Juan Mata Email and Phone Number

Promoted to Market Access Regional Manager in an Associate Director role to focus on Regional Payer Account Management and pull-through performance training for the Alcon Pharmaceutical Portfolio.• Team Lead in partnership with Marketing team to develop content for Market Access field training and distribution• Work closely with Market Access strategy, Account Management Team, and Sales team to help identify regional access opportunities and secure competitive access for Alcon Pharmaceutical Portfolio• Lead field sales market access training, drive field pull-through execution, and be the key liaison between field sales and the Market Access Department• Develop and execute pull-through business plans aligned with field sales and market access goals, as well as obtain Alcon Pharma access goals within assigned payer accounts.• Experts in Patient Reimbursement services, working closely with physician practices to support payer policies, patient support and office support• Ensure patients have access to Alcon branded pharmaceuticals through pull-through activities such as pharmacy partnerships, prior authorization, and tier exception options• Educate HCPs and their office staff on Managed Care topics to eliminate barriers for patients requiring access to Alcon branded products• Experience with Medicare, Medicare Part D, Medicare Advantage, Commercial, Medicaid, and Government health plans• Assigned to Regional Health Plans to negotiate branded product access for Medicare, Commercial, Medicaid, and Government health plans• Lead completion of Business Plan reviews, specifically market share trends for Health Plans, ECP practices, and Alcon Leadership• Partnered with internal stakeholders to Manage Speaker Bureau presentations, while compliantly training speakers on presentations

* Build disease awareness with key partners, validated understanding of treatment initiation processes, patient identification etc. * Collaborate with partners, internally and externally, on prior authorization, payor restrictions, reimbursement stipulations, and patient referrals to support patient access. * Manage the sales budget and grow sales across the territory through development of impactful territory plan and engaging communications. * Employ business planning and local market knowledge to develop sales and customer networks. * Grow relationships and communications with all partners and communities to develop solid understanding of treatment algorithm and business dynamics within accounts. * Implement compliant and medically relevant programs to effect significant customer satisfaction and sales. * Cover and visit all customers in the area of responsibility according to their importance and potential. * Manages accounts for all business related aspects (sales, negotiation, development, relation with owner and managers, define solutions for customer needs). * Develop excellent and fruitful relations with customers and opinion leaders. * Participate, develop and conduct different meetings and events (congresses, round tables, trainings). * Establish and present action plans in order to achieve sales target. * Plan and track agreed account metrics and communicate clearly the progress of monthly/quarterly. * Keeps constant touch on market evolution. * Organize trainings, educational programs and product presentations. * Prospect the market for new accounts and identify grow opportunities.

A demonstrated record of success and achievement at this contract furniture dealer specializing in Commercial, Education, Healthcare, Government and Hospitality.– Manage a $20,000,000 Revenue budget and tasked to increase revenue by 12% year over year– Lead a sales team to increase market share and uncover new opportunities for sustainable growth– Lead sales presentations to Architects, Designers, General Contractors and C-Suite Personnel– Implemented Performance Management Objectives through Wittigs Values & Behaviors– Coordinated launch of the Wittigs Brand Development Strategic Initiative– Created and Executed on an improved Incentive Compensation Plan for the Wittigs Sales Team– Represented the Haworth Brand in support of dealership partnership– Partnered with local Haworth account executive to ensure alignment and uncover opportunities within the assigned region– Utilized networking opportunities to make connections with key stakeholders– Focused on Education, Government, and Commercial sales

★ Delivers consistent revenue through agreements for eye products with accounts throughout Southern California, Hawaii, Nevada, Utah, and Arizona. ★ Works with Sales teams to share regional managed care information.★ Builds strong relationships with regional health plans to secure formulary positions for the products Simbrinza, Pazeo, Travatan Z, Vigamox, Ciprodex, and Durezol. ★ Leads sales presentations to CEOs, medical directors, pharmacy directors, and other key stakeholders.★ Gains insight into the needs of each health plan to develop optimal outcomes at the lowest cost, using a combination of customized programs, incentives, and rebates.★ Landed five contracts and secured formulary access to three additional health plans serving the Southern California market in less than two years.☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲ABOUT ALCONAlcon, the second largest division of Novartis, is the global leader in eye care. Our mission is to discover new ways to enhance sight and improve people's lives. Our three businesses – surgical, pharmaceutical and vision care – offer the widest spectrum of industry leading products that address the full life cycle of eye care needs. We treat all parts of the eye through a comprehensive line of high-quality ophthalmic surgical and pharmaceutical products, and a broad portfolio of contact lenses and lens care products.

★ Supervised nine sales representatives selling products to physicians throughout downtown Los Angeles, Beverly Hills, and the San Fernando Valley; led coaching and professional development to build sales skills.★ Increased sales to $72MM in revenue driven by a volume of 650,000 prescriptions.★ Developed strategic plans that increased market share by responding to district and territory trends and market conditions.★ Built relationships with Key Opinion Leaders throughout the territory, sparking positive discussion and brand advocacy within the medical community.★ Ranked 14 out of 43 district managers; recognized as a member of the Top 20% Circle of Excellence.☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲ABOUT ALCONAlcon, the second largest division of Novartis, is the global leader in eye care. Our mission is to discover new ways to enhance sight and improve people's lives. Our three businesses – surgical, pharmaceutical and vision care – offer the widest spectrum of industry leading products that address the full life cycle of eye care needs. We treat all parts of the eye through a comprehensive line of high-quality ophthalmic surgical and pharmaceutical products, and a broad portfolio of contact lenses and lens care products.

★ Monitored and analyzed performance at the territory, district, regional, and national levels, conveying information to the Vice President of Sales.★ Built reports providing insight into market trends and advising leadership regarding the factors influencing specific territory performance.★ Led compensation plan development, contest development, tracking, and physician targeting, and defined performance standards.☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲ABOUT ALCONAlcon, the second largest division of Novartis, is the global leader in eye care. Our mission is to discover new ways to enhance sight and improve people's lives.

Primary responsibilities included providing new hires advanced training in product knowledge, physician targeting, routing, and increased business acumen while increasing proficiency in Global Professional Selling skills.

★ Secured sales for Durezol, Ilevro and Vigamox with ophthalmologists throughout San Antonio.★ Outstanding results, ranking as the third top performing medical sales representative in the United States, and the top-ranked medical sales representative in the State of Texas.★ Recognized with President’s Club awards in 2010 and 2011.☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲ABOUT ALCONAlcon, the second largest division of Novartis, is the global leader in eye care. Our mission is to discover new ways to enhance sight and improve people's lives.

Responsibilities included executing sales calls on optometrists and ophthalmologists to promote Bausch and Lomb’s contact lens and contact lens solution in a consultative selling approach. Created and implemented account specific programs and business plans. Sought opportunities for strategic business planning and portfolio selling, which resulted in expansion of Bausch and Lomb product utilization in accounts. Successful in educating doctors and staff about the newest in contact lens technology - silicone hydrogel lenses.