Manager Sales

Susan F. Lin, MBA

**** ******* ******, #*, *** Diego, CA 92104

(Relocating independently to San Francisco)

512-***-****(Cell) • **********@*****.***

MANAGED CARE CONTRACTING

Manager/Senior Manager

Payer Contracting/Reimbursement/Pharmaceuticals/Diagnostics

Broad, diverse managed care contracting background with more than four years experience in managed care operations and contracting. A unique combination of legal, finance, marketing, information systems, accounting, billing and client services expertise in pharmaceutical and diagnostic laboratory business. Extensive experience in pricing analysis, Medicare and other federal and state programs, sales analytics in managed care and successfully developing and implementing policies and procedures. Resourceful with the ability to understand complicated deal structures, assess issues, provide advice to protect business interests, and timely complete complex projects by applying project management skills to heavy workload.

PROFESSIONAL EXPERIENCE

Prometheus Laboratories Inc., San Diego, CA 2005 - Present

Sr. Manager, Managed Care Operations, 2010-Present

Manager, Managed Care Operations, 2007 - 2010

Therapeutic and Diagnostic focus: Gastroenterology, Oncology

• Review and assess ROI for all Managed Care contracts and negotiate best price analysis

• Highly interfaced with commercial/Medicare Part D, state and federal, GPOs, Wholesalers/Trade and laboratory services among commercial carriers. Sophisticated to Medicare Part B, Average Manufacturer Price (AMP), Best Price (BP), Non-Federal Average Manufacturer (nFAMP), and Average Selling Price (ASP) analysis.

• Alliance management with customers to maintain effective relationships

• Work directly with legal on internal training of state and federal regulations with contracting and managed markets material to the National Account Management (NAM) team and verify compliance with regulations

• Work directly with 8 National Account Managers (NAMs) and National Director, Managed Care to manage projects with each member including business analyses for their territories, co-promotional marketing with accounts, and development of relationships with potential business partners

• Prepare analysis on monetary exposure of pharma products with Medicaid, Veterans Administration, Public Health Services, and TriCare for VP of Sales and Chief Financial Officer and advise whether continued participation meets business initiatives

• Oversee calculations for Medicaid, invoice payments, Industrial Funding Fee, and Federal Supply Schedule pricing and modifications for accuracy, timely submissions and cost benefits

• Obtain additional reimbursement for company by managing accounts with Trade Relations Manager and third party logistics provider on chargebacks, data feeds, contract review, and inventory management fee review to make sure data used for reporting and booking company sales is accurate

• Quarterly reserve analysis on chargebacks, Managed Care rebates, Medicaid, and other government program to estimate exposure with quarterly company revenues.

• Developed procedure that led to over $350,000 annual savings by providing development and maintenance of managed markets material for therapeutic and diagnostics products using in-house development and low cost production printing process

• Participate in commercial launch of new diagnostic tests and therapeutic drugs including notifications, updates to managed market material, contract assignment and government pricing

• Research, analyze, and implement guidance per Healthcare Reform legislation and Deficit Reduction Act with regards to Medicaid calculations.

• Manage direct report Contracts Analyst position (1-2), including career development

Contracts Analyst, 2006 – 2007

• Produced data analysis of product utilization for sales management and sales force regarding potential accounts and accounts-at-risk through use of SQL Server and outside data tools

• Managed agreement process through legal department by providing first-line contract review and edits

• Supported/maintained marketing pieces within the Managed Care group such as formulary cards, pull through letters, and co-marketing brochures. Obtained required approval for use through review committees

• Performed monthly and quarterly AMP calculations and processed quarterly Medicaid rebates for payment

• Updated and implemented calculation methodology based on Deficit Reduction Act

• Developed system to ensure accurate tracking of rebate payments

• Assisted in the presentation to the sales representative training class on managed care

• Streamlined process by initiating and implementing database for electronic storage of executed contracts

• Obtained $200k plus savings for company by auditing vendor charge-backs and returns and identifying return of over purchased inventory by the wholesaler

Accounts Receivable Logistics Provider Liaison, 2005 - 2006

• Maintained relationship with third party logistics provider on open receivables and audit daily processes to verify on track with business expectations and goals.

• Resolved escalated receivable issues with wholesalers by implementing system of approval and direction with the Controller

• Managed and recorded monthly sales revenue, reserves, allowances, liabilities, and COGs in Great Plains.

• Reconciled reserve schedules monthly with managed care rebates, Medicaid rebates, charge-backs, returns, and discounts

• Recommended write-offs based on monthly receivables review.

• Balanced inventory schedule for therapeutic products and samples with cost of goods and inventory volume

• Reconciled sales revenue, charge-backs, and profit split of generic product sold through a partner. Managed partner relationship per the terms of the contract

• Assisted with SOX narratives and performed audits to verify controls with vendors

Integrated Commercialization Solutions (ICS), Addison, TX 2003 - 2005

Accounts Receivable Representative

• Managed client manufacturer accounts to decrease $1.2 million of receivables over 120 days by $1 million

• Managed daily cash receipts and researched unapplied cash receipts to decrease outstanding receivables

• Resolved open debits on customer accounts through research and reconciliation to meet client expectations

• Reconciled open credits with wholesalers to facilitate alliance management with wholesalers

• Reconciled general ledger accounts for clients and provided monthly reports

• Trained new employees and oversaw workload to meet strict deadlines

• Worked with IT to develop appropriate protocols, testing, reports and website for clients

• Assisted with client audits by providing backup information and working with client auditors directly

• Worked with Big Four accounting firm on development of SOX narratives and testing of controls

Cardinal Health, Grapevine, TX 2000-2002

Client Services, Purchasing, Financial Specialist (part-time during college)

EDUCATION

San Diego State University 2009

Masters of Business Administration, Information Systems and Marketing

The University of Texas at Austin 2002

Bachelors of Business Administration, Management Information Systems

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