DENISE CABRERA
Lima,Ohio
Summary
Accomplished healthcare executive with a proven track record of delivering impactful results through strategic planning and process improvement. Expertise spans all facets of pharmacy benefit management, driven by a dedication to enhancing quality of care while maintaining affordability. Demonstrated ability to mobilize cross-functional support and facilitate decision-making in challenging environments, successfully piloting innovative corporate initiatives and fostering collaborative teamwork. Committed to optimizing resource management to drive revenue growth and elevate overall organizational performance.
Overview
19
19
years of professional experience
Work History
SVP Pharmacy Practice
McGriff Employee Benefit Consulting
01.2020 - Current
- Responsible for the development and oversight of a national pharmacy practice including pre-negotiated contract terms and pricing, proposal templates, data analytics modeling, audit templates and RFP modeling.
- Provided thought leadership contribution with intellectual capital development, marketing collateral, RFP response content and whitepaper content.
- Actively participated in business development, marketing campaigns, developed a client facing quarterly pharmacy newsletter, and established training modules for new producers and account teams.
- Consulted with clients regarding pharmacy benefit cost management strategies, networks, clinical programs, value-based design, and specialty cost containment.
- Provided clinical perspective on data analytics, develop innovative solutions and maintain market trend perspective.
- Increased pharmacy sales and revenue growth through the expansion of current client relationships and development of new client opportunities.
- Partnered with producers on cross-practice sales and served as a resource and advisor for colleagues.
- Championed sharing of best practices by consistently meeting with key partners, seeking feedback, and striving to continually improve quality standards and processes to meet overall business goals.
- Participated in pharmacy benefit partner advisory boards to ensure our clients have a voice into their organizations.
- Facilitated client forums in 8 regional markets.
SENIOR VICE PRESIDENT, CLIENT SERVICES
WellDyneRx
01.2018 - 01.2019
- Defined and implemented new organization vision, structure, roles & responsibilities, and talent selection to restore and strengthen client and broker relationships.
- Led Client Service's team to provide best in class service to pharmacy benefit customers and members.
- Conducted Board of Director and investor updates to communicate status of client relationships, and strategy to drive revenue.
- Re-designed contract lifecycle management controls, renewal alerts, role accountability, and business unit contract signature alignment that contributed to unprecedented client retention.
- Spearheaded Voice of the Customer to acquire customer and consultant recommendations, resulting in development of strategic initiatives. Leveraged findings to refresh go to market value proposition.
- Led development and execution of root cause analysis research and leveraged findings to establish improved processes and quality assurance measures to improve efficiency. Mitigated implementation challenges, resulting in 95% reduction of plan set-up errors and 20% quicker resolution timelines.
VICE PRESIDENT, CLINICAL ACCOUNT MANAGEMENT & SEGMENT SALES SUPPORT
Cigna Pharmacy Management
01.2010 - 01.2018
- Managed commercial portfolio of 2,400 self-insured national employers and public sector clients with scope of responsibility for >$380M in annual drug spend across 4.2 million lives. Accountable for cost & trend management, contract retention & renewals.
- Directed regional commercial segment strategy to expand market reach and customer engagement, resulting in 16% membership growth and 14% earning growth (2013 – 2014), and achieved >95% client retention (2011-2017).
- Championed organizational agility through collaboration across pharmacy and medical sales organizations. Transformed approach to smaller accounts by shifting underwriting to produce competitive quotes leveraging the pharmacy benefit value proposition, which achieved improved earnings per customer averaging $175 PMPY (per member per year).
- Launched First Quarter Press annual training initiative to leverage pharmacy messaging as a platform for growth, resulting in a 4% year-over-year increase in members.
SENIOR CLINICAL ACCOUNT MANAGER
Catalyst Rx
01.2007 - 01.2010
- Leveraged clinical pharmacy experience to review, interpret, and provide clinical consultation regarding formulary, utilization management programs, rebate and clinical modeling, trend evaluation, clinical business plan development, and comprehensive management of clinical programs for health plan and self-insured clients.
