MICHAEL W. GORE
Gig Harbor
Summary
Innovative Account Management and Market Access Expert; demonstrates an ability to achieve positive formulary status for products, increase sales, and develop strategic pull-through programs for local/regional payor and provider accounts. Expertise in medical benefit reimbursement. Long-term success in very competitive environments. Solid communicator with exceptional ability to deliver complex information in persuasive, informative presentations and education programs. Recognized leadership and self-initiative skills. Adept in creating unique approaches, work plans and programs that drive business growth. Collaborative leader with the ability to motivate others and lead without authority.
Overview
22
22
years of professional experience
Work History
Key Account Manager
Sandoz
09.2018 - Current
- Consistent top performer in $18M territory by developing impactful customer relationships and negotiating contracts
- Awarded President's Club 2019, 2022
- Led Providence account team resulting in a conversion to Ziextenzo with $9.3M sales and high regional impact
- Converted Oregon Health Sciences University with a value of $1.6M through collaboration with Payor, HEOR and marketing
- Drove sales of generic injectable portfolio for large IDN accounts in West, including Common Spirit Health, Intermountain, Providence
- Selected for Payer Team Cross-Functional Stretch assignment working with Strategic Accounts AD to cover Moda and Providence Health Plan
Senior Biologic Account Manager
Glaxo SmithKline
02.2018 - 09.2018
- Provide Scientific Knowledge, Business Acumen, and Customer Engagement expertise to specialist customers in support of injectable biologic for severe asthma
- Position requires extensive knowledge of reimbursement/distribution platforms for specialty customers and the ability to identify appropriate resources utilization including HUB services reimbursement and distribution choices/materials
Account Director, Provider Sales West
ZappRx
05.2017 - 02.2018
- Company Overview: company sold to Allscripts
- Promoted and closed deals across the west region with a digital health startup focusing on expediting the specialty pharmaceutical prescribing process in the Multiple Sclerosis, Immunology, and PAH space
- Gained access to KOLs at leading treatment centers; exceeded quota for system implementation in first 90 days
- Developed contacts and insight into market dynamics across the West (WA,OR,CA,AZ,NV,AK,HI,MT,ID,WY)
- Key relationships at Providence, UW, Swedish, CHI Franciscan, Multicare, HealthCare Partners, Banner Health, Intermountain Health, UCLA, Cedars Sinai, Loma Linda, Scripps, and Mayo Clinic
- Company sold to Allscripts
Field Reimbursement Manager / Interim West Regional Manager
Express Scripts, Inc.
07.2016 - 05.2017
- Facilitated reimbursement solutions for Amgen products in the Oncology and Renal space
- Helped customers adapt from a Part D to Part B reimbursement of a widely-used product by simplifying a very complex ESRD bundled-payment environment
- Selected to be interim West regional manager
- Led and coached team of 7 FRMs from Seattle to Houston
- Provides customer and client specific reimbursement and access training and assistance to key client stakeholders
- Address identified needs or gaps in product access knowledge, assists in overcoming access barriers in the buy-and-bill Medicare Part B, and pharmacy part D space
- Conducts policy reviews and provides policy updates
- Educates on claims management, billing and coding policy, and assists with prior authorizations and/or denials
Strategic Account Executive, NW Payors and Systems
Boehringer-Ingelheim
01.2012 - 07.2016
- Achieved positive formulary access, devised pull-through/protection strategies, launched 7 new products
- Collaborated with marketing, legal, contracting to create business cases, and execute initial / renewal contracts
- Led account teams, developed strategy and account plans for key delivery systems
- Engaged and developed KOLs to advocate for products and deliver educational presentations to drive business growth
- Accounts: Cambia/Regence, Premera, Moda, Uniform Medical Plan, Molina, UHC Community Care, CHPW
- Attained preferred status for oncology product Gilotrif at Group Health and Washington State Medicaid
- Attained exclusive 1:1 status for Tradjenta at Washington State Medicaid and Uniform Medical Plan
- Developed pull-through strategy with field sales teams to achieve a TRx market share of 70%
- Attained 1:2 status for Pradaxa at WA State Medicaid and Uniform Medical Plan, placing market leader in non-preferred status
- Achieved first-in-class preferred status for third-to-market Jardiance at Group Health PPO
- Achieved preferred status for Tradjenta, resulting in a conversion from Januvia and a TRx market share of 79%
- Consistently outpaced national share by over 6% for Spiriva at AARP/ Optum and Humana Medicare Part D plans
- Outpaced national share for Spiriva at Franciscan 8%, Multicare by 6% and The Everett Clinic by 4% through 12/2015
- Secured Pradaxa as the exclusive agent at Group Health (now Kaiser), on both internal and external delivery system
- Partnered with field and institutional colleagues to achieve win
Regional Account Manager, Medical Groups
Boehringer-Ingelheim
01.2010 - 01.2012
- Selected as 1 of 3 pilot Medical Group RAMs in US to build C-suite level relationships with key medical groups, and identifying areas of mutual business interest
- Partnered with network director at United Healthcare to identify clinics in their network that were struggling with HEDIS metrics and propose solutions
- Partnered with University of Washington on spirometry-based patient identification initiative
- Selected to facilitate Managed Care initial training for new account managers; developed agenda and curriculum, led four three-day sessions
Specialty Sales Representative
Boehringer-Ingelheim
01.2003 - 01.2010
- Developed impactful relationships with key pulmonary, cardiology, and neurology customers
- Gained support and advocacy for products
- Selected to be a Certified Field Trainer (CFT)
- Worked with representatives on product knowledge and sales skills
- Led 3, 2-day Spiriva training sessions
- Completed management development training program (MDC) - Fall 2010
- Ranked in top 5% of company in 2004 - Representative of the Year in 2005
- Quickly developed lasting relationships with key prescribers in the territory
Education
Master's degree - Business Administration
Northwest University
Kirkland, Wash.Bachelor's degree - Telecommunication
Pepperdine University
Malibu, Calif.Skills
- Client relationship building
- Business development
- Key account management
- Data-driven decision making
- Cross-functional collaboration
- Account management
Training
- Sales Training Management Development Training, 2019
- 340(b) University - Apexus, 2019
- Novartis M1 Leadership, 2022
- 1798 Consulting ESRD bundled payment training, 2016
- Managed Markets Development, 2013
- Brody Executive Leadership training, 2012
- Targeted Selection, 2008
- Stand and Deliver Presentation Skills training, 2017
- Certified Field Trainer, 2008
- Harvard School of Law Negotiation training, 2010
- American College of Cardiology immersion training, 2007
- Baylor College of Medicine
Awards
- President's Club 2022
- President's Club 2019
- President's Club Innovation Award 2015
- President's Club Silver Award 2013
- President's Club Silver Award 2010
Timeline
Key Account Manager
Sandoz
09.2018 - Current
Senior Biologic Account Manager
Glaxo SmithKline
02.2018 - 09.2018
Account Director, Provider Sales West
ZappRx
05.2017 - 02.2018
Field Reimbursement Manager / Interim West Regional Manager
Express Scripts, Inc.
07.2016 - 05.2017
Strategic Account Executive, NW Payors and Systems
Boehringer-Ingelheim
01.2012 - 07.2016
Regional Account Manager, Medical Groups
Boehringer-Ingelheim
01.2010 - 01.2012
Specialty Sales Representative
Boehringer-Ingelheim
01.2003 - 01.2010
Master's degree - Business Administration
Northwest University
Bachelor's degree - Telecommunication
Pepperdine University
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