Amy Johnson
Wake Forest,NC
Summary
Dynamic leader with a proven track record at GlaxoSmithKline, achieving over 23% growth in vaccine sales through innovative strategies and robust relationship management. Expert in market analysis and strategic planning, adept at fostering matrix team collaboration. Recognized for launching key products and expanding market presence, demonstrating exceptional upselling techniques and client engagement.
Overview
28
28
years of professional experience
Work History
Vaccine Key Account Lead
GlaxoSmithKline
04.2023 - Current
- Developed and implemented targeting strategies that led to a 23% growth in Shingrix and 15% growth in Bexsero at Atrium. Implemented strategies at Duke & UNC and saw improvement from to as well as contributing to the QTD growth of Shingrix at UNC and Duke.
- Created "Focus 5" method, coaching the Atrium team to assess highest opportunities in clinics through frameworks of Access, Opportunity, and Champion, successfully replicating this approach with Duke/UNC team.
- Fostered a culture of information sharing both bottom-up and top-down, ensuring the successful expansion of the 4x4 model across the Atrium, Duke & UNC Health Systems.
- Partnered with clinics to gain insights into primary care landscape, shaping strategies for effective leadership engagements.
- Celebrated team achievements through Rewards+ recognition program and highlighted successes on team calls, empowering IS teams by ensuring they delivered the right messages to right customers at optimal times.
- Successfully expanded 4x4 initiative at Atrium, Duke, and UNC, creatively identifying untapped leadership opportunities and expanding contacts from two to over 20, including various Service Line Medical Directors and Nursing Directors over mission critical clinics.
- Increased access to primary clinics at Duke from zero to 24, deployed IS Team to target based on Focus 5, secure clinical education opportunities and leverage new relationships to gain access to HCPs.
- Identified need and partnered in creating NC Medicaid marketing piece, securing approval for resource which gives customers piece of mind that Adult Medicaid patients (ages 19-64) can receive vaccinations in clinics without cost-sharing. Trained the North Carolina team on implementation.
Immunization Specialist
GlaxoSmithKline
06.2015 - 04.2022
- Analyzed sales trends, competitive landscape, and provider habits to tailor a unique approach for each customer interaction, maximizing effectiveness and increasing sales.
- Spearheaded the launch of Shingrix, establishing the initial market presence with the largest Independent Customer order and utilization in the region, resulting in 2,500 doses distributed within the first six months, while aligning customer needs with GSK resources to support a Shingles Protocol targeting 600 patients aged 63 & 64.
- Partnered with the Matrix Team to ensure compliance, identify potential opportunities, and strategically prospect for new business avenues. Developed and maintained productive business relationships with multiple stakeholders in customer offices, enhancing access and expanding market presence.
- Collaborated with UNC PAM to design and execute a pull-through plan for Shingrix and Bexsero in UNC Health Clinics, achieving a year-to-date growth of +25% for Shingrix and 44% utilization for Bexsero.
- Led the successful reimplementation of Bexsero in Independent and System Clinics post-Covid, contributing to year-on-year growth and achieving an impressive 89% market share while retaining Pediarix sales above national goals during a competitive combination vaccine launch, successfully preventing any customer conversions to competitive products.
Reimbursement & Access Manager
GlaxoSmithKline
01.2013 - 06.2015
- Led strategy for product penetration efforts and market growth initiatives across four regions, cultivating relationships with over 40 large health systems and 200 corporate medical groups.
- Lead for national and regional payer access, resolving PCP/system reimbursement issues and driving quality initiatives within IDNs and health systems.
- Designed and developed a targeted penetration strategy in collaboration with sales directors in four regions, focusing on high-potential prospects for Boostrix and Fluarix. The implementation plan successfully protected over 20,000 patients against five vaccine-preventable diseases.
- Facilitated comprehensive training for the sales force, across four regions, on Medicare Part D vaccine coverage and reimbursement, aligning Transact Rx as a solution for immunizing the 65+ population. Impacted 20 large Health System Clinics which boosted Boostrix sales in the senior market.
- Conducted Clinical Staff education for 5 large health systems on the Boostrix indication for individuals aged 65 and older, collaborating with marketing to develop tailored resources and training for the sales force.
- Engaged with C-suite leaders to advocate for protocol adoption, resulting in three major health systems implementing initiatives for grandparents of over 70,000 newborns, generating approximately $2.4 million in Tdap sales.
- Collaborated with Health System Account Managers to rollout the Tdap implementation plan, ensuring seamless execution and alignment with overall business objectives.
