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Jtm 4.30.10 Jtm 4.30.10 Document Transcript

  • JOHN MCNAMARA Cell: 508.404.4009 Fax: 508.303.3709 E-Mail: j.mcnamara55@gmail.com • LinkedIn: http://www.linkedin.com/in/johntmcnamara COMMERCIAL BIO-PHARMA EXECUTIVE Managed Markets Access § Sales Force Formation § Reimbursement SEASONED BIO-PHARMA COMMERCIAL EXECUTIVE WHO CAN BUILD AND LEAD ORGANIZATIONS, STRATEGIES, LAUNCH PLANS, AND TEAMS (ACCOUNT MANAGERS, DISTRICT MANAGERS, REPRESENTATIVES, CLINICAL NURSE EDUCATORS) IN THE US MARKETPLACE. ▪ SKILLED AT DEVELOPING STRATEGY, PROGRAMS, AND TACTICS TO ENSURE PRODUCT ACCESS/ REIMBURSEMENT WITH COMMERCIAL AND GOVERNMENT PAYERS. ▪ CAN CREATE AND LEAD TEAMS OF VARYING SCOPE AND SIZE (10-140 PEOPLE IN THE PAST). ▪ ABLE TO PERFORM EFFECTIVELY IN HEADQUARTERS OFFICE (HO) AND SENIOR FIELD LEADERSHIP ROLES. AREAS OF EXPERTISE • Staffing: Line Managers, • US Segments • Organizational Design Reps, Clinical RNs, • Marketing/Brand Planning • US Access / Reimbursement Account Managers • Coding • 3PL Distribution / Supply • Buy & Bill /Injectables • National Account Chain • Ad Boards Management • PAPs & Call Centers • Managed Markets • C Suite Experience • Pricing and Contracting Expertise • Specialty Pharma, GPOs • ASP Management • 11 new drug entity launches VALUE OFFERED ▪ Launched more than 10 new pharmaceutical products (compound launches) including Amaryl, Zegerid, Lantus (injectable), Ketek, Carafate, Allegra, Feraheme (injectable), Lescol, Actonel, Cardizem, and Nitrobid Ointment — with significant prelaunch market strategy development. ▪ Led the startup and launch of two bio-pharma organizations – For AMAG, built and led a highly talented specialty sales force, clinical nurse educator team, and management group focused upon the renal/oncology marketplaces. Post launch, our business unit led the US in sales 2 to 1 in grams of iron sold. We also closed two of the largest accounts within the nation for a full conversion post launch. For Santarus, we led nation in sales for the first 2 years Zegerid was on the US market. ▪ Multi-segment experience in healthcare including Primary Care, Group Practices, GPOs, PBMs, Managed Care Organizations (PPOs, IPOs, Staff Models), VA-DOD, Wholesalers, Retailer Pharmacy, Hospitals, IDS, Group Practices, Dialysis, Medicare-Medicaid (CMS), Tricare, Specialty Pharma (buy & bill injectable), and Long Term Care. ▪ Brand experience includes Lovenox, Cardizem, Feraheme, Prilosec, Zegerid, Carafate, Lantus, Actonel, Nitrobid Paste, Allegra, Silvadene, Nasacort AQ, Seldane, Amaryl, Claforin, and Ketek. ▪ Co-promotion experience with Astra Merck (Prilosec), Otsuka (Zegerid), P&G (Actonel), Sandoz (Lescol), and contract sales organizations Innovex (Feraheme) and In Ventiv (Zegerid) ▪ Excellent leadership skills in both headquarters (7 years) and field (15 years) assignments ▪ Reimbursement / Managed Markets expertise (10+ years in commercial, Medicare Parts B and D, and Medicaid payers, tactical and strategic) as well RX Supply Chain
  • Professional EXPERIENCE GUIDEPOINT GLOBAL CONSULTING — New York, NY (2010 to Present) ZINTRO CONSULTING — Levittown, NY (2010 to Present) PRIMARY INSIGHT CONSULTING — Chicago IL (2010 to Present) Consultant AMAG PHARMACEUTICALS — Lexington, MA (2007 to 2010) Startup biopharma organization entering the US commercial nephrology-oncology-hematology markets; corporate growth of $20M plus in first year sales ($40M plus annualized). National Sales Director, East (2008 to 10/2009) Involved in planning, development, and launch of a specialty biotechnology sales team within the renal-dialysis-oncology market. Built a 90+-member sales force with buy & bill / reimbursement expertise charged with generating initial sales of a new, novel injectable IV iron product. Led nation in sales. Recruited and mentored 4 managers, 38 sales reps, and 13 nurse educators; enhanced team competencies in CMS regulatory requirements and reimbursement acumen. Built/ managed extensive vendor relationships.  Initiated customer profiling to develop custom strategies and tactics at the territory, region, and national levels. Resulted in EAST outperforming WEST in first 3 months of launch dues to prelaunch tactical planning and post launch execution.  Drove East region to top sales position nationwide at market launch (2 to 1). Closed two of the largest accounts in the nation (CDC and Atlantic Dialysis) for a full conversion post launch.  