Sam Baldigowski
McDonald,PA
Summary
Results-oriented Key Account Manager with 25+ years of successfully driving revenue growth and fostering strong and lasting relationships in the IDN space. Expertise in identifying customer needs and delivering tailored solutions that lead to successful product adoption. Exceptional communication, negotiation, and problem-solving skills with a strong focus on team collaboration and target achievement. Committed to leveraging these competencies to further contribute to organizational success.
Overview
30
30
years of professional experience
Work History
Senior Key Account Manager
Ferring Pharmaceuticals
Pittsburgh, PA
09.2022 - Current
- Launched Rebyota, the first FDA-approved microbiota-based live biotherapeutic, approved to prevent the recurrence of C. difficile.
- Key call points include Directors of Gastroenterology, Hepatology, General Gastroenterologists, as well as Directors of Pharmacy, Pharm D’s, Quality Improvement, and C/D suite executives
- Developed three KOL speakers to become part of our Speakers Bureau and Advisory Board.
- Gained formulary approval with the UPMC Hospital System (34 hospitals total) and the UPMC Health Plan within the first four months of launch.
- Gained formulary approval with the Allegheny Health Network System (10 hospitals total) and Highmark Health Plan within the first six months of approval.
- Established standing orders for Rebyota at UPMC and Allegheny Health Networks in under two months from the time of formulary approval.
- Finished the first full year of sales at number 10 out of 74 KAMs
- Currently ranked 7 out of 40 KAMs
Key Account Manager
Pacira Pharmaceuticals
Pittsburgh, PA
01.2021 - 09.2022
- Increased sales by 21% with EXPAREL by identifying business opportunities in the Pittsburgh/Cleveland market, including UPMC, Cleveland Clinic, AHN, University Hospitals, Metro Health, and surrounding community hospitals.
- Partnered with Allegheny Health Network to gain seven formulary approvals within their hospital network.
- Implemented a standing order/protocol in the EMR system AHN at all seven of the Allegheny Health Network hospitals that included EXPAREL to shorten length of stay, improve quality measures, and increase patient satisfaction.
- Key call points include GI Surgery, General Surgery, Pharmacy, Quality Improvement, P&T members, residents, fellows, C-Suite, and D-Suite.
- Finished 12 out of 120 in 2021.
- Gained 9 formulary approvals in 9 months.
Senior Account Manager
Salix Pharmaceuticals
Pittsburgh, PA
01.2016 - 01.2020
- · Increased sales of Xifaxan by partnering with KOL’s in Gastroenterology in the Pittsburgh/Western PA market including UPMC, AHN, Excella Health, WVU, and surrounding community healthcare facilities
- Key call points - KOLs, including Directors of Gastroenterology, Quality Improvement, Hospitalists, Pharmacy, P&T Committee, Fellows, and C-Suite/D-Suite
- Partnered with UPMC and AHN C and D suite to implement standing orders/ protocosl within their EMR system that assisted to achieve Quality Measures and Goals of decreased readmissions and shorter hospital length of stay
- Developed 4 KOLs to become part of our Speakers Bureau and Advisory Board.
- Extensive formulary acceptance Xifaxan at all called on hospitals including 10 formulary wins
- Turned a low-performing territory into a high-performing territory
- 2020, 2 of 42 – President's Club Winner. Club Winner
- 2019, 7 of 42.
- 2018, 5 of 42.
- 2017, 10 of 42.
- 2016, 12 of 42.
- 2015, 20 of 42.
- Appointed to both the Sales and Marketing Advisory Boards to assist in developing protocols and standing orders for the Key Account division.
Account Manager
Actavis Pharmaceuticals
Pittsburgh, PA
02.2014 - 12.2014
- Responsible for the sales and contracting of two specialized products, including Crinone and Treslsar (buy and bill), to teaching hospitals: The Cleveland Clinic, University Hospitals, UPMC, AHN, WVU, Heritage Valley, Excela Health, and community hospitals.
- Primary customers: Reproductive Endocrinologists, Urologists, Oncologists, Pharmacy Directors, and P&T Committee; 3 Formulary Wins; deep understanding of the large IDNs within the Pittsburgh and surrounding market.
Account Manager
Vectracor
Pittsburgh, PA
07.2013 - 02.2014
- Spearheaded the introduction of VectraPlexECG, an advanced cardiac diagnostic device, to hospitals.