- Developed data analytics modeling to present pharmacy benefit trend and spend updates, and proposed client-specific clinical program solutions and strategies for quarterly/annual client meetings.
- Collaborated with Account Executive and Account Manager team members to focus on initiatives that led to improved client satisfaction, trend management, and client retention.
- Communicated strategic recommendations for clinical programs and services resulting in average client savings of $3.15 PMPM (per member per month), which exceeded national benchmarks.
Education
Bachelor of Science - Pharmacy
THE OHIO STATE UNIVERSITY
Columbus, OHSkills
- Visionary leadership
- Cross-functional teamwork
- Adaptable organizational skills
- Goal-oriented activator
- Pharmacy integration expertise
- Responsive to new challenges
Timeline
SVP Pharmacy Practice
McGriff Employee Benefit Consulting
01.2020 - Current
SENIOR VICE PRESIDENT, CLIENT SERVICES
WellDyneRx
01.2018 - 01.2019
VICE PRESIDENT, CLINICAL ACCOUNT MANAGEMENT & SEGMENT SALES SUPPORT
Cigna Pharmacy Management
01.2010 - 01.2018
SENIOR CLINICAL ACCOUNT MANAGER
Catalyst Rx
01.2007 - 01.2010
Bachelor of Science - Pharmacy
THE OHIO STATE UNIVERSITY
ADDITIONAL CAREER HIGHLIGHTS
- Clinical Account Manager, Taft-Hartley/Employer Group Division, NMHC 2006 - 2007
- Clinical Consultant Pharmacist, Prescriber Education, Advance PCS, CVS Caremark 2003 - 2006
- Clinical Consultant Pharmacist, NHS Long Term Care, Hilliard, OH 2000 - 2003
- Clinical Consultant Pharmacist, Customer Service, Medco, Columbus, OH 1994 - 2000
- Pharmacy Manager, Student Preceptor, Kroger Pharmacy, Columbus, OH 1993 - 1994
- Ambulatory Care Residency, Kroger Pharmacy, Columbus, OH
- Pharmacy Intern, Children’s Hospital, Columbus, OH 1991 - 1993
PERFORMANCE BENCHMARKS
- Stabilized client retention and engagement during COVID pandemic and supported communications.
- Launched strategic training process to build industry expertise that contributed to revenue growth.
- Steered comprehensive market growth opportunities, leading to creation of national contracting strategy.
- Delivered broker autonomy to develop proposals matched to pricing tiers.
- Consulting across 30 groups generated over $2M in estimated annual revenue.
- Co-branded a McGriff drug discount card with $1/claim in revenue generated.
- Stabilized profitability of pharmacy consulting by restructuring support model and establishing targeted annual training initiatives.
- Leveraged analytics to establish improved competitive offerings and realignment of pharmacy benefit marketing resources.
- Developed pharmacy practice brand: market presentations, publications, newsletter.
- Negotiated marketing agreements with key pharmacy benefit partners, generating $500,000 in annual revenue.
- Supported prospecting and finalist meetings with a close ratio of 58%.
- Assisted in winning new clients generating over $2.8M in revenue.
ADDITIONAL CAREER HIGHLIGHTS
- Clinical Account Manager, Taft-Hartley/Employer Group Division, NMHC 2006 - 2007
- Clinical Consultant Pharmacist, Prescriber Education, Advance PCS, CVS Caremark 2003 - 2006
- Clinical Consultant Pharmacist, NHS Long Term Care, Hilliard, OH 2000 - 2003
- Clinical Consultant Pharmacist, Customer Service, Medco, Columbus, OH 1994 - 2000
- Pharmacy Manager, Student Preceptor, Kroger Pharmacy, Columbus, OH 1993 - 1994
- Ambulatory Care Residency, Kroger Pharmacy, Columbus, OH
- Pharmacy Intern, Children’s Hospital, Columbus, OH 1991 - 1993