Ryan Cottrell
Charlotte,NC
Summary
Results-oriented healthcare professional with expertise in customer marketing strategies, strategic account management, market access, and commercial strategy. Skilled in developing marketing strategy and executing commercial tactics to drive revenue growth and optimize market positioning. Proven ability to develop and maintain strategic partnerships with key accounts, align business strategies for mutual growth and success. Experienced in developing pricing strategies, negotiating contracts, and maximizing profitability while maintaining competitiveness. Strong leader who fosters collaboration and drives cohesive efforts to achieve strategic objectives. Implements policies and procedures to ensure compliance and support organizational goals. Proficient in Microsoft Word, Excel, Access, PowerPoint, and Outlook.
Overview
10
10
years of professional experience
Work History
Director, US Health System Strategy & Solutions
Sanofi Vaccines (Vaccines Division of Sanofi)
Bridgewater, NJ
03.2023 - Current
- Spearheaded end-to-end marketing strategies for vaccine solutions focused on health system customers, yielding a projected uptick of 5-8% in vaccinations by 2024.
- Aligned marketing initiatives with brand objectives and health system requirements by collaborating seamlessly with cross-functional teams, such as medical, legal, regulatory market access, portfolio marketing and account management.
- Developed targeted marketing campaigns for vaccine products, driving growth and depth resulting in increased market share position and enhanced brand recognition within the health system customer.
- Collaborated with sales teams to create tailored presentations and tools that effectively communicated the value proposition of vaccines to health systems.
- Performed market and competitor research to identify vaccine landscape trends, opportunities and threats for optimal strategic decision-making.
- Increased investment efficiency by conducting a client-driven health system segmentation analysis to identify target health systems where we have a competitive advantage.
- Managed a $7M marketing budget, maximizing ROI through strategic resource allocation.
- Recruited and supervised a team of 5 members to deliver innovative solutions.
Senior Director, US Value Assessment
Sanofi Vaccines
03.2021 - 03.2023
- Effectively provided essential health economic and reimbursement information to Health System customers through the supervision of a team comprising 7 Value Assessment Liaisons and 8 Reimbursement Education Liaisons.
- Implemented innovative methods to create effective engagement strategies and value propositions through the utilization of evolving health economic information tools and resources, including health economics analysis, real-world evidence data, and C/D-suite conversation training.
- Cultivated consumer outreach by operationalizing a Reimbursement Education team which was equipped with skills like administration, coding, billing and reimbursement to ensure seamless engagement with the Sanofi Vaccines portfolio.
- Enhanced asset value through Population Health analysis, enabling a comprehensive understanding of the connection between clinical information and fiscal outcomes within the vaccines portfolio.
- Developed and executed Risk-Based Organization (RBO) engagement strategies to shape a favorable access environment.
- Enhanced team performance and market impact by effectively leading and advancing the Value Assessment Liaison team with clear organization, role definition, KPI establishment, and segment assignments.
Director, US Pricing & Contract Strategy
Sanofi Pasteur
01.2019 - 03.2021
- Defined strategic pricing and contract strategies for influenza vaccine products across all segments (CDC, VFC, IDN, PBGs, GPOs, Payers, & Retail) to optimize gross to net financial terms and increase annual revenue of a $2B franchise.
- Leveraged insights on customer behavior, strategic opportunities, government policies, and competitive activities to drive pricing strategy, uncover product opportunities, and maximize shareholder value.
- Synthesized market research, market landscape, policy environment, and pricing and contract offer, resulting in a $185M price/contract-driven revenue upside to budget over three years (2021: $110M, 2020: $50M, 2019: $25 M) for our influenza franchise.
- Led North American Leadership forum, responsible for US pricing and contracting action and operations across the entire Sanofi vaccine portfolio (16 Products).
- Recruited, trained, supervised, evaluated and mentored staff members.
- Managed annual budgeting process, including forecasting and financial planning.
- Negotiated high-value contracts with vendors and partners to optimize resource allocation.
Deputy Director of Pricing & Contract Strategy
Sanofi Pasteur Vaccines
01.2015 - 01.2019
- Crafted successful tactical plans for product valuation leading to superior pricing methods, combating competitors effectively; enhanced crucial investor understanding and ensured longevity in existing client relationships.
- Oversaw Flu & Non-Flu strategic initiatives as project manager, including annual price revisions, pricing strategies for contracts, consumer communication methods,
responses to proposals requests from customers as well as urgent and public contract offerings. - Devised eighteen unique channel strategies for appropriate customer segments.
- Drove initiatives focused on improving competitive intelligence resulting in quicker pricing response time and optimized go-to-market strategy.
- Analyzed pricing operations and implemented process improvement initiatives for commercial/government contracts, resulting in increased efficiency and profitability
- Deployed comprehensive analytics as a tactical price/contracting offer change agent for capturing short-term and long-term projections for informed decision-making.
- Strengthened field force skillsets and revenue generation capabilities through the development and execution of new pricing and contracting training modules.
Account Manager
Sanofi Pasteur Vaccines
07.2014 - 01.2018
- Oversaw company-consumer viewpoint in strategic dialogues with customers, ensuring growth and core presence by collaborating with account and public health managers across numerous healthcare systems
- Mentored three additional account managers, contributing to their professional development and success
- Utilized sales leadership and marketing experience from a decade-long career to drive strategic initiatives and achieve business objectives
- Achieved targeted sales revenue of $10M by championing product-specific direct marketing initiatives
- Cultivated $14.5MM in key regional health systems product portfolios under Regional Account Manager guidance
- Attained 2015/2016 Champions for Customers & Hall of Honor sales award, ranking in the top five in the country
- Served as strategic and tactical driver of field sales functions, including marketing of core products, contract negotiation, reporting, data mining, and territory analytics with revenue responsibilities of $10M.
Education
Master of Business Administration (MBA) -
Wake Forest University
Winston Salem, NCBS in Business Management -
Appalachian State University
Boone, NCInternational Study Abroad, Scandinavian Management Experience -
Appalachian State University
Skills
- Vaccine Marketing/Solutions Strategies
- Health System Engagement
- Market Research & Analysis
- Strategic Account Management
- Market Access
- Pricing & Contract Strategy
- Negotiation
- Commercial Strategy
- Strategic Marketing
- Financial Analysis & Modeling
- Policy & Procedure Design
- Cross-Functional Leadership
- People Leadership
Accomplishments
- 2022 Commercial Excellence Award Winner
- 2020 Commercial Excellence Award Winner
- 2018 Commercial Excellence Award Winner
- 2016 Champion for Customers Award Winner
- 2015 Hall of Honor Award Winner
Timeline
Director, US Health System Strategy & Solutions
Sanofi Vaccines (Vaccines Division of Sanofi)
03.2023 - Current
Senior Director, US Value Assessment
Sanofi Vaccines
03.2021 - 03.2023
Director, US Pricing & Contract Strategy
Sanofi Pasteur
01.2019 - 03.2021
Deputy Director of Pricing & Contract Strategy
Sanofi Pasteur Vaccines
01.2015 - 01.2019
Account Manager
Sanofi Pasteur Vaccines
07.2014 - 01.2018
Master of Business Administration (MBA) -
Wake Forest University
BS in Business Management -
Appalachian State University
International Study Abroad, Scandinavian Management Experience -
Appalachian State University
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