Summary
Overview
Work History
Education
Skills
Core Capabilities
Work Availability
Interests
Accomplishments
Quote
Timeline
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Christopher M. Santarone

Gilbert,AZ

Summary

Highly accomplished and motivated leader with a proven track record for delivering results, shaping strategy, driving execution, growing talent, inspiring trust and managing through change in sales and market access.

Overview

34
34
years of professional experience
1
1
Language

Work History

Account Executive

Bristol-Myers Squibb
10.2020 - 05.2024
  • Gained, Maintained, or Improved formulary coverage of all Bristol-Myers Squibb brands (Cardiovascular, CAR T Cell Therapy, Hematology, Immunology and Oncology) within assigned account through facilitation of branded clinical value proposition presentations.
  • Achieved 100% of access objectives and GTN goals for launch brands/new indications and priority brands.
  • Maintained: Medical policy/coverage with PA to label /NCCN in all accounts for full Oncology portfolio and two CAR T Cell Therapies.
  • Maintained preferred, unrestricted access in all accounts-Commercial and Medicare lives for NVAF/VTE while holding on incremental rebates.
  • Improved Access: Secured 1BSE with Immunology product with downstream custom account.
  • Gained Access: PA to label with echo policy established to support REMS within 11 of 12 accounts for cardiovascular medication.
  • Gained Access: Immunology product moving from not covered to preferred in direct contracting account.
  • Managed business relationship between account and internal leadership across each business unit.
  • Leveraged resources to appropriate audiences to include Clinical, FDAMA 114, Branded and Non-Branded tools.
  • All Contracting in any Segment or Channel (Commercial, Medicare and Medicaid) for all Bristol-Myers Squibb brands with appropriate account decision makers.
  • Provided exceptional customer service, addressing client concerns promptly and effectively to ensure long-term loyalty.
  • Managed multiple accounts simultaneously while maintaining organization and prioritizing tasks efficiently.

Worldwide Training, Leadership and Talent Development Lead

Bristol-Myers Squibb
04.2020 - 10.2020
  • Worked closely with both US and International Lead for Skills and Capabilities Training to deliver on top priorities.
  • Supported staff members in their daily tasks, reducing workload burden and allowing for increased focus on higher-priority assignments.
  • Provide strategic partnership to US Leadership and liaison with US Field Force Training teams to identify field training needs, make recommendations, and help customize training strategy and content for the US.
  • Worked closely with Field Force Effectiveness, Account Management Capability leads to further enhance and drive both individual and cross business unit efficiencies.
  • Gained valuable experience working on above brand training, applying learned concepts directly into relevant work situations.

Senior District Business Manager-Hospital & Office Based

Bristol-Myers Squibb
08.2015 - 04.2020
  • Managed and coached development of territory business managers, coached execution of region/district business plan priorities and operational issues.
  • Built a diverse, dedicated, successful sales team through a collaborative, transparent, accountable, and inclusive culture.
  • Reinforced expectations and assumed accountability for district attainment of goals, execution of priorities and compliance with policies.
  • Review territory business managers and district level metrics using available data and reports on a weekly basis.
  • Managed and coached performance to continually develop representatives, reinforced positive performance while proactively addressing performance that did not meet standards.
  • Analyzed market trends, adjusting strategies accordingly to maintain a competitive edge.
  • Monitored competitor activities closely to identify potential threats or opportunities for growth within the market landscape.
  • Administered progressive discipline process as required and necessary.
  • Strategically enhanced the district's standing, raising our national rank consistently quarter over quarter.
  • Created developmental plans tailored specifically towards individual team members strengths and areas for improvement.

