Summary
Overview
Work History
Education
Skills
Professional References
Timeline
Generic

DAVID A. GIULIANETTI

San Mateo,CA

Summary

Highly accomplished and results-driven pharmaceutical sales leader with over 20 years of progressive experience, including significant experience across diverse specialty markets (Vaccines, HIV, Urology, Endocrinology, Neuroscience, and GI.) Proven expertise in leading cross-functional teams, managing key accounts (Hospital, Government, IDN), and achieving significant sales growth. Demonstrated success in developing and executing strategic initiatives, navigating complex payer landscapes, and collaborating with Key Opinion Leaders and C-suite & D-suite executives. Seeking to leverage extensive experience and leadership capabilities as an Associate Director within the pharmaceutical, biotechnology, or medical device industry.

Overview

26
26
years of professional experience

Work History

Senior Regional Account Manager (RAM), Vaccines

CSL Seqirus
07.2023 - Current
  • Spearhead strategic engagement and relationship management with key stakeholders across multiple Integrated Delivery Networks (IDNs), Hospital Systems, and various City, County, and State Public Health entities influencing clinical pathways and procurement decisions for CSL Seqirus' differentiated Influenza Vaccine Portfolio.
  • Create and manage relationships with novel and established IDN Leadership directly impacting millions of patient lives across multiple states including Kaiser Permanente, Sutter Health, Adventist Health, University of California, Stanford Healthcare, and John Muir.
  • Collaborate directly with C and D-suite executives, Population Health leaders, and Procurement teams to develop and implement value-based access strategies, leveraging deep understanding of Group Purchasing Organizations (GPOs) and Buy & Bill models.
  • Successfully navigate complex contract negotiations with State and County Public Health Agencies (e.g., State of Nevada, CA Department of General Services), ensuring optimal product access and utilization.
  • Provide strategic guidance to and foster collaborative alignment of sales strategies and tactics for a team of Vaccine Sales Specialists within shared key accounts.

Key Account Specialist (KAS), Neuroscience

Janssen Pharmaceuticals
03.2018 - 07.2023
  • Led the strategic launch and activation of 20 novel Spravato Treatment Centers (TCs) within the Bay Area, serving as the primary point of contact between the treatment center and Janssen.
  • Coordinated all strategic and tactical efforts of a cross-functional Janssen coalition consisting of various internal Sales, Medical, Management, and Marketing stakeholders supporting the activation and growth of TCs.
  • Expertly navigated complex commercial and government-based insurance landscapes (Medicare, MediCal), leveraging deep knowledge of Buy & Bill, payer contracting, coding, and reimbursement to optimize patient access to Spravato.
  • Cultivated strong relationships with Key Opinion Leaders (KOLs) and C & D-suite executives across large IDNs, the VA, and County Health Care Systems, driving successful implementation and adoption of Spravato.
  • Demonstrated significant market penetration, resulting in significant YoY volume growth while also establishing 20 novel active Spravato TCs.

Senior Area Business Specialist (ABS), Neuroscience

Janssen Pharmaceuticals
05.2013 - 03.2018
  • Spearheaded efforts to increase formulary inclusion and availability of Invega Sustenna and Invega Trinza within key Hospital Accounts (e.g., Santa Clara Valley Medical Center) and affiliated outpatient clinics, impacting patient access across Santa Clara County.
  • Consistently exceeding sales plan (e.g., 136% in 2014, ranked 69/225; #1 District & Regional Ranking in 2016) and earning prestigious awards such as President's Circle and Representative of the Year.
  • Provided interim leadership as District Manager, demonstrating strong organizational and team management capabilities.
  • Mentored and trained new representatives as a Field Learning Advisor, contributing to the development of a high-performing sales organization.
  • 2014: District Representative of the Year, 136% to Plan.
  • 2015: 126% to Plan, Ranked 33/235.
  • 2016: 4/220 Nationally, President's Circle winner.
  • 2016: #1 District & Regional Ranking.
  • 2016: District and Regional Representative of the Year.
  • 2017: Chairman's Club winner.
  • 2017: Representative of the Year.
  • Field Learning Advisor, 2014-2018.
  • Eagle District Leadership Member: September 2016 - 2018.
  • SOC Go Giver Award Recipient, 2017.
  • Galaxy Award Winner, Q4 2017.

Specialty HIV Territory Business Manager

Bristol-Myers Squibb
08.2009 - 01.2013
  • Strategically managed the Greater San Francisco Metropolitan HIV territory, successfully increasing sales from 88% to goal to 103% to goal, and elevating territory ranking from 42/44 to 13/44 within one year in a competitive anti-retroviral market.
  • Effectively managed and supported four nationally recognized Key Opinion Leaders (KOLs) based in the territory, ensuring consistent engagement in speaker programs and maximizing their impact.
  • Successfully navigated access restrictions at San Francisco General Hospital, a key institution, to build strong relationships with HIV and Infectious Disease providers and increase product visibility.
  • Organized and Facilitated multiple in-person field day visits for BMS internal stakeholders w/key HIV KOLs including Area Business Director, Executive Director of HIV Marketing, and Head of Sales.
  • Demonstrated initiative by developing a standardized Field Day Itinerary form adopted across the district, improving the effectiveness of home-office personnel visits.
  • Educated key HIV KOLs and Providers to navigate the complicated payer landscape to increase patient access to Atripla and Reyataz.

