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Experienced and proven Bio-Pharmaceutical Executive with expertise in Managed Markets, Market Access, and Sales Management. Demonstrated success leading teams in penetrating multiple key managed market segments, including Managed Care (MCO), Pharmacy Benefit Management (PBM), Trade, Distribution, Hospital, Integrated Delivery Network (IDN), Group Purchasing Organizations (GPO) , Long Term Care and Specialty Pharmacy accounts in extremely competitive environments. Broad therapeutic area experience including Bio-Oncology, Immunology, Rheumatology, Ophthalmology, Virology (HIV/Hepatology), Cardiology, Endocrinology, Metabolics, Neurology, Infectious Diseases, Pain Management, and Transplant. Extensive experience launching and selling products covered under Medical and Pharmacy Benefit, including physician administered (buy and bill), self-injectable, and solid oral medications. Successful in partnering and collaborating with highly matrixed teams and multiple stakeholders to drive business success. Innate ability to build, lead, train, and manage account teams charged with supporting brand goals, increasing coverage access/reimbursement, and delivering on target goals and objectives.Specialties: • Extensive Market Access / Managed Markets Experience • Business Strategy Development / Execution• Market Access / Account Management • Contract Negotiations • Employee Selection / Development• Trade / Product Supply / Channel Management • Fiscal Accountability / Budget Administration• Team Leadership / Collaboration • Project Management / Problem-Solving Skills• Business Relationship Development• Disease Management/ Specialty Pharmacy• New Product Launches
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Director, Market Access - TradePurdue Pharma L.P. Jan 2015 - Nov 2023Stamford, Ct, UsResponsible for the coordination, functional management, leadership and performance of Pharmacy and Distribution Trade Sales. Serve as functional expert on trade channel management. Direct and lead in the execution of trade and channel management strategies through effective development, negotiation, and management of Trade channel agreements and programs. -
Director, U.S. Managed Care SalesPurdue Pharma L.P. 2014 - 2015Stamford, Ct, UsDirected and led U.S. team of Area Managers and National/Regional Account Executives responsible for developing business-to-business relationships with accountability for portfolio market access and management of sales with strategic payer accounts including Commercial Managed Care, Medicare Part D, Managed Medicaid, and State Medicaid. Identify, leverage, and manage resources to achieve strong business results.
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Area Manager, Eastern Region - U.S. Managed MarketsPurdue Pharma L.P. 2012 - 2014Stamford, Ct, UsDirect team of Regional Account Executives in the Eastern U.S. and Puerto Rico responsible for developing business-to-business relationships across multiple strategic managed market segments including Commerical Managed Care, Medicare Part D, Managed Medicaid, State Medicaid, GPO and Long Term Care. Identify leverage, and manage resources to achieve strong business results. Provide direction in the development, negotiation, implementation, and evaluation of contracts. Develop and execute pull-through programs through collaboration with sales and marketing.
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Area Manager, East Region- Managed CareGenentech 2009 - 2012South San Francisco, California, UsDirected team of Regional Account Managers charged with developing business-to-business relationships across 57 strategic managed care accounts in 14 eastern states. Coordinated with internal stakeholders and cross-functional teams for development and execution of strategies to attain optimal product access, coverage, reimbursement, and formulary positioning. Collaborated with multi-matrixed operations and marketing teams to execute pull-through programs to drive sales and market share. -
Regional Director - Managed CareRoche Pharmaceuticals 2008 - 2009Switzerland 🇨🇭 , ChDirected team of Regional Account Managers responsible for developing business-to-business relationships across 70 strategic managed care accounts in 16 eastern states. Provided direction in the development, negotiation, implementation, and evaluation of contracts. Developed and executed pull-through programs through collaboration with sales and marketing. Managed coaching development design and implementation for improved performance. -
Regional Director - Integrated Delivery Networks & Renal CareRoche Pharmaceuticals 2006 - 2008Switzerland 🇨🇭 , ChLed team of Regional Account Managers, created strategies, tactics, and resources, developed customer relationships, and built collaborative cross-functional teams to prepare for new drug launch. Provided leadership and training to account management personnel for the development of key relationships with Integrated Delivery Networks, Hospitals, Dialysis Organizations, and Transplant centers to obtain optimal product access and exceed goals.
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National Account Manager - Trade & Professional RelationsRoche Pharmaceuticals 2003 - 2006Switzerland 🇨🇭 , ChResponsible for ensuring optimal distribution of products and meet supply / demand goals of partners, including wholesalers, retail pharmacy chains, specialty distributors, and specialty pharmacies. Partnered with brand marketing teams and legal personnel to devise new product launch initiatives, pull-through / brand awarenes / disease management programs, and contracting strategies. Negotiated and ensured contract compliance by wholesalers, specialty distributors and specialty pharmacies for Distribution and Fee-for-Service Agreements.
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National Account Manager - Managed Care/PbmRoche Pharmaceuticals 2001 - 2003Switzerland 🇨🇭 , ChResponsible for maximizing opportunities and garner positive formulary access to increase sales / market share within key national accounts. Collaborated with brand teams, sales, marketing, and law to develop and implement program, product launch and contract pull-through strategies.
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Regional Account ManagerRoche Pharmaceuticals 1999 - 2001Switzerland 🇨🇭 , ChFostered business-to-business relationships with Managed Care Organizations (MCO), Pharmacy Benefit Managers (PBM), Hospitals, Employers, and Retail Pharmacy clientele by formulating strategic plans and deploying resources, including contracting, to enhance Roche value and increase revenue / market share.
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Division Manager - Hospital/IdnRoche Pharmaceuticals 1996 - 1999Switzerland 🇨🇭 , Ch
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Division Sales ManagerRoche Pharmaceuticals 1995 - 1996Switzerland 🇨🇭 , Ch
Robert Palma Skills
Robert Palma Education Details
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St. John'S UniversityBusiness Administration
Frequently Asked Questions about Robert Palma
What is Robert Palma's role at the current company?
Robert Palma's current role is Director, Trade Market Access.
What is Robert Palma's email address?
Robert Palma's email address is ro****@****rma.com
What is Robert Palma's direct phone number?
Robert Palma's direct phone number is +151674*****
What schools did Robert Palma attend?
Robert Palma attended St. John's University.
What skills is Robert Palma known for?
Robert Palma has skills like Managed Care, Product Launch, Pharmaceutical Industry, Pharmaceutical Sales, Cross Functional Team Leadership, Cardiology, Oncology, Account Management, Rheumatology, Market Access, Biotechnology, Sales Management.
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