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Work experience

Jan 2010Present


Guidepoint Global, Zintro and Primary Insight
I am doing periodic consulting request for projects
Mar 2008Oct 2009

National Sales Director EAST

AMAG Pharmaceuticals
Built a highly talented specialty sales force, clinical nurse educator team and management group focused upon the renal/oncology marketplaces. Post launch, our business unit lead the US in sales 2 to 1 in grams of iron sold. We also closed two of the largest accounts within the nation for a full conversion post launch.
Feb 2007Oct 2009

Sr. Director of Managed Markets, Supply Chain, Government and Reimbursemerment Strategy

AMAG Pharmaceuticals
Third person within the commercial organization to plan market entry for a renal, dialysis, injectable product. Dealt extensively with Medicare Part B, Medicaid as well as commercial insurers. Assisted in the development of US sales force / account team presence. Built government affairs presence for the organization. Established the supply chain for the company including 3PL , specialty distrbution , specialty pharmacy, and full line wholesale relationships. Hired virtual team of consultants to assist in this build out.
Jan 2004Feb 2007

Sr. Director of Sales

Start up pharmaceutical company. Fourth person hired in the commercial operation that grew to 350 plus. Responsible for hiring over 100 sales representatives and line managers. Key Achievements: * Launched Zegerid in the G I Market in the fall of 2004. * Led nation in sales in 2004 and in 2005, had 14 of 23 top President Club attendees from the Northeast Region. * Promoted to Senior Director January 2006 Member of the Otsuka / Zegrid copromote-launch team Involved in Development Center Assessment Centers
Jan 2002Dec 2003

Director of Health Care Systems Marketing

Provided leadership and direction for eight marketing managers that supported over 130 sales associates in Government Affairs, Trade (retail and wholesale), Managed Care and Institutional-Federal markets. Key Achievements: * Developed the sales / marketing strategies for twelve segments of US marketplace. * Directed the team that supplied the specialty sales teams with materials to support the brand objectives * Managed operation budget of $12,000,000 * Reengineered the annual brand planning process. Cost savings $1,000,000 * Launched Employer Initiative Member of International Task Force charged with Organizational Deployment Recommendations
Jan 1999Dec 2002

Regional NE Sales Director

Delivered superior results within progressively responsible leadership roles, providing direction to 120+ field sales representatives and developing corporate-level sales and marketing strategies and tactics. Member of the P&G/ Actonel launch / co-promotion team Involved in Development Center Assessment Centers routinely
Jan 1997Jan 1999

Director of Managed Markets/Account Management

Hoechst Marion Rousel
Directed the 11 account managers that covered the managed care organizations. Key Achievements: * Achieved over 98% formulary acceptance of all products within targeted accounts. * Reduced cost of contracting by 10% * Sales Organization attained #1 ranking by Scott Levin and Associates. Won Excellence in Leadership Award Involved in Development Center Assessment Centers routinely Year long member of US Re-enginering Task Force
Jan 1994Dec 1996

Area Unit Business Director

Marion Merrell Dow
Responsible for all product sales results for the Connecticut and New York marketplace. Key Achievements: * Managed two sales forces of primary care sales representatives plus an institutional sales force. * Attained quota for diabetic, cardiovascular and respiratory product lines. * Recipient of the Leadership Excellence Award 1996

Director Account Managment/ Managed Markets

Marion-Marion Merrel Dow
One of 4 individuals to start coverage of staff models, IPOs, PPO's, PBMs, commercial insurers, Medicaid, etc Managed team of reps and account managers assigned to cover various accounts EAST of the Mississippi. Sign first managed markets contract with our organization at the time Organization grew from 4 to over 200 associates throughout the 90's Reported in dotted line to Finance...developed templates for contracting approach with different market segments Won Excellence Leadership Award Member of the Astra-Merck/ Prilosec Co-promote team Member of the Sandoz / Lescol co-promotion team
Jan 1984Dec 1989

District Manager

Marion Labs
Expanded this team threefold in a four year period while delivering all quota assignments for Carafate and Cardizem >100% each year
Nov 1981Dec 1984

Manager Sales Recruitment

Marion Laboratories
Moved into HO role to coordinate the three year expansion of the sales force from 200 to 1000. Changed the staffing process completely at that point in time. Liason to HR department for sales/commercial organization (a first at the time) . Involved in 3 divisions: pharma, scientific and hospital
Aug 1978Dec 1982

Sales Representive

Marion Laboratories
Member of the top performing team in nation Played critical role in our achieving this status
Jan 19801981

District Sales Advisor

Marion Laboratories
Award winning sales representative (Jr Salesman of the Year) Management Development Candidate Trainer...trained over 20 new recruits



University of Massachusetts, Amherst

Master of Business Administration (MBA)

Boston College School of Business


Worcester Polytechnic Institute


Rockhurst University


I am a proven veteran with significant experience in the US bio-pharmaceutical market, including extensive knowledge of managed markets and 12 other pertinent segments , sales force staffing and management, specialty pharma (buy and bill), new product launches (14), trade, government and commercial reiumbursement.



Patrick Treanor

Vice President of Sales

AMAG Pharmaceuticals

100 Hayden St

Lexington MA 02421

617 498 3386

[email protected]

Blake Boland

Vice President of Sales

Santarus Pharma

3712 Valley Centre Dr

San Diego CA 92130

858 314 5700

[email protected]

John Harrington

Global Vice President of Oncology

55 Corporate Drive

Bridgewater, NJ 08807


215 806 8208

[email protected]

Dave Pickhardt

(Vice President of Managed Markets-Aventis)


Pickhardt LLC

1406 Nicklaus Drive

Overland Park KS

908 256 0883

[email protected]

Doug Randall

Vice President of Sales

The Medicine Company

30 Canterbury Lane

Belle Mead NJ 08502

609 306 3402

[email protected]

Gerald Proehl

President and CEO


San Diego CA 92130

858 314 5700

[email protected]



Cell: 508.404.4009 Fax: 508.303.3709

E-Mail: [email protected] • LinkedIn:

Notable Experiences

Large and start up bio pharma experience

 10 new drug entity launches

 Involved in seven co promotional relationships as a senior leader

 Extensive experience building field based teams of representatives, first line managers, home office based staff, account managers, clinical nurse educators and medical science liaisons.

 Experience in managed markets in both tactical and strategic roles (10 plus years)

 National account experience (Aetna, Medco, etc)

 Experience in pricing and contracting

 Strong knowledge of reimbursement, CMS, buy and bill, injectables, Parts B and D, coding

 Broad experience in Rx supply chain (PBMs, wholesalers, specialty pharma, chain/retail, LTC, 3 PL, GPOs, etc.)

 Excellent leadership experiences in both Home Office (3 assignments/7 years) and field setting s (12 plus years)

 3 employers in 25 years



 Product Launches (11)

 Buy & Bill /Injectables

 Ad Boards

 Managed Markets Expertise

 ASP Management

 Pricing and Contracting

 US Segments

Marketing/Brand Planning

 Coding

 National Account Management

 C Suite Experience

 Specialty Pharma, GPOs

Staffing: Line Managers, Reps, Clinical RNs, Account Managers

 Organizational Design

US Access and Reimbursement

 3PL Distribution / Supply Chain

 PAPs & Call Centers