Market Access Consulting - Launch Strategies, Formulary Positioning, Field Team Training, Executive Training, Specialty Pharmacy and 3PL Selection Expert Witness in Legal Proceedings

Lead Market Access Strategy for Bayer Oncology Assets including GPO Strategy, Specialty Pharmacy Network Design, Formulary Negotiation and Placement, Market Access Training, Congress Presentations, HCP Interactions, Field Sales Training and Leadership Committees

Provide guidance to pharmaceutical and device manufacturers regarding PBM, Payer and Specialty Pharmacy strategies.

Negotiate Commercial, Medicare, and Medicaid rebates with 35 pharmaceutical manufacturers that account for >$6B annually. Collaborate, educate and influence pharmaceutical manufacturers about Express Scripts’ rebate opportunities and patient solutions (SafeGuardRx). Persuade internal partners and pharmaceutical manufacturer leadership to pilot innovative rebate strategies to secure formulary placement.

Chaired the Express Scripts’ Value Assessment Committee (VAC) that is responsible for inclusion of all medications on the National Commercial and Medicare Formularies. The Express Scripts’ National Preferred Formulary is the largest Commercial Formulary with more than 25 million lives and delivers >$5B in annual rebates to plan sponsors. Responsible for creating rebate strategies for annual contracting and collaborate with manufactures to determine discounts and rebates.

Devise strategies and tactical plans promoting Pharmaceutical Management Programs that increase patient utilization of value driven medications, including Step Therapy, Prior Authorization, and Drug Quantity Assurance to 3,000+ Employer, Health Plan, Medicare, and Medicaid clients representing 30+ million lives. Manage a team of 12 direct reports supporting 500 field-based sales representatives

Led the Clinical Solutions Team charged with formulating strategies, clinical and financial value proposition, products, and programs to promote and sell to clients during integration of Express Scripts and Medco Health Solutions.

Oversaw $700M annual book of business related to client pharmacy spend. Devised strategy, established goals, and spearheaded projects in collaboration with department Vice President. Managed 4 pharmacists focused on assuring appropriate pharmacy benefit expenditures. Conducted quarterly and annual presentations to SVPs of employer benefits, CFOs and Client Benefit Consultants.

Recruited to build revenue for the company, and serve as a trusted partner and clinical consultant to pharmacies. Reviewed client pharmacy spend, identified internal programs matching client needs, created appropriate slides / presentations, and utilized consultative techniques to secure the sale.

Promoted to formulate annual marketing strategy and tactics designed to increase respiratory, cardiovascular, and women's health disease state awareness with Managed Markets customers. Created and distributed on-line materials for patients, physicians, and case managers within national and regional MCOs. Conducted field-based patient screening programs and organized training meetings for 6 field-based Associate Directors on a semi-annual basis. Managed 2 creative agencies, 1 direct-report Manager, and administered a $4.5M budget. Collaborated cross-functionally with legal, brand, and sales for internal and co-promotion efforts with Pfizer Pharmaceuticals.

Promoted to bring clinical background and fresh field-level perspective to the managed markets marketing group for COPD products. Performed tactical execution of developed marketing strategies, interfaced with creative agencies, and garnered BI / Pfizer Medical, Regulatory, and Legal approval for all materials. Key Achievements:• Catapulted MCO utilization of COPD materials 20% by assembling and leading a team charged with authoring 12 SOPs, organizing materials, and submitting a completed package to NCQA, which resulted in Program Content and Design Certification.• Contributed to RAMs, NAMs, Health Management Associate Directors, and HEOR team implementing 100+ clinical programs, which educated 400,000 patients.• Increased on-time project completion 15% from predecessor by developing weekly report completed and presented by 2 agencies and a spirometry vendor, resulting in 90% of projects finished under budget.• Realized 10% reduction in agency revision expenses and versions returned from Medical, Legal, and Regulatory by reviewing all projects prior to submission and garnering a thorough understanding of all MLR procedures.• Honored with the Team Spirit and Spotlight On awards in 2008.

Recruited to initiate a territory, and identify / develop relationships with 65 Key Opinion Leaders in the pulmonology field to garner feedback regarding the treatment of COPD. Completed 200 visits per year with 50 pulmonologists, providing value and clinical information utilizing consultative selling strategies. Key Achievements:• Developed 50 Key Opinion Leaders in teaching institutions (Centers of Excellence) and community settings throughout North and South Carolina, Virginia, and Baltimore utilizing less than 80% of travel budget; several KOLs were top researchers authoring articles in CHEST and the AJRCCM (American Thoracic Society journal). • Ranked in the Top 15% of all respiratory Medical Science Liaisons (MSLs), which resulted in attendance at the European Thoracic Society Meetings and 3 marketing-sponsored KOL promotional training events.