analytics: Developing and implementing analytics frameworks that deliver actionable insights for optimized sales force effectiveness, revenue growth, and market share.Data & Technology Expertise: Proficient in Databricks, Tableau, PowerBI, Spark, and Python to interpret and analyze complex datasets, turning data into strategic business decisions.Market Access & Patient-Centric Strategies: Leading initiatives that improve patient outcomes by analyzing healthcare systems, developing market access strategies, and optimizing pricing and reimbursement.Cross-Functional Leadership: Proven ability to lead cross-functional teams across sales, analytics, and market access functions, fostering collaboration to solve complex business challenges and deliver results.Stakeholder Management: Skilled in managing executive relationships and aligning diverse teams to create value across organizations.My unique background brings:Industry Expertise: I bring a deep understanding of the Pharmaceutical and Biotechnology industries, having worked with three world-class companies: Pfizer, Genentech, and Amgen. This experience allows me to offer solutions informed by a nuanced understanding of both unique challenges and broader industry trends.Cross-Functional Leadership: I have established myself as a Sales leader at Pfizer, an Analytics expert at Genentech, and a Market Access master at Amgen. My ability to navigate and lead across these diverse functions ensures that I can effectively address critical issues that require input from multiple stakeholders, bringing a comprehensive perspective that enhances decision-making and collaboration.Critical Thinking and Problem Solving: My diverse experience across multiple roles and organizations has honed my critical thinking skills, enabling me to identify unmet needs, solve root problems, and deliver impactful results efficiently. My drive to continually challenge myself and avoid complacency has fueled my growth and success in each of these roles.Team and Project Leadership: I've led teams across multiple stages of the product lifecycle. I have experience leading sales teams and analytics teams, as well as leading cross-functional groups on projects.
Louis Schultz's Current Company Details
Gilead Sciences
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Director of Sales Analytics (Regional Insights)
Deerfield, IL, US
- Website:
- gilead.com
- Employees:
- 14647
- Company phone:
- + 0120-790-549
Louis Schultz Work Experience Details
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Director Of Sales Analytics (Regional Insights)Gilead SciencesDeerfield, Il, Us
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Associate Director, Portfolio AnalyticsAmgen Oct 2023 - PresentThousand Oaks, Ca, Us-Lead the Change Management process on moving from L-Horizon systems (Azure, MSSM, PowerBI) to Amgen systems (Snowflake, Cogniti Pro, Tableau).-Lead the analysis and reporting on lead generation adoption and pull-through and Visual Aid utilization across the various sales forces.-Expanded upon the SDoH work done at Horizon to dive deeper into specific metrics impacted by SDoH. Uncovered SDoH impact on Time to Infusion, Diagnosis Rates, Payor driven delays in care, and HCP behavioral differences across the TEPEZZA (Ophthalmology), KRYSTEXXA (Rheumatology) and UPLIZNA (Neurology) brands. Leveraging the insights to develop a cohesive SDoH plan based on tangible steps with impact measured by easily monitored KPIs. -
Associate Director, Portfolio AnalyticsHorizon Jun 2023 - Oct 2023Dublin, Ireland, Ie•Developed an IDN reporting structure from HCP affiliation data highlighting persistency and adherence rates by channel and customer to allow the field organizations to identify opportunities and threats to the portfolio.•Leveraged Python XGBoost, KMeans, and Random Forest to analyze over 200 unique factors across multiple government and community resources to develop a comprehensive Social Determinants of Heath framework for internal strategic planning and external consultative engagements with health systems regarding the correlation between failure-to-fill, persistence, and adherence.•Set the strategy for Portfolio Level Insights generation throughout the Horizon Therapeutics organization.•Enhance existing reporting and develop new insights for Senior Leadership.•Lead a team of 2 Full Time Employees and 3 Consultants as we standardize KPIs, automate existing reporting, fill data gaps, and prepare the organization for future opportunities.•Identify means of communicating US and Ex-US Sales and Patient Start data to Senior Leadership.•Build a database to derive insights on Physician Group Practice and Integrated Delivery Network performance across the portfolio.•Leverage Tableau, PowerBI, and Python to analyze large datasets with multiple dependencies to visualize complex insights in exceedingly easy to digest means. -
Associate Director, Trade Strategy & Commercial EffectivenessHorizon Jan 2022 - Jun 2023Dublin, Ireland, IeIdentify opportunities to build efficiencies in the quarter end process. Lead new hire training for Horizon field colleagues on Class of Trade, Contracting Strategy, and Product Acquisition. Manage Trade's budget and current and future consultant relationships. Monitor and report contract pharmacy exposure on 340B.• Maximized the value of the investment in strategic partnerships within the Site of Care space, including Specialty Pharmacies, Specialty Distributors, and Infusion Centers, by utilizing data analytics to map distance to care, time to first infusion, compliance, and disease state populations.• Built data models using HUB data, Claims, 867, and Breakaway Partners to predict site of care impact when adding Payor Preferred Specialty Pharmacy partners to network.• Identified Specialty Pharmacy partners to engage in Data Service Agreements through analysis of data sources including claims, 867, 852, and Patient Assistance data.• Developed a process that provides visibility to the organization on 340B Covered Entities utilizing Contract Pharmacy services for infused medicines, allowing the organization to analyze the impact of 340B utilizing covered entities on the business metrics of Gross to Net and revenue.• Managed the US Trade Budget, which was $14 million in 2022, by planning for increases in expenditures for future years.• Developed and led new hire training for Horizon field colleagues on Class of Trade, Contracting Strategy, and Product Acquisition. Managed Trade's budget, current and future consultant relationships.• Analyzed existing enhanced data service agreements with Specialty Pharmacy and Specialty Pharmacy Infusion and identified future opportunities to partner with SPs and SPIs to reduce disparities of care.
