Summary
Overview
Work History
Education
Skills
Affiliations
Accomplishments
Certification
Work Preference
Timeline
Generic
Melissa Tolbert Yeso

Melissa Tolbert Yeso

Martins Ferry,Ohio

Summary

Director of Commercial Strategy and Enablement at McKesson with 20+ years of experience in formulating and implementing business strategies that drive growth and profitability in the Pharmaceutical and Health Systems sectors. Demonstrated leadership in aligning stakeholders to meet business goals, leveraging strengths in strategic planning and cross-functional collaboration. Proven ability to analyze market trends and identify opportunities that enhance operational efficiency. Committed to advancing organizational success through targeted strategies and decisive execution.

Overview

20
20
years of professional experience
1
1
Certification

Work History

Director - Commercial Sales Strategy and Enablement

McKesson-CoverMyMeds
01.2022 - Current
  • Collaborated with CoverMyMeds' executives and senior leadership to define long-term company objectives and strategic goals.
  • Conducted market research, competitor analysis, and customer segmentation studies to identify growth opportunities and differentiation.
  • Developed and implemented comprehensive strategies to improve operational processes and organizational efficiency for product development and commercialization.
  • Cultivated and managed relationships with key stakeholders and decision-makers as part of successful business practices, and ensured alignment.
  • Identified potential risks associated with new initiatives and developed mitigation plans accordingly.
  • Presented strategic recommendations to senior leadership for informed decision-making in the IRA, USP, 340B, and Access and Affordability space.
  • Guided CoverMyMeds RFP/RFI, and commercial sales teams in implementing best practices for operational efficiency and effectiveness.
  • Facilitated cross-functional collaboration among McKesson Specialty, Health Systems, CSBD, and product development departments to align and achieve strategic goals.
  • Engaged external vendors or consultants where appropriate to support the development of new strategies.
  • Evaluated existing processes, policies, systems, and structures in order to recommend improvements that will optimize operations.
  • Actively sought out industry trends that could be leveraged for competitive advantage.
  • Provided guidance and mentorship to team members in order to drive successful outcomes of projects.

Director - Business Development Strategy and Innovation

McKesson-CoverMyMeds
01.2023 - 08.2024
  • Reported to VP of Pharmacy and Payer, formulating go-to-market strategy for Pharmacy, Health Systems, and Payer.
  • Directed commercial strategy by managing product development for Direct-to-Consumer, Clinical Research Service, and Central Fill.
  • Analyzed market trends to inform business strategies and product development.
  • Encouraged open communication and strategic collaboration among shared customer teams, including McKesson Health Systems, Automation, Central Fill, and Operations.
  • Collaborated with sales directors on executive discussions with BioPharma to align product vision, and secure stakeholder support.
  • Functioned as Strategic Consultant for Product, analyzing BioPharma customer needs and devising strategies for D2C offerings.
  • Utilized market intelligence to propose innovative product solutions, addressing customer challenges and enhancing market presence.
  • Expanded profile of PaaS & CFaaS solutions while strengthening relationships to boost lead generation and market share.
  • Aligned cross-functional teams to identify new opportunities in biopharma and digital pharmacy; executed strategic planning based on portfolio analysis.

Senior Manager - Pre-Commercialization Strategy Team

McKesson-CoverMyMeds
01.2022 - 01.2023
  • Developed and implemented strategies for business development and marketing in Emerging and SMIDs Biopharma segment.
  • Managed market intelligence initiatives, securing a top three industry position through trend analysis.
  • Strengthened internal relationships to enhance efficiencies and align sales and operational opportunities.
  • Oversaw quarterly Advisory Board educational platform launch, providing valuable insights to stakeholders.
  • Led cross-functional teams to improve operational workflows and service delivery in clinical trials and 3PL.
  • Identified new business opportunities to expand market presence and revenue streams across clinical trials, 3PL, and patient services.
  • Collaborated with stakeholders to pinpoint process improvement areas and enhance client satisfaction.
  • Represented organization at conferences as an expert speaker on key industry topics.

