HEIDI MCCLAFLIN

• Led launch of first commercial product, shaping commercial strategy and managing West field organization.
• Collaborated with marketing to develop and execute targeted promotional strategies in key markets, driving market presence.
• Leading cross-functional teams to implement strategic initiatives and improve performance.
• Manage budget allocations and resource distribution, enhancing operational efficiency and maximizing resource utilization.
• Collaborate with senior leadership to develop long-term plans for growth in the area.

Directed commercial operations achieving 88 million in sales for Danyelza. Developed commercial strategy and established field organization for Danyelza. Collaborated with executives, department heads, and consultants to build launch strategy. Led readiness and execution of rolling submissions for Danyelza and Omburtamab.

• Collaborated with cross-functional commercial partners to define brand strategies, execute field training, and develop marketing initiatives while ensuring alignment with legal and medical affairs to support critical business decisions and drive franchise strategic imperatives.
• Partnered with CCO and VP Operations to develop commercial operation plan, implement CRM system, design incentive compensation plans, MBOs and annual awards and recognition.
• Coordinated with legal, compliance, and PRC to establish job descriptions, roles and responsibilities, and performance review templates. Led execution of contracts for tele-rep sales force, speaker's bureau. Managed the outside tele-rep sales team with clearly defined roles and responsibilities.
• Led talent acquisition and development efforts to build high-performing teams.
• Oversaw budget management and resource allocation for key projects and departments.
• Fostered a culture of innovation and continuous improvement across the organization.

• Engaged key opinion leaders to gather insights and provide education on product franchises.
• Hired, trained, guided, and inspired teams to achieve goals in KOL engagement and advocacy.
• Collaborated with senior cross-functional leadership to drive franchise strategic imperatives.
• Developed coordinated strategies across TLL sales franchises to unify approaches and streamline processes.
• Established role responsibilities, training platforms, and expectations for oncology business unit, aligning team efforts with strategic goals.
• Evaluated team culture and engagement priorities across commercial teams in hematology/oncology.
• Provided launch readiness insights and clinical expertise for successful Sarclisa market preparation.
• Built and led three national field marketing teams for oncology and hematology brands.

• Strategic Sales Leader who launched Puma’s first commercial product – NerLYNX – the first extended adjuvant treatment for Her 2-positive breast cancer.
• Led and managed 6 Regional Business Managers, 42 Senior Sales Representatives and 6 Clinical Nurse Educators.
• Reported directly to CCO and managed sales point responsibilities, including commercial budget, sizing, incentive compensation, sales operations, rules of engagement, advocacy, training, and professional development.
• Supported hiring, training, and deployment of national sales force, enhancing team readiness and market coverage.
• Developed and implemented plans to identify business opportunities, delivering targeted solutions that drove business growth.
• Identified and marshaled resources, energy, actions, and decisions to address and resolve key issues using creative and innovative solutions.
• Oversaw contracts with pharma manufacturers, HUB, and GPOs, ensuring access to treatment pathways for optimal patient care.

• Managed field sales teams across 10 western states, achieving total revenues of $145 million in three years with 111% growth
• Collaborated on brand strategy, recruited and trained field personnel, set performance goals, and motivated teams during Kyprolis launch and market penetration.
• Led teams through merger and acquisition processes while executing field expansions.
• Led strategic initiatives to enhance operational efficiency across departments.

• Accumulated over 20 years in leadership and sales roles within start-ups, focusing on commercialization and successful product launches at Seattle Genetics, Dendreon, Genentech, and Genetics Institute.