Heather Ross
Frisco,TX
Summary
Experienced executive with a proven track record of driving impact for national accounts and fostering collaborative team environments. Skilled in strategic planning, negotiation, and consistently delivering results that contribute to business growth. Adaptable to changing market demands, known for strong leadership abilities that drive success.
Overview
2026
2026
years of professional experience
Work History
Principal National Account Executive - PBMs
Genentech
2025 - Current
- Bringing a wealth of current experience and strategic leadership, Heather has most recently been instrumental in navigating complex B2B strategies across key players in the healthcare and retail sectors. Her current focus is on mid-size PBMs, market innovators, and industry disruptors, including strategic collaborations with Navitus, Lumicera, Costco, Mark Cuban's Cost Plus Drug Company, and Drew Crawford's Merkatus. This diverse experience has honed her ability to drive impactful partnerships and shape market access strategies.
- Cultivated relationships with key national accounts to better understand key trends, message those out and drive revenue growth.
- Analyzed market trends and competitor activities to identify new business opportunities.
- Collaborated with cross-functional teams to ensure seamless account management and service delivery.
- partnerships and shape market access strategies.
Principal National Account Manager - RCA
Genentech
01.2022 - 06.2025
- Strategically managed key accounts & drove revenue: Directed Genentech's B2B relationship with Retinal Consultants of America (RCA), generating >$350M in annual sales and achieving 10% YoY revenue growth.
- Pioneered Health Equity Initiatives: Collaborated to uncover and execute the first Health Equity contract, significantly benefiting patients in treatment deserts and demonstrating commitment to equitable access.
- Shaped National Payer Strategy: Collaborated critically with the Ophthalmology Squad to define and execute strategy with private equity-backed groups, directly influencing Genentech's approach with major national payers like CVS and Aetna.
Healthcare Director - ITX
Genentech
01.2020 - 2023
- Strong collaborator with Marketing and PCD to shape the 'go to market strategy' for community oncology practices/Texas Oncology to improve patient outcomes, customer relationships and drive profitability for the organization. Notable achievement, growing overall revenue from $450M to $515M (before AHR erosion)
- Keen focus on lowering costs and improving quality of care by building, maintaining and leveraging networks and relationships in the healthcare ecosystem and co-creating solutions with customers.
- Contribute to and execute the strategic near and long-term vision and direction for the iTX ecosystem
- Coach and develop a team of Therapeutic Area Managers, Field Reimbursement Managers and BEMs to drive the strategic vision of the ecosystem
Oncology/Immunology Field Reimbursement Manager
Genentech
01.2017 - 01.2020
- Collaborates across stakeholders (internal/external) to proactively assist provider offices in resolving complex coverage and reimbursement issues to prevent barriers to access for patients.
- Is a conduit between the Field and Home Office Genentech functions for all public and private pay policies and practices that impact patient access to Genentech products, Coverage &Reimbursement with individual case management needs
- Managed reimbursement processes to ensure timely claims submission and resolution.
- Collaborated with cross-functional teams to streamline reimbursement workflows and enhance efficiency.
- Analyzed claims data to identify trends, discrepancies, and opportunities for process improvements.
Clinical Oncology Specialist
Genentech
01.2015 - 01.2017
- Exceeded product growth targets: As Clinical Oncology Specialist, responsible for helping patients gain access to groundbreaking treatments in Melanoma and Basal Cell Carcinoma.
- Drove 13% market share growth for Erivedge and 25% market share growth for Cotellic and Zelboraf YoY resulting in finishing the year 109% to plan for Erivedge and 185% to plan for Cotellic and Zelboraf growth.
- Managed complex cases involving multiple specialists, coordinating care to achieve optimal results for each patient.
- Assisted managed care team with mobilizing physician and KOL calls and letters to payers and insurers in targeted campaigns.
- Improved patient outcomes by developing and implementing targeted treatment plans for oncology patients.
CT&D | Business Development
Sanofi
01.2013 - 01.2015
- Proven leader, and coach and developing sales managers in meeting and exceeding goals of a $500M+ area diabetes franchise by developing strategic launch plans and training tactics to enhance coaching competencies.
- Business Results - Led country in growing Toujeo business Q1 – 3% share
District Manager - Speciality Eye and Ear
Alcon Labs
01.2013 - 01.2015
- Responsible for the oversight, staffing, coaching and development of sales professionals in growing the business 30% YoY and exceeding goals of $165M+. Through the development of strategic business plans and increasing sales professional competencies.
- Collaboration across business units to gain an understanding of key market drivers and dynamics while providing those insights to peers and senior leadership to ensure success of the Allergy and Ophthalmology portfolio and successful launch of Moxeza.
