Joseph J. Schratt
Pittsburgh,USA
Summary
Accomplished, results-driven Biotech sales and Regional Sales Trainer with over 20 years of high-ranking consistent sales results within Biotech, Injectable, and Orphan/ Rare Disease. Focused on Patients First, sales achievement, and market access strategies with a proven ability to integrate products into IDN’s, physician practices, and close sales.
Results-driven professional with background in managing high-value client accounts. Achievements include driving client satisfaction and loyalty through tailored account strategies. Known for exceptional teamwork and adaptability in dynamic environments. Proven skills in relationship management and strategic planning.
Overview
30
30
years of professional experience
Work History
Key Account Manager
Averitas Pharma
Pittsburgh, PA
09.2021 - Current
- Direct sales and operationalization of Qutenza topical system, for PDPN and PHN, in physician and institutional based practices
- Direct sales of Qutenza topical system and in-office procedure to Endocrinology, podiatry, pain management, and neurology practices.
- Utilize in-depth billing, coding, and reimbursement knowledge to remove financial barriers to direct sale of Qutenza
- Performance: Multiple Quarters with top 15 sales volume. Sales volume Awards.
- Collaborate with Field Access Manager and MSL to create efficient clinical and market access integration of Qutenza in physician practices.
Musculoskeletal Business Manager/ Regional Sales Trainer
Flexion Therapeutics
Pittsburgh, PA
10.2017 - 09.2021
- Launch of 1st new novel disruptive therapeutic, for the treatment of Osteoarthritis of the knee, in 20 years for Orthopedics, through direct buy and bill channel.
- Lead training sessions and onboarding of new sales representatives.
- 2020: Exceeded goal. Ranked 33 out of 108
- 2019: Q4 117% Q3 116%, Q2 112%, Q1 85%. Increased sales and goal attainment through increases in sales goals
- Ranked 13 out of 103 Q4 November 2018
- Achieved 104% of quota in Q1, 101% in Q2, and 155% in Q3 of launch 2018
- Established 28 new unique ordering accounts within 1st 6 months of Launch
- Implement Zilretta into business flow for physician offices and IDN’s from point of purchase through billing, coding, and reimbursement
Clinical Sales Specialist (Rare Disease)
Genentech
Pittsburgh, PA
09.2014 - 10.2017
- Orphan Status/ Rare Disease product sales of the #1 Idiopathic Pulmonary Fibrosis treatment to hospitals and clinics
- Awarded Sales excellence status (Presidents Club) 2016 for ranking 7 out of 131 territories
- Achieved 102% quota Q2 2015
- Awarded Bronze status for Q2 2015 Sales contest
- Achieved 125% quota through launch Q1 2015 and Q4 2014
- Orphan Status product Launch: formulate business plans for tactical launch into IDN’s and retail clinics
- Integrate high-level collaboration and teamwork with Clinical Coordinator, Field Reimbursement Manager, and MSL’s to ensure proper clinical and patient outcomes were met
Executive Sales Account Manager/ Regional Sales Trainer Orthopedics and Plastic Surgery (Rare Disease)
Auxilium
Pittsburgh, PA
02.2010 - 09.2014
- Launch and Direct Sales of newly launched Orphan disease/ rare disease Medical injectable product to Hand surgeons, Plastic surgeons, and orthopedic surgeons to hospitals, surgical Hospitals, and clinics
- Achieved 113% quota Q1 2014
- Ranked top 15% sales force in 2013 and 2012.
- Increased Sales 179% 2012 versus 2011.
- Ranked top 20% out of 62 representatives for 2011
- Appointed to Field Ad Board for marketing 2011
- Formulary wins include UPMC, West Virginia University, Pittsburgh, Beckley, and Clarksburg VAMC”
- Attend patient procedures and educate physicians on injection techniques.
- Orphan drug Launch: Performed cold calling and direct sales to Hand, Orthopedic, and Plastic Surgeons and Rheumatologists
- Proven competency selling an innovative technology that requires total paradigm shift in clinical processes and procedure.
