Healthcare Executive/National Sales Manager/Business Development

Highly accomplished, results-oriented National Sales Manager/Healthcare Executive/Regional Institution Sales Manager/Business Development Executive with demonstrated success in consistently exceeding sales and market share goals and delivering positive formulary access for HIV, HEP-C, ONCOLOGY, INFECTIOUS DISEASE, RESPIRATORY, WOMEN’S HEALTH, MENTAL HEALTH AND HOSPICE. Talent for negotiating solid contracts in numerous payer environments, including MCOs, PBMs, HMOs, State & Local Government Correctional Facilities, and VA / DoD accounts. Possess expertise in strategic planning, pull-through program development, sales, marketing, project management, account management, product launch, and presentation development. Reputation for the development of relationships with key decision-makers, product knowledge acumen, and executing on strategically developed plans to meet established goals.

CORE COMPETENCIES

Business / Sales Strategy Development

Regional Account Penetration / Management

Contract / Rebate Negotiation

Field Plan Development / Implementation

Advocacy / KOL Development

Start-up Business Expertise

Data Analysis / Problem-Solving Tactics

Marketing / Product Launch Program Creation

Personnel Selection / Development

Management / Leadership / Motivation Skills

PROFESSIONAL EXPERIENCE

ADVANCED HEALTHCARE SOLUTIONS, INC - Consultant (2010-Present)

Developed and managed continuum care models for Dept of Correctional facilities in partnership with community providers, PBMs, VA / DoDs, to maintain quality care for parolees. Incorporating strategies to negotiate favorable contracts for supporting specialty pharmacies, while attaining optimal pricing and positioning for branded products.

Developed a feasibility study to launch an E-prescribing company into the Correctional Healthcare market. Created and developed a strategic plan to negotiate favorable contracts to obtain access Medication History, diagnosis and prescriber information Partner with Specialty pharmacies and other vendors to gain business optimization. Experience in the following disease states: HIV, HEP-C, Oncology, Infectious disease, Respiratory, Women’s Health, Mental Health and Hospice

ABBOTT LABORATORIES – Abbott, IL (1999-2010)

Regional Institutional Sales Manager (2007-2010)

Led a 5 representative sales team, managing national and regional accounts while generating annual revenues over $5M in a competitive and declining market. Charged with devising and incorporating strategies to negotiate favorable contracts, attain optimal access and formulary positioning, and overcome limitations for branded products in National and Regional MCO, PBM, VA / DoD, and Dept of Correctional facilities accounts in 3 states. Identified and formed relationships with key advocates to assist in bringing credibility and legitimacy for products to P&T committee members, Pharmacy Directors, and executive-level decision makers.

Partnered with across business units, including brand management, sales training, compliance, contracts, field / federal government sales operations, marketing, and legal personnel to devise new product launch initiatives, pull-through / brand awareness programs, contracting strategies, and rebate initiatives.

Called on key National and Regional accounts, including VISN 3, VISN 4 and VA hospitals, Federal Correctional Accounts, National Correctional Accounts including Correctional Medical Services, Prison Health Services, Contract Correctional Services, Regional Correctional Accounts including Child Family Guidance, Supporting specialty National and Regional Specialty Pharmacies/PBM’s including Pharmacorr, Maxzor, Diamond, Town Total, CorrectRX, CVS ProCare, and University Medical and Dentistry of NJ, MCO’s including:

Spearheaded the development and implementation of the New Jersey Correctional HIV testing on Intake program that focuses 14 state correctional facilities, supporting intake and juvenile facilities. The implementation of testing allowed the Dept of Corrections to identify incoming HIV positive inmates’ thus increasing Kaletra® revenue by $3M.

Spearheaded the development and implementation of the Continuum Care Model for the state of New Jersey. The Continuum Care Model is the coordination of correctional facilities, specialty pharmacies, aids service organizations and physical practices to ensure HIV positive paroles remain medication compliant. The Continuum Care Model increased Norvir® and Kaletra® retail sales by $1.7M.

Spearheaded the development and implementation of the VADOC Model for the state of New Jersey. The VADOV Model is the coordination of correctional facilities and VISN 3 ID’s to manage HIV positive veterans while incarcerated. The state of NJ realized a 1.1 million dollar savings while shifting the cost of care to the Federal Government.

Contributed to increased sales of 30% for Kaletra®, by developing regional Market strategy for utilization with VA / DoD and VA PBM by IRA’s, which showed growth of drug through CMOP system.

Initiated partnerships with Aids Services Organization including Pennsylvania’s Philadelphia Fight, Presbyterian Support Group, Penn Support Group, Pennsylvania Aids Education Training Corporation and New Jersey’s South Jersey Support Group, New Jersey Aids

Robert L. Adams, Jr., ACHE

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Education Training, Atlantic City Support Group, and Aids Shore Group to market Kaletra’s® efficacy and side effect profiles for patient education. This resulted in adoption by patients and providers while increasing Kaletra’s® revenue.