- Business Results - 2013
- Ranking - Q4 - 7 of 21 in nation (104.3% of target payout)
- Analyzed sales data to identify trends, recommend improvements, and optimize territory performance.
- Conducted regular performance evaluations to assess team effectiveness and establish targeted development plans.
- Achieved consistent revenue growth by identifying new business opportunities and expanding existing client base within the district.
Interim District Manager & Regional Training Manager
Alcon Labs
01.2012 - 01.2013
- Responsible for coaching and developing a team of nine sales representatives. Extended responsibilities included, hiring, training and developing sales representatives on traditional sales techniques and updated product information.
- Created and maintained relationships with new and existing key opinion leaders in order to stay close to market trends, feed intel back to brand and where applicable, close business and grow market share.
- Ear Division. Responsible for coaching and developing sales representatives in their respective markets, along with development and facilitation of clinical/sales-based training courses.
- Managed new employee orientation training process for more than 150 employees each year.
Speciality Eye & Ear Representative
Alcon Labs
01.2009 - 01.2012
- Developed and maintained positive customer relations and coordinated with team members to properly handle requests and questions.
- Managed a diverse portfolio of clients, ensuring that each received tailored solutions aligned with their specific requirements.
- Business Results: 2009 Ranking: 3 out of 215
Top 20% Sales Representative
Winner of competitive trips based off of market share and MVP attainment – 2010 – 2011 Ranking: 7 out of 238 and 3 out of 215
Education
Master of Arts - Applied Positive Psychology
University of Pennsylvania
Philadelphia, PA05-2026
Certificate of Business Excellence - Business Management, Leadership, Strategy
Columbia University
Manhattan, NY05.2023
Bachelor of Arts - Public Relations/Marketing
University of North Texas
Denton05.2009
Skills
- 25 Successful products launches
- 20 Years of pharmaceutical experience
- 10 Years of Biotech experience
- 8 Years of team leadership
- 5 Years of device experience
- Strategic planning
- Business development
- Revenue generation
- Contract negotiations
- Business strategies
- Teamwork and collaboration
Accomplishments
Notable Accomplishments:
- Drove exceptional sales growth: Led and coached sales managers to exceed $500M+ in diabetes franchise sales through strategic launch plans and enhanced coaching competencies.
- Expanded business portfolio: Oversaw and developed sales professionals, boosting a $165M+ book of business by implementing strategic plans and improving sales competencies.
- Optimized patient care: Shaped patient-centric strategies as Healthcare Director at iTX, enhancing outcomes, strengthening relationships, lowering costs, and elevating care quality through network leverage.
- Ensured patient access: Resolved complex coverage issues as Field Reimbursement Manager (Oncology/Immunology), ensuring seamless patient access to Genentech products and advocating for optimal care pathways.
Affiliations
- Service & Leadership:
- Professional Development Co-Chair, African Americans In Biotechnology
- General Member, Genentech Women Professionals
- Co-Founder, Alcon’s first ERG, WIN - Women Innovating Now
- Board Member, YMCA Oak Cliff
- Board Member, Big Brothers Big Sisters Dallas
- (Previous) Leadership Development Chair, The Urban League of Greater Dallas Young Professionals
- Alumni Intern Sponsor, INROADS
- Member, NT40 (North Texas Top 40 Leaders Foundation)
- Community Service Lead, Alpha Kappa Alpha Sorority Inc – Graduate Chapter
Languages
English
Spanish - Conversational
Interests
- Tech enthusiast, passionate about exploring the latest advancements and innovations
- Avid Reader
- Community Cleanup
- Supporting STEM education initiatives and mentorship programs
- I enjoy helping others and giving back to the community
- Documenting and sharing travel experiences
- Gardening
- Team Sports
- Mindfulness Practices
- Running
Timeline
Principal National Account Manager - RCA
Genentech
01.2022 - 06.2025
Healthcare Director - ITX
Genentech
01.2020 - 2023
Oncology/Immunology Field Reimbursement Manager
Genentech
01.2017 - 01.2020
Clinical Oncology Specialist
Genentech
01.2015 - 01.2017
CT&D | Business Development
Sanofi
01.2013 - 01.2015
District Manager - Speciality Eye and Ear
Alcon Labs
01.2013 - 01.2015
Interim District Manager & Regional Training Manager
Alcon Labs
01.2012 - 01.2013
Speciality Eye & Ear Representative
Alcon Labs
01.2009 - 01.2012
Principal National Account Executive - PBMs
Genentech
2025 - Current
Master of Arts - Applied Positive Psychology
University of Pennsylvania
Certificate of Business Excellence - Business Management, Leadership, Strategy
Columbia University
Bachelor of Arts - Public Relations/Marketing
University of North Texas
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