RODNEY SCOTT
Madison,MS
Summary
Accomplished senior executive with a proven track record of driving growth and operational excellence. Skilled in strategic planning, project management, and utilizing data for informed decisions. Known for fostering team collaboration and adapting to changing business needs. Exceptional leadership abilities, effective communication skills, and a history of delivering impactful results.
Overview
40
40
years of professional experience
Work History
Sr. Director of National Accounts Market Access
Tolmar Pharmaceuticals
04.2022 - Current
- Contract management with all major PBMs for the Commercial, Medicaid, and Medicare market. Responsible for formulary placement of promoted products to ensure sales volume and market share growth with Zinc, Ascent, Emisar commercial pharmacy PBM and Medical MBM.
- Responsible for all commercial government contracting with CVS, ESI and OptumRx along with the managed medicaid market basket.
- Developed and implemented market access business reviews with internal and external customers focused on strategic objectives, goals, and tactical plans for execution in each market channel.
- Major accomplishments have been getting promoted products listed as Preferred status on national formularies such as ESI’s National Preferred Formulary. Focused on removing restrictions to achieve parity within the class of trade for the Prostate Cancer, rare disease and Men’s Health division.
- Developed informative market access spreadsheets, formulary announcement sheets and internal monthly communication documents to keep three sales divisions updated on medical policy changes.
- Increased Fensolvi formulary position with State Medicaid PDL’s. In the last 16 months have increased Preferred status by 22 state PDL’s.
- Negotiated Medical benefit contracts with ESI/Cigna, CVS Health and OptumRx. This was the first time Tolmar had focused on rebate agreements with the Buy & Bill channel.
- Conducted market access training for three separate sales divisions, developed the training material unique to each book of business for each promoted product. Collaborate with Brand, Finance, Compliance, Legal, and Pricing Strategy to provide account information and influence product decision-making in favor of their strategies.
- Provide leadership and suggested direction to the account team, identifying opportunities for share growth and seeks to develop national synergies that both enhance the Company position and result in National impact. interact as appropriate with field sales management to develop local pull through strategies and ensure growth is maximized within the assigned geographies.
- Accountable to develop customer specific account strategies to capitalize on new business opportunities across all assigned product lines.
- Serve as the voice of the customer and collaborates with internal partners such as Brand, Contracting, and Finance to incorporate their concerns and interests into brand strategy.
- Serve as a resource in the role of expert to all internal partners on the business models and trends of payers and as the local market expert on reimbursement and access within their assigned geographies.
National Account Manager Market Access BGM | CGM
ASCENSIA DIABETES CARE
01.2021 - 04.2022
- Contract management, formulary verification and portfolio management focused on promoting products in achieving targeted reimbursement in a complex marketplace that involves strong collaboration with national PBM’s, Payers, GPO’s and IDN’s. Current portfolio is $ 1 billion in sales.
- Develop and execute strategic quarterly account plans and business reviews with key account personnel (Internal/external) to ensure that company sales goals are achieved.
- Penetrate accounts to uncover new business opportunities by developing solid professional relationships with key decision makers and to clearly assess customer capabilities.
- Developed on going clear communications with sales field teams, medical affairs, senior leadership to ensure clarity of access positions and support pull-through efforts.
- Responsible for calling on managed care organizations developing national coverage strategy, influencing medical policy and treatment pathways, payment strategies such as “buy & bill” and “Global Payment” on reimbursement CPT coding.
- Developed execution strategies that interpret and assess macro events and trends on the BGM and CGM channel (payer policy and economic impact) on market growth by implementing pull-through programs; by providing technical and tactical understanding of the health care eco-system.
Senior National Health System Account Manager-Market Access
NOVO NORDISK
11.2017 - 03.2021
- Progressive career achievement focused on driving sales growth across multi-channels of business by identifying gaps and providing successful solutions within National PBM’s, commercial / government payer channels, Integrated Delivery Networks (IDN), Health Systems, Major Employer Groups, and National Long-Term Care (LTC) nursing home chains and National LTC Pharmacy Groups and GPO’s.
Senior National Account Manager-Market Access
NOVO NORDISK
08.2015 - 11.2017
National Account Manager Market Access LTC/Government
NOVO NORDISK
08.2008 - 08.2015
District Business Manager
NOVO NORDISK
01.2006 - 08.2008
Senior Area Sales Manager
NOVARTIS
06.2001 - 12.2005
- Provided sales leadership and account management with clinical business acumen and people development for Institutional Specialty Division.
- Implemented strategies delivering performance, identifying and fostering relationships with key stakeholders and decision makers, resulting in 2-time National Area Sales Award winner and Presidents Club Winner.
- Provided to sales representatives with support, supervisory oversight, and customer engagement to achieve Division’s sales forecasts by focusing on key identified critical success factors.
- Established go-to-market launch strategies in Cardiovascular, Endocrine, Dermatology, Infectious Disease, and Urology by focusing on key drivers within marketplace to develop advocates, formulary placement, and pull through opportunities.
District Sales Manager Women’ Health
ELI LILLY
12.1997 - 06.2001
- Managed Sales District (8 reps) and lead the Sales Region in total volume sales for the launch of Evista.
- Accounted Manager covering West Texas and New Mexico with the successful launch of Evista, Sarafem, and Lorabid in Women’s Healthcare market. Ranked number one in sales region and number 3 district in the nation.
