Steve Hanceford
Sales And Marketing Management
Berthoud,CO
Summary
Results-driven Sales and Marketing Manager with forward-thinking approach centered on company success and competitive growth. Demonstrated record of success in building successful teams and managing profitable operations.
Overview
34
34
years of professional experience
Work History
Managing Director
HANCEFORD CONSULTING, LLC
09.2009 - Current
- Founder and president of Hanceford Consulting, LLC working as and with independent contractors for clients to achieve their objectives
- Broad background in biotech pharmaceutical and medical device sales and reimbursement
- Expert is in all facets of business, including finance, operations, training, sales, and marketing
- Developed service offering for growing biotech, medical devices, and pharmaceutical companies focusing on managed markets and reimbursement, emphasizing strategic sales, national accounts support, and business development consulting
- Channel and product strategies developed for commercial managed care, employers, hospitals, long-term care, Medicaid, Medicare, and US Department of Veterans Affairs and Department of Defense for pharmacy and medical benefits
- Execution strategies and tactics included launch planning, contracting strategies, account segmentation and prioritization, account management and pull-through excellence, access and reimbursement, and managed markets and reimbursement training
- Operational procedures focused on organization design and development and process improvement.1099 Independent Contractor
- Primary project was project lead and subject matter expert for Publicis Health CustomPoint Resources (Amplity Health) team of 35 retired biopharma and medical device sales managers
Director, Payer Services
MEDICAL COMPRESSIONS SYSTEM, INC. (BIOMET ZIMMER)
05.2010 - 05.2013
- Responsible for strategic reimbursement analysis, planning, and control of company products
- Implements plans to improve coding, coverage, and payment with technology assessment organizations, DME suppliers, private insurers, and government entities, including Medicaid and Medicare
- Reviewed and developed ongoing marketing strategies
- Responsible for developing communication, education, and compliance of all reimbursement programs
- Provides expertise and leadership for all reimbursement activities for current and future products or enhancements to ensure payer requirements are identified and appropriate cost and outcome data are incorporated in clinical trials and marketing process—a key point of contact to support and drive reimbursement activities with professional societies and other external organizations
- Started as Hanceford Consulting client and was taken on a full-time position.
Account Director – Healthcare Sector
MARITZ, INC.
12.2008 - 09.2009
- Developed, serviced, and expanded business for company by recommending and incorporating customer loyalty solutions
- Focus primarily on health and wellness programs
- Developed strategic and logistic meeting management, and educational initiatives for major biotech company
- Supported numerous employee award and recognition programs, and market research for top biotech, pharmaceutical, and health plan companies
- Applied business and marketing knowledge to develop briefs and pitches for customer projects
- Maintained deep understanding of company services and products to offer most knowledgeable customer support.
- Applied business and marketing knowledge to develop briefs and pitches for customer projects.
National Director – Managed Care
PUBLICIS MANAGED MARKETS (AMPLITY HEALTH)
04.2005 - 12.2008
- Selected to partner with new pharmaceutical and biotech companies and a top pharmaceutical corporation to devise launch, contracting, pull-through, and reimbursement strategies for various products in managed markets arena
- Directed and executed all initiatives for seven contracts and numerous consulting projects for 21 client products
- Managed 13 syndicated national and regional account managers and support staff
- Targeted and formed relationships with key accounts to deliver results, including major national and regional PBMs, national and regional health plans, State Medicaid, VA / DoD, Institutional, GPOs, IDNs, hospital systems, specialty pharmacies, LTC, and wholesale / chain trade customers
- Evaluated employee performance and conveyed constructive feedback to improve skills.
Managed Markets Director
GAJE HEALTHCARE CONSULTING, INC.
01.2003 - 03.2005
- Recruited to partner with consulting team to develop and implement a commercialization plan, oversee product management, construct sales/marketing programs and sales force plans, and analyze/devise reimbursement and distribution channels before launch of a small molecule orphan product
- Managed rare disease patient data base major biotech company
- Formulated business development initiatives, which encompassed promoting continuing medical education and opinion leader programs
- Worked closely with organizational leadership and board of directors to guide operational strategy.
- Formed strategic partnerships and connected with potential clients to drive business development.
Executive Director – Managed Markets
BAYER CORPORATION
02.1990 - 12.2002
- Appointed by senior management to reorganize managed markets department and prepare for challenging launch of a potential billion-dollar drug
- Identified, sourced, and secured two major consulting firms to conduct benchmark analysis and utilize results to revamp department
- Guided eight-member team of market managers and analysts with market research, market analysis, development of managed markets and trade strategies/tactics, health economics/disease management programs, and contract guidelines
- Served in simultaneous positions as Sales and Marketing Director for five trade account managers, ten institutional and national account managers, five government account managers, and 15 federal government (VA-DoD) sales teams
- Directed managed markets marketing, contracting, and account management functions, including pharmacy benefits management, health plans, group purchasing organizations (GPOs), integrated delivery networks (IDNs), hospitals systems, LTC Pharmacy Providers, federal (Medicare, VA, and DoD), and state (Medicaid) government and wholes and retail chain trade
- Other position with Bayer Healthcare includes National Account Manager Director, Chief of Staff to VP Sales, BU Operational Director, Regional Director, District Manager and Sales Representative
Education
Bachelor of Arts - Communication, Education
Northeastern State University
Tahlequah, OK 09.2024 - 05.1976
Skills
Organizational Skills
Timeline
Bachelor of Arts - Communication, Education
Northeastern State University
09.2024 - 05.1976
Director, Payer Services
MEDICAL COMPRESSIONS SYSTEM, INC. (BIOMET ZIMMER)
05.2010 - 05.2013
Managing Director
HANCEFORD CONSULTING, LLC
09.2009 - Current
Account Director – Healthcare Sector
MARITZ, INC.
12.2008 - 09.2009
National Director – Managed Care
PUBLICIS MANAGED MARKETS (AMPLITY HEALTH)
04.2005 - 12.2008
Managed Markets Director
GAJE HEALTHCARE CONSULTING, INC.
01.2003 - 03.2005
Executive Director – Managed Markets
BAYER CORPORATION
02.1990 - 12.2002
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