Misha Honaker Email & Phone Number

United States

As a GLG Network Member, I bring 20+ years’ of experience in the Pharmaceutical/Biotech industry to help clients solve some of their toughest business challenges across commercial operations including marketing, sales leadership in market access with unique expertise in IDN’s, GPO’s, and Value Based Care. Extensive Buy and Bill and contracting experise.

Indiana, United States

Stood up first ever IDN market team. Created segmentation for IDNs. Implemented new GPO and IDN resources and contracting strategy based on segmentation strategy. Developed portfolio wide ways of working to ensure customer centric “tops down and bottoms up” pull through in largest IDNs.• Executed on first ever IDN contract for Biogen giving Biogen preferred status at one of the largest IDNs in the country.• Signed first ever GPO contract for Biogen to be implemented 01/2023.• Created Ways of Working throughout organization to ensure successful launches of two new brands.

Mid West, Indiana

Developed and implemented strategy to positively impact Merck’s largest IDN, Ascension worth over $150M. Led national Ascension team to pull through strategy. Responsible for ecosystem that spanned the State Department of Health and the top five largest integrated delivery system in the state of Indiana. Worked with markets to understand key triggers including population health management, accountable care organizations, and managed care trends that could impact market. Positioned Merck as a solutions-oriented partner for multiple customer types aligned with above trends within the market and key customers. Developed business and account plans that included maximization and alignment of key stakeholders throughout the organization.• Developed comprehensive account plan working with the Indiana State Department of Health and the entire ecosystem connecting public and private entities to increase overall vaccine population health, resulting in an increase in overall vaccine rates by 15%.• Strategically developed Merck’s first ever Value Based contract which led to a strong partnership with Ascension. Partnered to create a comprehensive plan to increase overall vaccine population health goals throughout the largest not-for-profit health system in the United States through patient identification, provider education, patient outreach, EMR optimization, and billing and coding. Secured Ascension business through novel GPO contracting strategy.• Served as national point role only value-based care contract, the first VBC for Merck. Partnered with all sales leaders, sales managers, and account managers to ensure national and regional goals were met by working with Philadelphia partners to ensure proper resources were available for field, developing workshops for all live and virtual touch points, an ongoing communication campaign throughout year.• Directors Award 2016, 2017, 2018• Led contracting strategies and training for regional team – GPO, IDN, public.

Philadelphia

Led cross-matrix team through market research, competitive scenario planning, and brand scenario planning to develop long-term strategies for retention and strategies to maximize opportunity of competitive shortage. Maintained understanding of company compliance policies to ensure standards were met. Oversaw development of several strategies and projects including supply opportunities and retention strategies.• Earned Marketing Excellence Award for developing and implementing strategy to maximize competitively generated opportunity.• Personally developed supply standard operations document for use when managing GSK or competitive supply issues; document was eventually utilized at business unit level.

Greater Philadelphia Area

Indiana, Michigan, Ohio

Directed team of 14 account executives and sales managers to develop growth and management strategies for $150M market. Functioned in matrix environment, coordinating across Indiana, Michigan, Ohio, Iowa, and Nebraska to develop and implement launch plans. Consistently increased team ranking through effective leadership and innovative motivation. Identified billable project opportunities and oversaw field sales organization restructures. Mentored six sales directors across three United States regions. Created area development plan utilized across 13 regions to support goals of Vice President.• Led team from ranking #15 out of 16 regions to #1 for three consecutive years under two incentive compensation plans through effective vision development, performance management, business planning, innovative execution, and team development.• Received multiple Performance Circle and Team Champions awards for outstanding contributions.• Developed strategies to support multiple market opportunities, IDNs, and public health including county health department and municipalities, generating more than $2M in new business in less than one year; oversaw account management team of 14 through exceptional execution.• Led pilot to create commercial model for vaccines division; utilized cross-functional team to analyze market trends and implement model that maximized resources to ensure future business goals were attainable.

Selected to oversee one-year product launch project. Participated as brand team member throughout development of launch strategies. Created and executed public strategy access and launch. Led training program for more than 150 sales leaders from across the United States. Program included training modules, objection handling workshops, annotated materials, and sales presentation simulations. Subsequently coordinated 24 launch meetings with field sales teams, training departments, sales operations teams, telemarketing, and brand teams. Interacted with distribution channels regarding trade and contracting initiatives. Coordinated with external agencies to develop online media and journal plans. Analyzed customer goals and created targeted initiatives for field sales and marketing. Assisted advisory board during market research regarding managed care, nurses, and physicians.• Successfully launched Rotarix, achieving $50M in revenue during first six months and $175M in revenue during first full year and earning Marketing Excellence Award for outstanding performance.• Developed and implemented National Speaker Program Initiative to drive brand awareness; arranged more than 120 speaker programs in three weeks throughout the United States.• Served as Brand Manager for Tip Lok and HAVRIX Pediatric, managing strategy, resources, and A&P spend.

Led team of 12 during development and implementation of several new programs across Alabama, Mississippi, Georgia, Florida, North Carolina, South Carolina, Tennessee, Kentucky, Virginia, and Washington, DC. Created tools to track pharmaceutical affiliation and call activity. Led biweekly team conference calls to improve consistency of communication. Oversaw hiring process of 24 sales representatives and two account managers. Assisted new directors in gaining familiarity with industry.• Designed and implemented District Diagnostics Days program; successfully completed diagnostics program with teams in Tennessee, North Carolina, South Carolina, Georgia, Washington, DC, and Maryland, resulting in increased business opportunities for each district.• Awarded Emerald Tier Award in 2007 for outstanding performance and contributions to Vaccines Business Unit, as well as achieving rank as #1 Region Development Manager.

Directed team to analyze data and create strategies for program development. Mentored sales representatives to create stronger team and individual functionality. Established vaccination programs in high-risk hepatitis populations. Cultivated relationships and created partnerships with regional organizations to further develop and advance programs through channels including Indiana State Legislature and Department of Health.• Led vaccine sales representatives throughout development of Vaccines for Children program, achieving 142% of 2005 goal and 116% of 2006 goal to become among top VFC teams in nation.• Selected as one of 15 sales representatives within division to participate in regional development program designed to assist employees in career development.

Indianapolis, Indiana Area

Developed Territory and Strategic Account Plans. Worked to ensure strong customer centric relationship with accounts. Grew business significantly by leveraging customer centric relationship and executing on account plans.