Greater Houston
Over a 20 plus year career as a sales management and operations executive, I have led organizations across a broad spectrum, from start-ups and early-stage companies, to mature Fortune 500 companies managing revenue/sales of over a Billion dollars. - Increase of annual sales by 96% to $1.4 billion at Managed Health Care Associates - Revenue growth from $250,000 to $10 million with start-up DCRX Infusion over 2 year period - Accounts Under Management increase of 220% at McKesson over 2 year period Taking an analytical and consultative approach in understanding the distinct needs of all stakeholders, I have successfully developed, implemented, and executed on go to market strategies, multiple product, and service launches, identifying operational improvements and overseeing organizational restructuring. As a leader, my passion in mentoring and developing individuals has formed the backbone of several organizations, integral in their assuming leadership roles, and driving exponential growth and market share for the organization.
Collaboration across all segments of the McKesson enterprise to develop customized and innovative product offerings and services to prospective and existing customers under management. Annual sales increase over two-year period achieved through the cultivation of relationships with C-Suite level and executive leadership across multiple healthcare segments - Annual sales with customers under management has increased by 220% from $900 million to $2.9 billion annually, and $1.7 billion to $3.2 billion with group purchasing partners under management from 2022.
Consulting clients at start-up and early stage companies on strategic sales and operational planning, bringing comprehensive, innovative, and customized solutions. Clients included organizations transitioning to new markets and niche independent start-up healthcare technology companies. Consulting services provided: business plan development and marketing strategies, P&L management, contract negotiations, operational restructuring, and sales team development & training. - Restructured operations and marketing strategy for a healthcare company transitioning to new market segments, resulting in reduction of overall operational and labor costs by $2.7 Million, or 45% within the first quarter of engagement. - Negotiated on behalf of clients to secure contracts with pharmaceutical manufacturers providing access to limited access and limited distribution medication. - Worked with client’s payor team on URAC accreditation and to access contracts for medical billing and specialty payor agreements, including BCBS of FL, TX, and TN, Optum, ESI and Caremark.
Directly managed 10 Immunoglobulin (Ig) Specialists with annual sales exceeding $200 Million across 28 state territory. Focus on establishing branded product advocates in allergy, immunology, infectious disease, neurology and rheumatology. - Spearheaded successful product launch of cutaquig 16.5% sub-cutaneous Ig and new indication launches of Panzyga 10% IVIg for CIDP and Octagam 10% for dermatomyositis. - Collaborated with Pfizer’s Business Operations and Komodo Health, analyzing market data, identifying key sales metrics & reporting methodology for implementation and delivery of script data to internal stakeholders. Cutaquig IG Portfolio Marketing Secondment (06/2020 - 01/2022) - Supported Brand Manager and third-party advertising agency on provider and patient facing marketing resources, rebranding existing and developing new marketing assets in Spanish for US and Puerto Rico markets.
Responsible for all aspects of sales strategy and sales operations for leading Healthcare Service and Technology Group Purchasing Organization company, managing a team of 30, including 8 Director level reports across multiple classes of trade. Worked with Finance, Contracting, Operations, Legislative Affairs and Marketing to leverage process improvements, enhance reporting, improved internal processes to bring competitive advantages, increased efficiencies, and optimal P&L performance. - Division achieved annual contracted sales growth from $530 Million to $1.04 Billion, with average annual EBITDA growth of 10%+ over a five-year period, overcoming significant market consolidation of customer base due to mergers and acquisitions. - Formed Data Analytics team to improve business review and analysis of customer sales, operations and improve efficiencies in development of Quarterly Business Review packets leading to reduction of completion time by >75% resulting in securing of long-term contracts with two national providers with annual sales of over $28 Million in 2Q2017. - Mapped out strategy with the Vice President of Specialty Pharmacy and Contracting to launch a full suite of programs and services under the MHA Specialty Pharmacy Solutions brand, developing a patient-focused compliance and adherence technology platform (CTM). - Solidified MHA’s position as leader in the IVIG/Blood Plasma franchise market with 300+% growth from 2011 through 2017. Worked with contracting department to negotiate with Ig manufacturers and distributors on tiered contracts with key accounts that yielded new business of $100 Million in contracted sales for 2017.
Managed salesforce across East Region for American Associated Pharmacies, a merger of generic drug distributor API & Arete PSAO, forming the second largest national pharmacy co-operative. - Direct management of $1.65 Billion in contracted sales through AAP and Cardinal Health.