Summary
Overview
Work History
Education
Skills
Timeline
Generic
Sean Mayers

Sean Mayers

Overland Park,KS

Summary

Highly recognized healthcare leader with 25 years of industry experience in multiple roles as a National Corporate Account Director of Managed Markets, Regional Sales Manager and Key Account Manager that is pursuing an opportunity within the Market Access industry. Labeled as “Rain Man” with multiple organizations for exceptional analytical skills resulting in strategically connecting opportunities with outstanding results. Consistently recognized within every organization throughout career as a strong collaborator amongst multiple departments for in-depth knowledge of the pharmaceutical industry, work ethic, and results while contributing with an outstanding attitude resulting in a positive work environment.

Overview

22
22
years of professional experience

Work History

National Corporate Account Director, Market Access

CSL Vifor / Relypsa
03.2019 - Current
  • Through exceptional performance and leadership in role, promoted to National Corporate Account Director, August 2021
  • Developed and executed Managed Markets strategy for 2021, 2022 and 2023
  • Leveraged industry knowledge, market trends, customer intelligence and analytical skills in developing and presenting strategy to highest levels of organization including President resulting in acceptance and execution of Managed Markets strategy
  • Executed strategy resulted in significant formulary coverage with all PBMs/payors nationwide including:
  • Addition of Veltassa to Humana Medicare Formularies in 1:1 Preferred Brand position, January 2023
  • Veltassa moved to Preferred Brand with CVS and WellCare Med D formularies, May 2022
  • Removal of Veltassa from ESI Commercial Exclusion List and moved to Preferred Brand, February 2022
  • Veltassa moved to 1:1 PB with Prime Medicare formularies and Preferred Brand with commercial formularies
  • Percentage of unrestricted covered lives with Medicare increased from 45% in January 2022 to 93% in January 2023; overall covered lives at 97%
  • Responsible for minimizing and/or removing barriers to access to company products for patients with large national insurers and Pharmacy Benefit Managers (PBMs)
  • Lead all contracting efforts with largest and most influential National Accounts and PBMs
  • Current clients include Ascent/Express Scripts, Cigna, Humana, and Prime Therapeutics
  • But have been responsible for all National Accounts while at CSL Vifor
  • For over one year during 2021 and 2022, was responsible for all National Accounts including Zinc/CVS, Emisar/Optum and Federal Markets
  • Responsible for securing and protecting profitable access for products by developing mutually beneficial relationships that align strategically to business needs of clients and Vifor Pharma
  • Developed and maintained strong business relationships with clients in quick manner resulting in high level of trust, collaboration, and success
  • Collaborate with Vifor Pharma colleagues to ensure appropriate level of cross-functional support for assigned national accounts
  • Demonstrate strong leadership and development of national/local strategies through account and market insight, building cohesive account teams comprised of Regional Account Managers, Regional Account Directors and Divisional Sales Managers
  • Work collaboratively with sales, marketing, trade, legal and medical affairs to develop and execute payer marketing strategy based on market research and market dynamics
  • Highly recognized for analytical skills in identifying opportunities and conducting financial modeling to determine impact to net revenue and performance of proposals and executed contracts
  • Communicate product performance at national and regional level with key internal stakeholders
  • Assigned to educate, mentor, and lead new National Corporate Account Directors brought into organization
  • Identified as candidate for CSL's Future Leaders Program
  • Key Accomplishments include:
  • Multiple Pinnacle Club Award Winner (2020, 2021, 2022) and currently ranked #1 for 2023
  • Recipient of Managed Markets Excellence Award for Q1 2023, Q1 2022, Q2 2022 and Semester 1 2020
  • One of three recipients companywide of 2021 Q3 Values in Action Award for outstanding leadership, integrity, and entrepreneurship for responsibility of all National Accounts and formulating Managed Markets strategy
  • 2022 Korsuva Managed Markets Award Winner for leadership and securing unencumbered access
  • Selected as Captain of Market Access Field Input Team, 2023
  • Developed Market Access Training Deck for Field Sales, 2023
  • Consistent recognition from highest levels of organization for performance and leadership resulting in exceptional year end reviews
  • Willing to provide references and documentation upon request.
  • Resolved complex problems to positively impact sales and business direction.
  • Provided analytical rationale to identify, develop and implement activities within allocated account base.
  • Managed, supported and grew business relationships with existing accounts and developed strategies to increase sales and revenue.