- Responsible for sales of the Vectraplex ECG System to UPMC, WVU, Allegheny Health Network, Pittsburgh VA System, and large group practices.
- Key call points included pre-op, OR, post-op units, and discharge HCPs.
- Conducted market research and delivered feedback to Region Manager, Product Manager, and CEO.
Hospital Account Manager
Baxters Health Care
Pittsburgh, PA
03.2011 - 03.2013
- Sold Desflurane, Sevoflurane (inhaled anesthetics)
- Key customers: UPMC, AHN, WVU, Heritage Valley, Excela Health, and surrounding community hospitals.
- Key call points included Operating Room (surgeons), anesthesia, critical care, PACU, post-op holding, pharmacy, P&T committee, and 'C' and 'D' suite customers.
- Extensive knowledge of IDN contracting/formulary processes, with exceptional relationships in pharmacy, CMO's supply chain, and purchasing departments at AHN, UPMC, WVUMC, and surrounding community hospitals.
- Obtained numerous standing orders and protocols for products within the ICU, CCU, OR, Anesthesia, and the perioperative setting.
- Turned a low-performing territory into a high-performing one.
- Moved territory from 74th to 24th out of 75 (2011)
- Finished 12 out of 75 (2012).
Executive GI Key Account Manager
AstraZeneca
Pittsburgh, PA
01.1996 - 03.2011
- Promote and sell three major gastro products (Prilosec, Nexium, and Entocort) by developing strong relationships with key opinion leaders, including directors of gastroenterology, hepatology, gastroenterology groups/clinics, and fellows/residents within the UPMC, WPAHS, WVUMC, and surrounding community hospitals.
- Primary call points include Gastroenterology, GI Labs, Hospitalists, GI fellows, and residency programs.
- Successfully launched Nexium in a highly competitive market by finishing in the top 10% in the nation during the first year of launch.
- Built a solid network of customers and developed six new Gastroenterology KOL speakers for AstraZeneca in the Pittsburgh market.
- Received the “Presidents Club Award” in 2006 and 2008 by finishing #4 in the nation.
- Negotiated and gained numerous formulary approvals.
- Certified Field Trainer.
- District Mentor
Hospital Sales Representative
Astra USA
Harrisburg, PA
10.1994 - 01.1996
- Sold a full line of local anesthetics, including Bupivacaine, Mepivacaine, Lidocaine, Sensorcaine, Xylocaine, and Ropivacaine.
- Launched Ropivacaine in 1998 and won the President’s Club in 1999.
- Key call points, operating room (surgeons), anesthesia, critical care, PACU, post-op holding, pharmacy, P&T committee, anesthesia residents, and acute pain fellows.
- Extensive knowledge of GPO and IDN contracting, including exceptional relationships with pharmacy, CMOs, supply chain, and purchasing departments at AHN, UPMC, WVUMC, and surrounding community hospitals.
- Obtained numerous standing orders and protocols for products within the OR, Anesthesia, and the perioperative setting.
- Won the 1999 Presidents Club, finishing #4 in the nation.
- Promoted to Senior Hospital Rep, and subsequently, Executive Hospital Account Manager.
Education
Bachelor of Science - Psychology
Westminster College
New Wilmington, PA05-1991
Skills
- GI Launch Experience – Nexium, Rebyota
- 25 IDN experience in the PGH, Western PA Market
- Buy and Bill
- Rare Disease
- Market Access / Reimbursement
- KOL Development
- C and D Suite
- Protocols, EMR, Budget Impact Models
- Fellowship Programs
Timeline
Senior Key Account Manager
Ferring Pharmaceuticals
09.2022 - Current
Key Account Manager
Pacira Pharmaceuticals
01.2021 - 09.2022
Senior Account Manager
Salix Pharmaceuticals
01.2016 - 01.2020
Account Manager
Actavis Pharmaceuticals
02.2014 - 12.2014
Account Manager
Vectracor
07.2013 - 02.2014
Hospital Account Manager
Baxters Health Care
03.2011 - 03.2013
Executive GI Key Account Manager
AstraZeneca
01.1996 - 03.2011
Hospital Sales Representative
Astra USA
10.1994 - 01.1996
Bachelor of Science - Psychology
Westminster College
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