Summary
Overview
Work History
Education
Skills
Timeline
Generic

Keri Smith

Point Pleasant Beach

Summary

Experienced professional skilled in client relationship management, strategic planning, and team leadership. Utilizes in-depth market knowledge to drive business growth and improve customer satisfaction. Demonstrated ability to build strong cross-functional partnerships to achieve organizational objectives.

Overview

20
20
years of professional experience

Work History

Regional Account Director

Sanofi Pharmaceuticals
01.2021 - Current
  • As a member of the Sanofi Specialty Care Market Access Team, my responsibilities include, implementing strategies and tactics to support appropriate formulary placement, reimbursement coverage across Regional Health Plans as well as assigned State Medicaid’s. Work cross functionally with Value and Access, Account Management, Business Relations, Government and Sales Leadership to ensure consistent exchange of payer information.
  • Negotiate direct 2-year Dupixent contract with Horizon NJ Health maintained GTN- no additional points
  • Successfully negotiated formulary placement improved/maintained coverage criteria for- Rare, Rare Blood, Oncology & Immunology portfolio within my key accounts , improving Cerezyme criteria with IBC
  • Worked with Horizons Scanning team and Capital Rx C-Suite on innovative solutions for patient support services
  • Initiated Asthma initiative with Horizon BCBS- secured V&A funding to launch regional asthma summit with key payer account, while participating as a panelist in Rutgers’s Pharmacy School Industry Day for last 2 years.
  • 2024 Distinguished Award
  • 2022 TPI Award top 10%
  • 2021 Rookie of the year
  • 2021 SGMA 03 award nominated by peers.

Regional Account Director

ViiV Healthcare
04.2016 - 01.2021
  • Responsible for implementation and effectiveness of market access and key account preparedness for ViiV’s 2 drug regimen launches- maintain access to larger portfolio within 10 states- all channels, expand access opportunities in market using economic tools and payor value proposition in order to differentiate ViiV’s products from competitors, forecasting completed for 3 product launches, support and collaborate with field sales for payer pull through initiatives. Engage with matrix partners including, marketing, sales, government affairs, medical and patient support teams to optimize appropriate utilization for ViiV’s products.
  • Exceed forecasting and access for first 2 product launches.
  • Successful payer- pull through initiatives in NJ/DC engaging with key KOL to leverage managed Medicaid plan.
  • Project lead on analytics project charter
  • Permanent position accepted with market access.

Account Manager

NY Sr. Territory Account Manager
01.2016 - 04.2016
  • Returned to Sr. sales position- managed major hospital accounts, exceed reach and frequency metrics, deliver relevant provider and patient education programs, while effectively communicating key brand messages and resources.
  • Exceeded Goal Attainment NBRx 13.7 vs 16.7 S. Bronx 1st quarter
  • Identified as key talent for market access secondment

Product Manager

Brand Product Manager
01.2015 - 01.2016
  • Worked with Sr. Director to develop and execute conversion strategy for Epzicom. Creating conversion messaging and pull through strategies targeting field sales/pharmacists/HCP’s.
  • Lead multiple projects successfully through copy approval process.
  • Participated and engaged in market research, advisory boards while working with external vendors.
  • Conversion initiative on track thru November- share of Epzicom declined 37% since launch of Triumeq (9.0 to 5.65 weekly TRx ending 11/20/2015)
  • Managed first 6 months of inside Selezentry pilot tele-sales team.
  • Proposed and presented first ViiV HIV voucher program to NALT.
  • Recognized by leadership on successful conversion initiative Red Ribbon award.
  • Leadership recognition GSK share value program

Account Manager

Flexible Account Manager
11.2014 - 12.2015
  • Lead trainer for new hire sales training 2015, responsibilities include all scheduling and coordinating with multiple internal stakeholders, organize, facilitate, and manage workshops for home study and live training (4 months.)
  • Managed 4 clinical specialist, responsibilities include coach and develop scientific knowledge, increase awareness and implementation of internal sales resources and increase sales performance in NY geography.
  • Sales training 100% of class trainees successfully completed course.
  • Improved NBRx south Bronx 16.5% vs 13.3% nation
  • Leadership recognition silver award

Account Manager

Specialty Account Manager
02.2013 - 11.2014
  • Completed training and developmental objectives for launch of Tivicay organized and prepared objectives with counterparts to quickly introduce Tivicay to the NY market, coordinated business meetings with matrix partners during Tivicay 90-Day launch, coordinated company executive customer interaction to gain market insight, payer liaison collaboration with complex formulary issues specific to geography and organized patient education programs with local ASO’s.
  • R12 NRx Mkt Shr 8.6% vs Nation 7.9%, R4 NRx 9.2% vs 8.4% CW Ending Jul 25th 9.1% vs 8.4%.
  • Account Team of the Year
  • Recognition Red Ribbon from leadership outpacing nation during critical launch period

Account Specialist

Clinical Account Specialist
07.2012 - 01.2013
  • Responsible for HIV product promotion for Epzicom and Selezentry to appropriate and targeted providers, completed business requirements through scientific/assessed accounts models for Patient First evaluations and established productive, relationships with key providers.
  • Promoted to specialty account manager within first year of HIV specialty.
  • Completed sponsored MBA program with a focus on healthcare administration.

Senior Executive Sales Representative

GlaxoSmithKline
11.2005 - 06.2012
  • Responsible for the promotion of entire GSK respiratory portfolio in the Los Angeles Area, performance objectives include increase scientific knowledge, business acumen continue to grow portfolio, successful business planning and territory management, collaborate successfully across division lines to engage matrix partners within accounts (Consumer Product Division, Respiratory Care Division, Account Management Team).
  • 2008 Recognized Top 30% national sales award
  • 2009 Awarded Ruby Tier (top 20% of national sales award)
  • 2009 Team Champion Award #1 team
  • 2010 Awarded Gold Performance, (top 4% national sales award)
  • Promotions- 2008 Executive Sales Representative, 2010 Senior Executive Sales Representative
  • Appointed to Regional Advisory Board 2012, 2008, Pharmacy Advisory Board 2008, 2009, Business Acumen Board 2010, 2011
  • Mentorship program, Women’s Leadership Initiative Program
  • MBA Full Tuition Reimbursement Award

Education

MBA - Master of Business

Northeastern University
Boston, MA

Bachelor of Arts - Political Science

Iona College
New Rochelle, NY

Skills

  • Leadership (ELD Program)
  • Business Analytics
  • MBA
  • Coaching & Development
  • Marketing
  • Strategic Mindset
  • Regional/National Payers
  • Integrated Health Systems
  • State Medicaid

Timeline

Regional Account Director

Sanofi Pharmaceuticals
01.2021 - Current

Regional Account Director

ViiV Healthcare
04.2016 - 01.2021

Account Manager

NY Sr. Territory Account Manager
01.2016 - 04.2016

Product Manager

Brand Product Manager
01.2015 - 01.2016

Account Manager

Flexible Account Manager
11.2014 - 12.2015

Account Manager

Specialty Account Manager
02.2013 - 11.2014

Account Specialist

Clinical Account Specialist
07.2012 - 01.2013

Senior Executive Sales Representative

GlaxoSmithKline
11.2005 - 06.2012

Bachelor of Arts - Political Science

Iona College

MBA - Master of Business

Northeastern University

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