- Work with C level executives, Physicians, and clinical staff to design and implement effective business plans and flow of business for Xiaflex, to ensure maximum efficiency of time management and value-added service.
- Developed 2 national key opinion leaders from, the 2 largest hospital systems in Pittsburgh, UPMC and AGH
- Ensure effective account management upon closing of all sales including support for benefit verification, ordering, and billing, so sales cycle remains continuous in all accounts
- Collaborate with Reimbursement Account Manager and Regional Medical Liaison, in accounts, to ensure smooth workflow of Xiaflex clinically and for billing and reimbursement.
Clinical Sales Consultant
Solstice Neurosciences
Pittsburgh, PA
11.2007 - 06.2008
- Responsible for the direct sales of “buy and bill” injectables, in Neurological disorders to Hospitals, individual physicians, and large group practices in the Pennsylvania, West Virginia, and Maryland markets.
- Ranked #10 out of 36 representatives for YTD 2008: Moved ranking from # 27 in Q4 2007.
- Demonstrated strong sales achievement by attaining 102% to plan.
- Targeted and drove performance of Myobloc injectable to key account physicians, growing sales by $25K per Quarter for a previous non growth product
- Successfully guided neurologists and ancillary staff through the formulary approval process for Myobloc injection, including the use of specialty pharmacy, prior authorization, and medical necessity.
- Developed two “key opinion leaders” to national injection training Education Faculty.
- Company disbanded Sales force and sold product to Worldwide Medicines
Senior Product Specialist
Ortho Biotech, a Johnson and Johnson Company
Pittsburgh, PA
06.2006 - 11.2007
- Responsible for the Direct Sales of “buy and bill injectables to Nephrologists, Hematologists, and Long-Term Care facilities.
- Ranked 10 out of 60 regionally and 58 out of 330 nationally 2007
- Moved District rank from 7 out of ten to 2 out of ten; Moved Regional ranking from 55 to 16 out of 60. Moved national rank from 170 to 90 in 2 quarters.
- Increased sales of buy and bill by $300K over 2005 in my number one and number two accounts, respectively
- Saved my #1 account thousands of dollars in lost revenue through the channeling and installation of the Lynx Mobile Pyxis machine, which aids in proper charge capture and inventory management.
- Market Access: Perform extensive contract analysis and business reviews for top buy and bill accounts.
Musculoskeletal Territory Manager
Genzyme BioSurgery
Pittsburgh, PA
03.2005 - 06.2006
- Responsible for the direct sales of intra-articular medical device injectable Synvisc to Hospitals and a physician base including Orthopedics, Rheumatologists, and Physiatrists.
- Awarded Rookie of the Year 2005
- Ranked 16 out of 115 Q1 2006; ranked top 20% sales for quarters 3 and 4 2005.
- Sell Synvisc prosthetic visco-supplementation injections to Orthopedic, Rheumatology, and Physiatrist based practices on a “buy and bill” basis.
- Territory realignment: 2.5-hour commute per day to the closest part of my territory.
Senior Dermatology Sales Specialist/ Regional Technical Trainer
Fujisawa Healthcare/ Astellas
Pittsburgh, PA
02.2002 - 03.2005
- Sale of a novel and groundbreaking prescription topical ointment for the treatment of Atopic dermatitis.
- Ranked top 20% Quarter 1 2005.
- Ranked top 10% for market share and market share change 2004
- Attained 107% to plan 2004
- Promoted to Regional Technical Trainer January 2003.
- Received National T.E.A.M Award February 2004 for excellence in negotiating Protopic coverage on UPMC formularies.
- Awarded and performed three-day Preceptorship with prestigious Wake Forest School of Dermatology.
- Worked with local dermatology organizations including, Pittsburgh Academy of Dermatology to increase education through national advocate speaker programs; Represented Fujisawa for Pennsylvania Academy Dermatology meetings.
- Created Managed Care portfolio in the Pittsburgh territory for negotiations with a variety of Health Maintenance Organizations in order to increase acceptance of Protopic on closed formularies; Instrumental in negotiating removal of prior authorization on UPMC for Protopic coverage.
