National Account Director - GPO and corporate accounts - Oncology

Scott M. Turkelson

*** ********* ***** 484-***-****

Glenmoore, PA 19343 *****.*********@*****.***

SUMMARY:

●Broad 24 year pharmaceutical experience, including the past 14 years in oncology and specialty marketing, market access, pricing, launch excellence, GPO’s, payer, brand management, thought leader liaison, advocacy, and sales. Experienced in launching an oncology ‘FDA breakthrough status’ indication under priority review timelines. Strong relationships with GPOs, IDNs, key oncology accounts, payers, PBMs academic centers, and national professional organizations. Direct report management experience.

●Oncology, hematology, dermatology, and rare disease experience in myeloproliferative neoplasms (MPN), myelofibrosis (MF), polycythemia vera (PV), graft versus host disease (GVHD), chronic lymphocytic leukemia (CLL), diffuse large B-cell lymphoma (DLBCL), chronic ITP, melanoma, non-small cell lung cancer (NSCLC), breast, prostate, and colorectal cancers; other therapeutic experience in hemophilia, women’s health, and urology.

●Demonstrated ability to influence and lead cross-functional matrix teams, sales teams, global colleagues, senior management, external and agency partners. Developed and managed U.S. and Global HCP speaker bureaus composed of thought leader experts.

PROFESSIONAL EXPERIENCE:

Sobi, Durham, NC 2022 - Present

U.S. Business Unit:

Director, Market Access - GPO and Strategic Accounts Aug 2022 - Present

●Responsible for the community GPO relationship for DOPTELET. Develop and manage a strategic national account plan. Conduct quarterly business reviews, monitor and execute competitive contracts, negotiate administrative fees, select and distribute in-practice programs. For example, Florida Cancer Specialist did a large buy-in at the end of the year to maximize the contract. This buy-in contributed an increase of 40% for the prior year sales.

●Developed the IDN strategy for large corporate accounts to pull through contract and present value proposition to support utilization and growth.

●Build relationships with large corporate accounts (e.g. QCCA, NCCA, OneOncology) to support a portfolio of products and grow the business.

●Develop an EMR strategy to have preferential position within the HIIT and formulary.

Incyte Corporation, Wilmington, DE 2015 - 2022

U.S. Business Unit:

Director, Market Access - GPO and Strategic Accounts Dec 2016 -Jun 2022

●Responsible for the ION and Cardinal GPO relationship. Develop and manage a strategic national account plan. Conduct quarterly business reviews, monitor and execute competitive contracts, negotiate administrative fees, select and distribute in-practice programs. Work with key GPO practices on contract term pull-through, and monitor account performance to ensure growth similar or better than national growth. Created a performance based GPO contract leading to 18% growth.

●Develop and maintain business to business relationships with targeted oncology customers at the c-suite level. Implement strategic account plans for key regional accounts on the east coast that include account overview, key staff, issues and opportunities, detailed action plan with quarterly goals and sales analytics. Quarterly review performance with sales directors. Key accounts include Florida Cancer Specialists, Tennessee Oncology, Emory University, Atrium, and Moffitt.

●Led payer relations with key accounts including CVS, IBX, UPMC, Geisinger, Capital heath to ensure ‘to label coverage’.

●Manage all compliant account plan activities and conduct business to business activities within the assigned key accounts. Key projects include successfully launching a PV Quality Initiative with clinical pharmacists to use their EMR to identify appropriate patients in 4 strategic accounts, including AlabamaRX, Clearview Cancer Institute, and Levine Cancer Institute.

●Ensure appropriate product inclusion in provider formularies, pathways, EMR systems, and treatment plans. Partner with state societies to help educate members on the indications and patient assistance programs offered. Led corporate relationship with key alliance and professional organizations, including NCCN, QCCA, HOPA, COA, CHOP, ACCC, and NCCA.

Associate Director, U.S. Oncology Marketing May 2015 – Dec 2016

●Developed and implemented oncology healthcare professional educational programs and materials across multiple marketing channels for JAKAFI. Focused on strategic accounts (e.g. Integra Oncology, Flatiron, NCCN, COA, ACCC), GPO (e.g. McKesson, ION, Cardinal), medical education, external expert strategy, and conventions. Worked closely with key oncology stakeholders including nurses, hospitals, office staff, GPOs, advocacy groups, and professional societies.

●Led annual brand planning and budget for JAKAFI totally $44MM. Year-over-year sales growth of over 35%. Consistently achieved sales goals for the nation. Agency management to develop and execute promotional programs and materials. Projects included McKesson MF Expert Connect, OncoEMR PV disease ed trigger, and launching NCCN-endorsed materials.

●Developed and maintained strong internal relationships with sales and other key functional areas including Medical Affairs, Regulatory, Legal, and Development. Drove the strategic external expert’s targeting plan based on sales potential and current product utilization. This plan provided more focused targeting for the sales team.

GlaxoSmithKline (GSK), Philadelphia, PA 2009 - 2015

U.S. Oncology Business Unit:

Senior U.S. Oncology Product Manager Sept 2013 – May 2015

●U.S. ARZERRA in-line indications lead and led the launch for the First-line CLL indication, which was granted priority review. Led a cross-functional matrix team to ensure a successful national launch meeting. Developed the strategy, objectives, agenda, speakers, and training videos. Managed the production agency, and created patient videos and testimonials. The launch meeting received the highest post-launch field survey results in GSK. Externally measured post-launch with un-aided efficacy recall increasing 48% in 2 months. Won the Global Excellence award for the ‘Patient Relevance” campaign.