Matrix – Managed HIV Specialty sales representatives in the selection of local county jails and specialty pharmacies to conduct sales and PowerPoint presentations, which focused on common contracts and promotional strategies for Kaletra’s®.

Blocked competitor products from attaining formulary status and retaining exclusivity for Kaletra’s® at New Jersey’s Essex County Correctional and Pennsylvania’s Graterford Prison facilities by creating specific marketing presentations and materials and sourcing a KOL to substantiate Kaletra’s® efficacy profile.

Sr. HIV Sales Specialist Role (2004-2007)

Promoted two Protease Inhibitors, Norvir® and Kaletra® anti-retroviral drugs for managing patients infected with HIV, to Pennsylvania IDN’s: University of Penn, Presbyterian, Lankenau, Brynmawr, Crozer Hospital, Mercy Health System (Philadelphia, Darby, Haverford, and Suburban), Temple Univ, Albert Einstein, St. Christopher’s, Children’s Hospital of Phila. W. Reading Hospital, Reading Hospital, Allentown Hospital, Paoli Hospital, Taylor Hospital, Brandywine Regional Medical Ctr., Lancaster Regional Medical Ctr., Philadelphia & Coatesville Veterans Admin Hospital, Thomas Jefferson Univ, Pennsylvania Hospital, St. Josephs Medical Center, New Jersey’s IDN’s: Cooper Medical Ctr, Lourdes, Virtua Medical Ctrs, Orange Veterans Admin Hospital, St Joseph’s, Atlantic City Medical Ctr, Shore Memorial Medical Ctr., Univ of Medical and Dentistry of New Jersey, Delaware IDN’s: Christiana Care Medical Ctrs, St. Francis, Wilmington Veterans Admin Hospital while achieving multiple formulary acquisitions as well as top 5% awards due to increased market share growth.

Served as interim Philadelphia/New Jersey District Manager by coordinating weekly conference calls, rep ride-alongs with Sales specialist

Trained and developed all new hires within the Philadelphia/New Jersey District

Developed patients and providers as advocacy speakers for HIV programs

HIV Sales Specialist Role (1999-2004) Promoted Norvir® and Kaletra®, protease inhibitors that contains the progression of the spread of HIV, to primary care and infectious disease physicians while achieving multiple top 5% awards due to increased market share growth.

Mercy Health System, Mercy Hospital of Philadelphia – Philadelphia, PA

Director of New Business Development (1995-1999)

Established and managed a Hospital/Physical Network producing in $5M in outpatient revenue by forming relationships with 4 Long term care facilities, 4 Renal Care Facilities, 50 physician offices, acquisitions of 2 provider sites and recruitment of 4 physicians.

Managed customer, courier and phlebotomy services to ensure quality performance and quality of patient care

Oversaw master patient file to ensure patient confidentiality and laboratory pricing for managed care contracts

Developed marketing plans and materials for providers while Increasing outpatient revenue $5M annually

Lead a personnel of 4 to oversee the integrity of the network performance

Ortho-McNeil Pharmaceutical – Raritan, NJ (1989 – 1995)

Professional Sales Representative (1991-1995)

Promoted FLOXIN® and FLOXIN-IV® are synthetic broad-spectrum antimicrobial agents, ULTRAM® a centrally acting analgesic, PARAFON FORTE® DSC a centrally-acting agent, HISMINAL® is an allergic anti-inflammatory agent, Ortho-Novum 1/35® , Ortho-Novum 7/7/7®, Ortho-Cyclen®, and Ortho-Tri Cyclen® contains a combination of female hormones that prevent ovulation, and Ortho-Est® contains estrogen replacement to reduce symptoms of menopause to primary care, and infectious disease physicians while achieving multiple top 5% awards due to increased market share growth. ___________________________________________________________________________________________________________________

AFFILIATIONS/BOARDS

Past President, Beaulieu II Maintenance Assoc, Past President, Men of Bethel AME, Member, Family and Marriage Institute,

Member, American College of Healthcare Executives, Past President, Omega Psi Phi Fraternity, Inc. Nu Upsilon Chapter,

Alumni, Nu Psi Chapter, Past Member, Greater Philadelphia Health Action (GPHA), and Past Member, Nu Corp Venture Capitalist Group

AWARDS/RECOGNITIONS

Abbott Laboratories include: 2007 Silver Allstar Award, 2005 Virology Director Award, 2005 Integrity Award, 2004 Peer Award, 2004 Peer Champion Award, 2003 Integrity Award, 2003 Teamwork Award, 2002 District Programming Award, 2002 District Top Performer Award, 2002 District Top Mkt Share Growth Award, 2002 District Top Mkt Share Award, Mercy Hospital of Philadelphia include: 1997 Administrator of the Year Award, Ortho-McNeil includes: 1992 Professional Sales Award, 1991 District Sales Award, 1991 Star Award

EDUCATION

B.S., Degree in Business Information Systems - Virginia State University - Petersburg, VA

M.S., Degree in General Psychology – Walden University – Baltimore, MD (Online) Summer Graduation 2013

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