Debra Witte
El Dorado Hills,CA
Summary
Highly effective Payer Access Account Director managing formulary positioning, medical policy and rebate contracting for the entire GSK product portfolio with large, complex, highly matrixed PBM’s and Health Plans with Commercial, Medicare and Medicaid books of business. Experience in Brand Payer Marketing as a NeuroHealth Marketing Director responsible for three successful line-extension product launches. Strategic thinker with strong business acumen and commitment to building deep and profitable customer relationships with mutually beneficial, patient-focused results.
Overview
17
17
years of professional experience
Work History
Payer Access Account Director
GSK
Remote
08.2010 - Current
- Developed extensive understanding of the customers' organizational goals to assess their needs and developed strategic account plans and direct contracts to meet both the needs of the customer and GSK.
- Developed, negotiated and implemented contracts for new and existing products to ensure access and profitable growth for entire GSK product portfolio.
- Ensured voice of customer was consistently communicated to matrix partners including MAS, brand marketing, finance, leadership and aligned Regional Account Directors inclusive of account priorities and organizational alignment, competitive contracting and marketing strategy and payer marketplace updates.
- Account performance management through quarterly business reviews analyzing contract compliance, rebate performance and identification of contractual financial opportunities.
- Consistently achieved product launch excellence across the entire GSK product portfolio.
- Cultivated and maintained strong relationships with matrix team including Strategic Contract Management, Legal, Brand Marketing, MAS, Account Directors and Sales Teams.
Brand Payer Marketing, Marketing Director
GSK
Research Triangle Park, NC
09.2006 - 12.2008
- Responsible for development of payer launch and contracting strategy for GSK NeuroHealth Portfolio including the launch of three products: Lamictal XR, Requip CR and Requip XL-24 Hour demonstrating ability to effectively manage multiple priorities/projects in a highly matrixed organization.
- Demonstrated extensive understanding of payer environment (issues, trends, payer channels/infrastructure and reimbursement) focusing on customer insights and buying behaviors.
- Responsible for development of brand/disease state strategy relevant to the payer market as a core member of the Brand Commercial Strategy Team.
- Collaborated with Managed Markets Division segment heads, Account Directors and RVP's to establish marketing strategy and priorities to maximize favorable formulary decisions, identify risks/opportunities and share best practices.
- Ensured that marketplace trends and key customer insights were communicated through collaboration with Brand Teams for inclusion in strategic marketing plans and programs.
Regional Sales Director
GSK
Remote, CA
- Recruited and hired qualified Clinical Specialists providing training, coaching and mentoring to ensure short and long-term career development and retention.
- Identified and validated market opportunities throughout Region resulting in the expansion and retention of sales to meet and exceed national objectives.
- Exceeded sales growth of new and established products meeting business objectives across multiple therapeutic classes including Psychiatry, Respiratory and Neurology and consistently ranked in the top 1/3 of NeuroHealth Regional Sales Directors nationally.
- Demonstrated leadership effectiveness through solutions oriented coaching and mentoring of Clinical Sales Specialists in a diversified and complex marketplace.
- Worked collaboratively with cross-functional stakeholders within the GSK matrix to ensure alignment of strategy, resources and goals (RMS, RBM’s, TSM’s and Field Sales) for co-promoted products.
- Developed annual business plans and implemented business strategies, inclusive of all GSK Resources (i.e. Regional Medical Scientists, Speaker Training, Programs and Preceptorships), through analysis of sales data and strategic market knowledge to meet marketing and sales objectives.
- Managed and deployed financial resources based on analysis of business data to ensure achievement of sales objectives and appropriate ROI.
Education
Bachelor of Science - Business Administration, Marketing
California State University, Sacramento
Sacramento, CASkills
- Business and Financial Analytics
- Strategic Account Planning
- Product Launches
- Account Management
- Contract Development and Management
- New Business Development
- Cross-Channel Marketing
- Solution Focused
- Continuous Improvement
- Teamwork and Collaboration
Accomplishments
Consistent high performer with recognition of US sales and market access achievement resulting in 9 Performance Circle Awards.
Timeline
Payer Access Account Director
GSK
08.2010 - Current
Brand Payer Marketing, Marketing Director
GSK
09.2006 - 12.2008
Regional Sales Director
GSK
Bachelor of Science - Business Administration, Marketing
California State University, Sacramento