Led nation in all prelaunch marketplace activities prior to Feraheme. Sr. Director, Managed Markets, CMS, Distribution & Reimbursement Strategies (2007 to 2008) Served as a subject-matter expert for the US pharmaceutical market, providing strategic insight, planning and directing business consultation/vendors for operational areas involving trade (3 PL), government (CMS), and managed markets-commercial payers. Planned the initial coding strategy for the launch of Feraheme (temporary J, J, C, and Q). Developed early ASP management strategy for organization. Leveraged recruiting and hiring expertise to quickly ramp up organization. Built $8M budget for 2008 scale-up in advance of market entry.  Built business plan for 2008 scale up across trade, government affairs, and managed markets; participated in hiring process of subject matter experts in each of the 3 areas. This allowed for expansion of commercial group to 130 plus home office and field based associates within the ensuing 12 month period. SANTARUS PHARMACEUTICALS — San Diego, CA (2004-2007) Recruited in 2004 to develop a commercial group to launch new GI product (Zegerid) in 2005; developed end-to-end sales- marketing strategies and best practices ; led nation in sales as top region (out of 4) for the first 2 years Zegerid was on the US market. Sr. Regional Sales Director, Northeast Utilized pharmaceutical sales management/marketing/segment expertise to develop a high- performance region. Played an instrumental role in the development of sales- marketing initiatives for key sectors. Recruited, trained, and mentored 70 sales representatives/line managers. Assisted in design of innovative compensation structures and incentive programs, as well as involved in the planning/geographical deployment of the sales organization.
  •  Achieved the top sales ranking of all national regions within the first 2 years of product launch. AVENTIS PHARMACEUTICALS, Hoechst Marion Roussel, Marion Merrell Dow, Marion Labs Kansas City MO and Bridgewater NJ (1978-2004) Delivered superior results within progressively responsible leadership roles, providing direction to Managed Markets, Trade, Government Affairs Account Managers, as well as first line managers and sales reps. Developed customized corporate-level and brand specific sales & marketing strategies/tactics. Delivered consistently high sales results. Director, Healthcare Systems Marketing / US Managed Markets (2002 to 2004) — Bridgewater, NJ Responsible for sales-marketing efforts spanning 9 major brands of the company portfolio within specialized segments, overseeing 11 segment managers assigned to each brand and all segment customized product and corporate marketing campaigns. Drove business development in trade, government, and managed markets (organization of 120 plus government affairs, trade and managed markets account managers). Educated segment managers and enhanced perception of their role in a matrix organization.  Slashed operating budget from $15M to $8M without reducing account management team, simultaneously improving services and service delivery.  Transformed initial phase of annual product planning cycle for all brands (3-5 Year Environmental Overview) which resulted in a cohesive view of US marketplace by all product planning teams.  Introduced employer-focused programs featuring benefit inclusion, educating major employers on drug benefit plans and economic benefits of Aventis products to counter PBM efforts. Regional Sales Director, Hoechst Marion Roussel — Boston, MA (1999 to 2002) Hired and built a new Northeast Respiratory Sales Team of 11 first line managers and 130+ sales representatives; sat on the P&G/ Actonel launch team engaged in the co- promotion and pre- launch of a multi-billion dollar brand); promoted Allegra (which became a $1B brand) and Nasacort AQ. Added 30% increase to Allegra sales line in first year . Director, Managed Markets East, Hoechst Marion Roussel — Boston, MA (1997 to 1999) Business Unit Director — CT & NY, Hoechst Marion Roussel — Hartford, CT (1995 to 1997) Director, Account Management East, Marion Merrell Dow — Boston, MA (1989 to 1995) Identified and created the Managed Markets market. Built and managed a sales force of 45 customer-focused sales representatives and account managers. Signed the first contract for Marion Merrell Dow for a managed care customer. Built relationships with PBMs and Medco. Additional experience as District Sales Manager, Sales Recruitment Manager, and Sales Representative with Marion Laboratories. Member of AMCP and Eagle Scouts Board of Review RECOGNITION Top Performing AMAG Business-Unit Post Launch Feraheme, 2009 Top Performing Regional Sales Team at Santarus Post Launch Zegerid, 2005, 2006 Excellence in Leadership Award, Marion Merrell Dow, 1992; Hoechst Marion Roussel, 1996 Salesman of the Year, Marion Merrell Dow, 1980 EDUCATION Master of Business Administration (MBA) — in progress (42 credits completed) BOSTON COLLEGE / ROCKHEURST UNIVERSITY / WORCESTER POLYTECHNIC INSTITUTE B.A. in Behavioral Science, UNIVERSITY OF MASSACHUSETTS