Matthew Stern Resume PA 4-2015(2)

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  1. 1. MATTHEW B. STERN, MBA 1308 Veranda Way, Lancaster PA 17601 (Open to Extensive Travel) O: (717) 431-5913 C: (717) 989-0580 E: MStern15@Comcast.net Corporate Account Manager / Regional Reimbursement Manager / Access Account Management PROFILE Developed strong relationships with medical and pharmacy departments within National and Regional accounts. Existing partnerships with Commercial MCOs, Medicare, State & Managed Medicaid, ACOs, IDNs, Large Oncology Practice Programs. Executed all strategies and tactics within targeted accounts as well as offering support to sales/commercial team when appropriate. Overall knowledge of Managed Markets, Access / Reimbursement among varied US regions. Delivers a clinical / economic value proposition and pharmacoeconomic models for challenged oncolytic agents / diverse product portfolio. Provided leadership with field Commercial team to solve access challenges, created strategies, and deploy tactics. Able to foster a collaborative approach to working with internal/external teams while avoiding stove piping. Partnered with Area Sales managers to promote sales and increase profits. Demonstrated ability to strategically analyze customers needs, create client confidence, present product/business solutions, and impact close. Skilled at triggering urgency and providing quality customer service. Launched 14 new BioPharma products within past 7 years. Trained on EGFRs, Monoclonal Antibodies, VEGFs, Anti-VEGFs (Avastin), Tyrosine Kinase Inhibitors (Iressa), and Cetuximab/C-225 (Erbitux) for Cancer of colon and rectum and multiple solid tumor types. Launched first oncology product, Abraxane, 2005 under new ASP system of drug reimbursement. Insights to the new ASP guidelines and Medicare Modernization Act towards launch activities. Expertise selling in Orphan Disease states with high cost biologics in excess of $410,000.00 per year/per patient. Participated in the most successful Ultra-Orphan Disease Launch in the world. Skilled at selling B2B and in Buy & Bill market places with extensive experienced in working Managed Markets. Experience with Nuclear Medical Departments and Radiation Oncology Departments in large teaching institutions. Skilled at both navigating RSO and SOPs for Indium-111 and Yttrium-90 nuclear isotopes. PROFESSIONAL EXPERIENCE Dendreon Corp. Seattle WA / 2/2015 purchased by Valeant (08/14 to Present) Corporate Account Manager Mid-Atlantic Region (08/14 to Present) Urology & Oncology Buy & Bill reimbursement and contracting among Mid-Atlantic Oncology & Urology practices, for a $110,000 product/year Grew business in Key accounts 69.5% by end of 2014. Spectrum Pharmaceuticals Inc., Irvine California. (02/09 to 8/2014) Corporate Account Manager Northeast Region (01/14 to 8/2014) Focus Oncology GPOs and Mega Oncology practices for Buy & Bill / Infusible Oncology / Hematology products. Region finished #1 in nation for all CAMs 2014. 131% to goal for IC for. Q1 and Q2 2014. Created and Nation Fusilev Contract at CTCA and all sites of care. Implemented complete pull-through plan in concert with Med Assets GPO. Brought in extra 30,000 new vials of business, equates to $6.4MM of new revenues, initiated new corporate partnership for future endeavors. Integrated Health Systems Manager Great Lakes and Mid-Atlantic Regions (01/13 to 12/13) Tasked with placing products on formulary and resolving any reimbursement or coverage issues. Partnership with sales to uncover opportunities and take on special projects/roles to help facilitate greater sales growth. Creates value proposition discussion across portfolio and delivers product pharmacoeconomic modeling. Responsible for executive level strategic business development and product pull through within major hospital systems in MO, PA, OH, MI; National/Regional MCOs: UPMC Health Care, Highmark, and Geisinger Health Care Plan, Keystone etc. Targeted Hospital Systems: UPMC (PA), West Penn Allegheny Health System (PA), Geisinger Health System (PA), Henry Ford Health System (Detroit), Trinity Health (Novi) Ascension Health (Saint Louis), Barnes Jewish HealthCare (Saint Louis) Cleveland Clinic Health System, Health Alliance of Greater Cincinnati, Jefferson Health System (PA), University of PA Health System, Aurora Health Care (Milwaukee) etc. Specialty GPO account relationships: ION, Med Assets, McKesson, McKesson Specialty, OnMark, Cardinal, Vital Source, Unity (US Oncology), Novation, Premier, The Broadlane Group, HealthTrust Purchasing Group, Consorta, HC Pharmacy (UPMC), Provider Supply Chain Partners, (Allegheny Health System) New GPO for Highmark Regional Business Manager Mid-Atlantic and Ohio Valley Regions (06/10 to 01/13) Provided leadership to 6 Oncology Specialty Representatives, Buy & Bill strategies for oncologists in hospitals and physician offices. Well versed with contracts and contract strategies with challenging products, executing all strategies and tactics within accounts / regions. Discussing value proposition across portfolio, delivers pharmacoeconomic modeling of products. Business analysis and strategic planning, new site of care setup, key account management, reimbursement pull through, clinic/hospital product contracting, GPO, and government relations in PA, MO, OH, KY, IN, MI. Channel focus: Commercial MCOs, Managed Medicare, IDNs, ACOs etc. 1
  2. 2. Key accounts: OHC, UPMC, West Penn Highmark etc. Increased 2012 product sales in 75 of 79 accounts. Added 17 NEW accounts in Q3 2012, and 10 NEW accounts Q4 2012 Negotiated/implemented NEW Q3/Q4 Fusilev contract at OHC, increased Fusilev sales from 3000 vials Q2 to 7000+vials for Q3 and Q4 for 2012. Radio Immune Therapy Specialist - PA / NY / DE / MD (02/09 to 06/10) 2nd Qtr. 2011 ranked 1th in US for volume of Zevalin sales; 2nd Qtr. 2011 171.4% of goal. 2nd Qtr. 2011 200% increase from 1st Qtr 2011 to 2nd Qtr 2011. Finished 4th in United States with 178% growth year over year 2010 vs. 2009 Executive Task Force for the North East Region 2011 2nd Qtr. 2010 Stock Option Contest Winner. 2nd Qtr. 2010 ranked #1 in NYC / Philly Metro Area for number of new revenue generating patients. 1st Qtr. 2010 Stock Option Contest Winner, 1st Qtr. 2010 ranked #5 US for number of new revenue generating patients 4th Qtr. 2009 Stock Option Contest Winner. 3rd Qtr. YTD 2009 Ranked #4 in the United States for number of new revenue generating patients Alexion Pharmaceuticals Inc., Cheshire CT (01/07 to 2/09) Regional Account Manager - PA / NJ Region (01/07 to 2/09) Finished 2008 ranked #1 in the United States for number of new revenue generating patients Finished 2008 ranked #1 in the East Area for number of new revenue generating patients Second Quarter 2008 ranked #1 in the United States for number of new revenue generating patients First and Second Quarters 2008 ranked #1 in US for number of new cases generated April 2008, Won Achieving More Faster Award in Qtr 1 2008 April 2008 ranked #1 in the East Area for number of new revenue generating patients First RAM to have a commercial third party payer approve Soliris in the United States in March 2007 POHMS clinical and business liaison for Eastern Area Lead East Area in converting patients in to revenue generating therapy Currently have one of the highest patient retention rates of dose delivered on time with in the United States Abraxis BioScience Inc., Los Angeles CA (03/04 to 01/07) Oncology Division, Mid-Atlantic Region Regional Account Manager Mid-Atlantic Region (08/05 to 01/07) As of January 2007 Ranked 1st in the United States Finished 2006 Ranked 1st in the United States Currently UPMC is the top account with in the United States in terms of volume of Abraxane Sales Abraxane Formulary approval at Johns Hopkins Medical Center April 2006 Finished # 1 out of 10 RAMs nationally based on percentage of goal in 2005 Accounts: (List is Not all Inclusive) Johns Hopkins Medical Center University of Pennsylvania Temple University Thomas Jefferson University Drexel Medical School Cooper Hospital and Health System TRIO Group Ohio State University Medical