Marsha Fontanive has 25 years of experience in sales and business development within the healthcare industry, specializing in launching new products. She has a proven track record of building long-term relationships and contracting with managed care organizations and hospitals. Her areas of expertise include strategic planning, sales training, and client management.

1. MARSHA T. FONTANIVE, MSM 255 EVERNIA, 504
WEST PALM
BEACH,FLORIDA 33401
561.281.9211
MTFONTANIVE@YAHOO.CO
M
Offering 25 years experience in Pre IPO/New Concept placement within managed care
organizations and hospital contracting. I worked with the Same Management Team for 25 years. I
worked in the areas of Lab/Toxicology, Capital Equipment (Hematology/Oncology/DNA), National
Training, Management of new product launches. Excellent communication skills, proven success in
long term relationships/contracting. Managed multi-million dollar clients which resulted in product
contracting, corporate branding and competitive advantages in the Oncology, Hematology,
Gastroenterology, Cardiology, Neurology, Capital Equipment and Pain Management.
KEY AREAS OF COMPETENCY
• Strategic territory planning and launch of new biotech, lab, pathology, diagnostic, and device offerings.
• Worked 25 years for the same management team for Glaxo, Alza, Intermune, Tercica and Solace. Proven
record in building strong and long lasting relationships with clients and company personnel.
• Strategic thinker and planner. Excellent written and communication skills.
• National manager for training, managed care/hospital contracting, client management, business
development ensuring sales force competency and top performance for Glaxo, Genentech, Alza,
Intermunne, Tercica, Solace, Expansion and PharmCO.
• Strong customer relationships and ability to increase brand loyalty through contracting and
partnerships.
• Management of new product development, research study placement and protocols.
• Project leader for new joint ventures for device, diagnostic, pathology, lab, and pharmacy contracts.
• Strong planning skills in organization of national sales meetings, shows and symposia.
PROFESSIOAL EXPERIENCE
PharmCo Pharmacy June 2015-Current
National Director /Client Management
• National Director of Business development, responsible for New Launch strategies, market development,
product positing, pricing targeting Pain Management, Urology, Endocrinology, IM, FP, Oncology and
Dermatology.

2. • Responsible for negotiating contracts with partners and distributors. Responsible for development of
sales training materials and schedules.
• New Account development with software (EScript), sales force organizations and distributers.
• Development of revenue reporting, marketing materials, sales aids and product positioning. Territory
includes all 50 States
EXPANSION MEDICAL CONSULTING MAY 2010 to June 2015
National Director/Client Management:
• Director of Marketing which includes National contracting,, esearch placement into the Dental,
Oncology, Hematology, Urology and Medical Device markets. .
• Worked with same management team to develop marketing strategy and launch new concepts for
medical and dental devices.
• Responsible for contracting, interviewing, training and management of distributors and new
sales force.
• Products represented, UVL/RX Therapeutics, Better Balance/VNG, Balance Back/VNG, Delta NCS,
MicroVas, Suto Scan, Solace (NUCALM), DNA, and Toxicology.
CARIS LIFE SCIENCE: Target Now April 2008-MAY 2010
Director of Business /Client Development: Oncology/Hematology, April 2008 to May 2010
Regional Sales Trainer, April 2009-April 2010
• Launched the first personalized molecular oncology biomarker test/Target now. Managed Care
Contracting and Hospital Formulary Contracting.
• Developed marketing strategies, materials, sales planning for molecular and hematology products.
• District Sales Training (11-1-2009 to 4-1-2010) for molecular lab service for oncology targeted
therapy.
• Responsible for a 5 state region for sales development and study placement (MI, OH, AL, GA, FL).
Calling on Surgeons, OR, Pathology, Hematology, Oncology.
• Ranked #1 for 2008 and #3 for 2009/2010 for Target Now and Hematology Pathology Services.
President Club winner 2008, 2009.
• Worked on research placement and contracting with Florida Oncology Research Association for
phase one studies and registry. Responsible for Michigan, Ohio, Georgia, Alabama, Florida.
TERCICA: IGF-1 October 2005-July 2007
Clinical Specialist, Endocrine, October 2005- July 2007

