Mark Santry has had a lengthy career in healthcare leadership roles at GlaxoSmithKline (GSK), starting in pharmaceutical sales and advancing to marketing management. He led the successful launch of GSK's first disease management program for asthma. Later, as Director of Business Development, he worked with major companies and insurers. Santry completed his career at GSK as Senior Director, guiding positive relationships with national associations. Currently, he resides in North Carolina with his family and remains active in volunteering and lifelong learning.

1. Mark Santry – Principal at 221 Strategies
| 919.414.9840 | msantry0@gmail.com
Biography
Mark Santry has enjoyed a lengthy and successful career in the commercial healthcare
environment in a wide range of increasingly responsible leadership roles.
Beginning with professional pharmaceutical sales in the university hospital and prescriber
segments, Mark advanced to district sales management, and with demonstrated team
leadership excellence, moved into a marketing management role at GlaxoSmithKline
headquarters in North Carolina. After a brief stint as Ventolin® Product Manager, Mark
was asked to lead the newly formed Allen & Hanbury’s Respiratory Institute, developing
and directing strategy of consumer engagement, and building a CRM database of over
300,000 asthma patients. The Institute role provided an opportunity for Mark to recruit
and oversee the professional support engagements of a key opinion leader advisory panel
comprised of twelve of the most nationally respected clinicians in pulmonary medicine.
Mark accepted a challenge from GSK leadership to build and launch a new disease
management division, and was instrumental in creating and launching the first pharma
industry care management program for asthma. He ultimately helped lead the division to a
position of industry leadership in multiple therapy areas.
With a transition into the role of Director of Business Development and Operations for
GSK’s Payer Marketing division, Mark gained valuable leadership experience in positioning
the company’s Employer strategy with major Fortune 100 firms and national insurers.
Organizations Mark was responsible for included Ford, Sprint, FedEx, Sara Lee and Pitney
Bowes, and major insurers including UHG, Humana, CIGNA, Aetna and Anthem BCBS.

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Mark completed his career with GSK in the role of Senior Director Professional and Trade
Relations. With the role positioned in GSK’s Government Relations group, Mark was able to
guide the GSK enterprise into highly positive and productive long-term relationships with
major national associations such as the Academy of Managed Care Pharmacy, America’s
Health Insurance Plans, National Association of Chain Drug Stores and The American
Pharmacist Association. In his Senior Director role, and at the request of the President of
GSK North America, Mark conceived, executed and successfully managed the industry-first
GSK Executive Exchange program. The program paired like-level executives (Presidents,
SVPs) from GSK and major national payer and payer channel organizations in long-term
mentoring relationships. Productive and successful relationships were forged between
GSK executives and leaders from Express Scripts, OptumRx, Prime Therapeutics, Humana,
and AmerisourceBergen, among others.
Mark currently resides in Cary, North Carolina with his beautiful wife Rhonda, and enjoys
golf, travel, politics, volunteering, and life-long learning. He is proud of his three adult
children, Rachel, Michael and Tess, and is happily watching them all as they pursue their
own professional careers.

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Mark’s Values
Honesty and Integrity, Respect, Initiative, Hard Work, Compassion, Generosity, and a deep
and abiding Christian Faith.
Mark’s Competencies and Accomplishments
Leadership
Recruited, hired and led newly formed sales district for GSK, exceeding sales quota in 13
out of 14 consecutive quarters. Promoted four out of eight sales representatives to
positions of increased responsibility, including two Directors and one Vice-President.
Served on two non-profit Boards of Directors, and led GSK PAC as Chairman, Vice-
Chairman, and permanent executive committee member (Treasurer). Served three years
on Disease Management Association of America Board of Directors.
Initiative and Creativity
Led major, innovative start-up initiatives positioned to enhance GSK’s brand and payer
commercial positioning. Included Allen & Hanbury’s Respiratory Institute, GSK Care
Management Division, and GSK Executive Exchange. Also developed the GSK Payer
Marketing “Partners in Healthcare” town hall series, a quarterly live and enterprise-wide
broadcast hosted by SVP Payer Market and featuring executive level speakers from key
national accounts including Catamaran, ESI, Prime Therapeutics and Humana.
Problem Solving
Devised appropriate and successful strategy to position GSK in full compliance with recent
Corporate Integrity Agreement in area of grants provision to non-profit association
entities. Achieved three years of consecutive five-star internal audits.
Policy and Advocacy
Advised and assisted GSK Public Policy and Advocacy/Alliance teams in educating and
mobilizing key stakholders on mutually beneficial legislation and policy matters. Lobbied
Federal congressional representatives, with PhRMA, to support national ‘We Work for
Health’ initiative, along with PDUFA, 340B, Part D Rebates and Biosecurity legislation.
Payer Account Management
Positioned GSK as pharmaceutical partner of choice with major national payers in adoption
and implementation of NCQA Certified Care Management programs. Negotiated and placed
multiple programs with accounts including ESI, Humana, CIGNA, Aetna, Scott and White
and select BSBS regional affiliates. Directly negotiated and placed first public/private
partnership asthma management program with then Governor Huckabee in his ARKids
statewide Medicaid health management initiative. Directed GSK presence and product
positioning at major national symposia including AMCP and APhA Annual and spring
meetings, PCMA Annual and PBM/Specialty, NAMCP and NCPA. Facilitated and moderated
GSK/key payer customer planning meetings at major conferences.