MICAH D. SCHAFFER
San Diego
Summary
Experienced, Innovative, and Solutions oriented Biotech professional seeking a Sales Leadership Role where my robust and diverse commercial experience is leveraged to enable strong performance and growth.
Overview
24
24
years of professional experience
Work History
Director, Sales Force Effectiveness
NEUROCRINE BIOSCIENCES
San Diego
01.2024 - Current
- Lead a team of 3 that serve as liaisons between Field Sales and internal cross functional partners to foster a collaborative environment where strategic decisions are based on insights from all key stakeholders.
- Act as a strategic partner to the Head of Sales/VPs facilitating and implementing business decisions & supporting weekly/monthly sales leadership calls and QBR’s with the Management Committee.
- Collaborate with the Field Reporting and Analytics team to proactively monitor business performance and execution; identify issues/opportunities and recommend solutions/course correction tactics as needed.
- Provide context and guidance to field sales leaders to understand the 'why' behind HQ department and process decisions creating a support network for effective change and a feedback loop when necessary.
- Complete needs assessments based on Senior Leader requests, clarify key objectives, align subject matter experts, facilitate solution generation, and summarize actions and results.
Director, Field Sales Training
NEUROCRINE BIOSCIENCES
San Diego
03.2020 - 01.2024
- Responsible for leadership of all sales training programs, national/regional meetings, and assistance with field operations projects.
- Partner with senior commercial leadership and support teams to identify gaps and design trainings that will deepen sales team knowledge and drive results.
- Lead a team that designs, develops, and implements the initial new hire training and development programs that utilize a blended learning strategy supporting the strategic goals of the sales, marketing, and HR departments.
- Led a cross functional team that completed a New Hire training revamp in 2020 maximizing new remote training capabilities during and after the COVID Pandemic.
- Successfully plan and execute as the LEAD for the National Field Meeting, Summer Pocket Meetings, and ZONE Fall Regional meetings.
- Worked with Sales Leadership to onboard and train over 200 new hires (LTC, Neuro, KAM, RMM, RSM’s) during the 2022 expansion.
- Expanded our current Field Sales Training team from 3 to 5 headcount including 2 internal promotions from the field.
- Partnered successfully with Marketing, Legal, Compliance, Market Access, Operations and Leadership on multiple initiatives which include the ONGENTYS Launch, 60mg ING Launch, and the HD Chorea indication launch.
- Building out a CAH Rare Disease Training and SFE group that will create ALL content for both Disease State and a Product launch coming in late 2024/early 2025.
Director National Accounts – Western U.S.
FLEXION THERAPEUTICS
Burlington
05.2019 - 03.2020
- Responsible for building and maintaining strong collaborative relationships with Sales/Account Management Leaders across the organization to plan and execute strategies and tactics to helping to gain, maintain, and maximize access opportunities.
- Work with key payer customers to help drive profitable product performance.
- Maintain deep, current, relevant knowledge and expertise of the US health care market and the payer/reimbursement space.
- Work to identify payer business models and priorities while identifying trends that impact the business.
Regional Sales Director (CA, AZ, NV, NM, & TX)
FLEXION THERAPEUTICS
Burlington
04.2017 - 05.2019
- Responsible for sourcing and hiring a sales team for the Commercial launch of the organizations 1st FDA approved product while leading the team through onboarding, training, and territory preparations.
- Work with all cross functional partners to prioritize and execute key strategies both pre and post approval.
- Maintain flexibility and the desire to change directions based on key early learnings to overcome obstacles for physicians and patients.
- Worked with RSD colleagues to source, recruit and hire 103 sales reps nationally prior to FDA approval.
- Developed IC Plan and Sales Reporting tools with Home Office cross functional team.
- RSD Marketing and Sales Training Liaison responsible for field directives and sales material development.
- Identified key KOL’s for speaker’s bureau at key accounts/centers in the West and Northwest Regions.
- Work with Medical and MA team to develop presentations for key IDNs, ACO’s, Medical Groups, and Hospital Systems.
- Coach and educate Sales Team to properly position Zilretta with all stakeholders in an account based selling model.
- One of 2 Regional Sales Directors to earn an Exceptional Rating during launch year 2018.
Regional Sales Director (TX, LA, GA, MS, AL, SC, FL)
BIOGEN
Cambridge
05.2014 - 04.2017
- Responsible for leading a team of 10 Area Business Managers.
- Primarily spending time in the field coaching, mentoring, and developing.
- Reporting directly to Senior Sales Director delivering monthly and quarterly business reviews.
- Work with multiple cross functional internal and external partners to develop and execute a Regional Business plan.
- Responsible for the regional budget and allocating resources for a 250-million-dollar region.
- Consistent top 25% results achieved through field coaching and identifying gaps in knowledge, skills, and competencies.
- Experience with multiple large MS Center Accounts (MS Center of ATL, Shepherd MS Center, Maxine Messinger MS Center, UT Medical Center, and University of Southern CA).
