Tom Johnson Email & Phone Number

Waltham, Massachusetts, United States

Cleveland/Akron, Ohio Area

Responsible for payer access and contracting with key national and regional accounts including CVS/Caremark Commercial and Part D, Catamaran, Humana, ESI (Medco), BCBS IL, Medical Mutual, BCBS MI, Priority Health, UPMC, Navitus PBM and Medica.• Responsible for development and implementation of contracting strategy.• Responsible for specialty pharmacy strategic planning.

Responsible for payer access and reimbursement for Medicare MAC 15 and key regional and national payer accounts including Humana, Medical Mutual and United and Anthem Regional. Was responsible for Integrated Health Systems, Pathway Development, GPO's and key National Transplant Centers.Worked closely with large provider groups in Ohio and Kentucky to insure coding and reimbursement issues were resolved.

Responsible for building and implementing a payer strategy across the Oncology portfolio with commercial insurers, Managed Medicare plans and PBM’s. Developing strategic initiatives with GPO’s: ION and Onmark as well as P4 Pathways and ICore. ● Work with all major payers to insure access to Genzyme Oncology portfolio with emphasis on Mozobil, Leukine And Campath. ● Target opportunities for brand development, product positioning, protocol development to increase sales and immediate uptake within market segments with Ion Oncology, ICore and P4 Pathways. ● Create communication protocol with field sales management and sales team members relative to account updates and pull-through initiatives to maximize drug utilization. Selected Accomplishments:• Developed Strategy for Mozobil launch and post launch education and coverage initiatives with payers. • Developed market strategy with key Specialty GPO partners.

Responsible for contracting with key regional Managed Care Payers, Medicare Part D Payers and PBM’s. Collaboration with sales force on regional and national coverage pull-through initiatives and reimbursement support. Key Accounts: Medco, Member Health, Highmark BCBS, Excellus BCBS, Carefirst BCBS, Horizon BCBS, CVS/Caremark, BCBS of MI, BCBS of FL, Humana, UPMC, IBCBS.● Negotiate contracts that optimize sales results and comply with companies contracting policy● Create competitive advantage for products through clinical and economic differentiation● Build teamwork through effective communication at the local and regional levels to optimize sales results.● Provide leadership in developing account team strategies that maximize product pull-through Lead on contract negotiation, contract terms, rebates, and other standard parameters to provide optimal access. Selected Accomplishments:• Obtained PDL- preferred status for Renagel and Renvela at all contracted accounts.• Rated excellent or distinguished every year on annual performance reviews.• Developed Corporate Mail Order initiative.

Provided strategic consulting and marketing services to the pharmaceutical and biotech industries. Design, develop and implement marketing programs and clinical experience trials for pharmaceutical companies with emphasis in Oncology and Asthma therapeutic areas. Also involved in strategic planning and development of marketing programs for managed care.

Responsible for development of an institutional based field sales organization for a biotech company in pre commercialization. Responsibilities include development of all field sales policy procedure, business analysis, sales force recruitment and long term business development strategy. This included:• Market research and planning to determine market potential, development of field strategies to address customer needs.• Market research to develop reimbursement and managed care initiatives.• Participation in multiple advisory boards to determine market needs and develop strategy for each target segment.• Responsible for field sales start up budget of 6MAdditional responsibilities due to partnership agreement with SmithKline Beecham include:• Member Joint Development Committee• Member Joint Commercialization Committee• Member Product launch team• Ad Hoc Member Distribution Committee

Responsible for the development of territory sales and the creation of an institutional based sales force for a biotech company specializing in the sale of a therapeutic medical device and medical instrument to Oncologists for use in Bone Marrow Transplant. Responsible for development of managed care and reimbursement strategy, development of bonus program and five year business strategy. Management responsibility for District Managers, Sales Representatives and Technical Support Assistants. Assisted in the design and implementation of the Phase IV Program.• Responsible for field sales budget of 3M• First year revenue generated: 25M

Responsible for managing Hospital and Oncology sectors for the Southeast Region represented by seven states and Puerto Rico. Developed and executed sales strategy that resulted in achievement of profit and revenue objectives. Established relationships with key regional accounts in order to maintain an understanding of emerging customer needs.• Responsible for 9M field sales budget• Managed regional marketing budget of 1.5M• Increased sales in Hospital therapeutics by 25%• Increased sales in Oncology therapeutics by 17%

Marketing InternshipDeveloped strategy for oral morphine product launch in the Urology/Oncology Market. Developed incentive compensation plan, targeted marketing programs and the patient assistance program. Provided field sales input to development of all strategic initiatives in preparation for new product introduction in the pain management sector of the Oncology market. Worked with marketing research, market strategy and contracting to develop and implement a pre and post launch strategy.1988 – 1995 Zeneca Pharmaceuticals District Business Manager and Regional Account Director1987 – 1988 Zeneca Pharmaceuticals Regional Sales Trainer1985 – 1987 Zeneca Pharmaceuticals Hospital Sales Representative1984 – 1985 Zeneca Pharmaceuticals Medical Sales Representative