National Account Director

Avadel Pharmaceuticals
Overland Park, KS
01.2017 - 02.2019
  • Recruited to develop and build out Market Access Department from ground up
  • Developed and sustained highly collaborative and effective cross-functional working relationships within organization in educating organization of Market Access industry and identifying opportunities
  • Developed Market Access Training Program and conducted training classes
  • Identified and developed Market Access data infrastructure by entering business partnerships with various Market Access data vendors
  • Responsible for identifying and prioritizing opportunities with national and regional payors, PBMs, State Medicaid, and other healthcare intermediaries
  • Provided market insights and worked collaboratively with Executive Leadership Team to develop market access strategies
  • Analyzed drug utilization data to determine appropriate bid analysis for state Medicaid Programs and commercial accounts by factoring in gross to net goals, cost of goods sold and other sales, general and administrative costs
  • Established effective business relationships with key Pharmacy and Medical Directors with Express Scripts (ESI), United HealthCare Group, Cigna, Humana, Prime, Aetna, Envision Rx and others
  • Extensive strategic contracting experience resulted in first state Medicaid win with Texas resulting in national market share more than doubling and accounting for 31% of overall prescription volume for 2017
  • Responsible for first commercial and Medicare Part D contracts with Express Scripts and their clients
  • Developed relationships with national pharmacy chains including Walmart, Walgreens and CVS
  • Entered into strategic partnership with Walmart for launch of FlexiChamber
  • Demonstrated strong collaboration and teamwork with national sales force and corporate office (marketing, finance, legal) in developing strategies to achieve sales goals
  • Significant education with sales force and corporate office on various Market Access topics
  • Significant recognition by CEO, COO, and senior management for excellence in role, teamwork, and other substantial contributions to entire organization resulting in yearly performance rating of Exceeds Expectations.

Regional Account Manager

Mylan Specialty
09.2014 - 01.2017
  • Developed and implemented Managed Markets strategies and in-depth territory analysis to identify opportunities at local level
  • Responsible for national and regional payors, PBMs and State Medicaid
  • Optimize market penetration on current and new product introductions by pre-marketing products (as applicable) and immediate follow-up with assigned accounts to maximize product acceptance
  • Collaborated with all internal colleagues ensuring that EpiPen remained on Preferred Drug List for all assigned states by submitting bids and clinical information on time and arranging for Medical Scientific Liaisons to speak at P&T Committee meetings
  • Forged productive relationships with Regional Directors, District Managers, and Sales Representatives
  • Partnered with executives of Managed Markets team regarding emerging market trends, competitive information, and unique business opportunities that impact Mylan
  • Nationally recognized for teamwork, creativity, strategic thinking and analytical skills.
  • Renegotiated contracts with expiring accounts to continue relationships with current company clients.

Key Account Manager

07.2011 - 09.2014
  • Provided strategic solutions to solve marketplace obstacles and consistently delivered outstanding results
  • Demonstrated high level of business analytic skills, professionalism, and ability to develop relationships with C-level suite executives through effective communication skills
  • Execution of multiple skillsets, including successful negotiation of multiple contracts, resulted in increased revenue with key accounts of 27.86%
  • Effectively managed, directed and collaborated selling initiatives of entire sales force
  • Strategically identify accounts with opportunity for growth and partnered with sales force to provide financial and organizational solutions that address their needs.
  • Secured high-value accounts through consultative selling, effective customer solutions, and promoting compelling business opportunities
  • Built and maintained strong client relationships to drive business growth

Bayer HealthCare
08.2001 - 09.2014

Regional Sales Manager

07.2005 - 07.2011
  • Responsible for recruiting, hiring, and developing sales consultants for success in current and future roles
  • Effective development and implementation of business strategies resulted in recipient of 2008 Regional Sales Manager of Year Leadership Award, Two-time President's Circle Winner (2007, 2010) and being ranked in top 50% of company 5 out of 6 years, including ranking of #1 for 2 consecutive years
  • Nationally recognized for coaching and leadership resulting in multiple promotions, National Leadership Award recipients and President Circle Awards for direct reports and year-end review ratings of Exceeds Expectations
  • Selected to participate in multiple internal projects including advisory boards, new product launch marketing teams and incentive compensation for sales force
  • Selected to participate in 6-month rotational assignment within Managed Markets, September 2011.
  • Participated in sales calls with direct reports to strengthen customer relationships and uncover possible opportunities for growth
  • Generated detailed sales reports and forecasts to analyze performance and track progress
  • Effectively recruited and hired highly talented individuals bringing exceptional skills and expertise to sales team
  • Achieved established KPI for company, regional team and individual performance through teamwork and focus on customers
  • Exceeded sales quotas and increased profitability through effective sales strategy and business planning

Professional Sales Consultant

08.2001 - 07.2005
  • Responsible for targeting and promoting dermatology products
  • Participated in internal projects, including development of Dermatology Incentive Compensation Plan
  • Achieved national rankings in top third each year.

Education

Bachelor of Arts - Biochemistry

University of Kansas
Lawrence, KS

Skills

  • Effective Customer Communication
  • Business Analytics
  • Corporate Communications
  • Professional Relationships
  • Client Relationship-Building
  • National Account Management
  • Business Development
  • Forecasting and Planning
  • Contract Negotiation Expertise
  • Strategic Planning

Timeline

National Corporate Account Director, Market Access

CSL Vifor / Relypsa
03.2019 - Current

National Account Director

Avadel Pharmaceuticals
01.2017 - 02.2019

Regional Account Manager

Mylan Specialty
09.2014 - 01.2017

Key Account Manager

07.2011 - 09.2014

Regional Sales Manager

07.2005 - 07.2011

Bayer HealthCare
08.2001 - 09.2014

Professional Sales Consultant

08.2001 - 07.2005

Bachelor of Arts - Biochemistry

University of Kansas
Sean Mayers
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