Center James Cancer Hospital Georgetown University Lombardi Cancer Center West Virginia University University of Maryland University of Pittsburgh Medical Center The George Washington University Andrews Air Force Base Walter Reed Hospital University of Virginia Hershey Medical Center National Cancer Institute MedStar Health, Inc. Geisinger Health Systems ION LPPs in the Mid-Atlantic Region P 4 Large Accounts All Integrated Delivery Networks with in the Mid-Atlantic Region Oncology Specialist (03/04 to 08/05) Bristol-Myers Squibb Company, Princeton New Jersey. (01/02 to 03/04) Oncology Division, Philadelphia-Baltimore District, Penn-Jersey District Management Candidate (2/01 to 3/04) Oncology Territory Business Manager (01/02 to 03/04) POHMS clinical and business liaison for BMSO 2
  3. 3. Ranked # 1 the Eastern Region, Paraplatin growth for Q1 2003. Ranked # 1 Eastern Region in Paraplatin and Taxol growth for Q4 2003. Ranked # 14 US Paraplatin growth for Q1 2003. 203.94% of territory goal for Q1 2003; 120.24% Q2 2003; 268.64% Q4 2003 Increased Paraplatin business $9,134,000 or +50.1% (over historical data) since taking over territory 2003 YTD Paraplatin Growth 27.83% Took territory from 72.4% YTD Taxol Growth (Sept. 2002) to (Dec. 2003) +21.2% YTD Taxol Growth Took territory from 1.8% YTD Paraplatin Growth (August 2002) to (Dec. 2002) +20.0% YTD Growth Novartis Pharmaceuticals Corporation, East Hanover New Jersey. (06/98 to 1/02) Senior Sales Consultant Specialist (1/02) Respiratory & Skin Disease Specialist (3/01 to 1/02) Baltimore Area D.P.M. Skills Trainer (12/01 to 01/02) Philadelphia Area Skills Trainer (3/01 to 12/01) Management Candidate (2/01 to present) Generates revenue from sales potential within territory through promotion of respiratory, allergy, pediatric, and dermatology products to key Allergists, Pulmonologists, Pediatricians, and Dermatologists. 2001 ranked in the top 10% of all the national Respiratory/Dermatology Sales Specialists for Combined Product Weighting April 2002 Won Directors Special Recognition Award Elidel Impact Launcher Contest Gold Level March 2002 Won Pot of Gold growth contest with Pulmonologists and Allergists January 2002 Placed Foradil on Ephrata Hospitals formulary replacing Serevent Ranked 8th out of 253 Specialists in the nation based on weighted product index Ranked 3rd out of 56 Specialists in the region in the launch phase of a new respiratory product Ranked 18th out of 256 Specialists in the nation in the launch phase of a new respiratory product June & July 2001, Winner of the One 2 Watch Contest 2001 Placed Foradil on Health Guards Tiered formulary book of business Sales Consultant (6/98 to 3/01) Generates revenue from sales potential within territory. Develops customer relationships. Make presentations of Novartis products to targeted customers. Participates in training and development of new sales associates. Experienced in selling to Cardiologists and Nephrologists in and out of a hospital/cath-lab setting. 2000 Winner of East Area Regional Director Award 1999 MVP Award winner; 1999 Diovan Summer Blitz Award Winner; 1999 Winner of Tri-State region Rapid Recognition Award 1999 Ranked 5th CPI (Combined Product Index) out of 50 representatives; 1999 Ranked 8th in total commission dollars 1999 Ranked in the top 2% of all Novartis Pharmaceutical representatives Lamar Advertising Inc, Reading Pennsylvania. (11/96 to 06/98) Sales Manager (12/97 to 06/98) Sales Representative (11/96 to 12/97) Paychex Inc, Allentown Pennsylvania. (3/96 to 11/96) Sales Representative (3/96 to 11/96) EDUCATION PhD - Currently Enrolled in Doctoral Program in Business Administration (2015- Anticipated) MBA Management / Marketing, LaSalle University, Philadelphia PA 3.56 GPA (2002) BA - Mass Communications, The Pennsylvania State University, State College, PA 3.01 GPA (1996) Selected to Cambridge Whos Who List 2014 2007. Selected to The Global Directory of Whos Who 2007 Alvernia University, Master of Business Administration Department Adjunct Professor, MBA program (04/03 to Present) 3