Laurie Ann Newman

www.linkedin.com/in/laurie-newman-072b3930 ad05bm@r.postjobfree.com Cell 508-***-****

SUMMARY OF QUALIFICATIONS

Innovative, Fearless, Results-Driven, and Patient-Centric Sales Leader, dedicated to high performance, personal excellence and integrity with over 20 years in the pharma/biotech/specialty pharmacy/lab/clinical research space with a focus on strategic partnerships in complex and multilayered environments.

ACCOMPLISHMENTS

Consistent record of performance and increased =levels of leadership and responsibility

Numerous national/regional leadership and performance awards across positions and organizations.

Experience building, sustaining and contributing to highly engaged cultures in rapidly changing environments.

Negotiated and executed RFP, Global and Master Service Agreements as well as 340B contracts in major institutions and ACO and IDN’s as well as multiple successful drug/product launches.

Financial/Economic modeling, Outcomes and operational expertise in collaborating with large healthcare systems, C- suite and stakeholder decision makers.

National Level Partnerships, payor contracting, strategy alignment, technology optimization, and forward thinking educational collaboration

Federal Account Expertise including VA, NIH, DOD and CDC.

PROFESSIONAL EXPERIENCE

ADVARRA

Director, Business Development, Institutional Partnerships, National Accounts - Current

Responsible for securing business from academic medical centers, cancer centers, hospital systems, non- profits, research networks, CRO’s and consortia across North America. Successfully drive revenue through new sales and expanded sales of existing business while increasing the number of new studies and sites submitted to Advarra and expanding top line margins across the entire Advarra portfolio.

Drive revenue through new sales and expanded sales of existing business as well as through securing partnerships and agreements with research institutions

Manage the entire sales process from pre-sales to after-sales activities utilizing CRM/Salesforce

Assess the clients' needs through frequent communication, Site Visits, and Quarterly Business Reviews as well as presentations to Hospital System Executive Teams .

Work with internal partners in Client Engagement and Operations to manage and grow key accounts.

Share customer feedback to assist in the development and implementation of various customer services involving enterprise software and other operational teams with the company.

Coordinate and optimize client communication activities including presentations, on-site visits, training etc.

Identify cross-sell opportunities and drive leads to all business units.

Facilitate contract negotiations, complete RFP’s and present to committee when required.

Coordinate and participate in promotional activities and trade shows to market products and services.

Work cooperatively with colleagues at all levels across the company to innovate and operate at maximum efficiency, productivity, and quality both within the team and across the organization and Senior Leadership Strategy Meetings

75% travel to present On-Site to Senior Research Team, Executive Academic Center Leaders Protocol Investigators and Local IRB Directors to develop Strategic Partnerships with key stakeholders resulting in a substantial increase in Advarra’s share of wallet.

Knowledge/Skills/Abilities:

Understanding of FDA and OHRP regulations and ICH Guidance for informed consent and institutional review boards

Demonstrated knowledge in the use of CRM software.

Advanced oral and written communication skills

Excellent relationship-building skills with customers, vendors, and members of the Advarra organization

Ability to facilitate group discussion.

Ability to analyze a variety of data points to solve complex problems.

Ability to work independently; planning, organizing, scheduling, and completing work within tight deadlines.

Ability to manage conflicting demands and priorities and delegate tasks appropriately to meet timelines.

Attention to detail with a high level of accuracy.

Ability to adapt to changes in office technology, equipment, and/or processes.

Demonstrated consistency and dependability in quality and quantity of work.

MANNKIND PHARMACEUTICAL CORPORATION

Territory Business Manager 2020-2022 (Relocated to Florida )

Produce sales results through the development of a strategic business plan that identifies, builds, and maintains key customer and stakeholder relationships while simultaneously cultivating self-management skills to control goal setting efforts for targeted success in a new market landscape.

Increased market awareness and market access as part of an Integrated Delivery Network Specialty Team .

Implemented new tools which included Zoom, Microsoft Teams, Type coach training and digital marketing for more effective remote team collaboration and to develop and deliver presentations to various audience levels within a complex selling environment.

Perform market research and competitive brand analysis to develop digital campaigns emphasizing our products safety, efficacy, and outcomes profiles.

Utilize and manage key resources such as Tableau data to successfully diagnose, isolate and resolve complex issues, recommend and implement problem solving strategies tailored to each account specific needs and to identify trends to drive improvement of results.