Health Systems Account Manager

NOVO NORDISK
01.2020 - 01.2022
  • Transformed strategy for Health Systems and Population Health at Novo Nordisk.
  • Developed strategic account plans aligned with client needs and company goals.
  • Prepared and presented detailed reports on account status to executive leadership.
  • Conducted regular business reviews with clients to ensure alignment of products and services.
  • Monitored industry trends and competitor activities to inform strategic adjustments.
  • Established relationships across accounts to enhance opportunities for Commercial Execution.
  • Created training materials on Novo Nordisk Health Systems Playbook for sales team.
  • Fostered continuous improvement by sharing best practices within account management team.

Executive - Diabetes Care Specialist II & III

NOVO NORDISK
01.2012 - 01.2020
  • Converted passive customers into loyal clientele by building and nurturing high-profile and key account partnerships with health systems, endocrinologists, cardiologists, and MTM pharmacists.
  • Acted as a resource and was recognized as a subject matter expert on the NNI portfolio of products, including diabetes, obesity, and cardiovascular health.
  • Conducted market research to identify new business opportunities and trends.
  • Analyzed competitor products to refine sales strategies and approaches.
  • Achieved territory, individual and company goals for call metrics, sample distribution, market share and sales.
  • Participated in professional development programs aimed at improving skillset required for success in the role.
  • Adapted sales strategies to changes in the market and healthcare industry.
  • Passed Senate Bill 360; collaborated with Public Affairs to help finalize the 2019 recommendations of the Diabetes Coalition, and passed and approved the Diabetes Action Plan by the State of WV.
  • Ranked in the top 5% in the nation, top #5 in the area, and #1 in the region.
  • Launched Rybelsus, FDA's first and only oral GLP-1, grew Rybelsus to 153% of goal - 2020 Q1 116.9%, Q2 129%, Q3 111.9%, Q4 125.95% (WFH).
  • Launched Ozempic - Blockbuster Status 2019 - ranked 6th in the area at 149.2% to goal Q1. Ranked in the top 5% in the Nation. (Q2 176.2% to goal, Q3 124.6% to goal, Q4 128.8% to goal.)
  • Grew revenue by $1.2M and market share by 11% in 2020 by overcoming major challenges, including the COVID work-from-home model, territory alignments, and market access challenges in the obesity space.
  • Collaborated with the NNI Medical Team and the WVU Clinical Trials Department; this led to an agreement for clinical trials in the area of NASH, obesity, and CVD.
  • Launched Tresiba - Blockbuster Status 2016 - 32,000 scripts Q2-Q4, $14.7M in sales, with a 34% market share in the first year.
  • Finished the year 111.7% to goal, ranked #8 in the nation, 2nd in the area, and 1st in the region.
  • Grew the Novolog and Novolog Mix portfolio from 51% to 78% market share from 2013 to 2015.
  • Levemir grew from a 21% market share to a 41% market share from 2015 to 2018 across the market.

Senior Manager

HORIZON PHARMA
09.2011 - 10.2012
  • Oversaw $30M sales portfolio while enhancing leadership responsibilities across multiple states.
  • Managed strategic business development through stakeholder presentations, contract negotiations, and account implementations.
  • Managed a team of six sales representatives by providing guidance, setting goals and objectives, delegating tasks, and monitoring performance.
  • Established performance metrics to monitor team progress and effectiveness.
  • Advocated for internal operational consistency by promoting solution-oriented services and a consultative mindset.
  • Facilitated team problem-solving and project engagement while mentoring new members on performance indicators.
  • Participated in Regional Director Field Advisory Council, Marketing Team, and Managed Care Team initiatives.

