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Accomplished Senior Sales Leader - Actavis PlcPhilip J. DiGennaro | philjdig@gmail.comAction- Oriented, dynamic and accomplished senior leader with an outstanding track-record of success in driving organizational performance in both the sales and managed market function. Extensive experience in the development of innovative sales and contracting strategies, product growth, problem solving and product portfolio management. Documented successful launch experience. A reputation as a conscientious and empowering leader with a detailed history of building, developing, inspiring and leading teams focused on exceeding company goals and maximizing profit. Turnaround specialist with a documented and unique ability to align team and departmental goals with organizational business strategy and plans in an effective and ethical manner. Outstanding presentation, communication and cross functional team management. Professional success at every level of the sales organization. Areas of expertise: ▪ Product Launch Proficiency - 20+ Launches ▪ Consistent Achievement of Sales Objectives▪ Talent Acquisition & Development▪ Sales Force Deployment ▪ Incentive Compensation Plans ▪ Complex Human Resources Issues▪ National and Regional Contract/Negotiation Expertise▪ Managed Market Optimization - Field Force Implementation▪ MCO, Medicaid, Medicare, Specialty Pharmacy - Buy & Bill (Part B), GPO, LTC Experience• Access and Reimbursement StrategyAwards:Pinnacle Club, Vifor/CSL-Vifor Inc. 2018, 2023 President's Club, Forest Pharmaceuticals Inc.,2008, 2009, 2010Account Manager of the Year, Health Industries Research Center, 2005, 2006Outstanding Leadership Award, Forest Pharmaceuticals Inc., 2001, 2002
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Market Access And Us Payer Relations LeadVifor Pharma Oct 2015 - PresentAccountable to secure unrestricted, and ultimately, preferred access with National managed care organizations, PBMs, GPO/IDN, LTC,VA/DoD as well as FFS Medicaid and Medicare Part B for promoted brands. Drove the strategic distribution contracting to ensure provider and patient access and satisfaction via a HUB and Specialty Pharmacy. Skilled at facilitating and presenting multifaceted material including Financial Outcome modeling, Disease State Programs, Health Outcome Analysis, Value Base Contracting and Key Pivotal Studies.
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Executive National Director - Managed MarketsActavis Plc Apr 2014 - Jul 2015National Sales Director leading the Account Management team responsible for securing profitable contracts and preferred formulary positioning across the entire Actavis brand portfolio. Propel the team in the development of strategy within multiple payer channels including: MCO, PBM, HMO, GPO, Specialty Pharmacy, State & Managed Medicaid, Medicare (Part B & D), IDN/Hospital, Physician Organizations, VA/DOD and the emerging Health Exchange/Market place accounts. Integrated Regional Account Management and Sales teams to secure collaborative partnerships & pull-through plans to drive market share. Developed training programs and Incentive Compensation Plans. Commissioned and designed resources to aid in proactive account management including: HEOR Studies, Budget Impact Models and Disease State Management programs. Partnered with Managed Care segment marketing to ensure comprehensive sales materials & resources were provided to aid in product value proposition. Strategized and coached the five Area Directors- direct reports- on strategic/financial analysis, contract negotiations, sales force integration, and navigating the complexities of the health care market in order to maximize margins. Liaison for the Managed Market department to Executive Management, Brand Marketing, Sales Administration, IT and Finance. Report directly to the SVP of Managed Markets and Government Policy. -
Area Vice President Of SalesForest Laboratories May 2012 - Apr 2014Northeast AreaAppointed to lead the turnaround of the Northeast Area Business Unit (MD, VA, WV, PA, NJ, NY, CT, MA, RI, VT, & ME). At conclusion of tenure Northeast Area was ranked #1 in market share growth and product sales across the portfolio. Directed all aspects of the profitable operation providing leadership and direction to a team of 7 Regional Directors, an Area Manager of Training, 68 Divisional / Specialty Managers, and 684 Sales and Specialty Sales Representatives. Responsibilities included leading and directing the talent acquisition and development, performance, business plan creation, field execution, compliance, and Sales-force effectiveness. Developed and shaped promotional brand strategy. Devised launch plans on an Area level for four distinct brands and the acquired GI franchise resulting in top sales ranks for launch year. Selected to the Ironwood co-promote task force and Actavis integration team. Member of senior executive team reporting directly to the Senior Vice President of Sales. -
