Michael Ottey
South Windsor
Summary
Top-producing, highly accomplished Senior Regional Account Manager with ability to achieve positive formulary status for products, increase sales, negotiate contracts, and develop strategic pull-through programs for regional accounts. Significant contributor to increasing market share while collaborating with coalitions and payers for new product launches. Unique ability to create and implement key Managed Care, Medicare, and Health System business plans. Excellent collaborator with influential interpersonal skills, which work effectively in heavily matrixed environments. Consistent recognition for exceeding targeted goals through dedicated customer-focused practices.
Overview
21
21
years of professional experience
Work History
Senior Regional Account Manager
CSL Seqirus
08.2024 - Current
- Cultivated strategic relationships with key regional clients such as Yale New Haven Health, Hartford Healthcare and Baystate Health to enhance account growth and retention
- Collaborated with cross-functional teams to provide Reimbursement, Health Economic and NIVMS presentations to IDNs and State Awardees
- Developed comprehensive account strategies that aligned with corporate objectives, boosting overall Flu revenue in a 17+MM geography
- Negotiated contract terms with high-profile health systems ensuring mutually beneficial agreements
- 117% Fluad and 113% Flucelvax attainment during first Flu reservation season which resulted in +1.2MM in revenue growth
Strategic Account Manager
Novavax
01.2023 - 08.2024
- Developed and implemented successful strategies within key health systems, retail & independent pharmacies, and public health accounts to increase sales & revenue.
- Launched EUA covid vaccine during first commercial season
- Collaborate with marketing, incentive compensation and sales leadership on new materials and field IC goals
- Increased sales within key accounts such as CVS, Costco, Yale New Haven Health, and UCONN Health through strategic planning and analysis
Senior Key Account Manager
Sanofi Pasteur
12.2017 - 01.2023
- Promoted to secure high-value accounts, negotiate contracts, devise pull-through-protection strategies, launch new products, and manage buy and bill of Sanofi Pasteur vaccines across multiple customer segments within a +$30MM geography
- Increase sales within key accounts such as Hartford Healthcare, Yale New Haven Health and Baystate Health through strategic planning and analysis
- Collaborate with marketing, medical, legal, clinical and contract personnel to structure marketing, initial/renew contracts, and reimbursement plans
- Partner with Advocacy coalitions to educate physicians/patients on disease management and increasing immunization rates
- Coordinate sales efforts and educational programs with field sales force personnel and implement strategic plans across multiple customer segments.
Professional Division Sales Manager
Sanofi Pasteur
07.2015 - 12.2017
- Strategically increased sales & sales objectives utilizing SMART goals/objectives
- Exceeded sales objectives across +$30MM division
- Trained and developed vaccine specialists with varying tenure to improved performance
- Cooperated transversally with internal and external stakeholders such as marketing, training, HR, senior directors, recruiting, IT, legal, and other areas to delivery priority projects
- Collaborated with multiple external sales teams to strategically plan and execute company sales strategy within hospital/health systems and accounts.
Deputy Director Biological Sales & Resources
Sanofi Pasteur
06.2013 - 07.2015
- Coached & developed representatives to observed trends resulting in 16 being promoted to Vaccine Specialist, 6 within 45 days of starting their externship
- Recruited, interviewed, and hired candidates for vacant positions, which included researching, networking and developing action plans designed to increase Sanofi Pasteur’s presence on college campuses
- Achieved sales objectives through communication and prioritization with representatives
- Created and implemented training plan designed for all new hires to maximize time in the department and prepare for outside representative roles
- Worked cross functionally with DSMs, senior directors, marketing, training, HR, IS, IT, recruiting, account management and public health.
Manager Marketing & Sales Training
Sanofi Pasteur
01.2013 - 06.2013
- Evaluated, re-vamped, and managed multiple new hire training classes focusing on more interaction and VS field management
- Coached and developed new hire representatives during multiple training classes utilizing observation skills
- Created training content and activities to pull through marketing strategy across multiple product franchises.
Senior Vaccine Specialist
Sanofi Pasteur
10.2004 - 12.2011
- Maintained and increased Sanofi Pasteur market share throughout all customer segments and across all product franchises
- Built solid relationships with influential and key decision makers across multiple customer segments
- Consistently in the top 15% Nationally and top 5% Regionally.
Education
MBA - Management
La Salle University
05.2012
Bachelor of Arts - Management & Marketing
Ursinus College
05.2001
Skills
- Strategic account management
- Territory analysis
- Relationship selling
- Account development
- Contract negotiations
- Strategic planning
- Sales presentations
- Sales forecasting
- Upselling and Cross Selling
- Teamwork and Collaboration
Accomplishments
- 2022 - Promoted to Senior Key Account Manager
- 2022 - POA 1, Rotation Selection
- 2020 - Peak of Excellence Award Winner
- 2020 & 2021 - Project lead for revamped & enhanced CMS data
- 2020 - Key Account Manager Mentor
- 2017 - Promoted to Professional Division Sales Manager
- 2017 - Ranked 2nd out of 42 Divisions
- 2017 - Divisional Sales Manager Mentor
- 2016 - Ranked 18th out of 42 Divisions
- 2011 - Northeastern Alliance Award
- 2010 - Northeastern Alliance Award
- 2009 - Northeastern Alliance Award
- 2006 - Peak of Excellence Award Winner
- Multiple 100% Club Awards
Timeline
Senior Regional Account Manager
CSL Seqirus
08.2024 - Current
Strategic Account Manager
Novavax
01.2023 - 08.2024
Senior Key Account Manager
Sanofi Pasteur
12.2017 - 01.2023
Professional Division Sales Manager
Sanofi Pasteur
07.2015 - 12.2017
Deputy Director Biological Sales & Resources
Sanofi Pasteur
06.2013 - 07.2015
Manager Marketing & Sales Training
Sanofi Pasteur
01.2013 - 06.2013
Senior Vaccine Specialist
Sanofi Pasteur
10.2004 - 12.2011
Bachelor of Arts - Management & Marketing
Ursinus College
MBA - Management
La Salle University
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