- Created and implemented overall curriculum design strategy for sales training in Women’s Healthcare division on Hormone Replacement Therapy (HRT) marketplace. Asked to lead the training on HRT with sales training class.
- Executed 3 product launches successfully achieving goal attainment in Psychiatric (118%), Infectious Disease (147%), and Women’s Health (133%) first year execution for each product.
Associate Director of Field Training
WYETH-AYERST LABORATORIES
02.1995 - 01.1997
- Led all aspects of sales training for new hire sales representatives in Women’s Healthcare Division. Hospital District Sales Manager (managed 7 hospital reps), responsible for promoting Women’s Healthcare products to Resident / Medical Schools. (OBGYN’S). Accountable for Health Systems organizations: Baylor College of Medicine, Texas Tech University Health Center, and University of Texas Health Science Center.
- Won 2 President’s Club awards by focusing on account management and customer engagement opportunities, identifying gaps, and seeking alignment with national sales goals.
- Launched 8 products in Women’s Health, Endocrine, Pain Management, Injectables, and Pediatric.
Director of Advertising and Marketing
AMARILLO HARDWARE COMPANY
05.1985 - 02.1988
- Responsible for a 6-million-dollar advertising budget for Zenith, Hitachi, Sharp and Whirlpool products for a 300-retail customer base in 6 states. Developed advertising campaigns for major retail clients for electronics, appliances, furniture, and hardware stores increasing revenue by over 30 percent. Managed a 15-person marketing department that produced print ads and yearly catalog for 155 Trustworthy Hardware stores throughout 8 states. Developed TV and Radio commercials, sales materials, and client presentation decks. Received national award from Advertising Age for the best advertising campaign for Zenith Bose Television commercial.
Education
Master of Business Administration (MBA) - undefined
WEST TEXAS A&M
Canyon, TXBachelor of Arts (BA) - Advertising & Marketing
TEXAS TECH UNIVERSITY
Lubbock, TXAssociates Degree (AS) - Mass Communications
AMARILLO COLLEGE
Amarillo, TXSkills
- Collaborative leadership
- Culture transformation
- Team management
- Policy development
- Data analytics
- Policy implementation
- Marketing
- Strategic planning
- Verbal and written communication
- Decision-making
- Project management
- Budget management
- Contract and vendor management
- Strategies and goals
- Legal and regulatory compliance
- Business planning
- Negotiation
- Goal setting
- Contract negotiation
- Sales management
Accomplishments
- Recipient of Circle of Excellence national winner 5 times and 2 national Vision Awards on Leadership with Novo Nordisk.
- 6-time President Club national winner with Novartis, Eli Lilly, and Wyeth, and 2 Area of the Year awards with Novartis.
- Recognized as Market Access MVP by GeriMed Group Purchasing Organization (GPO) in 2010 as Industry Top Market Access Manager (Industry Award from the Customer).
- Recognized by Industry as Top Long-Term Care (LTC) Market Access Manager in 2012 by ASCP (American Society of Consultant Pharmacists) for outstanding contributions to LTC channel.
- Managed 5 award-winning sales teams utilizing solution-oriented leadership, achieving double-digit growth with Eli Lilly, Novartis, and Novo Nordisk by identifying gaps and capitalizing on missed opportunities, resulting in +25% increased sales volume and exceeding expectations.
- Successful contract negotiation on formulary wins with commercial PBM’s, Commercial and Government Payers. Implemented national strategies with National LTC nursing home chains, and LTC pharmacies organizations on pull through opportunities with Medicare and Medicaid channel.
- Effective strategy development and executions on marketing plans with the VA and DOD Channel.
- Developed national strategy for major employer groups that focused on disease awareness and education.
Training
- American Management Association Certified Professional in Management (2017)
- Executive Leadership Program Certificate, Mississippi State University (2015)
- CMR Market Access Certification (2014)
- CMR Certification for Long-Term Care (2011) Healthcare Management Certificate Program (2010)
- Continuing Education for Health Care Professionals (2009)
- American Geriatrics Society Professional Education Program (2009)
- CMR Certification for Medical Representatives (1998 – 2001)
- American Management Association Leadership Certification (1994)
Timeline
Sr. Director of National Accounts Market Access
Tolmar Pharmaceuticals
04.2022 - Current
National Account Manager Market Access BGM | CGM
ASCENSIA DIABETES CARE
01.2021 - 04.2022
Senior National Health System Account Manager-Market Access
NOVO NORDISK
11.2017 - 03.2021
Senior National Account Manager-Market Access
NOVO NORDISK
08.2015 - 11.2017
National Account Manager Market Access LTC/Government
NOVO NORDISK
08.2008 - 08.2015
District Business Manager
NOVO NORDISK
01.2006 - 08.2008
Senior Area Sales Manager
NOVARTIS
06.2001 - 12.2005
District Sales Manager Women’ Health
ELI LILLY
12.1997 - 06.2001
Associate Director of Field Training
WYETH-AYERST LABORATORIES
02.1995 - 01.1997
Director of Advertising and Marketing
AMARILLO HARDWARE COMPANY
05.1985 - 02.1988
Master of Business Administration (MBA) - undefined
WEST TEXAS A&M
Bachelor of Arts (BA) - Advertising & Marketing
TEXAS TECH UNIVERSITY
Associates Degree (AS) - Mass Communications
AMARILLO COLLEGE
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