- Collaborate with Scientific Affairs Liaison and Local Dermatology Advocates in the development of educational programs for Hospital residencies
Dermatology and Psychiatry Sales Specialist/ District Trainer
Bristol Myers Squibb
Pittsburgh, PA
07.1999 - 02.2002
- Sale of prescription topical dermatological, and prescription oral antidepressants to Dermatologists and Psychiatrists.
- Ranked in the top 5% of 220 representatives nationally for Dermatology and Psychiatry drugs.
- Attained 140% of quota for Dermatology drugs and 117% of quota for psychiatry drugs year to date.
- Recognized as top ten for positive share growth in Summer Blitz Contest: Awarded compensation days for averaging highest call averages during the Summer Sizzle Contest.
- Promoted into the Neuroscience Specialty Sales division January 2001; Responsible for both psychiatric and dermatology drugs.
- Ranked in the top 20% of 120 representatives in 2000, nationally for best NRx share change for both Dovonex and Lac Hydrin Cream.
- Recognized by management and peers for excellence in Dermatology and Neuroscience product technical knowledge during national product training.
- Train new Dermatology representatives; Cross- trained Neuroscience Representatives on Dermatology Portfolio.
- Developed Key Opinion Leaders in Territory for Dermatology Drugs.
- Work with hospital Pharmacies and P&T committees in order to achieve acceptance of drugs on hospital formularies.
- Team leader in sales of Vaniqa launched in September 2000.
Lead Management Instructor
Pennsylvania Institute Culinary Arts
Pittsburgh, PA
10.1996 - 07.1999
- Responsible for the creation, revision, and instruction of multiple undergraduate accredited subjects including Nutrition and Food Science, Sanitation, Math, Restaurant Management, Storeroom Procedure, Life Studies, and Employment Counseling.
- Managed, trained, and mentored undergraduate instructors on multiple subject areas.
- Created and maintained undergraduate curriculums for Nutrition, Food Safety and Sanitation, and Strategies for Success within American Culinary Federation and Pennsylvania State guidelines to ensure re-accreditation standards are met.
- Promoted in order to create and instruct undergraduate curriculums for The School of Hotel / Restaurant Management.
- Instructed up to 100 students per class in the application of Nutrition and Food Science and proper sanitation department procedure during the preparation of food, on a daily basis, for the third largest Hospitality College in the United States.
Education
MS - Cardiac Rehabilitation and Exercise Science
University of Pittsburgh
Pittsburgh, PABS - Nutrition and Dietetics
University of Pittsburgh
Pittsburgh, PASkills
- Key account management
- Data-driven decision making
- Market Access/ Case Management
- IDN Biusiness Planning & Implementation
- Sales Training
- Rare/ Orphan Disease
Timeline
Key Account Manager
Averitas Pharma
09.2021 - Current
Musculoskeletal Business Manager/ Regional Sales Trainer
Flexion Therapeutics
10.2017 - 09.2021
Clinical Sales Specialist (Rare Disease)
Genentech
09.2014 - 10.2017
Executive Sales Account Manager/ Regional Sales Trainer Orthopedics and Plastic Surgery (Rare Disease)
Auxilium
02.2010 - 09.2014
Clinical Sales Consultant
Solstice Neurosciences
11.2007 - 06.2008
Senior Product Specialist
Ortho Biotech, a Johnson and Johnson Company
06.2006 - 11.2007
Musculoskeletal Territory Manager
Genzyme BioSurgery
03.2005 - 06.2006
Senior Dermatology Sales Specialist/ Regional Technical Trainer
Fujisawa Healthcare/ Astellas
02.2002 - 03.2005
Dermatology and Psychiatry Sales Specialist/ District Trainer
Bristol Myers Squibb
07.1999 - 02.2002
Lead Management Instructor
Pennsylvania Institute Culinary Arts
10.1996 - 07.1999
BS - Nutrition and Dietetics
University of Pittsburgh
MS - Cardiac Rehabilitation and Exercise Science
University of Pittsburgh