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Ecosystem Insights LeadGenentech Jun 2020 - Jan 2022South San Francisco, California, UsMember of the leadership teams for the Georgia, Louisiana, and Mississippi commercial and medical groups. Serve as area lead for insights generation that drives business performance and successful patient outcomes.• Identified significant disparities of care in the Georgia market for access to treatment in certain segments of the population, partnering with marketing to develop focused materials to raise awareness among HCPs.• Analyzed the erosion rate and qualitative risks to the business from biosimilar competition (AVASTIN, HERCEPTIN, RITUXAN). Using the results of the analysis, drove leadership consensus to commit an additional $15M in forecast to the business.• Drove a $10M contract opportunity through cross-functional collaboration to create a market share based rebate program for a set of products under biosimilar threat.• Performed complex data analysis of claims, sales, demographic, and disease prevalence data to visualize performance and opportunities across the ecosystems.• Worked with Marketing to build a localized opportunity program in the Respiratory space (XOLAIR), built on indication level insights combined with unique messaging tailored to the indication and competitive scenario.• Analyzed the impact of regional and national payor policy changes on site of care shifts and coverage by analyzing claims, DRG, and MMIT databases. -
Senior Manager, Analytics And Incentive CompensationGenentech Oct 2019 - Jun 2020South San Francisco, California, UsPartner with Marketing Analytics & Strategy, Sales Leadership, and Marketing to develop sales incentive plans and strategies that drive patient focused results for the HEMLIBRA (Hemophilia A) brand. Identify and present key insights, opportunities, and performance to a cross-functional leadership team.• Dramatically increased the focus on patient care for incentive compensation and analytics by shifting the legacy analytics view of measuring sales in terms of vials to measuring success in patient volume to align with the company's goals of impacting outcomes.• Led a cross functional team's analytics on several upcoming competitive entrants to the Hemophilia A market, by utilizing a predictive model of the future market share and potential target risks.• Analyzed multiple data sources, including 867, IQVIA, and Claims, for trends and changes in behavior for brand through a series of metrics, in order to understand what drove the changes in behavior, and to improve and optimize the brand's performance.• Developed a refined method of calculating market share, resulting in a more accurate calculation, by utilizing prescriber specialty and subspecialty data in a statistical model to identify adult and pediatric volume estimates.
