Claudia Picard
Franklin,Massachusetts
Summary
US SPECIALTY/Academic Hospital Sales, Infectious Disease/Team APEX:
Strategic institutional account management leader specializing in business development and buy-and-bill for IV and injectable biologics. Navigated formulary wins and executed pull-through strategies in teaching and community based hospitals to enhance therapy adoption in complex disease states. Expertise in marketplace dynamics and strategic planning to facilitate access to innovative therapies and improve patient outcomes.
Overview
2027
2027
years of professional experience
Work History
Executive Account Specialist, Anti-Infectives
ABBVIE
Boston, Massachusetts
2010 - Current
- Supported promotion of IV antibiotics, including EMBLAVEO, AVYCAZ, DALVANCE, and TEFLARO, across hospital settings, infusion centers, and home care companies.
- Engage in clinical conversations with academic thought leaders.
- Educate multidisciplinary specialties on complex clinical data across infectious disease, pulmonary critical care, hospital medicine, microbiology laboratories, surgery, podiatry, pharmacy, emergency medicine, case management, residents, and fellows.
- Research key stakeholders and KOLs within accounts to build professional relationships and strengthen collaboration.
- Support understanding of formulary and P&T processes within teaching, community, and system-wide institutions.
- Share knowledge of evolving buy-and-bill processes.
- Work with internal cross-functional teams, key account managers, and management to improve business opportunities and drive performance.
- Raise product awareness through targeted professional society conferences, exhibit displays, and attendee engagement.
- Selected for UBRELVY hospital pilot, partnered with local migraine team and neurology specialists, and helped expand product access across Boston-area hospital formularies.
Senior Institutional Account Specialist
ALLERGAN (acquired by ABBVIE)
Boston & Southeastern MA
2010 - 2020
- Demonstrated clinical and commercial awareness to support brand strategy for Teflaro, Tudorza, and Daliresp across anti-infective and pulmonary disease segments, expanding market reach.
- Helped secure district formulary access through first unrestricted win and 5 additional account wins, supporting triple system win and outpatient pharmacy stocking.
- Supported TEFLARO anti-infective launch through coaching and strategic account selling for new sales team.
- Worked with cross-functional partners to grow sales for NAMENDA, BYSTOLIC, and LEXAPRO across neurology, pharmacy, cardiology, and psychiatry while aligning activity with brand objectives.
Senior Institutional Account Manager
JOHNSON & JOHNSON, Ortho-McNeil
Southeastern MA, Cape Cod, & RI
1998 - 2010
- Sold and marketed pain management medicines - ULTRAM, DURAGESIC Patch and anti-infectives LEVAQUIN, FLOXIN, DORIBAX to 18 community hospitals and systems. Targeted and influenced specialties and chairs of Anesthesiology/Pain Management, Surgery, Urology, Hospitalists, Pulmonary Critical Care, Hospital Pharmacy Management, Emergency Medicine, Infectious Disease, and Microbiology Labs.
- Navigated the complex P&T/formulary process to achieve formulary adoption goals.
- Executed brand strategies to maximize pull-through business.
- Co-marketed Ethicon's suture device, DERMABOND, for wound closure in Operating Rooms,, Emergency Medicine and Materials Management.
- Managed contracting to expand and grow baseline. Obtained product stocking for 90% of accounts. Exceeded 134% of sales forecast.
Education
Bachelor of Science - Business Management
Emmanuel College
Boston, MASkills
- Buy & Bill/Reimbursement
- Pharmacy & Therapeutic Formulary Progression
- Major Teaching Hospital/IDN System Sales
- Consultative & Challenger Selling
- Stakeholder Engagement
- Account Planning & Business Development
- Cross-Functional Collaboration
- Multiple Product Launches
Accomplishments
- - Summit Winner (2020, 2023, 2025)
- Rep of the Quarter Awards (2014, 2016, 2018, 2019, 2020, 2023, 2025, 2026)
- Earned 2 Tier Promotions - (2017, 2021)
- Achieved designation of 'Outstanding Performer' for exemplary results in 2014
- Regional and divisional clinical mentor for new hires
- Contributor - National Advisory, Marketing, and Field Intelligence Boards
- Sales Force Contributor - National CURO Analytics build team for APEX/ID Team
Awards & Recognition
- Regional Platinum Award for win over competitive IV business - 2008
- Nominated by customers, earned prestigious national award for "Best Account Manager", Johnson & Johnson, 2007, by Health Strategies Group
- District Sales Representative Year 2006
- Selected for J&J Management Development Program
- Presidents Club - 2002
- Regional Presidents Club 2000
- Multiple Rep of the Quarter Awards
- Editor of safe fleet, "Safety Lane", monthly, Regional newsletter
- Member & Contributor - Diversity Team
Timeline
Executive Account Specialist, Anti-Infectives
ABBVIE
2010 - Current
Senior Institutional Account Specialist
ALLERGAN (acquired by ABBVIE)
2010 - 2020
Senior Institutional Account Manager
JOHNSON & JOHNSON, Ortho-McNeil
1998 - 2010
Bachelor of Science - Business Management
Emmanuel College