●Brand point to the hematology sales force of over 100 Account Specialists. Led all internal communications from HQ to field; developed and executed post-launch sustainment strategy, including a refresh of brand strategy due to new competitive entrant. Developed and trained field on the ARZERRA iPad e-detail. Partnered with CLL advocacy groups to help patient ed.

●Developed the core launch sales materials utilizing the brand messaging and positioning. Tactics included: tabulated Prescribing Information (PI) detail, IV dosing and administration guide, leave-behind HCP materials, journal ads, convention panels. Material was MLR approved under tight timelines to ensure fastest launch post-approval at GSK.

●Led the peer-to-peer (P2P) strategy, including developing the HCP, MSL, and nursing slide decks, speaker contracting and training, managing the bureau, and execution of marketing, GPO, and sales led programs.

Global Oncology Commercial Center of Excellence (CoE):

Senior Global Oncology Product Manager Apr 2011 - Sept 2013

●Led development and implementation of ARZERRA global brand objectives and operational strategies for in-line and launch indications in refractory CLL that increased ARZERRA prompted and unprompted awareness in the top 5 markets by 30% in 6 months. Year-over-year 2012 global sales increased 20% and were 25% above plan.

●Successfully launched ARZERRA in refractory CLL into Japan, Asia Pacific, Latin America, and 7 EU markets. Managed the A&P global brand budget that totaled $4MM, and led the weekly Global Brand Team meetings of over 20 members.

●Responsible for HCP promotional P2P strategy, convention planning, digital strategy, and creative agency management. Developed and implemented all launch material and had the highest pull-through Local Operating Company (LOC) rate in the Oncology CoE. Tactics included: Product Brochure, Sales Training Guides, Speaker ‘Program in a Box’, Patient Profiles, and Mid-level HCP Kit. Developed multi-channel marketing materials, including the iPad e-detail, self-guided HCP e-detail, promotional global product website, MOA video, interactive patient cases, and non-personal tool kit.

Oncology Commercial and Business Insights Manager Nov 2009 - Apr 2011

●Led commercial analyst for the Antigen Specific Cancer Immunotherapy (ASCI) Business Unit, primarily on MAGE-A3 ASCI for Melanoma and NSCLC. Defined and executed commercial analyses of all BU in-licensing investment options. Created and led the Immunotherapeutic Competitive Intelligence Insights Team that translated raw data into actionable insights.

●Developed novel methodologies for primary market research projects from proposal to results to support annual forecast, launch plan, and brand positioning and strategy. Projects included: Melanoma Patient Flow and Physician Dynamics, Diagnostic Laboratory Network mapping, U.S. Pricing Research, U.S. Conjoint Analysis, and External Expert Identification.

●Drove annual global forecast with key stakeholders and LOCs to gain alignment of commercial assumptions and value drivers.

●Partnered with Abbott Molecular on the Joint Commercial Companion Diagnostic Team that ensured therapy and diagnostic commercial and business alignment. Led joint forecasting initiative and presented therapy market research insights.

Pfizer (formerly Wyeth), Collegeville, PA 2008 - 2009

Commercial Portfolio Management Department:

Senior Manager Global Pricing and Reimbursement Mar 2009 – Nov 2009

●Pricing and reimbursement lead to the global hemophilia franchise. Responsible for ensuring optimal product price and access for all markets. Led HQ approval for in-country tender price adjustments and monitored global price referencing.

●Led U.S. Payer Stakeholder Strategy initiative to create open discussions with external payer advisors (e.g. Aetna) at key project development milestones (e.g. commit to phase III) to ensure a reimbursable file.

●Managed the Access Horizons Group, a cross functional team that defined and implemented the long-term market access strategy, including pay-for-performance, comparative effectiveness, risk share, and biosimilars.

Brand Manager – Launch Excellence Jan 2008 – Mar 2009

●Managed global commercial launch planning for DUAVEE and VIVIANT/CONBRIZA, including gaining stakeholder alignment and inputs for successful product launch. Drove the endorsement of the annual Global Brand Plan, and Life Cycle Strategy.

●Led convention planning activities to ensure successful preparation and execution for the exhibit booth, congress sponsorship, company-sponsored non-branded symposia, and commercial advisory boards.

GlaxoSmithKline (GSK), King of Prussia, PA 2000 - 2008

Global R&D Project and Portfolio Management Department:

Senior Project Manager Aug 2006 – Jan 2008

●Developed integrated project and clinical plans for multiple products, including a GSK top 12 priority project. Led the Alternative Development sub-team that saved 6-months development time by executing novel adaptive design trials.

●Accountable for project budget and development of financial options and scenarios. Presented and defended key project information to senior management. Led successful due diligence efforts evaluating in-license opportunities.

Non-Clinical Operations Department:

International Operations Business Manager May 2000 – Aug 2006

●Managed External Project Expenses (EPE) that annually totaled $32MM. Monitored and analyzed site’s internal resource capacity that resulted in transferring over 50 toxicology studies to other sites, saving the department over $4MM in EPE.

●Led strategic partnership meetings with external alliance groups (e.g. CRO’s) to align short and long-term goals. Negotiated fixed annual study costs that resulted in saving $1MM annually. Promoted 4 times in 6 years.

●Managed a team of internal GSK employees and external consultants to ensure successful management of resources.

EDUCATION:

Drexel University, Philadelphia, PA

Master of Business Administration (MBA) with a dual concentration in Marketing and International Business

The Pennsylvania State University, University Park, PA

Bachelor of Science (BS) in Health Policy and Administration with a concentration in Life Science

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