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District Business ManagerPfizer May 2017 - Oct 2019New York, New York, UsAs the District Business Manager for the Associate Healthcare Sales team, my number one goal is to hire and develop talent that positions Pfizer for long term growth. By understanding each representative's individual motivations, we can develop a plan together that allows the district to beat expectations and the representative to achieve their goals.Duties and Key Accomplishments Include:- Finished 2017 ranked #1 for overall sales growth- My district outperformed the national average by 23.78% in 2017- Coach and manage a team of 11 high potential individuals- Responsible for hiring talent with a focus on passion and integrity (interviewed and hired 4 employees in 2018)- Ensure all reps meet their weekly commitment for total customer calls- Employ Situational Leadership to ensure each team member is actively engaged in the growth of the business- Manage the inContact telesales call platform and was Business Lead for the implementation of inView, a sales metric visualization tool- Led the financial planning, discussion, and implementation of two oncology supportive care biosimilars to the AHS product portfolio- Won Q3 2019 District Growth contest -
Strategic Communications, Account ManagementPfizer May 2016 - May 2017New York, New York, UsAs a Strategic Communications Specialist for Pfizer’s Global Established Pharmaceuticals’ Account Management and Alternate Site business unit, I’m responsible for developing communications that drive GPO compliance, sales growth, and the overall business unit strategy. To reach these goals, I partner with Legal, Portfolio Management, Marketing, National Accounts, and other areas to ensure the communications are immediately actionable, clear, concise, and are a continuation of Pfizer’s corporate strategy and values.Duties and key accomplishments Include:- Added $6MM in incremental sales through a comprehensive sales opportunity tool- Developed messaging and presentation materials for high level GPO meetings- Create training documents for the sales force on go-to-market strategies for large national contracts and GPO private label programs- Collaborate with sales leadership, portfolio managers, and other cross-functional groups to streamline communications- Developed a communication tool that builds individual messages for the sales force that showcases their top ten opportunities based on new GPO awards, private label, and contract compliance, thereby reducing the time a sales rep spends researching opportunities- Create a monthly newsletter that highlights individual and group achievements during the month. The newsletter is distributed to senior leadership throughout the organization- Build and manage the group's SharePoint page
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Drug And Drug Delivery Sales RepresentativePfizer Jul 2013 - Apr 2016New York, New York, UsAs an account manager for Pfizer Injectables, I was able to grow my territory over 30% by negotiating several high value contracts, through data analysis of internal and external sales reports for competitive threats and opportunities, and by building consultative relationships with my customers. My expertise, both in understanding the Wholesaler network and in sales strategies, made me a valuable resource to the customer, my district, and to internal colleagues at the corporate office. Duties included:- Identified and resolved issues by collaborating with key Hospital stakeholders. These stakeholders included, but were not limited to: Director of Pharmacy, Pharmacy Buyer, Nurse Educator, Director of Nursing, Risk Manager- Served as the face of Pfizer Injectables by communicating corporate messaging, while understanding how it relates to each specific customer- Drove territory market share growth through win-win opportunities- Identified sales opportunities through market analysis via sales analytics and customer conversations- Negotiated favorable contract terms- Grew territory business 32.64% by leveraging GPO award positions and individual contracts - Converted IDN business to new drug delivery systems by presenting to the Regional Executive Officers- Expanded territory business by $10,000,000 from June 2013 to October 2015- Trained the Texas/Louisiana Sales District on several sales analysis tools
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Trade Sales Operations AnalystHospira Feb 2012 - Jul 2013Lake Forest, Il, UsWhile serving as the Trade Sales Operations Analyst, I was the point of contact for the Wholesaler network. I was able to take leadership positions on distribution and pricing issues, by both working collaboratively with the Wholesalers and with Hospira’s management. Throughout my tenure, my dedication to proactive communications earned Hospira 100% scoring on key customer metrics with the Wholesalers. Additionally, I was able to identify cost savings and opportunities for improvement. My work with the Wholesalers opened up the door for a collaborative Six Sigma project, on which I operated as a key contributor. I was able to challenge the status quo, developing new methodologies for releasing backordered product to the Wholesalers. These methodologies are still being used today. Finally, I worked with the marketing managers to provide custom reports that highlighted their product portfolio’s service level from Hospira to the wholesaler and from the wholesaler to the customer, creating insights that highlight the unique market release strategies between the managers.Duties included:- Managed internal and external communications regarding wholesaler inventory and pricing strategies- Analyzed inventory reports for fluctuations in stock and order level- Implemented new reporting processes on Service Level, DIOH, etc- Created rolling twelve month sales reports for management- Ensured Trading Partners stock product for customers when new business is submitted- Communicated supply interruptions to Trading Partners- Analyzed third party data sources like Valuetrak and IMS - Collaborated with Trading Partners on Blackbelt inventory initiative- Maintained 100% scoring on customer metrics from the wholesalers- Minimized a critical shortage by leading a comprehensive allocation strategy with Marketing and Operations- Advised Marketing on Go-To-Market strategies for the Wholesale channel- Responded to RFPs in line with corporate pricing strategies -
