Sales/Business Development Executive

MICHAEL J HRYNKO

********@*****.***

**** ******** ***** • Yardley PA 19067• (C) 908-***-**** • (H) 215-***-****

Profile

Assertive, results-oriented and decisive sales professional with extensive healthcare reimbursement experience and a track record of success. Proficient, concepts-to-market driver focused on expeditiously bringing and keeping patient and drug together by engaging internal and external stakeholders involved with patient care. Strategic consultant, responsive to competitive situations and approaches work with a sense of urgency. Clinical acumen with a focus on patient outcomes; Participated in product launches including 1st-in-class and breakthrough treatments which established new treatment paradigms and improved patients’ quality of life.

Professional Experience

Clinical Liaison: (Hospital, Clinic, Office Sales): Icore Healthcare, 2011 to 2012

Contract position designed to assess the impact on preferred specialty pharmacy fulfillment rate. Presented process improvement tactics to Clinical Operations and Utilization Management to meet customer needs.

•Increased Regional Managed Care Plan’s formulary compliance from 7% to 50%.

•Addressed the open specialty pharmacy network challenge by building “growth potential” relationships with sub-specialists who prescribe profitable products.

•Built relationships by preparing customer-centric account profiles, resulting in trial use of medication fulfillment services by over 75% of targeted accounts.

•Analyzed and segmented weekly utilization reports to establish an optimal target list in order to drive account compliance with the health plan formulary.

Contracted Inside Sales Specialist: TouchPointSolutions, 2010 to 2011

Pilot project, utilizing digital media to augment the marketing of Medical Pharmacy Products for AMGEN ONCOLOGY. Project Lead for designing and integrating an intuitive CRM system with Field Sales. Built customer relationships with key physicians inaccessible to Field Sales Team. Prepared conceptual briefs and status reports for Account Leadership Team and submitted incremental “change requests” for review and discussion with Project Sponsor.

•Inside Sales Team (3) exceeded Nplate® sales forecast for 1st, 2nd, 3rd Quarters, 2011.

PRINCIPAL Consultant: RxR Partners, Inc. March, 2007-May, 2010

Responsible for increasing specialty drugs referral rate for an independent specialty pharmacy. Led the implementation of sales strategies for Hepatitis C market. Contributed to client’s growth through customer retention and acquisition of strategic customer partnerships. Role was expanded to include process improvement projects, and to analyze ROI for existing services (pain management, HIV, IVIG, IVF).

•Attained 7.6% annual growth rate for personal consulting business.

•Increased Client’s (independent specialty pharmacy) sub-specialist referral base by 200%.

•Produced > $2,000,000 of profit in 30 months as a result of increased Hepatitis C referrals and expanding product portfolio which included Transplant, Growth Hormone, Oncology.

Biopharmaceuticals ACCOUNT MANAGER Novo Nordisk January 2005 to February 2007

•Registered 100% of key accounts for Phase IV study, implemented speaker programs and managed relationships with International Growth Disorders KOLs’; exceeded NordiFlex® launch goal (107%).

•Provided solutions for key customer reimbursement problems by identifying local specialty pharmacy capable of processing referrals, verifying benefits and rapidly starting patients’ on therapy.

Senior Endocrine Specialist, ELI LILLY & CO, 2001-2005

Hired for the expansion of the Endocrine Business Unit, in preparation for extended Growth Hormone Indications: Turners’ Syndrome and Idiopathic Short Stature as well as the launch of FORTEO®.

•Worked with key physicians to start the Central PA Turner’s Syndrome Society and AACE NE Chapter; Mid-Atlantic District Launch Leader for Humatrope® sales, 2003.

•Inter-division (Diabetes) KOL programming Lead throughout Central and Northeast Pennsylvania; Attained # 2 National Ranking for Humalog® sales, 2003.

PROJECT MANAGER, CommonHealth USA, 1998-2000

Led the implementation of medical-marketing initiatives for a multi-million dollar account as a liaison between the agency medical education and advertising groups. Fostered relationships with KOLs’ and influential institutions throughout the country.

•Challenged to recruit 10-12 physicians’ for each National Advisory Board Meeting while provided with fragmented databases; hired and managed software vendor to develop account profiling technology, resulting in targeted attendance for 25 events.

•Role was expanded to include business development and market research; secured presentations with product managers, resulting in two project wins ($250,000 and $400,000).

HOSPITAL & SPECIALTY SALES, GLAXO, INC., 1988-1998

Successfully managed multiple territories in the five-county Philadelphia area.

•Prevented formulary exclusion of ZANTAC® through partnering with key physicians and influential staff by facilitating “standing-orders”, which preserved retail spill-over business in territories surrounding the institution.

•Worked with State Legislators and Government Affairs to prevent therapeutic substitution; Proprietary drug was not removed from P.A.C.E. Program, saving an estimated $8 million dollars of business.

HONORS & AWARDS/RECOGNITION

•ZANTAC Injection® District Leader for six consecutive quarters (1990-91).

•Earned Operational Excellence Award, Pennsylvania Region, 1997.

•Civic Action Network Award, Government Affairs, 1996.

•Hospital Division, Vice-Presidents Award, 1994.

•National Achievement Award, 2002.

•IMITREX®; Regional leader in 1996 (243% above quota).

•Consistently Exceeded Expectations on annual performance appraisals.

•Selected to present “Blue Chip” project concept to Executive Team.

•Initial Sales School and Tele-Marketing Company Trainer: WELLBUTRIN SR®, IMITREX®.

EDUCATION/TRAINING & DEVELOPMENT

BS, Health & Life Sciences University of Pittsburgh

MS, Health & Human Performance East Stroudsburg University

Healthcare Marketing Certificate Dartmouth College

Clinical Research Associate Certificate 50-hour online training course

Principles of Project Management Villanova University

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