Senior District Business Manager-Diabetes Division

Bristol-Myers Squibb-AstraZeneca
02.2014 - 08.2015
  • Built a diverse, dedicated, successful sales team through a collaborative, transparent, accountable, and inclusive culture.
  • Reinforcing expectations and assumed accountability for district attainment of goals, execution of priorities and compliance with policies.
  • Review territory business managers and district level metrics using available data and reports on a weekly basis.
  • Managed and coached performance to continually develop representatives, reinforced positive performance while proactively addressing performance that did not meet standards.
  • Administered progressive discipline process as required and necessary.
  • Sustained growth by consistently improving district rank, resulting in an incentive compensation payout that exceeded 100% attainment quarter over quarter.
  • Maintained strong performance, culminating in an overall rank within the top 12%.
  • Market Leadership Award-Diabetes (Farxiga)-Top 10%.
  • Five (5) New Product Launches-Diabetes.
  • Managed a high-performing sales team, providing mentorship and continuous training to improve skills and results.
  • Led cross-functional teams to execute complex initiatives, driving overall growth of the organization through effective collaboration and communication.

Senior District Business Manager

Bristol-Myers Squibb
01.2008 - 02.2014
  • Managed and coached performance to continually develop representatives, reinforced positive performance while proactively addressing performance that did not meet standards.
  • Administered progressive discipline process as required and necessary.
  • Improved district's standing, exceeding the 100% incentive compensation target quarter over quarter.
  • Drove market leadership in the mountain west region and nation for NRx (new prescriptions).
  • Achieved top 10% ranking for successful new business and new product launches.
  • District Manager of the Year-Mountain West Region.
  • Implemented employee development programs that fostered skill enhancement, career growth opportunities, and higher retention rates among team members.
  • Facilitated regular team meetings to discuss progress updates, address challenges proactively, and promote open communication among all members.

Associate Manager of Therapeutic Training

Bristol-Myers Squibb
11.2006 - 12.2007
  • Managed therapeutic component of each plan of action meeting, developed and implemented a training curriculum for territory business managers which included facilitation of workshops and coordination of vendors.
  • Worked closely with internal Legal, Medical, Regulatory, Marketing, Sales Management, and appropriate external joint venture partners to manage projects from start to finish as well as implement key learning strategies and tactics.
  • Was named Specialty/Institutional-Lead.
  • Perceptive Communications/Enhanced Selling Skills-Lead.
  • Cardiovascular Mini Residency-Lead.
  • Collaborated closely with senior management on strategic planning efforts, aligning departmental goals with overarching company objectives.
  • Established strong relationships with key stakeholders, fostering collaboration and mutual support.
  • Successfully managed multiple high-priority tasks simultaneously while maintaining strict deadlines ensuring optimal resource allocation.

Hospital Specialty Representative

Bristol-Myers Squibb
01.2004 - 11.2006
  • Account Management and promotion of the cardiovascular medications (Avapro, Avalide, Coumadin and Plavix) and an antibiotic medication (Tequin) to major hospitals in Upstate New York.
  • Accounts represented 18% of the New England Region's top account volume.
  • Leveraged data-driven insights to refine sales approaches, optimizing tactics for increased conversions.
  • Achieved substantial year over year growth, exceeding 4.75% in sales volume across critical accounts.
  • Recognized for excellence, consistently ranking among the top 10% of hospital representatives.
  • Exceeded quarterly sales targets through diligent prospecting and regular follow-ups with potential clients.

Territory Business Manager

Bristol Myers Squibb
09.2002 - 01.2004
  • Delivered sales calls sharing clinical information to primary care and internal medicine offices throughout the Southern Tier of New York State.
  • Drove year-over-year business growth while leading operations, strategic vision, and long-range planning.
  • Delivered informative presentations at industry events to generate leads and showcase the company's offerings effectively.
  • Enhanced market share within the assigned territory by consistently staying ahead of competitors through proactive measures.
  • Established a solid network of contacts within geography to facilitate access to key influencers.