- Successfully managed largest account in the South Division as a pilot program focusing on account-based selling.
- Construct and execute Individual Development Plans for all direct reports.
- Promoted 4 TBM’s to elevated roles within the organization.
- Successfully execute multiple TEAM UP meetings with multiple cross functional support roles to enhance Managed Care access and strategic account management.
- Worked with TLL group to select and develop physician and patient speakers.
Senior Sales Training Manager
BIOGEN
Weston
08.2012 - 05.2014
- Facilitate training solutions and all ongoing curriculum designed to enhance the performance of all field facing partners.
- Collaborate efficiently and effectively with Marketing, Medical, Legal, Regulatory, BIO, RD’s, SSD’s, VP Sales and other members of US commercial training.
- Identify and execute training needs to design effective training programs focused on driving behaviors.
- Planned and facilitated multiple new hire/advanced training classes, Divisional and National POA meetings.
- Developed and rolled out training plans, curriculum, Train the Trainer and launch meetings for 2 new product launches (Tecfidera and Plegridy).
- US Commercial Lead responsible for restructuring New Hire Training including all new curriculum and measurement tools to uncover gaps.
- Worked with VP of Sales to establish learning objectives and roll out.
- Marketing Liaison for all Biogen brands responsible for pulling through strategies and goals with tactics aligned to the business needs and budget.
- One of 3 individuals in the organization selected into the Emerging Leaders Program in 2014.
Area Business Manager
BIOGEN
San Diego
05.2011 - 08.2012
- Responsible for increasing both market share and overall unit volume for the territory for both Avonex and Tysabri calling on key Neurologists.
- Collaborate with all internal business partners to efficiently maximize business (BRM, Case Managers, IAM, RAM, ABM’s, RMP, RD).
- Effectively use clinical information and strategic account management to influence physician behaviors.
- Conduct physician and patient focused programs.
- Work cohesively with ABMs in LA, OC, and San Diego for selling and pulling through business to meet quarterly goals.
Account Executive
KCI MEDICAL
Temecula
08.2010 - 05.2011
- Responsible for generating new orders for Wound VAC device.
- Target both the clinical providers (i.e. Orthopedic and vascular surgeons) as well as administrative side of the business (i.e. Medical/IPA groups, medical directors, D.O.N.’s, administrators, case managers) to maximize business potential.
- Call points include hospitals, long-term care facilities, wound care centers, and individual physician offices.
- Sell the benefits of the wound VAC device using a needs-based approach.
- Utilize both the clinical and economic benefits to best position my product in the marketplace.
Senior Urology Therapeutic Specialist
GLAXOSMITHKLINE
Temecula
05.2005 - 08.2010
- Responsible for increase in territory market share and volume for all assigned products.
- Expected to grow current customers and uncover new opportunities by effectively targeting customers.
- Provide up to date relevant clinical data that will position my products to be used for the appropriate patients.
- Understand all levels of the sales process such as formulary access, pharmacy, and physician preference.
- Educate all those involved in the patient consultation to provide value and positively affect sales results.
District Sales Manager
AUTOMATICE DATA PROCESSING
San Diego
07.2003 - 05.2005
Management Trainee/Associate Sales Representative
CINTAS CORPORATION
San Diego
03.2001 - 07.2003
Education
Bachelor of Science - Business Administration (Emphasis: Financial Services)
SAN DIEGO STATE UNIVERSITY
San Diego, CA01.2000
Skills
- Commercial sales leadership
- Launch strategy
- Sales force development
- Training and operations
- Key opinion leader development
- Coaching and mentoring
- Strategic account management
- Marketing strategy
- Specialty pharmacy expertise
- Cross-functional collaboration
- Sales effectiveness
- Patient advocacy initiatives
- Project management
- Payer negotiations and HEOR
- Vendor management
Timeline
Director, Sales Force Effectiveness
NEUROCRINE BIOSCIENCES
01.2024 - Current
Director, Field Sales Training
NEUROCRINE BIOSCIENCES
03.2020 - 01.2024
Director National Accounts – Western U.S.
FLEXION THERAPEUTICS
05.2019 - 03.2020
Regional Sales Director (CA, AZ, NV, NM, & TX)
FLEXION THERAPEUTICS
04.2017 - 05.2019
Regional Sales Director (TX, LA, GA, MS, AL, SC, FL)
BIOGEN
05.2014 - 04.2017
Senior Sales Training Manager
BIOGEN
08.2012 - 05.2014
Area Business Manager
BIOGEN
05.2011 - 08.2012
Account Executive
KCI MEDICAL
08.2010 - 05.2011
Senior Urology Therapeutic Specialist
GLAXOSMITHKLINE
05.2005 - 08.2010
District Sales Manager
AUTOMATICE DATA PROCESSING
07.2003 - 05.2005
Management Trainee/Associate Sales Representative
CINTAS CORPORATION
03.2001 - 07.2003
Bachelor of Science - Business Administration (Emphasis: Financial Services)
SAN DIEGO STATE UNIVERSITY
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