Sales Management

MIKE SHAHBAZIAN

**************@*******.*** 619-***-****

PROFESSIONAL SUMMARY

Over a decade of experience in the Life Science and technology industries having experience with various areas of commercial operations, finance, pricing, field support, contracting, and technology system solutions.

Passionate about pricing strategy for better decision making and achieving optimal profitable outcomes. Possess strong analytical abilities and able to work well in independently and amongst team dynamics as well as strong collaborative, interpersonal and communication skills. High level of integrity and optimism with the ability to motivate others through guidance and leadership.

Skills: Requirement analysis, Sales Analysis Pricing Specialist, System Design Documentation, System Configuration, Data Migration, Strong presentation skills and design, project management, system implementations, Pharmaceutical Government pricing.

EXPERIENCE

Associate Genpact: Life Sciences 2/14-Present

Contract Management and Analytics – Manager for Solutions for Sales Operations and Revenue Management

Solutions Design: Responsible for accurately assessing an organizations or client’s analytics and revenue management system and processes to develop and implement customized structured levels of solutions based on identified opportunity areas for maximum impact. Identified solutions are scaled and calibrated based on effort, cost, return, and time of delivery and include process improvement.

Pricing Systems: Familiar with many commercial contracting systems such as Model N, Revitas and other commercial rebate administration and management, Federal Medicaid program management, charge-back administration, direct sale discounting and wholesaler/trade management issues such as wholesaler inventory (DSAs). Strong background in chargeback administration with an emphasis on transaction validation, timely processing, and measuring submitted vs. approved dollars for cost savings.

Contract Management Analytics Product line Lead: Develop and own the creation of the Contract Management Analytics Service line product and services offering for Genpacts consulting division. Responsible for solution design, implementation and internal training of service line resources. Research and develop specific industry and task identification materials/presentations/assessments for in house training to new Genpact resources that provide support and preparation the Solution ID, Knowledge Transfer Process’s.

Life Science Pricing Compliance: Maintain a strong understanding of all life science government price calculations and policies in order to implement Government Pricing systems with respect to Medicaid, Best Price, Monthly AMP, Quarterly AMP, ASP, NFAMP, FCP, etc. Must be able to independently understand and duplicate all client GP calculations via offline models and other raw data sources.

Gross to Net- Develop and maintain sales models for housing and projecting discounts such as rebates, chargebacks and other concessions against brand sales via segments and buckets. Generate detailed documentation of forecasting and projection process for all stakeholders and relevant parties such as finance, brand teams and senior management. Conduct rigorous Economic analysis and develop financial models for strategic decision making.

Pros Pricing Solutions

Manager Implementation Consultant 1/13- 2/14 NJ

Customer Solution focus and System Implementation - Emphasis on Industry Pricing Best Practices

Pros Pricing System Implementation: General guidance, support and planning for the implementation of the Pros System Modules which include Price Optimizer, Sales Analytics, Deal Optimizer and others. This process requires the initial analysis of master data and transactional data to determine significant attributes and the appropriate Segmentation designs.

Pricing Strategy: Evaluation and assessment of current and future pricing policies and strategies to identify possible improvement in profit and pricing strategies. Development of pricing models for various scenarios such as product shortages, new products, competitor responses and promotions. Utilization of other reporting metrics via analytics such as willingness to pay and costs.

Business Process mapping: Documenting and mapping of sales and pricing analysis and negation process for automation and efficiency enhancements as well as knowledge transfer and SOP requirements.

Operational Data Analysis- Utilizing various tools and methods to provide insights and relevant critical factors of pricing from Big Data to generate Segmentation structures and Pricing Guidance. Dashboards and Price waterfalls

Model N Senior Consultant 6/10- 1/13 NJ

Model N Pricing System Implementation and Consulting- Emphasis on Commercial and Government Pricing

Possess strong understanding of the industry’s commercial and government pricing practices and policies. Able to understand client specific policies and apply to the Model N System. It is vital to quickly evaluate and asses the technical specifications and interfaces of the client that associate with Model N such as SAP, Business analytics tools or other cash to order systems. As the Business Analyst on the project, strong communication skills are required to work quickly as a team due to shortened deadlines, sometimes many different players, and to be able to resolve any issues or conflict that might occur in the consulting environment.

