Philip Digennaro Email & Phone Number

Accountable 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.

National 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.

Northeast Area

Appointed 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.

Pennsylvania/New Jersey

Award 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.

Pa, 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.

Nj.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.

Execution 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.

Bachelor Of Science (Bs), Business Administration / Marketing

Executive Finance & Leadership Certificate Program