Tamala Winton
Summary
Executive sales & marketing leader experienced in account management & market access with 30+ years of success in pharmaceuticals and complex therapeutics across multiple areas including oncology, nuclear medicine, infectious disease, cardiology & neuroscience.
Overview
34
34
years of professional experience
Work History
Associate Director Strategic Accounts, RLT
Novartis Oncology
Atlanta GA
12.2020 - Current
- Responsible for the account management (Assessing, Establishing, Optimizing & Growth) for the NET and Prostate Radioligand Portfolio in IDNs, Academic & Community Hospitals, Oncology Centers
- Responsible for Customer Stakeholder Relationship Management, Engagement, Coordination and Demand Pull Through in Treatment Sites across full scope of multidisciplinary stakeholders including C-Suite
- Expertise in complex Account Management, Nuclear Medicine & Oncology Markets combined with background in access & reimbursement, GOP contracting & population health landscape
- Expertise in collaboration, coordination, communication skills with cross functional partners -Oncology Sales Specialist (OS), Diagnostic Account Specialist (DAS), Radioligand Therapy Specialist (RTS), Associate Director, Access & Reimbursement (ADAR), and Medical Science Liaison (MSL) & leading coordination of effective account planning and management
- Provide expert insight and analysis into the local/regional healthcare market in developing a launch plan roll out in territory for prioritizing establishing treatment sites
- Possess strong operational acumen, organizational & prioritization skills, act with keen sense of urgency & follow through in responding to external & internal stakeholders
- Act as a compliant, trusted & knowledgeable advisor to complex accounts to educate, assess & assist in developing workflow processes to establish, optimize & scale treatment sites
- Proactively gather, communicate customer insights and account related activities to internal stakeholder and facilitate opportunities for internal partners to engage with accounts to pursue additional business opportunities
- Expertise in successfully implementing, training & operationalizing new treatment sites
- Assist treatment sites with ordering, scheduling, logistic & cancellation issues with doses
- Field and triage timely & appropriately reimbursement, medical inquiry & logistical issues from treatment sites to cross functional internal partners
- National system contracts
- Collaborated with & supported Customer Engagement team
- Collaborate and share best practices with fellow SAMs & DNAs
- Serve on the SAM Materials Marketing Field Advisory Team
- Deliver on Account Management Business Goals & MBOs
- Work within Ethics & Compliance policies
- Support and ensure a diverse and inclusive environment free form all forms of discrimination and harassment.
Sr Executive Oncology Account Manager, Prostate
Astellas
Atlanta, GA
07.2018 - 12.2020
- Responsible for the marketshare, volume growth & area business strategy development of Xtandi (enzalutamide) to Medical Oncologist, large Urology practices, academic & community health systems, IDNs, Oncology Centers
- Expertise in Specialty Pharmacy Distribution
- Expertise in access, reimbursement & healthcare landscape impact on brand
- Collaborate & coordinate closely with Field Reimbursement Manager to address reimbursement issues discovered
- Expertise in competitive market, healthcare landscape or institutional changes impact on brand
- Experienced in Patient Support Services utilization
- Xtandi Keystone National Contest Award Winner - Gold Level based on highest increased volume 2020
- EMC (Emerging Market Curriculum) Certified
- Oncology launch experience
- ASCO Advantage Advanced Oncology ( Prostate Cancer) Trained & Certified
- Member of Marketing Field Advisory Board.
