GREG MAXFIELD
Jackson,TN
Summary
Performance-driven Vice President with strong leadership skills and demonstrated performance excellence in commercializing and launching products. Skills include strategic planning, developing business plans, training, executive selling to physicians and senior level management in the specialty oncology market. Career achievements include 5 successful commercial launches of technology and pharmaceutical products. Consistently meeting or exceeding performance expectations. Consistent professional growth through dedicated, loyal career progression.
Overview
16
16
years of professional experience
Work History
Vice President, Market Access
G1 Therapeutics
01.2020 - Current
- Senior leader responsible for leading Market Access team regarding commercial launch, strategy and execution of G1 Therapeutics first asset
- Responsible for leading functional areas of Distribution, GPO, Patient Services, Field Reimbursement, Payor and Strategic Accounts
- Built out functional team of 10 people for following functions: Payer, Patient Services, Field Reimbursement, Account Management, Trade, and Group Purchasing Organizations (GPO)
- Developed and executed on Market Access launch objectives by removing all access barriers for adoption of asset
- Managed a $6.5M + budget, coming under budget in 2021 and 2022
- Member of Senior Leadership Team, playing vital role in developing SOPs and company culture as G1 transitions to commercial organization
- Worked cross functionally in setting up commercial SOPs: gov't reporting, pricing charter, and pre-approval engagements
- Monthly presentations to Executive Leadership team and Board of Directors
- Key member of G1 Pricing Committee
- Research, analyze, evaluate and present recommendations on any pricing related strategies
- These include yearly price increases, clinic contracting and payor contracting
- Successful launch of G1's first asset trilaciclib with focused and 100% execution on every key measure/market strategy
- Set-up 3PL, distribution and channel functions, and set-up patient Hub services, achieved strong payor coverage with formulary adoption from key payors with >80% covered lives in first 6 months of product launch, successful compendia filings, applied and received CMS pass-through status, NTAP and permanent J-Code
- Successful completion of both clinical and pricing Compendia, executed on GPO contracting strategy and partnered with GPOs on promotional and peer to peer services.
Sr. Director, Strategic Accounts
TESARO/GSK
01.2019 - 01.2020
- National leader responsible for leading Strategic Account team in development of commercial strategy and execution across both solid and hematological products focused on most complex, innovative customers
- Responsible for building out this newly formed team and developing resources needed for success
- Built out Commercial Care Team of 12 people 1 East & 1 West Directors and 10 Strategic Account team members
- Developed Ways of working and implemented new Go to Market Strategy
- Developed Account Management Template
- Core Launch member for three products in both solid and hematological tumors.
Sr. Director, Corporate Account, Market Access
TESARO/GSK
01.2016 - 01.2019
- Responsible for managing distribution channels for current and pipeline products
- Create distribution, GPO and contracting strategies for both Hospital and Community channels
- Primary liaison with GPO and distribution partners
- Manage all GPO activities and networking
- Create, implement, and execute GPO and distribution contracts and agreements
- Develop and maintain relationships with key customers
- Achievements to include: Signed first ever manufacturer data agreement with Memorial Sloan Kettering Cancer Center
- Successful launch of ZEJULA in hospital channel, with 60% of In-Office Dispensing (IOD) volume coming from hospitals and Hospital Specialty Pharmacies
- Signed over 40 Letter of Commitments (LOC) with key academic institutions to provide dispensing data for access to purchase
- Successful launch of VARUBI IV, with over 10,000 units sold to 5 institutions through bulk purchase program
- Identified key opportunity and negotiated 3-year agreement with ASD for IHOC Hospital Specialty Pharmacy Network
- One of founding manufacturer members to sponsor this growing network of innovative specialty pharmacies
- Led development of automated PAP enrollment process with Flatiron EMR
- Responsible for ASD, Oncology Supply and ION.
VP of Physician Services
Navigating Cancer
01.2010 - 01.2016
- National executive responsible for sales strategy development and commercialization for venture funded start-up company
- Extensive experience in SaaS space
- Drove successful launch of cancer specific patient portal
- Full P&L responsibility for sales including full commercialization product
- Responsibilities include launching new product, driving marketing strategy, developing implementation, and increasing market awareness
- Work with strategic partners (institutions, large physician practices, state societies, and physician networks) to accelerate sales cycle and pipeline development
- Responsible for product development and corporate fundraising
- Consistently exceeded sales objectives
- Achievements to include: Built out commercial sales and sales operations team of 5 people
- Conducted market research within community oncology and hospital space to guide development of oncology specific patient portal
- Developed business plan to commercialize product
- Successfully launched Patient Engagement Portal from zero providers to 1,300+ providers
- Navigating Cancer is leading Oncology Specific Patient Portal in oncology space
- Positive cash flow by meeting 2012 through 2015 revenue targets
- Navigating Cancer is a venture capital funded company and the clinic P&L met $1mm revenue target
- Negotiated strategic partnerships with Community Oncology Alliance, Quality Cancer Care Alliance and ION Solutions to position company for continued future growth
- Developed marketing strategy and monthly newsletter sent to over 2,000 providers monthly.
- Hired and managed employees to maximize productivity while training staff on best practices and protocols.
Director, Strategic Account Managers
McKesson Corporation
01.2008 - 01.2010
- Responsible for overall commercial sales objectives for $1.1b national strategic account team in oncology focused specialty pharmaceutical division
- National leadership position directly in charge of hiring, development and motivation of highly seasoned team of both strategic account managers and client executive
- Created, implemented and maintained national account strategies, including renegotiation of 5-year $400mm contract with national physician network of 200+ physicians
- Selected as only sales management representative for McKesson War Room market strategy that was presented to VP/General Manager
- Development of marketing programs such as value proposition calculator and use of clinical pathways for payor strategies
- Asked to lead and develop 340B program for specialty division
- Oncology experience includes global view of medical industry including: physician practice, hospital, distribution, financial, contracts & GPO's, patients, clinical and technology.
Education
Master of Business Administration - Management
Middle Tennessee State University
Murfreesboro, TNBachelor of Science - Finance
University of Tennessee
Knoxville, TN12.
Skills
- Creation of channel strategy
- Execution of marketing plans
- Strong Business Acumen and Strategic Thinking
- Medical Industry: Specialty Pharmacy, Wholesale, Distribution, GPO, Manufacturer, Patient Services and Payor
- Successful management of customer and national accounts
- New Product Development and Launch Programs
Other
- High Performance Leadership Graduate - Insigniam
- Breakthrough Leadership Project - Fish Where Fish Are $3,000,000 impact.
- Leadership Development Program - Sarto Group
- Coach for front line leaders
Timeline
Vice President, Market Access
G1 Therapeutics
01.2020 - Current
Sr. Director, Strategic Accounts
TESARO/GSK
01.2019 - 01.2020
Sr. Director, Corporate Account, Market Access
TESARO/GSK
01.2016 - 01.2019
VP of Physician Services
Navigating Cancer
01.2010 - 01.2016
Director, Strategic Account Managers
McKesson Corporation
01.2008 - 01.2010
Master of Business Administration - Management
Middle Tennessee State University
Bachelor of Science - Finance
University of Tennessee
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