Sales Manager
Resume:
Ken Burkett RPh., MBA
**** ****** **** *********, ** 76092 817-***-**** (m) adjfmq@r.postjobfree.com
PROFESSIONAL SUMMARY
Hands on, collaborative healthcare executive with over 20 years of Pharmacy Benefit, patient engagement, and clinical program business development experience. Accomplished professional experienced in sales/sales management, managed markets/trade, sales operations,
and executive management. Demonstrated ability to solve complex problems, develop innovative strategies, and turn around unproductive
functions. Recognized for achievements in start-up operations, revenue growth and new product/market development. Passionate and responsive to customer needs, communicates to either C- Suite, client or Agency and leads by example. Designed and commercialized
several patented and patent pending systems that improve clinical quality, enhance customer service, streamline operating systems, and
increase revenues while reducing costs.
SUMMARY OF EXPERIENCE
o Home Delivery, Medication Adherence and Patient Loyalty
Compliance Reward™ a comprehensive pharmacy, HCP and Patient messaging and reward platform
Engineered TeleMedicine and Intelligent Survey solutions, oversaw product development, and building key relationships
Gamified Patient activities delivered 350% ROI; added up to 550% increase in days on therapy
o PBM, Managed Care, and Medicare Accounts
Rebate Negotiator: Negotiated with 38 mfr clients producing $200M in rebates over tenure
Twice Awarded “Clinical Manager of the Year” managing HMO & large self-funded employers
330% uptick in Clinical Utilization sales and Medication Therapy Management departments
o Innovation and New Business Development
Multiple Patents for Mobile Rx Messaging, eCouponing, Wireless location dependent offers;
IP (assigned to McKesson) used in underpinnings of the eVoucherRx ™ & NotifyRx™ systems
Developed 36 new clients for newly minted PHRMA Solutions 18 months
o Clinical Programs, Patient Assistance and Compliance Programs
Provided Loyalty and Access Solutions for 28 PhRMA brands – over $23M sales
Developed basic Pay for Performance (P4P) contracts for MTM and Health Outcome program providers
Implemented a Health Plan and Physician facing iPad compliance reporting using real time data
o Pharmaceutical Sales and Managed Markets Analytics
Director; Managed Markets & Institutional contracting; managed 12 Regional Acct Managers; 240 Payor contracts
Presented to hundreds pharmaceutical brands; contracted 62 products
Consultant: helping PhRMA clients reduce rebate obligations
o Electronic Medical Record & E-Prescribing
Created Physician prescribing and communication to promote compliance and reduce clawbacks
Lead Pharmacy ViSTA site training and deployed 78 of 182 VA /DoD sites and Centralized Mail
Pharmacoeconomic driven formulary implementation Decision Support program; saved 12% of drug spend
14day transition Taskforce to foster Mail Order use; realized an 86% acceptance rate 47% decrease in cost in year 1
o Retail Pharmacy Management
District Sales Manager; overseeing 120 people at 23 locations in the Midwestern states (KS,NE,MO,IL, and IA)
o Pharmaceutical Sales and Trade Relations
Presidents Club 150% of quota for Prenatal launch; 110% quota for Gastroenteral products
Achieved inventory load in at McKesson, Bindley Western, Albertsons, Walgreens and Kroger launch
Managed and Distributed $3.2 vaccine and injectable infertility consigned inventory
WORK HISTORY
CEO, Founder & Technology Officer Ingenious Mobility Ventures LLC
October 2017 to current Southlake, TX
Robust patient / HCP / Pharmacy engagement SaaS with rewards system
Developing real time compliance visualizations and algorithms to detect noncompliance – automatically reaching out to support patients
CEO, Founder & Technology Officer EngagedMedia LLC
October 2010 to July 2018 Southlake, TX
Managed all aspects of startup, commercial operations and commercialization
Secured 1st round funding ($30M valuation) –designed and lead team that built the technology infrastructure
Develop solutions for PhRMA sponsors to support patient engagement, central fulfillment, savings,geo-location based offers
Executive Vice President Clinical Programs & Industry Relations CitizensRx
November 2015 to July 2017 Chicago, IL
Responsible for $2.25M in manufacturer rebates; $84M in annual client drug spend
All aspects of clinical operations, Medication Therapy Management (MTM), Prior Authorization (PA), Step Edits and MAC lists
Demonstrated 34% decrease in client drug spend by deploying MTM and Utilization Management products
President & CEO One2One Health Media
November 2008 to October 2010 Dallas, TX
$2.5M annual sales – 6 PhRMA clients
Managed all aspects of startup operations and commercialization of RxHub – a patient assistance portal
Patented, designed and built the technology infrastructure for specialty disease focused pharma companies
Vice President, Business Development RelayHealth /McKesson
July 2005 to November 2008 Atlanta, GA
Developed a pipeline of service contracts for eVoucher Rx point-of-sale messaging with over 75 pharmaceutical brands
Delivered three new business concepts to market in the course of 11 months -patent assigned
Managing Partner, PBM Rebate and Contracting Consultant Mobile AD\ Ventures
May 1997 to November 2015 Southlake, TX
Rebate Contract optimization, auditing and P4P negotiation
Saved clients over $20M in rebate payments through audits, eliminating redundancies by unbundling
Director, Managed Markets Sales Shionogi Pharmaceuticals
Feb 2004 to June 2005 Atlanta, GA
Created performance-based contracts appealing to interacts among MCO, PBM, HMO, VA, DoD, Medicaid business segments
Renegotiate non-performing GPO, MCO and PBM contracts saving the company $9 MM
Built a team of 8 Regional Acct Exec’s more than doubling sales through preferred access for 6 products over a year
Sr Manager, Manufacturer Rebate Contracting AdvancePCS / CVSCaremark
May 1999 to Feb 2004 Irving, TX
Manage and negotiate 35 PhRMA Medicare, Commercial Rebate Contracts —worth over $100MM
Created therapeutic partnerships to reduce PMPM cost to clients; optimized formulary rebate guarantees
Clinical champion of 52 products; adding to national formularies through pharmacoeconomic and rebate models
Conducted P & T meetings and 20 writers & editors make clinical recommendations for employer and commercial carriers
Created and filed a patent for self-serve web tools designed to integrate patients PBM data to use mail order
Responsible for the E-prescribing and managing pilot programs for major Integrated Health Systems
Member of the e-prescribing (SureScripts) development delegation and had Lab and eSampling program duties
Earned distinction driving top 10 “mega” clients to formulary alignment; doubled PBM mail penetration
Increased plan value by 22% in pharmacy clients through proactive consultative clinical management
Limited client’s Rx spend under the national trend; created standard for performance report cards
Director; Site Implementation Team: Dept of Defense / Veterans Affairs SAIC (Science Applications Int’l Corp.)