Senior Executive Hospital Account Manager
Astellas
Atlanta, GA
08.2011 - 12.2018
- Launched Lexiscan a new pharmacologic vasodilator for cardiac diagnostic imaging stress tests to cardiologists, nuclear technicians, nuclear/imaging hospital departments, nurses, pharmacy directors and executive hospital/clinic administration
- Launched Cresemba & infectious disease IV portfolio to hematologists/oncologist, transplant centers and infectious disease specialist
- Expertise in Pharmacy & Therapeutic Committee navigation
- Expertise in buy and bill reimbursement for both the inpatient and outpatient site of care
- Expertise with Specialty Pharmacy Distribution Channel
- Experienced with Patient Support & Utilization programs
- Expertise in contracting & pull through with GPOs, IDNs & private physician owned offices
- Expertise in evaluating and presenting Health Economics Review for sites of care
- Summit Club Award (Top 5% National Award-Highest Award offered by company) ;Run Thru the Warehouse Winner for High Performance; Peak Performer Award Winner (Top 10% National Award- 2nd Highest Award offered by company); Cresemba Launch Excellence Winner; National Field Trainer of Year Award
- Certified National Field Trainer
- Member of Southeast Area Leadership Council - Field Advisory Board for Marketing & National Initiatives
- Served as Interim Area Business Leader.
Executive Sales Director Central US, Diabetes Division
Sciele Pharma, Inc a Shionogi Company
GA, FL, AL, MS, TN, AR, KY, LA,OH, MI, MO, IN, IL
04.2009 - 05.2010
- Accountable for successful implementation of corporate& marketing strategies to ensure attainment of quarterly & annual sales objectives
- Report to VP of Sales
- Recruit, retain, coach & develop a team of seven (7) seasoned & new area sales managers & seventy-eight (78) sales representatives
- Responsible for regional operation budget, effective use of resources, KOL relationships
- Prepare & Present quarterly business review to Executive Leadership
- Drive collaboration with cross functional partners in Marketing, Managed Markets, Training & Product Development colleagues calibrating business strategies, providing field intelligence & forecast adjustments
- Collaborate with Human Resources to develop & implement career path performance plans
- Establish, model & effectively communicate standard of performance & corporate core values & behaviors & culture
- Selected as executive candidate for International Marketing exchange opportunity in 2010.
Senior Executive Director Marketing, Sular
Sciele Pharma, Inc. a Shionogi Company
04.2007 - 04.2009
- Responsible for the entire brand management for Sular (nisoldipine) a Calcium Channel Blocker, the company's flagship product (>100M revenue) including: P & L Statement & Brand Budget Management
- Prepare & Present Brand Business Plan for meetings with Executive Leadership, Corporate Board of Directors & Wall Street Investors & Analyst, Field Sales Force Team
- Develop Life Cycle Management & Conversion Strategy
- Develop Launch Business Plan, Strategy & Tactics & Launch Excellence Rollout Plan
- Production & Supply Chain to drive International Manufacturing site build out timelines
- Forecasting
- Medical Affairs & Legal Review Board
- Managed Markets & Reimbursement Strategies
- Collaborated with Channel Supply to load & manage distribution channels
- Collaborated with Market Access on build out of payer access launch plan & implementation
- Sales Operations & IC Plan Development
- Sales Training Development
- Agency/Vendor/Marketing Assets Selection & Management
- Reported to Chief Executive Officer
- Exceeded TRX & Revenue Goals 2007, 95% TRX & 115% Revenue Goals for 2008
- Designed & implemented a forced brand conversion strategy to protect brand
- Achieved 65% conversion to new formulation within 3 months of launch, 90% conversion by launch year end
- Maintained 80% of branded business from generic erosion
- Selected as corporate candidate for Atlanta Achieve Women's Corporate Executive Mentor Program
- Named to Atlanta Corporate High Achievers Executive Program 2008 & 2009.
Area Sales Manager, AL, MS, AR, TN, KY
Sciele Pharma, Inc.
09.2004 - 04.2007
- Accountable for achieving Area quarterly & Annual sales objectives
- Hire, develop, coach & retain a diverse, high performing team of 10-12 representatives
- Identify, acknowledge & coach to individual strengths & needs, evaluate development & improvement opportunities through performance management process, establish an area culture of trust, collaboration & respect aligned with corporate value & behaviors
- Implement & monitor the execution of approved marketing & sales plans
- Ensure compliance of corporate policies & expectations
- Analyze sales reports to develop & execute area business plans to achieve area, region & national sales objectives
- Effective communication liaison between corporate & field sales
- Submit administrative assignments accurately & timely
- Area ranked 3/52 in 2005; 14/75 in 2006; 5/75 in 2007
- Selected for Corporate Executive Path Rotation 2006.
