Managed Markets in Boston MA Resume Peter Reed

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					                                                    PETER A. REED
                                           Acton, Massachusetts 01720
                                  Phone: 617-899-4454 • peterareed1@verizon.net
Summary:


       Senior sales and business development leader with extensive commercialization experience across the life sciences,
        pharmaceuticals, bio-pharmaceuticals and healthcare industry. Demonstrated ability in setting strategic direction,
        executing the plan and delivering results. Charismatic and motivational leader with proven success in building sales
        organizations, customer relationships, cross-functional teams, working with JV partners, launching products, leading
        and managing change. Significant experience with managed markets, health economics, market access, contracting,
        pricing, reimbursement, specialty and trade distribution and supply chain management. Strong strategic planning,
        execution, people development and leadership skills

       2 decades of health care industry experience; 10 + years focus in commercialization, reimbursement, market access,
        managed care, managed markets, trade and specialty distribution, health economic, and business/policy development
        for Pharmaceutical and Biological technologies.

       Extensive experience in developing and executing strategic business plans with an emphasis on payer coverage,
        formulary access, coding and policy, which consistently achieve revenue and profitability goals.

       Significant experience in negotiating and contracting with state agencies, managed care organizations, pharmacy
        benefit managers and specialty pharmacy providers including rebate bid / offer optimization modeling and analysis;
        Federal Markets – DOD/VA, State Governments - Medicaid, PHS – 340B ADAPS & SPAPS, Medicare Part D and B.

       Strategic and tactical experience executing plans to support pre-launch, launch and post-launch activities towards
        adoption, commercialization and expansion including reimbursement and health economic dossier development, value
        messaging, payer presentation and professional society presentation materials for KOLs.

       Cross-functional marketing, sales, finance, clinical and regulatory taskforce participation to facilitate patient access,
        commercialization and expansion.


Business Experience:


Strativa Pharmaceuticals                                                                                      Boston, MA
Senior National Account Manager – Managed Markets                                                      (2008 – June, 2010)

Led Strativa’s managed markets efforts including formulary access, coverage and contracting strategy development and
execution with national, regional, state, and federal customers across the Northeastern and Mid-Atlantic states. Managed, all
payer segments and channels including Commercial, Medicare Part D, Medicaid Fee-For-Service (FFS) and Managed
Medicaid, SPAPs/ADAPs and Government Affairs. Customers included Aetna, Anthem, Blue Cross and Blue Shield (CareFirst,
CT, DE, Empire, Excellus, FEP, Horizon NJ, Independence (IBC), MA, ME, NC, NH, RI, VA) CIGNA, Coventry, Emblem
Health, Goold, Harvard Pilgrim, HealthSpring, Highmark, Medco, Neighborhood Health Plan - MA & RI, PerformRx, Tufts,
ADAP National, Medicaid – CT, DC, DE, MA (MassHealth), ME (MaineCare), NC, NH, NJ, NY, PA, VA, VT, WV.

       Successfully negotiated and managed Commercial, Medicare Part D, Medicaid (fee-for-service / managed) and
        PHS 340B business and bids.
       Market Access Lead for Nascobal pre-launch and launch activities.
       Conducted Managed Markets / Reimbursement Training with new hires.
       Assisted in hiring process for Trade management based on extensive experience in trade sales and marketing.



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Business Experience (continued):


Schering-Plough Pharmaceuticals                                                                            Boston, MA
National Account Manager – Managed Care                                                                    (2002-2008)

Secured product reimbursement in the Health Plan / Payer, Pharmacy Benefit Management, Specialty Pharmacy and Trade
markets. Created and implemented reimbursement, policy change and contracting strategies to ensure unencumbered
profitable payer coverage and formulary access. Devised, implemented and managed, market and reimbursement demand
generation and pull-through programs with healthcare professional sales forces.

       Built and re-established positive Health Plan and Pharmacy Benefit Management relationships resulting in
        reimbursement and formulary access for all promoted brands.
       Negotiated and consecutively renewed Commercial and Medicare Part D contracts.
       Selected as the New England Market Access Field Force Integration Team Leader for Vytorin, a Merck / Schering
        joint venture product. Responsible for devising, implementing and managing the New England formulary access /
        coverage and pull-through plan across both organizations.
       Led the nation’s first “deep dive” cross-organizational and cross-functional market analysis.