Regional Field Sales Trainer

COVIDIEN (Medtronic)
10.2005 - 09.2011
  • Conducted field visits to engage key customers and thought leaders nationally.
  • Delivered engaging workshops on product knowledge and sales techniques.
  • Assessed training needs through feedback and performance evaluations.
  • Developed Sales Training teams, launching a go-to-market training brand with identified curricula.
  • Taught courses on various non-product topics, including selling skills and coaching models.
  • Hosted regional training events to enhance team skills and knowledge.
  • Collaborated with marketing to align training materials with product launches.

Senior Specialty Sales Representative

COVIDIEN (Medtronic)
10.2005 - 09.2011
  • Managed multi-state territory with budget oversight, drug sampling initiatives, and sales quota accountability.
  • Launched four new products in Oncology, Pain, and Orthopedic sectors.
  • Collaborated with Medical teams to develop Key Opinion Leaders for successful product launches.
  • Increased lead product sales by 36% in 2007, surpassing goals, followed by 41% and 20% in subsequent years.

Education

Masters - Healthcare Administration & Public Health

West Virginia University
01.2022

Bachelor of Arts - Political Science/Public Relation

The Ohio State University
01.2003

Skills

  • Go-to-market strategy and commercialization
  • Strategic planning and analysis
  • Business development and growth
  • Operational efficiency and optimization
  • Cross-functional collaboration
  • Competitive intelligence and innovation

Affiliations

BOARD OF DIRECTORS LEADERSHIP

  • Martins Ferry City Council (2025 - Current)
  • Martins Ferry Project Forward (501c3) –Founder & Board of Directors (2016 – Current)
  • American Heart Association – Executive Leadership Team Morgantown and Wheeling (2018 – Current)
  • Health Rite – Board of Directors (2020-Current)
  • Belmont Savings Bank – Board of Directors (2023-Current)

Accomplishments

· McKesson Deferred Annual Bonus Program Award (2022, 2023, 2024)

· West Virginia First Foundation Opioid Narcan Copay Buy Down Program (2024)

· West Virginia Senate Bill 360 in partnership with WVU and NNI Public Affairs

· Novo Nordisk Vision Awards – Customer Focus 2014 & Pioneer 2018

· Novo Nordisk Area & National Circle of Excellence (2020, 2018, 2016, 2014)

· Novo Nordisk Long Term Incentive Award (2018, 2019)

· Covidien Presidents Club Award (2006, 2009, 2010, 2011)

· Contests: Rybelsus & Ozempic New Writers, Tresiba Lunch, Tresiba Share Growth, TussiCaps Market Growth

· West Virginia University Partnership Award (2014)

· 1st Educational WV Disc Golf Course – Jackson Mill – Built and Sponsored

· Execution Excellence Award (2020)

· 2021 American Heart Association Ohio Valley Women of Impact

Certification

  • McKesson Sales Leadership Development Program - 2023

Work Preference

Work Type

Full Time

Work Location

RemoteHybrid

Important To Me

Career advancementHealthcare benefits401k matchStock Options / Equity / Profit SharingPaid time offCompany CulturePersonal development programsWork from home option

Timeline

Director - Business Development Strategy and Innovation

McKesson-CoverMyMeds
01.2023 - 08.2024

Director - Commercial Sales Strategy and Enablement

McKesson-CoverMyMeds
01.2022 - Current

Senior Manager - Pre-Commercialization Strategy Team

McKesson-CoverMyMeds
01.2022 - 01.2023

Health Systems Account Manager

NOVO NORDISK
01.2020 - 01.2022

Executive - Diabetes Care Specialist II & III

NOVO NORDISK
01.2012 - 01.2020

Senior Manager

HORIZON PHARMA
09.2011 - 10.2012

Regional Field Sales Trainer

COVIDIEN (Medtronic)
10.2005 - 09.2011

Senior Specialty Sales Representative

COVIDIEN (Medtronic)
10.2005 - 09.2011

Masters - Healthcare Administration & Public Health

West Virginia University

Bachelor of Arts - Political Science/Public Relation

The Ohio State University

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