Regional Sales Director, HIV at Optum Specialty Pharmacy
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.
Jan 2018 - Present
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.
Jan 2014 - Dec 2018
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.
Nov 2009 - Dec 2014
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.
Feb 2009 - Nov 2009
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.