Senior Hospital Account Manager, Hospital Division
Abbott Laboratories, Inc.
Birmingham, AL
10.1996 - 09.2004
- Responsible for promotion, market share & dollar volume growth of anesthesia agents in hospital and ambulatory surgical centers
- Expertise in contract execution & management in establishing new business in hospital & ambulatory surgical systems
- Expertise in Pharmacy & Therapeutics Navigation
- Expertise in GPO contracting
- Expertise in working with hospital & surgery centers purchasing departments & revenue cycle managers in ordering, payment, inventory control & product return & replacement issues and policies
- Navigate, negotiate issue resolution and implement corporate initiatives to hold institutions accountable to contractual obligations
- Customer Engagement and KOL development
- Rotation in Contract Marketing Internship at Corporate Headquarters 1999
- Management Development Training Program
- Served as Interim District Manager
Senior Hospital Representative
Organon Pharmaceuticals
Birmingham, AL
10.1995 - 10.1996
- Responsible for promotion and market share growth of Anesthesia portfolio in Hospital and Ambulatory Surgical Centers.
Specialty & Institutional Sales Representative
Key Pharmaceuticals, Division of Schering-Plough
Gainesville, FL
08.1994 - 10.1995
- Responsible for promotion and marketshare growth of cardiovascular, allergy and asthma agents in the Primary Care, Internal Medicine, Cardiology, Pulmonology & Allergist arenas in office based, community hospital and academic institutional setting.
Primary Care Sales Specialist
Parke-Davis
09.1989 - 08.1994
- Responsible for the promotion and market share growth of pharmaceutical products to primary care/internal medicine physicians, neurologist, cardiologist, hospitals, hospital & retail pharmacies, and patient support groups.
Education
Bachelor's - Exercise Physiology/Biology
Wake Forest University
Winston-Salem, North Carolina01.1989
Skills
- Sales
- Sales Training
- Sales Coaching & Management
- Talent Development
- Contract Marketing
- Marketing Strategy
- Product Launch Planning & Execution
- Budget Management
- Production Planning & Build Out
- Supply Chain Operations
- Market Access
- Government Accounts
- KOL development
- Product Life Cycle Management
- Business Strategy Development
- Account Management
- Customer Engagement
- Forecasting
- Executive Presentations
- Interpersonal Relationship Development
- Self Awareness
- Dedication
- Problem Solving Tenacity
- Growth Mindset
- Team player
- Highly Value Integrity
- Servant Leadership
Timeline
Associate Director Strategic Accounts, RLT
Novartis Oncology
12.2020 - Current
Sr Executive Oncology Account Manager, Prostate
Astellas
07.2018 - 12.2020
Senior Executive Hospital Account Manager
Astellas
08.2011 - 12.2018
Executive Sales Director Central US, Diabetes Division
Sciele Pharma, Inc a Shionogi Company
04.2009 - 05.2010
Senior Executive Director Marketing, Sular
Sciele Pharma, Inc. a Shionogi Company
04.2007 - 04.2009
Area Sales Manager, AL, MS, AR, TN, KY
Sciele Pharma, Inc.
09.2004 - 04.2007
Senior Hospital Account Manager, Hospital Division
Abbott Laboratories, Inc.
10.1996 - 09.2004
Senior Hospital Representative
Organon Pharmaceuticals
10.1995 - 10.1996
Specialty & Institutional Sales Representative
Key Pharmaceuticals, Division of Schering-Plough
08.1994 - 10.1995
Primary Care Sales Specialist
Parke-Davis
09.1989 - 08.1994
Bachelor's - Exercise Physiology/Biology
Wake Forest University