Proficiency working with specialty drugs through a HUB distribution model as well as covermymeds.

Analyzing and conveying complex technical information to a sophisticated audience.

Understand and execute company strategies and policies to hit financial targets within a multi-million-dollar territory.

New Product Launch in the pediatric space focusing on an unmet need in the endocrinology space and development of KOLs to drive formulary wins in key academic institutions, ACO and IDN

Provide Product Teaches to patients and follow up outcomes data communication with providers.

Utilize extensive knowledge of healthcare industry and the delivery system within specialty pharmacy and payor segments to drive product and formulary adoption. Included in this would also be intimate working knowledge with billing procedures and coding for IDN, ACO and community practice buy and bill and Medicare (B&D) benefits as well as the VA system.

Consistently met/exceeded quota in a closed selling environment through emotional intelligence, agility, innovation, teamwork and grit

MEDTRONIC 2016-2020

Territory Manager, Diabetes, Intensive Insulin Management

Manage territory business and growth through advanced selling skills promoting complex products and services in larger group practices and institutional environments which included promoting, selling and supporting intensive insulin management devices and services in physician, academic and hospital-based settings. Primary accounts include Massachusetts General Hospital, Tufts, Boston Medical Center and Brigham and Women’s Hospital and the Boston Veteran’s Administration (VA) System; recognized for utilizing frequent high touch strategy with multiple stakeholders including Department chiefs, ED, specialty pharmacy and clinics.

Implement pre-launch and launch of new hybrid closed loop pump system with commercial excellence; provide educational programming to healthcare professionals, including endocrinologists, diabetes educators and patients, on merits of the medical technology. Over delivered on sales forecast every quarter since launch.

Develop protocols and practical applications for large institutions; initiate pull-through and adoption of AIM methodology working cross-functionally with vertical market partners.

Work directly with patients and participate in community organizations on a regular basis.

Extensive cross-collaboration experience with vendor and distributor teams.

Develop KOL’s within complex selling environments and Strategic Accounts to successfully execute formulary win strategies.

FY19 Q1 now at 135 %; 423% YOY Growth; FY17Q3 102% AOP; FY17Q4 110% AOP; FY18Q1 100% AOP; FY18Q2 152% AOP

OPTIONCARE SPECIALTY INFUSION 2015-2016 (Laid Off)

Regional Sales Manager, Rare Disease, Bleeding Disorders Program

Led all sales and marketing efforts in New England and upstate New York, noted for increasing top line revenue and margin of Blood Product Therapy.

Implemented territory sales activities including identifying academic partnering opportunities; achieved sales objectives with the primary focus on hemophilia treatment centers and hematology/oncology departments within larger hospital systems; utilized total hospital call approach, increasing specialty pharmacy footprint by forming strategic and profitable client/partner relationships.

Negotiated and executed 340 B contracts through high level presentations with an emphasis on value propositions, outcomes sharing and cost containment to ACO board members and the hospital systems C-Suite.

Collaborate with both internal and external resources to develop strategies and build a comprehensive business plan that includes specific, measurable, action-oriented objectives in accordance with regional and national goals.

Managed All Local and Regional Exhibits and Events including materials, staffing and all related logistics.

Frequent presentations to patient caregiver audiences to educate on brand awareness, programs and retention.

Called on physicians, academic institutions, hospitals, manufacturers, disease foundations and payors.

Served as program resource for local account managers and branch staff creating a motivating environment for the team by further ensuring clarity of purpose and aligning to the company’s vision and mission.

Developed and implemented sales strategies while prioritizing accounts based on total potential and referrals.

Attended and presented at external and internal meetings as necessary to enhance new business development.

Provided patient advocacy and family support embracing a patient first mind set in all of my sales activities.

Consistently met and exceeded quota: FY Q1 156% to goal; FY Q2 126% to goal; FYQ3 117% to goal.

AMEDISYS/BEACON HOSPICE 2013 - 2015

Hospital Account Executive

Executed sales calls on hospitals, skilled nursing facilities, assisted living facilities, rehab facilities, outpatient clinics and physicians. Key Accounts included Beth Israel Deaconess Medical Center, Dana Farber, Children’s Hospital, Tufts Medical Center, New England Baptist, South Shore Medical Center and South Coast Hospital System.