Owner-Business Products Franchise

ProForma
01.2001 - 09.2002
  • Sold business forms, labels, mailing solutions equipment and promotional products direct to manufacturing, financial and healthcare institutions.
  • Evaluated suppliers to maintain cost controls and improve operations.
  • Successfully increased regional sales by over $185,000.
  • Successfully doubled new business through strategic efforts, achieving 100% growth.
  • Inducted into ProForma 100 Sales Club.
  • Managed day-to-day business operations including accounts payable and accounts receivable.
  • Developed and maintained strong relationships with clients, resulting in repeat business and referrals.

Region Account Manager-Healthcare Division

Moore North America, Inc.
01.1993 - 01.2001
  • Managed the largest healthcare institutions in the northeast region, implemented contracts to new institutions for a document management program.
  • Worked with closely with materials management teams to implement the document management programs and resolve any issues related to document retrieval and accessibility.
  • Increased client satisfaction by building strong relationships and addressing their needs promptly.
  • Maintained high client retention rate by providing exceptional customer service and anticipating client needs.
  • Managed a diverse portfolio of accounts, ensuring timely communication and effective problem resolution.
  • Successfully resolved escalated issues, preventing potential loss of valuable clients while maintaining positive relationships with all parties involved.

Assistant Store Manager

The Foot Locker
01.1990 - 01.1992
  • Managed cash registers efficiently, ensuring accurate transactions, balancing drawers daily, and minimizing discrepancies.
  • Managed opening and closing procedures and recommended changes to enhance efficiency of daily activities.
  • Enhanced store appearance for increased sales by maintaining cleanliness and implementing strategic merchandise displays.
  • Assisted the Store Manager in analyzing sales data to identify trends and make informed decisions for improving overall store performance.
  • Mentored new employees on company policies, procedures, and best practices to ensure their success within the organization.

Education

B.S., Bachelor of Science Degree-Marketing -

Niagara University
Niagara Falls, NY
05.1989

Skills

  • Account Management
  • Relationship Building and Management
  • Pipeline Management
  • Strategic Selling
  • Sales Quota Achievement
  • Customer Presentations
  • Sales Strategies
  • Account Planning
  • Interpersonal Skills
  • Contract Negotiation
  • Data Analysis
  • Written and Verbal Communication

Core Capabilities

  • New Product Launch Experience-Nine (9)
  • Contract Negotiations and Execution
  • Strategic Team Leadership and Development
  • Market Access Experience- Commercial, Medicare and Medicaid
  • Cardiovascular, CAR T Cell Therapy, Diabetes, Hematology, Immunology and Oncology Product Experience
  • Key Account Management

Work Availability

monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Interests

Market Access

Sales Leadership

Accomplishments

  • Supervised team of 12 staff members.
  • Collaborated with team of 4 in the development of a product contract.

Quote

Don't let moments define us, let them refine us. Moments either define us or refine us depending on how you react. Live in VISION not circumstance

Timeline

Account Executive

Bristol-Myers Squibb
10.2020 - 05.2024

Worldwide Training, Leadership and Talent Development Lead

Bristol-Myers Squibb
04.2020 - 10.2020

Senior District Business Manager-Hospital & Office Based

Bristol-Myers Squibb
08.2015 - 04.2020

Senior District Business Manager-Diabetes Division

Bristol-Myers Squibb-AstraZeneca
02.2014 - 08.2015

Senior District Business Manager

Bristol-Myers Squibb
01.2008 - 02.2014

Associate Manager of Therapeutic Training

Bristol-Myers Squibb
11.2006 - 12.2007

Hospital Specialty Representative

Bristol-Myers Squibb
01.2004 - 11.2006

Territory Business Manager

Bristol Myers Squibb
09.2002 - 01.2004

Owner-Business Products Franchise

ProForma
01.2001 - 09.2002

Region Account Manager-Healthcare Division

Moore North America, Inc.
01.1993 - 01.2001

Assistant Store Manager

The Foot Locker
01.1990 - 01.1992

B.S., Bachelor of Science Degree-Marketing -

Niagara University

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Christopher M. Santarone