Gene McCarty

Regional Sales Director, HIV at Optum Specialty Pharmacy

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Work experience

Jun 2019 - Present

Optum Specialty Pharmacy (United Health Group)

Regional Sales Director, HIV

Managing Specialty Pharmacy Sales for Optum Specialty Pharmacy in VA, MD, DC, NC, SC, FL, GA, AL, TN, TX.

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Jan 2018 - Present

ViiV Healthcare

Field VP of National Accounts

In this role, I was charged with generating 50% of company's net revenue. I hired and supervised 3 direct reports covering Top 10 national accounts including UHC, OptumRx, Cigna / Express Scripts, CVS / Caremark, Aetna, Prime Therapeutics, Anthem, Kaiser Permanente, Humana, and WellCare. Attended all payer-related specialty pharmacy and managed care conferences.

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Jan 2014 - Dec 2018

ViiV Healthcare

Field VP of Market Access

Here I led customer-facing teams across all channels: Commercial, Managed Medicaid, Managed Care, AIDS Drug Assistance Programs, VA, DoD, and State Health Exchanges. I hred and supervised 2 Payer Directors and 11 indirect reports; administered $750K budget. ***Value Added***✔Drove customer-facing market access from 1.6B to 4.1B through 3 major project launches.✔Spearheaded and established first-ever proprietary database of payer activity to set baseline metrics for launching products. ✔Introduced new compensation program that resulted in outperformance of launch access goal by 10%. ✔Tasked with training European counterparts in proactively engaging market access customers; recognized for highly successful training strategy and facilitation which was focused on best practices and spin-selling techniques.

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Nov 2009 - Dec 2014

ViiV Healthcare

National Director, Payer Field Operations

During my tenure in this role, I selected by executive leadership to serve in this newly created role, subsequent to joint venture between GSK and Pfizer that created ViiV Healthcare. I supervised 5 Regional Account Managers, 2 National Account Managers, and 2 Government Relations Directors charged with building business across Commercial, Medicaid, Managed Care, AIDS Drug Assistance Programs, VA, DoD and State Health Exchanges in US and Puerto Rico. ***Value Added***✔Secured formulary access for newly launch product Tivicay in 96% of payer accounts and 98% of HIV lives 16 weeks after FDA approval with 73% of HIV lives covered without restriction.✔Achieved 190% of quota for Tivicay in 9 months post-launch, despite product's third-to-market in its classification status, which necessitated growing headcount from 7 to 9 account executives.✔Generated $3M in sales for Selzentry with largest national California-based commercial provider of HIV care in first 12 months. ✔Retained 80% of Combivir brand sales for first half of 2012 despite patent loss by identifying 10 states with opportunities to retain branded sales in Medicaid and ADAP payer channels.✔Established new position within payer organization, "Community Government Relations Director" to provide strategic support to community organizations and interact with government agencies for the treatment of AIDS.

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Feb 2009 - Nov 2009

Pfizer

National Sales Manager - HIV

I advanced through ranks at Pfizer, culminating in National Sales Manager role, I played key role in preparing team for transition resulting from joint venture that created Viiv Healthcare. I prepared team for transition, managed national sales meetings, maintained sales momentum, and integrated Pfizer team into GSK organization. I attended transition meetings at Pfizer's New York office.

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