Sr. Regional Sales DirectorForest Laboratories Jun 2006 - May 2012Pennsylvania/New JerseyAward winning Regional Director with documented success developing and leading a Regional management team of 10 Division Managers & 2 Regional Sales Trainers in the areas of leadership, management, coaching and team building. Simultaneously collaborated with the Regional Sales team of 110 representatives to consistently meet and exceed corporate sales goals. Responsibilities included: hiring, developing and retaining top sales and management talent, executing sales and launch plans, effectively allocating budget and resources, managed care pull-through, as well as implementing innovative strategies and tactics for continued growth in a dynamic market place. Devised Regional launch plans for five distinct brands – all ranked in the top 5% of performance for launch year. Delivered strong and consistent sales performance across the product portfolio for entire tenure in position – continuously ranked in top 20% of all Sales Regions for entire six year tenure. Recognized Accomplishments - * Succession planning and promotion of direct reports – 4 to Regional Director, 3 to Area Manager of Training and 1 to Regional Account Manager.* Three time President’s Club Award Winning Region. Number 1 Ranked Region for two consecutive years – 2009 & 2010.* Increased retention with turnover rates reduced to single digit percentage from a high of 42% prior taking position.* Appointed by VP of Sales and Area Business Director to ICP taskforce with the mission to overhaul the sales compensation program which increased understanding, fairness and motivation across the entire national sales force.
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Regional Account ManagerForest Laboratories Jul 2002 - Jun 2006Pa, Nj, De, & Md.Responsible for improving access, and net corporate revenue for the Forest Branded portfolio through profitable contracting and pull through initiatives with Managed Care Organizations, Pharmacy Benefit Managers and Specialty Pharmacies. Managed numerous Managed Care, HMO, PBM, FFS State Medicaid, and Medicare accounts in PA, NJ, DE, & MD. Major Accounts included: IBC/FutureScripts, Highmark BC/BS, UPMC, Gateway, Keystone Mercy, Health Partners, Horizon NJ Health, Horizon BCBS and CareFirst BCBS. Negotiated contracts and built secure business relationships with influential customers both internal and external. Primary customers consisted of: CMO, Medical Directors, VP of Pharmacy, Marketing, Pharmacy Directors, P & T Committee Members, Senior Area Business Directors, Regional Directors, Field Management, and Contract Operations.
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District Sales ManagerForest Laboratories Nov 1999 - Jul 2002Nj.Md. De. Pa.Effectively led a team of 10 Sales Representatives in NJ, PA, DE & MD. Responsible for hiring, developing and leading each individual and the team as an entity via tactical planning and enhanced execution of strategies to grow business with target physicians in multiple disease states including: Central Nervous System, Respiratory & Cardiovascular. Multiple product launch experience and recognized award winner. Documented sales results and personnel development.Proven ability to exceed sales goals through the influence of, and collaboration with, others.
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Territory And Hospital RepresentativeForest Laboratories Mar 1996 - Nov 1999Execution of business strategies to ensure the growth and market presence of the company and promoted products. Successfully sold the Forest line to primary care physicians, specialists, and institutions including: Teaching, System, City, Psychiatric and VA/DoD. Multiple product launch experience and recognized award winner.
Philip Digennaro Skills
Philip Digennaro Education Details
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Business Administration / Marketing -
Executive Finance & Leadership Certificate Program
Frequently Asked Questions about Philip Digennaro
What company does Philip Digennaro work for?
Philip Digennaro works for Vifor Pharma
What is Philip Digennaro's role at the current company?
Philip Digennaro's current role is Market Access @ Vifor Pharma | Pinnacle Club, Leadership.
What is Philip Digennaro's email address?
Philip Digennaro's email address is pd****@****psa.com
What schools did Philip Digennaro attend?
Philip Digennaro attended West Virginia University, University Of North Carolina At Chapel Hill - Kenan-Flagler Business School.
What skills is Philip Digennaro known for?
Philip Digennaro has skills like Pharmaceutical Sales, Product Launch, Sales, Managed Care, Sales Effectiveness, Sales Operations, Pharmaceutical Industry, Cardiology, Management, Cross Functional Team Leadership, Neurology, Hospital Sales.
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Philip DiGennaro
Rochelle Park, Nj1gmail.com -
Philip DiGennaro
Greenwich, Ct
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