Ryan Sullivan Email & Phone Number

Santa Barbara, CA, US

Thousand Oaks, CA, US

• Inaugural “Coach of the Quarter Award” for the Market Access, Marketing, Contracting, and Trade Team (Q4 2023)MAMCT Employee of the Month (April 2024)Amgen Employee Lead for Student Engagement at UC Santa Barbara
• Lead multiple teams managing MCO/payer rebate contracts with key accounts, including CVS/Zinc, Optum/Emisar, and Kaiser
• Negotiate complex, high-stakes contracts across commercial and Medicare markets, collaborating with Legal and product teams
• Coach and develop a top-performing team to effectively execute strategic priorities and contract management
• Contribute to product launch and post-launch strategies, including innovative products and biosimilars
• Create and manage the team's strategic calendar, driving a proactive approach to contract development

Thousand Oaks, CA, US

• Developed and executed market-shaping strategies to drive revenue growth and support long-term strategic plans
• Analyzed market intelligence on products and manufacturers to identify opportunities and risks for BD, Pipeline, and In-Market teams
• Built and managed an internal market intelligence site, delivering insights on payer, manufacturers, and industry trends (e.g., Inflation Reduction Act, JP Morgan Healthcare Conference)
• Automated the pricing discount approval process using DocuSign, streamlining workflows and ensuring consistency
• Established simple, repeatable processes to review internal controls and SOPs, enhancing compliance
• Collaborated cross-functionally with Market Access, Contracting, Patient Support, Value-Based Marketing, Audit, and Compliance to ensure alignment and value creation across projects

Thousand Oaks, CA, US

• Oversaw MCO/payer rebate contracts with Amgen’s key customers, including Big 3 accounts, regional accounts, and state Medicaid supplemental rebate agreements
• Negotiated complex, high-stakes deals, collaborating with customers, Legal, and product teams to reach satisfactory outcomes
• Led and developed a high-performing team, guiding individuals with varying experience to execute strategic and contracting priorities
• Contributed to product launch and post-launch strategies for Amgen's product portfolio
• Maintained deep knowledge of key MCO customers' financials, growth drivers, membership, and industry trends
• Partnered with Market Access, Coverage & Pricing, and Finance teams to ensure accurate reporting of discounts in projections

Thousand Oaks, CA, US

• Managed the contracting process and facilitated pricing decisions for multiple national PBM/payer accounts
• Led the development of product-specific pricing strategies, value-based contracts, and net revenue impact analysis
• Maintained in-depth knowledge of key MCO customers' financials, growth drivers, membership, and mergers/acquisitions
• Managed the term sheet and contract process for new product launches, including biosimilars
• Oversaw the design, testing, and implementation of data analytics dashboards using Tableau

Chicago, Illinois, US

• Led the overhaul, design, testing, and implementation of the Salesforce quote-to-cash system as business sponsor
• Established and taught pricing and contract strategies, approving discounts beyond standard product levels
• Developed and modified sales quotas and compensation plans to protect core revenue and encourage targeted sales behavior
• Reviewed and adjusted territory sizes for Inside and Enterprise sales, including creating new national territories for Enterprise new business teams
• Translated executive goals into actionable KPIs, metrics, and reports, providing data-driven recommendations to improve business health
• Designed and implemented a forecast model for legacy distribution services, enhancing accuracy in revenue forecasting for subscription and transactional services

New York, NY, US

• Developed and coached contract strategies for the sales organization, leveraging data trends and industry insights to drive performance in key business areas
• Led multiple complex initiatives to improve CRM and contract workflow processes, aligning sales and product team needs with IT resources
• Analyzed sales data to create reports for leadership, providing actionable recommendations to enhance customer retention and acquisition strategies
• Identified organic growth opportunities, including cross-selling and up-selling, while providing pipeline forecasting to optimize revenue and resource allocation for sales leadership
• Negotiated business terms through the seller, balancing financial feasibility with company fulfillment capabilities
• Assisted in launching sales initiatives, including kick-off calls for promotions, commission plans, and sales contests

New York, NY, US

• Streamlined North American sales renewals by optimizing processes and refining operational systems to improve overall workflow efficiency
• Managed and analyzed contract data to develop effective renewal strategies and drive successful outcomes
• Identified and resolved conflicting or ambiguous contract provisions, collaborating with the sales team to reconcile terms during renewal negotiations
• Served as the subject matter expert for PR Newswire's contracts, proactively developing best practices to secure account renewals and expand contract agreements

New York, NY, US

• Managed all office contracts and the daily operations of a 30-agent office, ensuring all legal requirements were being fulfilled
• Acted as an intermediary between legal and the agents, translating complex legal phrases into layman’s terms and suggesting new actions and contract provisions to best protect the agent & the company
• Recognized legal and non-legal problems and implemented new procedures to best solve the issue
• Trained all new staff and agents to maximize efficiency and company profitability
• Assisted clients in finding new homes, from negotiating contracts to managing client expectations
• Analyzed real estate data by using public and private records to evaluate and discover market trends

Los Angeles, CA, US

• Presented and argued claims in front of an arbitrator arising out of CBA violations
• Drafted and edited arbitration demand and cover letters regarding issues covered by a CBA
• Researched and authored memorandum on a variety of issues dealing with the subtle intricacies of state and federal labor law
• Reviewed and revised the digitalization of various SAG – Producer contracts

• Taught and mentored a group of 30 second-year law students on how to effectively research, write, and edit their law review notes & comments, an undertaking most have never done before
• Supervised, educated, and motivated a group of ten third-year editors to review and edit the staffers' law review notes and comments, which had to be at least 33 pages in length
• Performed meticulous editing of law review articles after the production process to ensure quality before the articles were sent to the printers
• Edited articles for grammar and citation errors and researched citations to confirm quotes and sources

• Drafted multiple contracts and releases for a documentary, including a life rights agreement, name and likeness releases, a literary rights agreement, and a music composition agreement
• Negotiated the terms of a music composition agreement and an eBay sale agreement
• Analyzed and drafted memorandums on state and federal employment law
• Created and organized client case files in a file room and on a server

Los Angeles, CA, US

• Analyzed domestic and international trademark issues and interpreted the strength of legal claims
• Executed an IP audit to analyze IFTA's registered and unregistered IP assets
• Surveyed international distribution rights contracts to assist in updating model licensing agreements
• Authored memoranda explaining Internet piracy, web video, and how illegal websites are financed

Los Angeles, CA, US

• Authored memorandum on complex legal issues concerning the No Fly List
• Researched cases, statutes, regulations, law review articles, and other secondary sources
• Edited and fact-checked the professor's law review article drafts

Washington, District Of Columbia, US

• Investigated Digital Millennium Copyright Act violation claims online
• Assisted local law enforcement with criminal investigations of copyright infringement
• Drafted training manuals discussing piracy and gaming for future employees
• Researched and briefed major court cases relevant to the Anti-Piracy Division

Washington, District Of Columbia, US

• Performed all investigative tasks for a staff attorney assigned to low level felony cases
• Located, interviewed, and conducted background research on complainants, witnesses, and clients
• Examined crime scenes by photographing, diagramming and canvassing to uncover any pertinent information for clients

Juris Doctor, Law

Bachelor Of Arts, International Affairs; International Politics & Conflict And Security