Sign in

Sales Management

Bethesda, Maryland, United States
October 17, 2016

Contact this candidate



**** ********* **** #*** ***** Bethesda, MD 20852



Pharmaceuticals Biotech Managed Markets Sales & Marketing e-Rx / EMR Devices

Driven senior biopharmaceutical and healthcare IT executive with history of rapid advance in e-Prescribing, EMR, Government Benefits Eligibility Screening, Managed Markets – international product launches, pricing, brand marketing, sales management. Proven ability to develop and drive successful programs that measurably increase revenue in diabetes, women’s health, chronic pain, and mental health plus diagnostic devices / systems. Record of launching successful operations and independent companies throughout Asia; almost 12 years working overseas and recruiting / managing international work forces. Extensive network of contacts throughout Asian high-tech and bio-pharma markets. Highly effective communicator. Fluent Japanese; former instructor for Japan’s Council of Local Authorities for International Relations. Open to international travel or relocation. Particular expertise in Pain, CNS, Hospital, Women’s Health –IMPLANON (Buy & Bill), NuvaRing, Latuda Launches.

Additional expertise in:

Sales / Marketing Operations & Strategy

Government Pricing (FSS, DoD, 340B)

Positioning & Messaging

Brand Launch & Reengineering

Product & Project Management

Advocacy & KOL Dev.

Clinical Strategy Development

Budget / P&L Management

e-Prescribing & EMR

Selected Accomplishments

Able Star

Launched pharmaceutical and clinical services consulting firm from ground zero and built to international presence with clients worldwide

Play key role in successful launch of “GateKeeper" Government Benefits Screening Solution: Manage over 20 Brands for Astra Zeneca and other Pharma Companies

Sunovion Inc

Created and Led Payer State Medicaid and Part D Marketing Strategy for Latuda Launch

Launched Latuda Payer Advocacy Strategy and Tactics with “Why Latuda” branding initiative

Received “Above and Beyond” Award from Executive Director OCG within 3 months of employment

Planned and managed successful Latuda Pre-launch Program for OCG

Developed Latuda KOL Strategy for OCG Payer Influence Initiative; managed OCG Payer Media Plan to include Federal Markets, with Hospital / Institutional Roadmap for OCG Account Directors / Sales


Product Management Today Gold Award for conceiving and designing Managed Markets Formulary Updates Portal for key women’s health products

Developed and Launched Buy and Bill / AOB Reimbursement Kit for IMPLANON (sub-dermal implant)

Collaborated with Sales and Brand on IMPLANON launch, corporate websites for NuvaRing and Fertility Journey, and NuvaRing Pull-through initiatives

Professional Experience

Able Star LLC, North Bethesda, MD 10/11 – Present

Independent Consultant

Launched and serve as executive of global provider of pharmaceutical consulting, product licensing & distribution services to clients worldwide

Recruit and oversee staff of 50+ handling client operations, account management, sales, product management, and support for licensing agreements, FDA cGMP manufacturing, and 3rd-party lab testing

Led several successful projects on Government Eligibility Screening, e-Prescribing HCP Workflow and data analytics, as well as e-prior authorization and pharma messaging services

Serve as needed as interim executive for selected clients:

oProduct Director – PSKW / EagleForce Health GateKeeper Government Benefits Eligibility Screening Solution Led Cross functional group of technology, Anti-kickback and co-pay benefits experts on at point of care government benefits eligibility screening tool used by pharmaceutical companies nationwide to safeguard against AKS violations.

oInterim Chief Executive Officer of M3 Clinician ( – Served as CEO after providing advisory services on successful development strategy. Oversee management team of 6 innovative clinical researchers, developers and business executives in delivery and clinical support for behavioral health diagnostics product. Collaborate with Advisory Board to refine expansion strategies.

oDirector of Patient Innovations Division for DrFirst, Inc – Headed entire Division and brought to 1st year of profitability via business development strategy and Division-wide Client Operational Plan that led team to successful outcomes in 4 months. Built Partner field teams and key industry advocates to drive penetration and adoption of company solutions that integrate with 300+ EMR systems. Managed team of 12 driving integration with EMRs, Sample MD, Adheris, Hospital and Acute Care HCPs, American Diabetes Association, American Heart Association. Teamed with Brand Marketing, Medical Affairs, Regulatory, Legal, Finance, Contracting, Government Affairs, Trade, and Field Sales teams as Commercial and Public Payer SME.

