2016 Resume

1. THOMAS GOULD
8818 SE North Passage Way ▪ Jupiter, FL 33469 ▪ (561) 222-1541 ▪ Thomas.Gould@abbvie.com
MANAGED CARE AND TRADES ACCOUNT EXECUTIVE
Results-driven Trades Executive with a proven track record of negotiating favorable direct and indirect contracts for ten products across medical and
pharmacy benefits, securing positive formulary access without adverse selection, and maximizing sales for several disease states in commercial,
government, PBM, MCO, Employer, Advocacy and Specialty Pharmacy market segments despite brand and generic competitor entrance. Innate
ability to rapidly ascertain market drivers and identify new opportunities, quickly penetrate potential accounts, develop trusted relationships with key
executive decision makers, and assess customer priorities and requirements to create win-win solutions.
Reputation for collaborating with cross-functional business units, including brand, marketing, legal, regulatory, contracting, pricing and compliance to
construct profitable contracts and effective marketing value proposition decks. Exceptional leadership and relationship building skills with internal and
external customer with proven results in hiring, training, performance managing, and developing direct reports focused on achieving goals.
Core Competencies:
 Managed Markets / Government Account/Trades Expertise
 Account Development / Management
 Key Customer Identification / Relationship Building Techniques
 Contract Development / Negotiations
 Competitive Landscape Assessment
 Pre- / Post- Launch Product Marketing Activities
 Pull-through Program Development / Implementation
 Personnel Recruitment / Supervision / Development
PROFESSIONAL PHARMACEUTICAL EXPERIENCE
ABBVIE, INC. (2009-Present)
Trades Executive – Southeast (2015-Present)
 Earned “National MVP Award” for Trades in 2015
 Ranked #1 in Nation for Impact Goals and Sales Numbers in 2015
 Won “Pinnacle All-Star Summit Award” in 2015
Managed Care Area Manager – State of Florida (2012-Present)
 Earned prestigious National “Best in Class Award” in 2014
 Earned prestigious National “President’s Award” in second full year in position (2014) for Pharmacy and Medical Management initiatives
 Vice Presidents Award in first full year (2013) in position for Medical Management initiatives
 Advanced all positions for products without any adverse selection
 Promoted to Senior Level Managed Care Account Manager in 2013
 Selected for and completed two Scotworks Negotiation Trainings
 Chosen by Humira Marketing Team to assist in creation of Medical Management Deck
HIV Senior District Manager – Florida District (2010-2012)
 #1 District Manager in Nation “2011 Virology Pinnacle All-Star Summit Award”
 Selected for and completed SME DM Enhancement and Kellogg Business School 2012
 Represented all DM’s in the Nation at 2011 & 2012 Brand Planning Meetings
 Selected for 2012 RM Training program
 #2 Ranked District in Nationally in 2012
 Promoted to Managed Care Executive in October 2012
Primary Care SeniorDistrict Manager – West Palm Beach District (2008-2010)
 #1 DM in the Nation for Simcor Launch defined by first 13 weeks
 #1 DM in Southeast Area for Trilipix Launch defined by first 13 weeks
 Synthroid Marketing Liaison DM in 2009
 Selected for President’s Advisory Panel led by Jeff Stewart/Jason Powell Fall 2009 and 2010
 Top 3% Portfolio DM in 2009
 Promoted to FL Virology District Business Manager March of 2010

2. SEPRACOR PHARMACEUTICALS (2004-2008)
SeniorDistrict Manager – South Florida District
 2004 Formal Management Training with HAIG Group Ranked #1 in class
 Lead Trainer for 18 weeks in Initial Sales Training in 2005
 DM Managed Care Liaison for the Florida Region in 2006
 DM Marketing Liaison for 2006 Lunesta Campaign
 “2007 President’s Circle of Excellence Award” Top 5% in the nation for Lunesta
PURDUE PHARMA (2001-2004)
Oncology/Long Term Care-Baltimore and South Florida
 Ranked #1 Account Manager in the Nation “2003 Toppers Club Award”
 Formal Management Training via REMAP (PCI Consultants) Ranked #2 in class
 Several new contracts signed for Hospice Rebate Agreements
 Recognized as a “Top-Speaker” on Pain MGMT by Beacon Institute Panel
ABBOTT LABORATORIES (1999-2001)
Long Term Care Neurology and Professional Medical Rep – Baltimore and South Florida
 “2000 All-Star Award” for Biaxin and Prevacid
 Served on SMAC Panel to create training manual for Account Managers
 Promoted to Florida Long Term Care Account Manager
 Ranked #3 Long Term Care Account Manager in the Nation 2001
SANOFI PHARMACEUTICALS (1998-1999)
Primary Care Representative - Maryland, VA, WV
 #1 Dynabac Rep in the Nation 1998
 R#3 in East Region for Avapro and Plavix Launches
EDUCATION
Bachelor of Science in Business Marketing ▪ Frostburg State University 1997
President of Theta Chi Fraternity and President of Inter-Fraternity Council
Varsity Soccer Team Captain