Contract Chargeback SpecialistHospira Jul 2010 - Feb 2012Lake Forest, Il, UsAs a Contract Chargeback Specialist, I was able to work with several large and mid-sized Wholesalers and Distributors to resolve GPO and IDN contract membership issues, rebate discrepancies, financial reconciliations, and pricing challenges. My dedication to providing quality analytics allowed me to expand the reach of the position to handle audits of Wholesaler and Distributor acquisition price adjustments. I served as both the point of contact for the end customer, the sales representative, and the trading partner. In addition to providing customer support and data analysis, I was responsible for loading the completed Wholesaler and Distributor acquisition price list into SAP.Duties included:- Analyzed Business Objects reports for purchasing trends and weekly reconciliations with Trading Partners- Consolidated weekly reports into quarterly reports for financial settlement on dollar variances- Created customer numbers using SAP- Identify root cause of contract issues and implement strategic fixes- Identified customer contracts that were priced out of tolerance- Constructed reports for Accounts Receivables to assist with balancing credits and debits- Audited Wholesaler Acquisition Cost and uploaded price list to SAP
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Sales Support SpecialistMedline Industries Aug 2009 - Jun 2010Northfield, Il, UsIn the Sales Support Specialist role I worked with the Medline sales representative, the hospital, and vendors to create custom admission kits and minor procedure trays that met the customers needs while maintaining an optimal margin for Medline. I worked with the Product Managers and vendors to source products that met the specifications for the end customer. Additionally, I created artwork with the customers' provided images for custom carafes and bags. I worked with the sample department to create samples for the end customer. Finally, I served as a subject matter expert for all kit, procedure tray, and product questions routed to the division.Duties included:- Utilized AS400 and SAP to locate materials- Procured custom components from vendors- Worked with graphic arts manager to create custom artwork for carafes- Quoted custom kits, trays, carafes, and bags- Assisted product managers with quotes for large multisystem bids -
Surplus CoordinatorMedline Industries May 2008 - Aug 2009Northfield, Il, UsAs the Surplus Coordinator I was responsible for reducing the divisions surplus inventory. To do so, I worked with the sales representative to create one time buy opportunities for the customer to help reduce surplus inventory on custom kits and trays. I created ads on eBay to eliminate raw materials, such as towels, carafes, and bags. Finally, if all options were exhausted, I would break down the inventory and salvage materials that could be reused, all excess inventory would then be charged through a process worked out with the sales representative and the end customer.Duties included:- Analyzed and developed plans from surplus reports and information from SAP and AS400- Discontinued items due to low sales, version changes, or lost business- Conducted meetings on surplus with Product Managers, Medline Canada, and Divisional President- Developed ads for surplus stock on eBay
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Shipping/ReceivingHoneywell Security. Adi Global Distribution May 2006 - May 2007Melville, Ny, UsWorking for ADI was a fantastic experience during my college career. I was able to work full-time during the summer and part time during the school year. Initially I began working the packing line, but was given the opportunity to work on the product receiving team. After some time, I was put in charge of the receiving team, having three direct reports.Duties included:- Supervised three employees- During time as receiving supervisor, drastically reduced errors reported as evidenced by more accurate inventory counts- Consulted in the hiring and firing process- Assisted the warehouse manager with recording manual audits
Louis Schultz Skills
Sales Operations
Management
Pharmaceutical Industry
Sales
Strategy
Product Launch
Sap
Pharmaceutical Sales
Pricing
Microsoft Excel
Account Management
Leadership
Hospital Sales
Salesforce.com
Healthcare
Business Objects
Data Analysis
Sales Effectiveness
Marketing
Access
Sales Presentations
Medical Devices
Operations Management
Supply Chain Management
Statistical Data Analysis
Purchasing
Marketing Strategy
Oncology
Qlikview
Cross Functional Team Leadership
Disposables
Operations Research
Market Analysis
Sales Management
Microsoft Office
Wholesale Operations
Chargebacks
Competitive Analysis
Strategic Planning
Tableau
Training
Communication
Internal Communications
Internal And External Communications
Analysis
Data Entry
Sap Bw
As400 System
Valuetrak
Delphi
Citrix
Qualtrics
Louis Schultz Education Details
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Mays Business School - Texas A&M UniversityGeneral -
Northern Illinois UniversityMarketing
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Technological University DublinSelling Skills And Sales Operations
Frequently Asked Questions about Louis Schultz
What company does Louis Schultz work for?
Louis Schultz works for Gilead Sciences
What is Louis Schultz's role at the current company?
Louis Schultz's current role is Director of Sales Analytics (Regional Insights).
What is Louis Schultz's email address?
Louis Schultz's email address is lo****@****zer.com
What schools did Louis Schultz attend?
Louis Schultz attended Mays Business School - Texas A&m University, Northern Illinois University, Technological University Dublin.
What are some of Louis Schultz's interests?
Louis Schultz has interest in Guitar, Writing, Human Rights, Economic Empowerment, Civil Rights And Social Action, Education, Environment, Reading, Banjo, Running.
What skills is Louis Schultz known for?
Louis Schultz has skills like Sales Operations, Management, Pharmaceutical Industry, Sales, Strategy, Product Launch, Sap, Pharmaceutical Sales, Pricing, Microsoft Excel, Account Management, Leadership.
Who are Louis Schultz's colleagues?
Louis Schultz's colleagues are Lynnzi Le, Aimee Wu, Sagar Dhingra, Betty Kritikos, Mark Bernstein, Anne Lui, Alejandro Corona.
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