Educated Residents, Case Managers and Department chiefs on appropriate Pain Management for hospice patients.

Educated referral sources on understanding, supporting, and managing patients and families for a variety of therapies, as well as compassionate and end of life care.

Acted as liaison to ease referral process and transitioning patient’s home; performed consistently above quota.

Focused on infectious disease, transplant, CHF, oncology, hematology, cardiology, ER and medical surgical.

Developed Palliative Care programs at two major academic institutions.

CAREPOINT PARTNERS HOME INFUSION 2011 - 2013

Large Hospital Systems, Account Executive, specializing in Pain Management,IVIG and Injectables, Cardiology, Anticoagulation Therapies, Hematology/Oncology, Blood Product, New Account Development, Buy and Bill. (Company went out of business)

CORAM SPECIALTY INFUSION, 2007 - 2011

Territory Manager

Promote growth in the infusion and subcutaneous injectable pharmaceutical product areas; developed and executed plans to grow key accounts including business projections, goals and specific strategies surrounding key therapeutic areas including cardiovascular, cardiomyopathy, neurology, pain management, hematology, oncology, CNS and Infectious Disease.

Utilized Project Management and Team leadership skills resulting in meeting deadlines of multiple projects with varying completion dates.

Won contract with Mass Health and BC/BS of MA for home infusion therapy coverage for IVIG

Presented, negotiated, and executed the first preferred provider contract at Tufts Medical Center utilizing an outcomes-based risk management strategy tailored to CEO and CMO metrics and goals.

Worked strategically in the biologics space to drive blood product and IVIG growth.

Developed specialty program with chiefs of infectious disease for patient identification for home IV antibiotic discharge.

Team lead on multiple projects across several functional areas, including vertical markets including training lead on buy and bill and proactive prelaunch strategies for successful pre-launch account preparation

Mentored and developed clinical liaisons, developed business plans for all clients and worked as a patient advocate .

Sold core therapies, IG and subcutaneous injectables and blood product. Focused on the areas of Hematology, Oncology, chronic heart failure and rare disease /neurology.

Ranked #1 Nationally 2010; Ranked #1/38 Regionally 2010; District Award 2008/2009/2010/2011.

QUEST DIAGNOSTICS, 2006 - 2007

Lab Account Sales Representative

Call Points included Anatomic Pathology, Immunohistology, Next-Gen DNA sequencing, lab directors as well as other key stakeholders within large hospital systems.

Contract negotiation/high level selling experience in a matrixed environment.

Work in coordination with local and regional team (both internal and external, as well as technical sales specialists.)

Ranked #2 in the nation at 410.6% of goal; Ranked #1 regionally.

COLUMBIA LABORATORIES 2005 - 2006 (Laid Off)

Specialty Sales Representative, Biotechnology

Sold to reproductive endocrinologists, endocrinologists, ob/gyns, urologists, hospitals, pharmacies, managed regional territory and sales growth.

Ranked in the top 10% nationally; Ranked #2 Regionally.

SOLVAY PHARMACEUTICALS,

Specialty Sales Representative 2004-2005

Winner of the 2005 Klonopin Wafers rapid fire contest.

Voted “The Representative”, Basic II training.

Exceeded 10%-20% growth objectives in both top line and bottom line margins.

Realized a 21% growth on make it count top 10 physicians.

KOS PHARMACEUTICALS

Cardiovascular Sales Specialist 2001-2003

Received the Kos Values Award for Professional Integrity

Exceeded all Product Launch Objectives through rigorous territory analysis and call plan consistency

Achieved 47.3% growth for Advicor

Ranked top 10% regionally.

Development of KOL and Patient Advocates in Strategic IDN and ACO resulting in accelerated market share in hospital and community accounts.

INNOVEX/ALZA PHARMACEUTICALS

Urology Sales Specialist 1998-2001

Consistently exceeded sales quota.

Ranked 8th nationally for Elmiron, 1st quarter; Ranked 2nd nationally for testoderm TTS, 2nd quarter; Top 5% rank nationally; Received district sales award.

EDUCATION

Boston College

Bachelor of Arts in Political Science

Framingham State College

Master of Arts in Counseling Psychology (all coursework complete)

CERTIFICATIONS

Tableau

Challenger Sales

Miller Heiman Strategic Selling

Managing and Analyzing Data in Excel Certified Sandler Training

Salesforce Meddic

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