Gay Thomas
Nacogdoches,TX
Summary
Highly accomplished, results-oriented National Account Executive read for a new positions where account management proficiencies can be fully utilized. Extensive experience in working in highly complicated disease states requiring collaboration between internal and external stakeholders to ensure successful outcomes for patients. Seeking a position that would allow for professional growth within an organization that appreciates and recognizes talent ans strategic thinking.
Extensive experience in multiple segments including: Managed Markets: Commercial (MCO) , State Medicaid, Corrections (DOC), Health Systems (IDN), Hospitals, NCCN Centers, Buy-and-Bill, Infusion, Biologics and Specialty. Therapeutic expertise: Oncology, Arthritis, Cardiovascular, Immunosuppressant, Hepatology, Infectious Disease and Anti-Viral.
Overview
36
36
years of professional experience
Work History
National Account Executive
Hopsital GPO / National IDN's
01.2022 - Current
- Managed, supported and grew business relationships with existing accounts and developed strategies to Increase sales and revenue through work with National Service lines
- Monitored customer buying trends, market conditions and competitor actions to adjust strategies and
- Achieve sales goals within key therapeutic areas of business
- Managed rollout of all new product launches and line extensions
- Negotiated outdated contracts for continued preferred status
- Shaped solutions and approaches by leveraging trends in customer marketplaces and industries and
- Sharing insights with internal brand and pricing teams
- Increased market penetration
- Forecasted sales and established processes to achieve sales objectives and related metric
- Resolved complex problems to positively impact sales and business relationship
- Created mapping of accounts to understand divisions and the key players within
- Attended conferences to readily establish relationships and patient access opportunities
- Account Focus: HealthTrust and equity members, The Resource Group-Ascension, CommonSpirit
Regional Account Executive
IDN's / Regional Payers / Medicaid
01.2012 - 01.2022
- Employed proactive and collaborative approaches to strengthen access, availability, and prescribing for BMS Oncology, Cardiovascular, Rheumatology and Neurology portfolio of products within Payor, Medicaid and IDNs
- Develop relationships with key high-level account decision makers (Pharmacy Director, Medical/Department Leads, other Health Care Providers) and influencers (hospital & affiliated practice groups)
- Applied proactive, customer-centric approach to customer management that leverages multidisciplinary capabilities and resources to better meet brand and customer needs, to mitigate obstacles and capitalize on opportunities
- Initiate and elevate innovative approaches to solve issues or deliver on new opportunities
- Coordinate internal, field and alliance matrix team resources at the local level
- Collaborate with Marketing teams, Managed Accounts, Field Medical, and Sales Leadership (Regional Business Directors and Division Business Managers) on business opportunities within integrated health systems
- Leverage customer insights to enhance strategic, cross-functional business planning and opportunity development
- Create and execute annual business plans and update to reflect and address ongoing Issues and opportunities
- Account focus: The Methodist Hospital System Houston, Memorial Hermann, HCA-Gulf Coast, Baylor Scott and White and Health Plan, Texas Health Resource, Christus Health, HCA-San Antonio, Methodist-Dallas, HCA-Houston, LSU Healthcare, Ochsner Health, MD Anderson, St Luke's , Oklahoma Medicaid, Kansas Medicaid, Blue Cross Blue Shield of Kansas and HCSC of Texas and Oklahoma
Oncology Account Manager
IDN's / Comprehensive Cancer Centers
01.2002 - 01.2012
- Increased Bio-Oncology brand access to targeted health system accounts that generated protocol changes and formulary adoption of GNE brands
- Initiated cross functional account management team to manage Genentech business at key institutions to include MD Anderson Cancer Center, The Methodist Hospital System and Baylor Healthcare
- Effectively led creation and implementation of Reimbursement training for MD Anderson reimbursement managers
- Required collaboration across organization to include Access Solutions, Field Sales Leadership and BioOncology Field Reimbursement Manager (BFRM)
- Active leadership role in Texas and Louisiana Area Reimbursement Team (ART) meetings
- Lead Rituxan Brand conduit between Institutional Marketing Field Team (IMFT) and brand ensuing successful CLL launch, NHL label expansion, AAV and SJI launch along with HSAM Rituxan training and updates
- Key relationships: MD Anderson Cancer Center, The Methodist Hospital System-Houston, Memorial Hermann Healthcare, Tenet, Christus Health, Ochsner Healthcare, University of Alabama (UAB), University Healthcare San Antonio, Baylor Healthcare-Dallas and Texas Department of Corrections
Business Solutions Manager
Medical
01.2001 - 01.2002
- Successfully negotiated transplant portfolio contracts with maximum profitability while maintaining 90% market share
- Negotiated and Implemented CellCept brand protection strategy in NON-DSH and DSH acute care segments
- Ranked 3 of 18 and attained 130% of plan representing a 98% CellCept market share; 188% of corporate target
- Executed Roche Antiviral Protection Program and direct Tamiflu purchases in Acute Care Segment Tamiflu during swine flu pandemic
- Corporate impact included 133% goal attainment in 2008, 25% of hospital systems receiving Tamiflu within first week of swine flu pandemic and preparation for anticipated wave two of pandemic
- Negotiated contracts and implemented pull-through strategies with executive and director level contacts
- Coordinated and implemented strategic business plans and strategies for multiple sales teams
- Maintained and grew business across the transplant, antiviral and renal market segments above 95% market share
- Extensive collaboration with cross-functional teams
- Key relationships: The Methodist Hospital System-Houston, Memorial Hermann Healthcare, St Luke’s Healthcare System, Christus Health, Ochsner Healthcare, LSU Healthcare Authority, University Healthcare San Antonio, Methodist Healthcare-San Antonio, Baylor Healthcare-Dallas, Methodist Healthcare-, Developed and implemented account plans for major managed care customers in Texas, Louisiana and Oklahoma, solidifying long-term business relationships with managed care customers for specialty products
- Successful removal of prior authorization of Xeloda in approved indications within BC/BS of Texas
Specialty Care Specialist
Speciality Sales
01.1988 - 01.2001
- Successful negotiation and pull-through of Roferon-A contract for treatment of hepatitis C inmates within Texas Department of Corrections (DOC)
- Developed and implemented educational programs for correctional healthcare providers
- Negotiated formulary additions and pull through strategies for targeted products
- Educated physicians on Oncology, Hepatology and Virology products
Education
Master of Science - Science
Stephen F Austin State University
Nacogdoches, TX07.1987
Bachelor of Science - Science
Stephen F Austin State University
Nacogdoches, TX05.1985
Skills
- Leadership and Self Management
- Customer Relationships / Needs Management
- Executive Experience / Presence
- Customer Centric / Internal Customer Focus
- Contract / Rebate Negotiation/Pull-thorough
- Team Oriented / Cross-Functional Collaboration
- Business Knowledge / Sales Strategy Development
- Account Planning / Penetration / Execution
- Data Analysis / Problem-Solving Tactics
- Statistics Analysis / Report Generation
- Marketing / Product Launch Program Creation
- Personnel Selection / Development
- Management / Motivation Skills
- Development / Mentoring Management
Timeline
National Account Executive
Hopsital GPO / National IDN's
01.2022 - Current
Regional Account Executive
IDN's / Regional Payers / Medicaid
01.2012 - 01.2022
Oncology Account Manager
IDN's / Comprehensive Cancer Centers
01.2002 - 01.2012
Business Solutions Manager
Medical
01.2001 - 01.2002
Specialty Care Specialist
Speciality Sales
01.1988 - 01.2001
Master of Science - Science
Stephen F Austin State University
Bachelor of Science - Science
Stephen F Austin State University
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