Sunovion Inc, Marlborough, MA 12/09 – 09/11

Associate Director – Organized Customer Group Marketing (Managed Markets)

Directed OCG Marketing Trade and Institutional launch of Latuda

Blunted strong and persistent restrictions from both PBM and Payers including United Healthcare NDC Block of Xopenex IS

Developed powerful public health rationale and Advocacy Strategy

Solely responsible for Payer KOL development, strategy, and implementation

Provide guidance to cross-functional team of field account directors, Latuda Brand Team, contract operations, sales operations, sales, therapeutic area teams, and Federal Market & Trade Team.

2009 Above and Beyond Award; given by Directors and Managed Markets Executives for making powerful impact in short amount of time

Merck (Formerly Organon, part of Schering-Plough), Kenilworth, NJ 03/04 – 12/09

Product Manager– US Managed Markets, Payor Access Division, 03/04– 12/09

Retained and promoted following acquisition based on accomplishments in management rotation

Interfaced among Managed Care and Primary Care field teams targeting MCO, GPO, Federal Markets (Title X Clinics) and State / Managed Medicaids Drove implementation of formulary, coverage communication and cross-functional pull-through initiatives for Women’s Healthcare brands

Working closely with executives, developed Payor pricing and strategy and implemented tactical brand / marketing plans across field managers, Contract Operations, Government Pricing (FSS), DoD, TriCare, IHS, 340B, Kaiser, Sales Operations, Sales, Therapeutic Area Teams, and Finance

USMM Project Lead for SAPHRIS /BRIDION / IMPLANON launches

Global Healthcare Japan, Ltd, (purchased by Aetna) Osaka & Tokyo, Japan 09/00 – 01/03

Representative Director

Launched and served as executive of Global Healthcare Japan Ltd, $96M global provider of health and travel insurance for expatriates with 1 million customers worldwide

Hired, trained, and managed staff of 12 Japanese and international management team overseeing all aspects of Japanese operations and created agent-broker network across Asia

Increased revenue from zero to $25+ million within one fiscal year by implementing international PR strategy

Built Tokyo and Osaka facilities in compliance with Japanese and New Zealand regulations

Achieved customer retention of 75%+

Dendrite International, Inc, Osaka & Tokyo, Japan (IMS Health) 09/98 – 09/00

Japan Country Manager

Promoted in 1 year to head business development for SFA software / service provider with operations in 57+ countries; recruited and managed 100+ Japanese and international staff in 2 locations

Launched Dendrite Japan Marketing and PR Department – customer PR, print and digital marketing materials, major industry events; created Japan’s first PharmaQuest 2000

Launched vertical specialization in pharmaceutical market; oversaw national pharmaceutical sales training, support, and performance metrics, including Data Center and Call Center operations and services offerings

Rolled out 10+ Pharmaceutical SFA systems custom-built for client-specific drugs, territories, and strategies

Managed multi-million-dollar system supporting 18,000+ pharmaceutical sales representatives

Tierra Incorporated, Kobe, Japan – Chief of New Materials Development, 07/96 – 07/98

Japanese Ministry of Academics, Tokyo, Japan – Instructor, Business International Relations, 07/93 – 07/96

Professional Affiliations


Japan America Friendship Society

American Academy of Family Physicians

World Healthcare Congress

Education / Training

Cornell University Executive Leadership Program, 2007

Western Illinois University MA – Sociology, GPA 3.75, Instructor: Introduction to Sociology, 1993

Western Illinois University BS – Law Enforcement Administration; Minor, Corporate Security, 1990

Contact this candidate