Michael Lucy Email and Phone Number

► Responsible for national alignment development, hiring and leading a team of Regional Account Managers to create an enhanced market presence with regional payer customers primarily in the Commercial, Medicare Part D and Medicaid business segments► Establish the Regional Account Manager Team as the internal communication hub to facilitate thorough yet simplified Market Access communication with all levels of Field Sales to optimize execution► Contribute to departmental strategic decision-making for account targeting stratification, team and individual-level objective development, contracting strategy, pull-through, Market Access training support of field sales and maintaining organizational transparency through close collaboration with internal cross-functional business unit partners

► Conduct business development through existing and newly-networked potential client relationships ► Define, segment and target profitable contracting opportunities across all market access business channels► Diagnose competitive landscape, formulary assess opportunities and threats to develop customized market access strategies and solutions for start-up to mid-sized pharmaceutical/biotechnology customers ► Conduct analyses ensuring adherence to brand strategy and enabling informed decisions when allocating rebate dollars across priority sectors while monitoring incremental net sales, gross margins, NPVs and return on rebate investment

► Recruited to field sales management to enhance field-based market access knowledge to increase pull-through effectiveness capabilities in challenging Northeast markets which raised the team rank to number one nationally ► Directed a team of ten Neurology and Immunology sales representatives generating $147 million in top line sales in 2018 across the following states: NY (NYC & LI), Northern NJ, CT, RI, MA, VT, NH and ME► Created and maintained a high-performance and knowledgeable sales team culture through training, empowerment, collaboration, productive competition and very low staff turnover for reasons other than promotion► Consistently demonstrated leadership with peers and senior management to foster a “one-team” approach to business► Managed ongoing communication and tactical coordination with Sales Leadership, Market Access, Marketing, Medical, Strategic Accounts, Patient Support Services, Field Training, Communications and Co-Promote Partners► Led regional meetings to roll-out/assess strategic and tactical plans aligned to executive management and brand goals► Maintained direct relationships with key opinion leaders to encourage candid feedback to optimize improvement► Strategically assigned, monitored and enforced territory budgets and limited resources to maximize ROI and sales impact► Created a sense of empowerment and ownership in each team member to promote an entrepreneurial spirit and innovative thinking to deliver best-in-class customer care and patient-centric solutions

► Directed EMD Serono relations with clients in MA, MI, OH, PA, NC, RI, KY, ME, NH and VT and the pooled medicaid programs SSDC and Magellan via NMPI/TOP$ creating a combined $118 million annual net sales ► Negotiated and maintained profitable contracts in the Commercial, Medicaid and Medicare Part D business segments► Developed and maintained collaborative relationships with regional and national specialty pharmacy networks and coordinated the use of strategic resources to promote physician and patient education► Conducted comprehensive quarterly business and performance reviews with district managers representing all therapeutic classes throughout the region to identify opportunities and threats to maximize product share► Organized and deployed region-wide push-through and pull-through strategies and coordinated key opinion leader advocacy with field sales to advance product promotion► Served as appointed regional team representative to the Leadership Counsel and subject matter expert/point Rebif, Gonal-f, specialty pharmacy network relationship development and regional performance business presentations► Created and deployed a standardized regional business landscape presentation which facilitates efficient and accurate communications between managed markets and field sales directors to account managers across the nation

► Specifically selected for promotion by management to leverage extensive contracting knowledge and proven client management skills to improve and restore a complex and strained relationship with Prime Therapeutics► Directed Schering-Plough relations, contracting and business negotiations with Prime Therapeutics, a 20-plan pharmacy benefit manager overseeing 13.4 million pharmacy lives and generating $232 million in annual net sales for Schering► Led monthly strategy meetings with 18 managers and directors to devise and refine tactics which successfully defended existing or won new profitable formulary access for nine products across eight therapeutic classes ► Created class-by-class analyses and communicated formulary opportunities and threats during monthly team meetings► Contributed financial expertise during face-to-face meetings with high-profile customers to augment account manager product positioning presentations and formulary strategy discussions► Partnered with Marketing and Finance Departments to implement unique promotions and innovative contracting► Coordinated the effective use of customer marketing managers to successfully implement quality initiatives and medical science liaisons which supported efforts to achieve profitable preferred formulary access for new products► Team subject matter expert for managed care contracting strategy, financial models & analyses and Medicare Part D

► Directed Schering relations with 12 regional and national clients in Texas and Arkansas which created $54 million in sales for Schering annually ► Negotiated and maintained commercial, Medicare Part D and Medicaid rebate agreements with 5 clients which created $21 million in sales for Schering annually ► Developed extensive relationship networks throughout each client to maximize influence within all key departments ► Analyzed and communicated regional share trends to align field sales messaging with managed care opportunities ► Directed monthly Cardiovascular meetings to coordinate Schering, Merck and Merck/Schering Joint Venture field sales managed care targets ► Chaired monthly field sales integration meetings to advise primary care district managers on the current managed care environment and opportunities in Texas, Arkansas and nationally

- Analyzed financial impact and business rationale of pricing strategies used in new managed care account proposals in preparation for executive review to ensure profitable formulary access - Researched and developed innovative managed care contracting strategies in partnership with Corporate Counsel to enhance Schering’s competitiveness in the industry - Collaborated with Corporate Counsel to draft hospital discount contract language for both the intravenous and tablet forms of Avelox and Cipro upon completion of the Bayer merger - Assessed Bayer Commercial and Medicaid contracts to migrate terms into Schering contracts following the merger - Trained new regional and national account managers in financial contracting and strategy prior to field deployment - Developed product financial models used by account managers with managed care clients to quantify the budget impact of new product formulary additions - Created and designed the Rebate Forecasting System which managed Schering’s $400 million annual rebate budget

► Conducted merger and acquisition transactions as well as management and leveraged buyouts of public and private companies which required extensive client interaction in sales, finance and marketing roles► Performed valuation techniques including public and private comparable analysis, acquisition comparable analysis, pro forma analysis, leveraged buyout affordability analysis and discounted cash flow analysis

► Provided financial direction, as a NASD-licensed advisor, to corporate clients with assets totaling $55 million► Supervised staff of three professionals managing client portfolios ranging in assets from $1 to $5 million