Medical Sales Consultant, HIV, Urology, and Endocrinology Specialty Sales

Auxilium Pharmaceuticals
10.2006 - 08.2009
  • Promoted with success a novel product in a marketplace filled with cheaper and more established therapies.
  • Achieved a 40% increase in Testim sales and a 282% increase in monthly copay voucher utilization within the San Francisco territory, outperforming competitors in a challenging managed care environment.
  • Recognized as the #1 revenue and TRx generator in a region of ten representatives, consistently exceeding performance expectations.
  • Successfully identified and developed new Key Opinion Leaders (KOLs) within the HIV and Urology specialties in the San Francisco area, expanding the company's network of influential advocates.
  • Contributed to the development of the sales team by coordinating and facilitating training sessions and frequently presenting product knowledge to large groups.
  • Successfully coordinated in-person meetings between KOLs and Auxilium's top internal stakeholders, including CEO/President and VP of Sales.
  • Successfully trained and helped on-board new Auxilium sales representatives, both in the field and at the home office.

CNS Specialty Sales Representative

JDS Pharmaceuticals
01.2006 - 10.2006
  • Successfully promoted a novel, disadvantaged, me-too product in a significantly crowded product category.
  • Increased Pexeva sales by 54% during my time in territory.
  • Increased monthly voucher utilization by 66%.
  • Facilitated local and national Speaker Programs with speakers in my territory.
  • Lead training of monthly teleconferences, focusing on product knowledge section of call.

GI Specialty Sales Representative

Cumberland Pharmaceuticals
08.2004 - 01.2006
  • Successfully and autonomously launched and promoted CeraLyte, a novel product, and ProctoKit in my territory which included the entire Bay Area and surrounding metropolitan areas.
  • Gained formulary access to for CeraLyte in multiple hospital settings, including San Francisco General Hospital.
  • Top 10% one nationally for New Rx growth, 2005.
  • Best Performer, 2005.

Territory Pharmaceutical Representative

FOREST LABORATORIES
01.2002 - 04.2004
  • Successfully promoted Lexapro, Namenda and Aerobid to target physicians including Psychiatrists, Neurologists, Internists and Pulmonologists.
  • Promoted to cross-functional medical professionals in both office and hospital settings.
  • Achieved consistent achievement and exceeding of quotas.
  • Achieved prestigious sales awards during my tenure.
  • Helped secure a key formulary win for Lexapro as it was added to San Mateo County's Mental Health formulary, the first such formulary win in CA.
  • Achieved greater than 100% of quota for both of my products each of first four quarters of 2002 and 2003 fiscal years.
  • PRESIDENT'S CLUB WINNER, 2003 fiscal year.
  • Only PRESIDENT'S CLUB Winner from California.
  • Top 5% Nationally of all Forest Representatives for 2003 fiscal year.
  • ROOKIE OF THE YEAR, 2003, Western Business Area.
  • Representative of the Division Award, Quarter III of 2003 fiscal year.
  • Representative of the Region Award, Quarter III of 2003 fiscal year.
  • Representative of the Division Award, Quarter IV of 2003 fiscal year.

Account Executive/ Outside Sales

RICOH / SAVIN Corporation
11.1999 - 11.2001
  • Successfully promoted RICOH/SAVIN products in assigned territory.
  • Achieved and exceeded quota marks consistently.
  • Gained key business-to-business sales experience, helping me springboard into pharmaceutical sales.
  • Top Performer, September 2000, @ 141% assigned quota.
  • Top Performer, December 2000, @ 212% assigned quota.
  • Top Performer, February 2001, @ 137% assigned quota.
  • Top Performer, May 2001, @ 229% assigned quota.
  • Top Performer, June 2001, @ 224% assigned quota.
  • Top Performer, July 2001, @ 121% assigned quota.
  • Top Performer, August 2001, @ 136% assigned quota.

Education

Bachelor of Sciences Degree - Human Physiology

University of California, Davis
06.1996

Bachelor of Arts Degree - Italian

University of California, Davis
06.1996

Education Abroad Program -

06.1996

Skills

  • Strategic Thinking
  • Key Account Management
  • Relationship Management
  • Contract Negotiation
  • Analytical Skills
  • Cross-Functional Team Management
  • Strong Communication

Professional References

Available upon request.

Timeline

Senior Regional Account Manager (RAM), Vaccines

CSL Seqirus
07.2023 - Current

Key Account Specialist (KAS), Neuroscience

Janssen Pharmaceuticals
03.2018 - 07.2023

Senior Area Business Specialist (ABS), Neuroscience

Janssen Pharmaceuticals
05.2013 - 03.2018

Specialty HIV Territory Business Manager

Bristol-Myers Squibb
08.2009 - 01.2013

Medical Sales Consultant, HIV, Urology, and Endocrinology Specialty Sales

Auxilium Pharmaceuticals
10.2006 - 08.2009

CNS Specialty Sales Representative

JDS Pharmaceuticals
01.2006 - 10.2006

GI Specialty Sales Representative

Cumberland Pharmaceuticals
08.2004 - 01.2006

Territory Pharmaceutical Representative

FOREST LABORATORIES
01.2002 - 04.2004

Account Executive/ Outside Sales

RICOH / SAVIN Corporation
11.1999 - 11.2001

Bachelor of Arts Degree - Italian

University of California, Davis

Education Abroad Program -

Bachelor of Sciences Degree - Human Physiology

University of California, Davis

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DAVID A. GIULIANETTI