Conduct customer workshops to develop an understanding of the client’s current contracting and pricing system (status quo), goals and requirements for the desired new system, and implemented various components of the Model N system. Strong industry knowledge of pharmaceutical government pricing, trade relations, market dynamics, and a broad base of industry terminology is required.

Understanding of managed care contracts development in terms of targets, tiers, break even analysis and other performance/incentive based contract development requirements. This process is necessary for preventing sometimes unjustified discounting of products if it doesn’t drive sales have a specific purpose such as a strategic promotional activity or a company set goal. All new discounts can affect GTN, ASP, BP, AMP, etc. as well so a forecast impact analysis is developed using the best available data or market analysis.

Gained experience managing technical resources for server/system implementation, software customization, and system deployment and other data related issues pertaining to Model N. Required to efficiently handle multiple projects or assignments simultaneously by multitasking, being flexible and being highly organized in an often hectic environment. Align Model N technical resources with client technical resources in or meet the user/client requirements necessary to implement system. The ability to write clear and solid technical requirements is critical when drafting documentation such as System Requirements Specifications, Functional Design Documents and User Requirement Specifications.

Familiar with many analytical tools and reporting systems in order to trouble shoot claims, run sales performance analysis, and other ad hoc/reporting needs. IE. Crystal Reports, Business Analyzer, SQL, MS Access, CARS, Model N, Etc.

Hoffman-La Roche Nutley, NJ

Strategic Pricing Analyst 1/06-1/2010

Pricing Analysis

Critically assess pricing strategy scenario outcomes outside of set business constraints for financial value, accurateness, ROI and potential unforeseen risks hidden and/or costs. Work with United States Pricing Committee presenter to ensure the correctness of the strategy's overall content as well as its economic rationale using a variety of analytical and market research techniques to act as a strategic advisor.

Developed Department Sales Compensation Program Segment Profitability containing two key components to maximize customer portfolio profitability and incentivize accurate forecasts for financial planning. The first component tracked the accuracy of product nets sales forecasts by account. The second component compared account GTN year to year with aligned incentives minimizing unnecessary discounts. Segment Profitability required the housing of company sales data and submitted

forecasts for accounts from Field Managers and in house managers.

Strategic Customer profiling for new products- Designed database for customer survey and profiling information. Summary dashboard of results distributed weekly to senior management of segment specific customer statistics. This data was gathered by account managers through customer management software and then imported to custom database where data mapping and custom queries were executed. Dashboard received company recognition award of excellence presented at NSM by Senior

Management.

Pricing Actions: Understanding of department pricing models used for valuing the incremental net revenue and annuity value from the pricing action. Confidentially prepared all documentation for initiating pricing action and obtained necessary approval from other departments. Prepared and distributed all notifications of action both internal (contract admin, SAP, Brand teams and distributors, direct customers, and pricing companies.

Monitor and analyze Medicaid, government (FSS, PHS) and key third party trends. Evaluate the financial impact of price increases due to government and Medicaid contracts. Develop automated reports to assist department and senior management in tracking sales key customer trends and growth.

Developed ad hoc reports on demand for senior management and for direct and/or indirect customers to determining sales metrics and qualifications for volume discounts based on sales history. Familiar with various reporting tools such as Business Objects, pivot tables, access reporting, SAP, CARS IS, Iris, Cognos and many other data management systems.

Participated in product Gross to Net reporting meetings to discuss future pricing/discounting strategies and customer segments.

Purpose is forecast the Brand GTN for the following year and also used for by finance for accruals.

Maintain Strategic Pricing departmental template slides: forecasted sales, Funds Flow, discounts, return

allowances for each product by segment. Presented to senior management as needed and included in al USPC departments presentations.

