Lori Matyniak
Murfreesboro,USA
Summary
Director National Accounts with almost 20 years’ experience in the pharmaceutical industry via Specialty Distribution and Specialty GPO. Established relationships with around 175 Pharma partners, by managing Plasma Derivatives, Specialty Generics, Specialty Brand, and Biosimilar portfolios. Outgoing, hardworking, individual contributor, and a team player.
Overview
19
19
years of professional experience
Work History
Director National Accounts, GPO Manufacturer Sales and Solutions, Specialty GPO’s
Cardinal Health
07.2021 - 06.2025
- Drove revenue and profitability and overall portfolio growth
- Surpassed GPO Sponsorship Revenue goal every year (#1 seller for two years)
- Launched 45 products, with 15 of those being in 1H 2025
- Developed and managed strategic relationship with about 40 manufacturers at a time
- Led contract negotiations for all Specialty GPO therapeutic areas
- Sold services, programs, processes, metrics or models
- Managed pipeline and business development opportunities
- Internal Retina Lead for GPO strategy
- Collaborated with internal business units and external partnerships to prioritize the
- Identified shortcomings in protocols, programs, and deliverables
- Leveraged professional networks and industry knowledge to strengthen client relationships.
Director, Business Development and Trade, Specialty Distribution
McKesson
05.2006 - 06.2021
- Business development relationship with 70+ specialty brand manufacturers
- Owned all Exclusive Distribution Manufacturer Relations
- Act as a strategic partner for everything from distribution to hub services to 3PL need
- Responsible for manufacturer contracts, and negotiations for terms and economics
- Identify new opportunities, and successfully implement new products and services
- Yearlong transition of generic portfolio from BDI over to McKesson Specialty, along with pricing rollover since half of BDI generics had lower prices than McKesson
Director of Generics, Manufacturer Relations
BDI Pharma, Inc. (previously Blood Diagnostics)
05.2006 - 06.2021
- Surpassed profit goals by at least 33% each year, increased Margin % by 14% YOY
- Established relationships with over 60 generic manufacturers
- Expanded portfolio to include Orals (a first for BDI), with many being our top products
- In charge of entire Generics portfolio and process (new entrants, contracts, negotiations, forecasting, inventory, price movement and approvals, exit strategy)
Manufacturing Relations Contract/Pricing Manager
BDI Pharma, Inc. (previously Blood Diagnostics)
04.2013 - 09.2013
- Product rationalization- Revenue increased 40% that year after I removed 200+ NDC’s
- Manage all contract related documents
- Pharma communication, purchase and pricing trends, spec buys, inventory
Sales Manager, South Region
BDI Pharma, Inc. (previously Blood Diagnostics)
09.2009 - 04.2013
- Managed team of 9 (inside and outside sales), revenue growth of 65%
- Led project for Sales Department SAP computer system conversion
Region Lead, South Region
BDI Pharma, Inc. (previously Blood Diagnostics)
12.2008 - 09.2009
- Management in training
Account Executive
BDI Pharma, Inc. (previously Blood Diagnostics)
05.2006 - 12.2008
- Inside sales, revenue growth of 177%
Education
Midlands Technical College
Columbia, SC2001
Business Management
Columbia College
Columbia, SCSkills
Communication
Relationship Building
Contracting
Price Negotiations
Sales and Customer Service
Detail Oriented
Organized
Strong Work Ethic
Team Player
Self-awareness
Quick Learner
PRODUCT CATEGORIES
- IVIG
- Coagulation Factors
- Generics
- Specialty Brand
- Biosimilars
- Bispecifics
THERAPEUTIC AREAS
- Oncology
- Retina
- Rheumatology
- Immunology
- Urology
- Neurology
- Nephrology
CLASS OF TRADE
- Acute Care
- Physician/Clinic
- Specialty Pharmacy
- HSOP
- Academia
Timeline
Director National Accounts, GPO Manufacturer Sales and Solutions, Specialty GPO’s
Cardinal Health
07.2021 - 06.2025
Manufacturing Relations Contract/Pricing Manager
BDI Pharma, Inc. (previously Blood Diagnostics)
04.2013 - 09.2013
Sales Manager, South Region
BDI Pharma, Inc. (previously Blood Diagnostics)
09.2009 - 04.2013
Region Lead, South Region
BDI Pharma, Inc. (previously Blood Diagnostics)
12.2008 - 09.2009
Director, Business Development and Trade, Specialty Distribution
McKesson
05.2006 - 06.2021
Director of Generics, Manufacturer Relations
BDI Pharma, Inc. (previously Blood Diagnostics)
05.2006 - 06.2021
Account Executive
BDI Pharma, Inc. (previously Blood Diagnostics)
05.2006 - 12.2008
Midlands Technical College
Business Management
Columbia College