LEE LOCKARD
Executive Market-Access, Payer & Trade Relations (Pharma/Biomedical)
Ponte Vedra Beach,FL
Summary
Strategic commercial leader with 15+ years of experience advising pharmaceutical and biotech organizations on Market Access, Channel Strategy, Trade Relations, and Patient Services within complex biologic and specialty markets. Proven track record of driving revenue growth, optimizing payer strategy, securing preferred formulary positioning, and leading cross-functional transformation initiatives. Recognized for building C-suite relationships across national payers, PBMs, specialty pharmacies, and GPOs while delivering measurable financial impact exceeding $20M+ annually across negotiated agreements and strategic initiatives. Experienced team leader who builds high-performing account and delivery teams, mentors emerging talent, and drives accountability to profitability, client satisfaction, and business expansion goals.
Overview
18
18
years of professional experience
Work History
Executive Director, Market Access, Payer & Trade Relations
OPTINOSE INC.
09.2023 - Current
- Serve as strategic commercial leader responsible for payer strategy, trade relations, distribution design, and patient services optimization. Act as executive advisor to ELT on access strategy, profitability modeling, and channel optimization.
- Strategic & Financial Impact
- Redesigned national distribution and market access strategy, delivering $650K immediate cost savings and long-term profitability improvements.
- Resolved Ascent/Prime invoice dispute, producing $1.7M positive P&L impact.
- Secured preferred access agreements with Ascent/ESI/Prime (11M covered lives) and Zinc/CVS (15M covered lives), expanding national footprint.
- Accelerated pharmacy contract execution by six weeks, reducing launch risk exposure.
- Elevated to Corporate Leadership Team (2025).
- Consulting-Equivalent Deliverables
- Conducted channel gap analyses to optimize fulfillment pathways and reduce gross-to-net erosion.
- Developed patient services HUB integration strategy, aligning vendor selection, implementation roadmap, and performance KPIs.
- Built and led national payer account team focused on revenue growth and access expansion.
Senior Director, Market Access, Specialty Pharmacy & Trade
LEO PHARMA
01.2022 - 09.2023
- Directed U.S. Market Access strategy for biologic launch (Adbry) in atopic dermatitis and rare disease pipeline assets.
- Strategic Leadership
- Achieved formulary positioning with ESI, CVS, and OptumRx within 7 months of launch.
- Sustained
- Designed and implemented biologic specialty pharmacy network and LDD strategy.
- Led cross-functional launch teams spanning Sales, Legal, Marketing, and Training.
- Rare Disease Consulting Strategy
- Developed Market Access and Channel Strategy for PellePharma (Patibegib – Gorlin Syndrome).
- Designed go-to-market channel strategy for Timber Pharmaceuticals (TMB-001 – Congenital Ichthyosis).
- Built integrated patient services models (HUB, PAP, FRM, data aggregation).
- Revenue & Growth Impact
- Negotiated solo-branded ESI agreement contributing nearly 30% of company gross revenue.
- Managed $120M+ annual revenue portfolio.
- Achieved >50% adherence goals across specialty pharmacy network.
- Recognized Top 10 HIRC Leader (2021).
Director, Market Access & Specialty Pharmacy
LEO PHARMA
03.2016 - 01.2022
- Directed U.S. Market Access strategy for biologic launch (Adbry) in atopic dermatitis and rare disease pipeline assets.
- Strategic Leadership
- Achieved formulary positioning with ESI, CVS, and OptumRx within 7 months of launch.
- Sustained
- Designed and implemented biologic specialty pharmacy network and LDD strategy.
- Led cross-functional launch teams spanning Sales, Legal, Marketing, and Training.
- Rare Disease Consulting Strategy
- Developed Market Access and Channel Strategy for PellePharma (Patibegib – Gorlin Syndrome).
- Designed go-to-market channel strategy for Timber Pharmaceuticals (TMB-001 – Congenital Ichthyosis).
- Built integrated patient services models (HUB, PAP, FRM, data aggregation).
- Revenue & Growth Impact
- Negotiated solo-branded ESI agreement contributing nearly 30% of company gross revenue.
- Managed $120M+ annual revenue portfolio.
- Achieved >50% adherence goals across specialty pharmacy network.
- Recognized Top 10 HIRC Leader (2021).
National Account Manager
GALDERMA LABS
01.2013 - 12.2016
- Led national payer contracting and strategic account management.
- Secured >80% formulary positioning for Epiduo.
- Negotiated $20M+ annually across multi-year contracts.
- Delivered double-digit YOY growth.
- Launched Epiduo Forte resulting in 12% portfolio volume increase.
- Built psoriasis market access strategy and national account infrastructure.
District Sales Manager / Territory Manager
GALDERMA LABS
01.2008 - 01.2013
- Developed high-performing sales teams; multiple Inner Circle and President’s Impact Award recipients.
- Reduced managed care objection inquiries by 50% via structured training programs.
- Delivered 10% YOY growth through KOL and advocacy partnerships.
Education
Bachelor of Science - Biology (Pre-Med)
University of North Florida
Jacksonville, FLSkills
- Strategic Business Planning & Development
- Payer & PBM
- Go-To-Market & Launch
- Rare Disease Commercial Strategy
- Client Relationship
- Formulary Access & P&L
- Project & Commercial Advisory
- Cross-Functional Generation Strategy
- Data-Driven Market Excellence
- Organizational Design & Expansion Optimization
- Executive-Level Presentation & PowerPoint Expertise
- Management Leadership Analysis
- Team Development
Timeline
Executive Director, Market Access, Payer & Trade Relations
OPTINOSE INC.
09.2023 - Current
Senior Director, Market Access, Specialty Pharmacy & Trade
LEO PHARMA
01.2022 - 09.2023
Director, Market Access & Specialty Pharmacy
LEO PHARMA
03.2016 - 01.2022
National Account Manager
GALDERMA LABS
01.2013 - 12.2016
District Sales Manager / Territory Manager
GALDERMA LABS
01.2008 - 01.2013
Bachelor of Science - Biology (Pre-Med)
University of North Florida
THOUGHT LEADERSHIP & INDUSTRY ENGAGEMENT (Positioning Section for Consulting Role)
- Frequent presenter to executive leadership teams on payer trends and gross-to-net optimization.
- Deep expertise in PBM consolidation, specialty pharmacy economics, biologic channel evolution, and rare disease access.
- Trusted advisor across CVS, ESI, Optum, Prime, and national payer organizations.
- Strong PowerPoint storyteller with executive-level presentation experience.
STRATEGIC POSITIONING NOTES (Why This Works for Senior Principal)
- Emphasizes revenue impact (critical for $2M–$2.5M BD expectation)
- Demonstrates executive-level strategic direction
- Highlights cross-functional leadership and profitability oversight
- Shows experience building teams (5–9 direct report alignment)
- Positions you as commercial strategy SME in biologics and rare disease
- Aligns language with consulting deliverables (gap analysis, solution design, KPIs, implementation roadmap)
LEADERSHIP & TEAM DEVELOPMENT
- Built and scaled national payer and specialty pharmacy teams.
- Mentor to directors and national account managers.
- Designed KPI and MBO frameworks aligned to revenue and profitability targets.
- Recognized for culture-building, retention, and high-engagement leadership style.
- Experienced in leading cross-functional matrix teams across commercial organizations.