August 1997 to May 1999 Washington, DC
Lead Implementation of Computerized Patient Record System Software (a.k.a. Alta (DoD) and Vista (VA)
Implementation, training, and selling clinical tools to 70 of the 180 VA and over 500 DoD facilities
Develop and implement real time ordering which has been credited with over $370 million in drug savings over a 12 month period in 1998 resulted in the following:
o 78% fewer prescription drug errors
o Driving preferred formulary usage from 78% to 95.5% nationally
o Reduced patient wait times in the clinics by over 65%
o Increased use of the VA’s Central Mail Order by 64%
o Increased generic utilization 16%
Senior Territory Sales Manager Warner-Chilcott Laboratories
1997-1997 Denver, CO
Provided strong leadership and clear directions resulting in achieving sales goals to 6 representatives
Launched new cardiovascular and prenatal medication
Implemented direction to representatives based on analyzed sales data
Mentoring sales skills abilities through performance reviews & monitored expense reports, planned and implemented sales meetings
DISPENSING EXPERIENCES
Pharmacy Sales Manager Albertson’s Specialty Pharmacy
August 1992 to May 1997 Highlands Ranch, CO
Accountability for prescription department P&L and a $2.1M annual budget
Managing consigned inventory nursing homes, home healthcare, and infertility physician offices
Responsible of hiring, reviewing and creation of a team oriented environment
Preceptor to several advanced degree pharmacy students
District Sales Manager; General Manager & Pharmacy Manager Reliable Drug Stores, Inc
September 1990-June 1992 Davenport, IA
Accountable for $1.5 mm current inventory at a 26.5% GM – highest among all districts
Created a managed workers compensation direct billing for 14 major employers—added 21% increase in bottom line at 23 stores
PHARMACIST LICENSES
Iowa Registered Pharmacist, (Unrestricted)
August 1990 to present
License # 17427
California Registered Pharmacist (Unrestricted)
Colorado Registered Pharmacist (by reciprocity)
August 1990 to present
April 2002 to present
License # 44271
License # 13459
Texas Registered Pharmacist (by reciprocity)
April 2007 to present
License # 45117
RECOGNITION
US Patent # 10,719,839 Discount Delivery Systems and Methods
2020
US Patent # 9,076,186 Opt in Collector System and Methods
2015
US Patent # 8,630,873 Methods for shift Marketshare, presenting price differentials
2014
US Patent # 8,452,608 Wireless methods for Rx discount Delivery (multiple claims)
2013
“Patent Award” McKesson / RelayHealth --“eVoucherRx”
2007
“Patent Award” McKesson / RelayHealth -- NotifyRx
2007
“Patent Award” Per-Se / McKesson -- “Therapeutic Alternative Program”
2006
“President’s Club” First Horizon Pharmaceutical
2004
Development of “Fortified Benefit “ AdvancePCS
2002
“Clinical Manager of the Year” AdvancePCS
1999 & 2000
“Outstanding Pharmacy Educator of the Year” University of Colorado
1997
“Top 5 Sales Managers in ’95” and “Top 6 in 96” Albertsons
1995 & 1996
EDUCATION
Masters of Business Administration (MBA) University of Phoenix via CO Health Sciences; Denver,CO May 1998
Bachelor of Science in Pharmacy (BS. Pharm.) Pharmaceutics; University of Iowa, Iowa City, IA May 1990
SELECTED RELATED COURSEWORK
Executive Education “Strategic Negotiations: Deal Making for the Long Term” Completed: June 2005; Veritas Consultants, Harvard Business School
Seminar: “Negotiation and the Art of Building Consensus” Completed: October 2004
Cambridge Consultants, MIT
REFERENCES
David Cines (Director; Medicare and Medicaid clients)
Ren Elder (former President Aetna Pharmacy, WellPoint Pharmacy)
Paul (PJ) Mastriaccio (CEO At Your Gate)
Steve Zabriski ( past SVP Advance Paradigm AdvancePCS –PBM
Jack Langenberg (former CFO, COO Novation, Vizient
Mike Benedict (SVP Vizient)
JD Sibilsky (former Founder & CEO Millennium Bank)
Tina Rydland (former VP PCS HealthSystems Federal Employees Program)
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