3. National Managed Care Contracting/District Sales Trainer, January 2006-July 2007
• Worked with same management team launching IGF1, targeted Endocrinology and Pediatricians.
Managed care and hospital contracting.
• Ranked top 10% of sales force 2005 and 2006. Managed Care Contracting and Hospital Formulary
Contracting.
• Regional training manager for the midwestern region (1-1-2006 to 7-1-2007).
Immunology/Oncology/Gastroenterology (Hep C) Specialists, July 2001-October 2005
• Launched Actimmune, Infergen, Aralast and Interferon Gamma targeting Pulmonary, Oncology,
Infectious Disease and Gastroenterology for HepC and autoimmune disorders.
• Targeted Managed Care, Teaching Hospitals, Pharmacy and Therapeutic Committees.
• Team ranked #1 in 2005, 2006. Ranked 11 out of 50 in 2001, 2002, 2003, 2004 and 11 out 89 in
2005.
• 200% increase of sales for the years 2002, 2003, 2004, and 2005. Marketed directly to Pulmonary and
Cancer support groups
INTERMUNNE: Interferon Gamma, Infergen, Aralast August 2001-October 2005
Director of Business and Client Development
Immunology/Oncology/Gastroenterology (Hep C) Specialists, July 2001-October 2005
• Worked with the same Management Team Launching Actimmune, Infergen, Aralast and Interferon
Gamma targeting Pulmonary, Oncology, Infectious Disease and Gastroenterology for HepC and
autoimmune disorders.
• Managed Care contracting, hospital and pharmacy contracting.
• Ranked #1 in 2005, 2006. Ranked 11 out of 50 in 2001, 2002, 2003, 2004 and 11 out 89 in 2005.
• 300% plus increase of sales for the years 2002, 2003, 2004, and 2005.
• Marketed directly to Pulmonary and Cancer support groups.
ALZA: Doxil, Ethyol June 1999-July 2001
Senior Clinical Oncology/Surgical Specialists, June 1999-July 2001
Mid West Regional Managed Care Contracting , Client Management,Trainer, August1999-July 2001
• Worked with same Management Team launching of Doxil and Ethyol in all major teaching hospitals in
Michigan and Ohio.

4. • District sales trainer for MI, IL and OH (8-1-1999 to 7-1-2001), Ranked top 10 % of sales force 1999-
2001.
 Managed Care Contracting, free standing radiation centers and Hospital Contracting.
GENENTECH: Herceptin, Rituxan April 1997 –June 1999
Clinical Oncology/Hematology Specialists, Managed Care/Hospital Contracting, April 1997-June 1999
Mid West Regional Sales Trainer, January1998-June 1999
• Preparation and launch of Herceptin and Rituxan to Major accounts in MI and OH.
• Managed Care Contracting, Pathology Labs and Hospital Contracting.
• District Training Manager for MI, OH (1-1-1998 to 6-1-1999).
• Promoted Lab testing kits to private labs, hospital pathology and oncology/hematology offices.
• Direct marketing to cancer support groups.
• 116% to Quota for 1998, 200% to Quota 1999
• Awarded the over 100%quota award in 1997, 1998, 1999.
GLAXO WELLCOME: Zantac, Zofran, Imatrex, AZT, Ceftin, Fortaz, Zinacef,
Director of Business Development, Client Development, Managed Care/Hospital Contracting
Beclovent, Flonase, Zovirax, Nimbex and Wellbutrin August1987-April 1997
Executive Sales Representative/Major Account Specialists/Oncology/Cardiac, August 1988- 1997
National Sales Trainer for Cerenex Division, January 1996-January 1997
District/Regional Sales Trainer, January 1988-April 1997
Senior Sales Representative, August 1987-August 1997
Professional Management Development Program (PDP), January 1995-May 1995
• Worked with the same Management Team Targeting Oncology, General Surgeons, Pulmonary, ID,
FP/IM, Gastroenterology, Neurology, and Cardiologist. Responsible to all Managed care
contracting to Teaching Hospitals.
• District and Regional sales training manager (1-1-1988 to 4-1-1997). Responsible for the
National Training Development of the Cerenex Division of Glaxo (1-1-1996-1-1-1998).
President’s Club 1988. Top 10 % of sales force. Winner of representative of the year 1988, 1989,
1990, 1991, 1992, 1993, 1996

5. • Professional Management Development Program (PDP), for DM management grooming, Jan 1995-
May 1995
• Forecasting Department/Finance projects, Raleigh Durham, Home Office, Jan 1995-May 1995
• Managed Care Contracting and Hospital Formulary Contracting.
EDUCATION:
1. Walsh College, Troy, Michigan. Masters Of Management (MSM) September 1995-April 1997
2. Wayne State University, Detroit, Michigan, BS Finance, September 1982-April 1984
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6. • Professional Management Development Program (PDP), for DM management grooming, Jan 1995-
May 1995
• Forecasting Department/Finance projects, Raleigh Durham, Home Office, Jan 1995-May 1995
• Managed Care Contracting and Hospital Formulary Contracting.
EDUCATION:
1. Walsh College, Troy, Michigan. Masters Of Management (MSM) September 1995-April 1997
2. Wayne State University, Detroit, Michigan, BS Finance, September 1982-April 1984
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