Ana Mari Bernardini
Southwest Ranches,FL
Summary
Strategic, results-oriented leader with over a decade of account management experience. Expert knowledge of market access dynamics for infused and oral therapies. Extensive contracting background with regional payers, PBMs, and IDNs. Dynamic communicator skilled at collaborating with matrix teams and external customers. Bilingual proficiency in English and Spanish enhances cross-cultural communication capabilities.
Overview
19
19
years of professional experience
Work History
Previous Roles
GlaxoSmithKline
- Product Training Manager (rotation) – Oncology/Acute Care
- Surgical Specialist - Oncology/Acute Care
- Diamond Tier Winner
- Executive Oncology Account Manager - Oncology
- Executive Neuroscience Specialist - GSK Specialty Division
- Emerald Tier Winner
- Senior Pharmaceutical Consultant - SKF Division
- Multiple Tier Winner
Associate Director, Regional Markets
Novartis Market Access
11.2022 - Current
- Deliver competitive market access for the Novartis IM portfolio (Gen Med and Oncology) at targeted regional payers, IDNs and community GPO accounts. Secure favorable payer access for in-line and launch brands. Pull-through GPO contract at select Oncology community practices such as FCS. Manage IDN contracts and optimize access for priority brands.
- 2023 President’s Club Winner
Associate Director, Regional Accounts
Novartis Oncology
05.2019 - 10.2022
- Deliver competitive market access for the Novartis Oncology portfolio at targeted regional payers, IDNs, and select community GPO accounts in FL, MS, and PR. Lead cross-functional teams, including sales and medical, to build and execute strategic account plans. Manage regional IDN and PBM contracts.
- Recipient of the 2020 Impact Award
Senior Hematology Sales Specialist
Novartis Oncology
01.2017 - 04.2019
- Develop and implement strategic business plans to drive growth for a leukemia portfolio in South Broward, Miami-Dade and Monroe counties.
- Successfully launched an oral AML product in the hospital space, with a pivotal role propelling formulary review and approval at the University of Miami.
- 2017 Ranking: 1 out of 64 (a leap from 59 out of 61 when I was hired).
Regional Sales Manager
GlaxoSmithKline
03.2015 - 01.2017
- Led a high performing sales team, promoting Benlysta in the buy and bill space to the rheumatology community. Coached and developed team capabilities in order to meet business objectives. Developed strategic business plans to pull-through regional opportunities.
- Led team to consistently exceed national growth goals (ending 2015 #1 in the nation and 2016 #2 in the nation in year over year growth).
Business Improvement Specialist (Operations Role)
04.2012 - 02.2015
- Worked with all levels of leadership to create efficient ways of working, develop and monitor Key Performance Indicators, and apply tiered accountability. Identified opportunities to remove barriers and drive standard processes, creating capacity to deliver customer value. Built and embedded business improvement and change management capabilities among USP employees.
- Embedded vertically aligned performance management systems, and led problem-solving sessions using six sigma derived processes to address performance gaps and drive business results.
- Managed the change champion network in 2012 and 2013, helping the field adopt organizational changes and build resilience, resulting in higher engagement survey scores for change related questions in 2013 compared to the previous survey.
Regional Account Manager, Specialty and Vaccines Access
GlaxoSmithKline
04.2009 - 04.2012
- Secured appropriate access for GSK specialty products at Commercial, managed Medicare, and managed Medicaid accounts in Florida (such as BCBS of FL, WellCare, and AvMed). Specialty portfolio consisted of oral and infused products for oncology, vaccines, and immunology.
- Met or exceeded payer access goals for all launch products (Arzerra, Tykerb, Votrient, Cervarix, and Benlysta) without contracting or price protection.
- Developed and implemented a strategy to address a medical policy for Benlysta which was more restrictive than the label, resulting in a revision to the medical policy which ensured appropriate patient access.
- Mobilized the Entereg marketing team to help meet an explicit need from a Humana regional medical director, resulting in an initiative designed to shorten hospital length of stay after bowel resection surgery.
- Received ‘Best Account Manager’ recognition from an HMO Pharmacy Director Panel Spring/Summer 2010
Regional Account Manager, Integrated Healthcare Markets
GlaxoSmithKline
05.2007 - 03.2009
- Secured appropriate managed care access for general pharma products in South Florida. Managed rebate contracts (commercial and medicare) for a regional payer and national PBM. Developed initiatives that met the needs of health plans, employers, and GSK (e.g. disease management and value-based medicine). Identified formulary opportunities and developed field pull-through strategies.
- Persuaded senior leadership to end two PBM contracts after conducting an extensive analysis of their benefit design offerings. This decision saved the company $4 million dollars in annual rebates with no measurable impact on portfolio sales.
Area Development Manager – Oncology/Acute Care
GlaxoSmithKline
12.2006 - 04.2007
- Provided strategic and analytical support to grow the Oncology and Acute Care business. Facilitated alignment with marketing strategy for successful pull-through and implementation.
- Supported regional business reviews and conducted ‘deep dives’ (data analysis) to help RSDs and their teams identify gaps and growth opportunities.
- Implemented and managed a formalized mentorship program for new hires that accelerated the onboarding process.
Education
Master of Science -
Florida State University
Tallahassee, FLBachelor of Arts - undefined
Florida State University
Tallahassee, FLSkills
- Market access strategy
- Strategic account oversight
- Contract management expertise
- Data analysis expertise
- Business strategy development
- Cross-functional team leadership
- Influencing without authority
- Project Management
- Skilled in facilitating change initiatives
- Teamwork and collaboration
Languages
Spanish
Full Professional
English
Full Professional
Timeline
Associate Director, Regional Markets
Novartis Market Access
11.2022 - Current
Associate Director, Regional Accounts
Novartis Oncology
05.2019 - 10.2022
Senior Hematology Sales Specialist
Novartis Oncology
01.2017 - 04.2019
Regional Sales Manager
GlaxoSmithKline
03.2015 - 01.2017
Business Improvement Specialist (Operations Role)
04.2012 - 02.2015
Regional Account Manager, Specialty and Vaccines Access
GlaxoSmithKline
04.2009 - 04.2012
Regional Account Manager, Integrated Healthcare Markets
GlaxoSmithKline
05.2007 - 03.2009
Area Development Manager – Oncology/Acute Care
GlaxoSmithKline
12.2006 - 04.2007
Previous Roles
GlaxoSmithKline
Bachelor of Arts - undefined
Florida State University
Master of Science -
Florida State University
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