LEE LOCKARD
Ponte Vedra Beach
Summary
Leader with over 15 years of experience in Market Access, Patient Services, Specialty Pharmacy, and Trade Relations, focusing on the biologic market. Proven ability to train and develop national account and sales teams, achieving business objectives and driving revenue growth. Established relationships with major payers and GPOs, effectively navigating market changes and regulations. Recognized for excellence with multiple awards, demonstrating a commitment to team development and talent retention.
Overview
14
14
years of professional experience
Work History
Executive Director: Market-Access, Payer & Trade Relations
OPTINOSE INC.
01.2023 - Current
- Reorganized and redesigned market access strategy distribution and fulfillment strategy to ensure efficiencies and enhance profitability.
- Collaborated with legal and the ELT to drive educated distribution and Market Access decisions based on sound business acumen, thusly enhancing patient care.
- Recruited and led successful account team
- Achieved $650K savings day one on pharmacy distribution agreement.
- Exceeded $1.7 Million P&L positive on Ascent/Prime invoice dispute resolution.
- Executed New Ascent/ESI/Prime preferred book of business, giving access to over 11 million new member lives.
- Executed New Zinc/CVS Template Preferred book of business, gaining an additional 15 million lives
- Expedited contract executions with new pharmacies 6 weeks prior to program start date
- Elevated to CLT 2025
- Developed Patient Services strategies for new HUB integration and implementation.
Senior Director: Market Access, Specialty Pharmacy, & Channel Trade Relations
LEO PHARMA
01.2022 - 01.2023
- Develop strategies for Market Access, Specialty Pharmacy, and Trade in the Atopic Dermatosis market place.
- Monitor supply chain and distribution network to ensure alignment with goals.
- Guide team through product launches from RFP development and vendor relations through HUB integration and sales efforts.
- Lead cross-functional workgroups comprised of team members from Sales, Marketing, Product, Legal, Training, and more.
- Established formulary placement at ESI, CVS and OptumRx, for got-to launch for Adbry in the biologic space in under 7 months
- Sustained less than 1% return goods rate and less than 2% for 340B pricing intrusion.
- Exceeded 50% adherence goals with PBM affiliated and Independent Specialty pharmacies.
- Defined multiple Patient Services strategies for company, including pre-launch biologic specialty pharmacy, Field Reimbursement, HUB, PAP integration, and data aggregation and implementation.
- Developed Rare Disease Market Access and Channel Strategy in collaboration with PellePharma for Patibegib for Gorlin Syndrome
- Collaborated with Timber for rare disease go to market Channel Strategy on TMB-001 for Congenital Ichthyosis
- Developed payer and pharmacy account team, rated in top 10 HIRC 2021
- Developed and managed LDD of new-to-market biologic.
- Strategic Pricing and Contracting experience.
- Responsible for all Trade activities, including pricing, contracting, 3PL management, and EDI 867 data flow.
- Grew with organization during tenure, taking on Specialty Pharmacy and Trade in 2018.
- Established relationships with major accounts and clients, including CVS, Walgreens, Optum Specialty, Humana, Kroger, Accredo, ESI, Cigna, Harvard Pilgrim, and others.
Senior National Account Manager
LEO PHARMA
01.2016 - 01.2018
- Managed key accounts with focus on sustaining $120M in annual revenue.
- Set and adjusted KPIs and MBO goals based on market analysis, demands, trends, and operational objectives.
- Acted as liaison to internal teams, corporate headquarters (in EU), and global partners.
- Named to Market Access Training Committee and developed sales and training models that enabled teams to adjust to current market trends and respond to restrictions of managed care environments.
- Positioned organization to secure preferred portfolio status through PBM contracting strategies.
- Negotiated solo-branded agreement with ESI that delivered nearly 30% of gross revenue for company.
National Account Manager
GALDERMA LABS
01.2013 - 01.2016
- Led strategic planning, relationship building, negotiations, and account management for national accounts from remote office, which included ESI/Cigna, Horizon BCBS, BCBS LA, Harvard Pilgrim, and Highmark.
- Collaborated across enterprise, including with team members from Product, Training & Development, Field Sales, Global Market Access, and Global Branding, to develop product launch plans, improve awareness of products and services, and increase profit margins.
- Negotiated contracts to ensure win-win terms.
- Researched payer requirements and pricing practices.
- Recruited to formulate market access strategies for psoriasis portfolio and built out strategic account team.
- Achieved more than 80% unrestricted formulary positioning for Epiduo and sustained #1 rank in market.
- Launched Epiduo Forte (strongest topical retinoid combo available), which resulted in 12% volume increase for portfolio and delivered millions in additional annual revenue.
- Negotiated $20M annually across three contracts with minimal rebate and price protection agreements.
- Partnered with senior sales leaders on improving training programs and facilitated training for sales team, reducing inquiries related to overcoming objections by 50%.
- Served as Steering Committee member responsible for building relationships across OTC and Rx teams and defining prescription to OTC conversion strategies.
- Delivered double-digit YOY growth and secured favorable formulary status in more than 80% of accounts.
District Sales Manager
GALDERMA LABS
01.2012 - 01.2013
- Managed diverse sales team responsible for meeting or exceeding sales goals, market share targets, and portfolio growth objectives.
- Collaborated with Market Access to train team members on managed care and guide engagement across territories.
- Developed local and national KOLs.
- Defined analytics and metrics to track performance.
- Shaped and refined training materials.
- Mentored and coached sales personnel.
- Led introduction of push-through and advocacy program for North Carolina market, which reduced restrictions and enabled more wins for sales professionals.
- Secured top rankings for half of team with multiple Inner Circle and President’s Impact Awards, even in challenging markets and territories.
- Nurtured relationships with advocacy groups such as Jacksonville Medical Society, Jacksonville PA Society, and Jacksonville Dermatology Society, resulting in 10% YOY growth in volume.
Education
Bachelor of Science - Biology (Pre-Med)
University of North Florida
Skills
- Payer and trade relations
- Market access strategies
- Sales leadership
- Product launches in dermatology
- Pricing strategy development
- Budget administration
- Cross-functional collaboration
- Market research and analysis
- Contract negotiation
- Vendor management
- Stakeholder communication
- Project management
- RFP management
- Talent acquisition and management
- Training and development initiatives
- Retention strategy implementation
- Opportunity identification
- Revenue growth strategies
- Specialty pharmacy expertise
- Formulary positioning strategies
- Co-pay card management solutions
- Patient services support
Timeline
Executive Director: Market-Access, Payer & Trade Relations
OPTINOSE INC.
01.2023 - Current
Senior Director: Market Access, Specialty Pharmacy, & Channel Trade Relations
LEO PHARMA
01.2022 - 01.2023
Senior National Account Manager
LEO PHARMA
01.2016 - 01.2018
National Account Manager
GALDERMA LABS
01.2013 - 01.2016
District Sales Manager
GALDERMA LABS
01.2012 - 01.2013
Bachelor of Science - Biology (Pre-Med)
University of North Florida