Abbott Laboratories

Senior Contract / Pricing Analyst 9/04-11/05

Sales/Field Support

Support Abbott Diabetes Care sales-force with contracted sales utilization data and various ad hoc reports in order to sales history and identify markets and areas where growth is needed. Travel to key accounts with national account managers, regional account managers or local sales representatives in order to work out problematic customer needs such as finances or credit terms, supply issues, or contracts terms with the customer

Analysis of IMS data for current market share growth and trends and for deal negotiation and deal performance

Work with account and account manager for larger accounts on customer related issues when back-order issues, rebates, indirect customer issues, customer lists, member eligibility, managed care plan issues, government regulations, h or any other supply chain issue arises

Participation with field representatives in product training and sales meetings along with quarterly ride along with specific representatives or regions based on contracting development and current growth areas.

Contract Performance Analysis

Audit significant bills and rebate requests which might be incorrect resulting in saving the company millions of dollars

Use of SQL, Excel, and other data reporting tools to provide many add hoc reports based on immediate situations.

Monitor and maintain performance of contracted account terms and metrics for Managed Care Customers such as Aetna, HME/DME distributors such as Medline, Cardinal, McKesson, and Government facilities and other direct or indirect customers.

Coordinate Sales Volume, Rebate Accruals and other Calculations with the Finance Department in order to bridge departments.

Project Leader for Transition of Chargeback and Rebate Software upgrade from older homed developed system to Abbott’s corporate system.

Analyze and verify distributor chargeback requests for major wholesalers such as Medline, ABC, Cardinal, and Mckesson

Administer and maintain Abbott Diabetes Care’s charge-back data for audits and sales reporting. Coordinate with Finance department in order to accrue accurately for future rebate and charge-backs (reserves)

Prometheus Laboratories San Diego, CA

Contracts Analyst 2/02-9/04

Manage all internal and external sales contract administration services with company counsel to review contract terms by ensuring they reflect the business intent of the negotiated terms and meet legal requirements and standards. Research Federal regulations and reimbursement issues

Work with Account Executives and Technical Sales Specialists in the completion and management of contracted accounts including: Managed Care Organizations, Government, Hospital Systems, Laboratory Diagnostics and Therapeutic Sales

Validating and processing of chargebacks, rebates, and contractual reporting requirements. Assist with the review and approval of proposed new contracts to ensure contract can be administered

Work with the Account Management group in researching Contracting issues that may impact Prometheus products

Manage and track the payment of Medicaid, Federal, and State Rx rebates. Developed a custom database on SQL Server with forms and reports for forecasting and verifying rebate Invoices

Responsible for the mandated quarterly government (CMS, PHS, FSS, IFF) reporting and submission in a timely manner

Prometheus Laboratories

Sales Data Analyst: 2/02-6/03

Acquired an understanding of Pros, Paradyme and Sales Logix Data Models in order to create custom reports of SLX data, billing data, and lab data for Business Analysis, product management, TSS Management, and Account Management. Developed written documentation of all data QC processes

Provided analytical support to evaluate sales force size, structure, and territory layouts. Analyzed and evaluated alternative sales force alignments. Managed the sales force alignment process and implementation. Verified that requested data changes are implemented successfully in Managed Care data sets, including alignments, market definition changes, etc

Served as the Managed Care data expert, developed ad-hoc data queries and retrieved Managed Care sales data as requested by other departments (sales, marketing, medical information, etc.) Produced and distributed monthly (and ad-hoc) Managed Care reports on data from internal vendors

Point Loma Nazarene University, San Diego, CA 11/00 - 5/01

Analyst for MIS Mgr PLNU Physical Plant:

Information Technology Services Computer- IT Technician/Network Assistant 11/98- 6/00

EDUCATION:

Rutgers University Enrolled in MBA program - Newark, NJ 7/06–12/14

Point Loma Nazarene University - San Diego, California

Bachelor of Arts May 2001 – Management Information Systems

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