MD Linx.com                                                                                                Boston, MA
Vice President - Sales, Marketing & Business Development                                                   (2001-2002)

Provided strategic direction and managed Direct-to-Physician / eHealth network advertising and content licensing sales; led
strategic alliance and partnership development.

       Re-organized the sales team, improved alignment and productivity, expanded distribution and implemented a more
        efficient sales forecasting (pipeline) management system.


AOL-Time Warner                                                                                            Boston, MA
Healthcare Strategy, Marketing & Business Development                                                      (2000-2001)

Responsible for strategic account / partnership development and revenue generation from healthcare sector advertising,
content, commerce and alliance deals. Devised and implemented the b2b eHealth strategy for building a physician portal
and network.


Abbott Diabetes Care                                                                                      Bedford, MA
Director of Sales and Marketing, U.S. Trade and Managed Markets                                            (1997-2000)

Responsible for sales, reimbursement and profitability across the U.S.; Managed Retail / Wholesale Trade and Managed
Mail-order markets for Consumer Health Care Products, Consumer Diagnostics, Ethical OTCs, Consumer Packaged Goods
(CPG), Home Care and Medical Diagnostics. Built and led the team responsible all major retail drug chain and drug
wholesale customers including: Ahold, Albertsons, American Stores, Amerisource Bergen, CVS, Caremark, Cardinal,
Costco, Express-Scripts, K-Mart, Kroger, McKesson, Medco, Publix, Rite Aid, Safeway, Target, Walgreens, Wal-Mart

       Consecutively increased sales through branding, value repositioning, product rationalization, and distribution channel
        strategy implementation.
       Implemented product and contracting process improvements, which eliminated channel conflict
       Developed the Managed Care / Medicare Mail-order and Internet Channels.
       Recognized for performance excellence by being a consecutive recipient of the President’s Award, the company’s
        highest honor.

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Business Experience (continued):


Lifescan, Inc., Division of Johnson & Johnson                                                            Milpitas, CA
National Trade Account Manager – West                                                                    (1993-1997)

Developed and managed the company’s key strategic Western U.S. accounts; major drug wholesalers and pharmacy chains
in diabetes care; Bergen, McKesson, Albertsons, Wal-Mart, Safeway, American Stores, Costco. Created and implemented
strategic and tactical sales, reimbursement and marketing programs. Managed account forecasting and promotional brand
budgets; Built contracted / broker sales teams.

Cardinal Health                                                                                           Dublin, OH
Manager, Home Health Care Business Unit                                                                  (1990-1992)

Created, launched and managed a comprehensive home health care business program for Cardinal’s retail pharmacy and
home care customers. Devised and implemented an HME / Medicare Billing Educational Program. Hired, trained and led
sales / reimbursement specialists; managed marketing activities including advertising, promotional development and pricing
strategy.


Early Home Care / Hospital Experience
Executive Director – Home Caring Home Care and HME (hospital owned)                                      (1987-1990)
Marketing Director – Home Health Equip. Co (hospital owned)                                              (1985-1987)

At Home Health Equip., gained expert knowledge and experience in health care billing, coding, reimbursement, sales and
marketing; At Home Caring, applied billing and marketing expertise, successfully turned the company around, and gained
knowledge of hospital, physician, and nursing home billing and reimbursement.


Education:


        Masters Business Administration           Babson College                              (2009)

        Bachelors                                 George Mason University                     (1990)




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Description: Peter Reed is a Senior sales and business development leader with extensive commercialization experience across the life sciences, pharmaceuticals, bio-pharmaceuticals and healthcare industry. He possesses a demonstrated ability in setting strategic direction, executing the plan and delivering results. Peter is a charismatic and motivational leader with proven success in building sales organizations, customer relationships, cross-functional teams, working with JV partners, launching products, leading and managing change. He has significant experience with managed markets, health economics, market access, contracting, pricing, reimbursement, specialty and trade distribution and supply chain management. Peter has strong strategic planning, execution, people development and leadership skills.