LEE LOCKARD

Work History

OPTINOSE INC.

01.2023 - Current

Reorganized and redesigned current 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
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
Expedited contract executions with new pharmacies 6 weeks prior to program start date
Developed Patient Services strategies for new HUB integration and implementation.

LEO PHARMA

01.2022 - 01.2023

Develop strategies for Market Access, Specialty Pharmacy, and Trade for global pharmaceutical company
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
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 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.

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.

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
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.

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.

CONNECTICS CORPORATION

01.2005 - 01.2008

Negotiated formulary agreements for topical psoriasis portfolio with emphasis on meeting profitability goals
Trained and developed sales personnel
Identified strategies for improving training protocols, increasing productivity, and securing key relationships with decision-makers at Florida Blue and Florida Medicaid
Selected to lead strategic planning and direction of newly created Managed Markets Field team
Established residency call structure and protocols for expanded institutional accounts, which enabled unrestricted across University of Florida and expanded adoption/utilization of products.