Russell Gay

Providing guidance & investment to growth focused technology & healthcare companies.

1

Office Hours

How does this work?
Ask me about
PBMs
LDD's
Specialty pharmacy
Infusion therapy
Pharma
Healthcare business development
Payer payor
340b
oral oncolytic
Work experience

Feb 2003 - Present

2020 ConsultRx LLC

Founding Principal

We provide Private Equity investors deep Operator insight into healthcare markets including pharma and product launching, specialty, retail, LTC & infusion pharmacy, PBM, health plan, tech, drug wholesaler, medical device and IDN 340b. In addition to expert guidance, some clients contract due diligence projects where we provide on-time and on-budget deep analysis for acquisition targets including identifying risks and opportunities, strategic & execution guidance in business plans, P&L improvement & market trends (please see references below).Ongoing assignments include: Venture Partner with FundRx (providing expertise in healthcare investments) Venture Partner with NextGen Venture Partners (providing expertise in technology investments) Executive Mentor for WinRoc International IFund Investments (mentoring executive start-up teams in the Delta region of the US) Salon Leader (Mentor) for Transformative Technology Academy (International Technology Start-Up CEO mentoring) Executive Mentor for University of Arkansas Medical Sciences BioVentures Judge in the Start-Up of the Year (SOTY) conference (Juried review and mentoring of a wide variety of start-up companies in the US)

logo

Mar 2011 - May 2019

BioPlus Specialty Pharmacy

Chief Strategic Officer

Led the strategic and business development of the specialty pharmacy recognized by Zitter Health Insights as having the industry's highest Net Provider Score (NPS) score. Recognized by Inc 5000 as the nation's fastest growing healthcare company behind Fitbit.Constructed and executed the strategic growth plan of a $50mm pharmacy to reach nearly $1 Billion in profitable revenue. Developed management teams and successfully transformed a small, high-quality Hepatitis C pharmacy into a national leader of specialty pharmacy. Deployed outside sales teams, expanded through M&A and de novo the launch of new pharmacies, broadened product mix, led efforts in exclusive & preferred payor contracting, built exclusive partnerships with independent PBMs, directed brand & web marketing, built B2B & 340b relationships including some of the largest hospital systems in the US, grew the managed care portfolio of preferred health plan specialty pharmacy contracts, supported the building of a limited distribution drug portfolio in oncology and biologics & partnered with pharma leaders to reduce cost in generics.Contributed to publications and spoke to industry groups on population health issues. Selected by American Healthcare Leaders Magazine as a American Healthcare Leader:https://americanhealthcareleader.com/2017/helping-the-patients-who-need-it-most/

May 2010 - Apr 2013

Independent Specialty Pharmacy Coalition (ISPC)

Founder Executive Director

Founder of the organization that focused on issues facing independent specialty pharmacies and creating lobbying and education efforts to support the regulatory and legislative action in the pharmacy industry. I gathered 9 owners of specialty pharmacies that had no equity ties to PBMs or health plans to start the ISPC. Recruited a lobbyist and worked with legal and corporate stakeholders to create an effective voice for the industry. Activities included appearing before the Federal Trade Commission (FTC) to educate them on PBM activities in the specialty pharmacy network space, DOD/Tricare on the changes in access and contracting of member benefits and US Senate and House of Representatives members and staff on the cost of drugs, its drivers and solutions.In 2013, I worked with organization members to extend their voice in a new broader organization, National Association of Specialty Pharmacies (NASP).

Oct 2006 - Feb 2011

SXC/Medfusion Specialty Pharmacy

Vice President of Managed Care and Pharmaceutical Relations

Developed and led the strategic payor and pharma growth plan for a $60mm concern that grew to $440mm annual revenue in 4 years. Focused on building profitable preferred payor access, growing preferred pharma partnerships, led the legal department, fostered development of regional pharmacies and market entry in niche specialties including sales in mental health, IVIG, hemophilia, oncology, arthritis, pulmonary, 340b and ADAP clinics. Developed innovative strategies to out-grow competitors, sold semi-exclusive contracts in target geographies, partnered with select pharma brands to grow territory market share, negotiated agreements with specialty drug manufacturers and GPOs, managed legal team, led team in VIPPS accreditation, served on the company compliance board, mentored managers and built sales pull-through for what became one of the nation's largest independent pharmacy companies. I assisted the Founder CEO in the selling process that eventually led to Medfusion being sold to SXC PBM (later Catamaran/OptumRx). I assisted the executive teams in the implementation process until I elected to join another concern.

Feb 2003 - Aug 2006

Curative Pharmacy Services/Critical Care Systems

National Business Development Manager

Responsibilities included leading strategic growth of branch and pharmacy locations particularly through payor contracts.Focus selling of preferred access in specialty pharmacy and infusion therapy to HMOs, PPOs and other payor networks, develop sales pull-through for new national and regional payor accounts were key performance objectives. Incremental contracts included national Anthem/Wellpoint (1 of 3), Humana, Coventry, Aetna, Cigna / Carecentrix, Blue Cross/Blue Shield regional plans and Medicaid plans. Focus included specialty pharmacy, acute infusion therapy, hemophilia, IVIG clinics, ambulatory infusion clinic set-up, Cancer, Growth Hormone & Synagis. To deliver company leading sales growth I mentored branch, sales managers and territory representatives, negotiated exclusive agreements with a medical center and payors and worked with operational leaders in launching new pharmacy and nursing locations. Led efforts with Cigna/Carecentrix to make the company the largest infusion provider in the US.

Talk to Russell

@ Copyright 2020 OfficeHours Technologies Co.