Vaccines Federal Account Manager
GlaxoSmithKline
01.2008 - 01.2013
- Collaborated with Federal Systems to identify immunization needs, ensure compliance with CDC recommendations, and uphold contract adherence, including the implementation of new products and device training. –
- ·Managed processes with internal matrix partners to ensure timely delivery of GSK vaccines, contributing to military readiness and overall public health. –
- Oversaw strategic account planning, sales processes, contract management, procurement, opinion leader development, and customer relationship management, focusing on customer satisfaction and engagement. –
- Exceeded sales goals for the pertussis vaccine, Boostrix, by developing a Whooping Cough Vaccine protocol for postpartum women in primary care, internal medicine, and gynecology clinics, resulting in a 50% increase in Boostrix sales and establishment of a national protocol. –
- Surpassed top product goals by 400% through collaboration with Fort Bragg to implement a new immunization process, adapting and rolling out a new Hepatitis A&B vaccine, leading to $1.75 million in sales of Twinrix (35,000 doses).
- Leveraged the clinical and financial needs of four Federal Systems to create an educational support plan for clinics transitioning to Pediarix, resulting in 10,000 annual doses and reduced budget costs while meeting customer needs.
- Became the first Account Manager to achieve and exceed sales goals for the launch of the cervical cancer vaccine, achieving a 1,500% goal achievement, and developed a Gynecologic Oncologist opinion leader to advocate for its addition to the formulary.
- Managed over $30 million in Federal Contracts, conducting quarterly business reviews with C-suite executives to ensure compliance, resulting in annual growth of Twinrix to 30,000 doses at Fort Bragg and Camp Lejeune, and a conversion of Boostrix yielding 60,000 annual doses.
Senior Executive Immunization Account Manager
GlaxoSmithKline
11.2004 - 01.2008
- · Collaborated with public health systems, federal agencies, and independent customers to assess immunization needs, ensuring compliance with CDC recommendations, contract adherence, and Standard Operating Procedures (SOPs) while implementing new products, including device training. –
- Managed processes with internal matrix partners, including VCM, MSL, and IS teams, to ensure the timely delivery of GSK vaccines, protecting patient health through strategic account planning, effective sales processes, contract management, and C-suite relationship building. –
- Achieved year-on-year sales growth for Twinrix in health departments and Federally Qualified Health Centers (FQHCs) over four years, increasing from 5,000 doses ($1.8 million) to 30,000 doses ($3.6 million). –
- Led the successful launch and implementation of Pediarix in top health systems (UNC, Duke), as well as 30 private pediatric accounts and the top 20 public accounts, resulting in 80,000 annual doses sold ($5.6 million). –
- Successfully launched Boostrix in leading health systems (UNC, Duke), reaching 42 private accounts and 25 public accounts, culminating in 30,000 annual doses. –
- Selected to train new sales personnel, which led to recognition as a National Mentor, successfully training over 60 new sales representatives over three years. –
Senior Executive Vaccine Sales Representative
GlaxoSmithKline
05.2001 - 11.2004
- Successfully launched sales career through listening and learning, applying strategic skills and understanding the Vaccines Business in Baltimore. Resulted in Ruby Tier Awards for top 20% in Sales for 2002 & 2003.
Captain
United States Army
05.1997 - 05.2001
- Led Platoon of 35 soldiers and Company of 85 soldiers through mission critical objectives, supporting the Commanding General of 8th Army in S. Korea & Commanding General of III Corps at Fort Hood, resulting in uninterrupted mission essential communications.
- Developed junior leaders by providing mentorship, guidance, and constructive feedback on their progress.
- Coordinated with other platoons to successfully execute multi-unit operations during training exercises.
- Conducted after-action reviews to identify areas of improvement and develop corrective action plans for future operations.
Education
Bachelor of Science - Media Management
James Madison University
Harrisonburg, VA05-1997
Skills
- Matrix leadership, strategy, collaboration & deployment
- Top 200 Health Systems, Federal, Independents, Retail
- Managed Care / Reimbursement / Access
- Payer Markets / Buy & Bill & Contract Negotiation
- Clinical, Organizational, Financial Value Proposition
- Product Launch & Market Expansion
- Leadership Development
Volunteer Roles
2023- Present Wake Forest Pride-Board of Directors, Member At Large
2019- Present Wake Forest Christian Church, Music Ministry
Timeline
Vaccine Key Account Lead
GlaxoSmithKline
04.2023 - Current
Immunization Specialist
GlaxoSmithKline
06.2015 - 04.2022
Reimbursement & Access Manager
GlaxoSmithKline
01.2013 - 06.2015
Vaccines Federal Account Manager
GlaxoSmithKline
01.2008 - 01.2013
Senior Executive Immunization Account Manager
GlaxoSmithKline
11.2004 - 01.2008
Senior Executive Vaccine Sales Representative
GlaxoSmithKline
05.2001 - 11.2004
Captain
United States Army
05.1997 - 05.2001
Bachelor of Science - Media Management
James Madison University
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