Summary
Overview
Work History
Education
Skills
Timeline
Generic

TIMOTHY E. GIOIA

Denver,Colorado

Summary

Proven leader with over twenty years of success in key account management. Marketing & team leadership, providing solutions for healthcare customers. Demonstrated results in specialty injectables/infusions, immunotherapy, and cancer chemotherapy. I offer a unique blend of technical expertise, business acumen, and pharmaceutical experience proven to drive profitability and achieve operational goals. I strongly believe in developing authentic and deep relationships beyond the scope of employment. Highly organized and self-motivated professional experienced in project management, team development and process improvement. Skilled in developing and implementing strategies to increase efficiency and performance. Passionate about driving business growth and creating positive work environment.

Overview

29
29
years of professional experience

Work History

Associate Director, National Accounts CAR-T

Novartis Oncology ~ Cellular and Genetic Business Unit
03.2017 - Current
  • Leader of a cross-functional team comprised of MSL’s, Apheresis Operations, Regional Account Managers, and HUB logistics
  • Develop overall strategy, strategic account planning and tactical implementation across assigned National IDN sites based on Market Research
  • Create access and partnership opportunities at each site to advance the clinical and business opportunity for KYMRIAH, the first approved CAR-T therapy in the United States
  • Build strong relationships with clinical thought leaders, legal and contracting, C-Suite, cell processing, revenue cycle and finance, coverage and reimbursement, and managed care policy
  • Onboard and operationalized accounts and safely deliver personalized medicine to patients in an unmet medical need
  • Highlight the strong value proposition to ensure broad utilization of KYMRIAH across all onboarded accounts
  • This includes Market Research & Commercial programs with broader Novartis cross-functional teams.
  • Successfully mitigate Reimbursement early denials, payments and/or errors
  • Improved overall team efficiency by streamlining project management processes and implementing new collaboration tools.
  • Established strong relationships with key industry partners, creating mutually beneficial opportunities for growth and collaboration.

Oncology Key Account Manager / KOL Speaker Liaison

Merck Oncology
03.2014 - 03.2017
  • Responsible for Oncology account strategy and coordinating the Oncology account team execution consistent with the marketing strategy and customer needs
  • Strategy based on internal market dynamics and external market research
  • Worked closely with Executive Director of OKAM team to formulate Job description and expectations for current and future indications which included both solid and heamatolic indications
  • Interact with Oncology 'C' Suite and 'P' Suite Executives, service line leaders and decision makers within larger IDNs and corresponding Institutions
  • Effectively manage and nurture Key Opinion Leaders
  • Brought more national KOL Speakers (Nine) to Merck Oncology than any other KAM
  • Train all Speakers on existing and new label changes
  • Participate in Marketing Ad Boards for Melaoma & NSCLC
  • Personally brought 2 outside contracting consultants to Merck for better contracting understanding, ASP management, and execution
  • Participated in numerous War games in supportive care and therapeutic areas to help Merck become more competitive in complex GPO marketplace
  • While Merck did not immediately adopt contracting, they did a year later with a Volume and Market Share based tiered contract for lead therapy Keytruda (pembrolizumab)
  • Worked closely with Executive Director of OKAM team to formulate Job description and expectations for current and future indications which included both solid and heamatolic indications
  • Launched first PD1~Keytruda (Pembrolizumab) in both Metastatic Melanoma as well as Metastatic NSCLC
  • Finished FY2015 #2 KAM in US, Presidents Club
  • OKAM Trainer for newly On-boarded OKAMs at HQ
  • Worked closely with Payer team to get AZ BC/BS policy changed to demonstrate proper label of Keytruda instead of checkpoint black box (Yervoy) class effect
  • Interacted and cultivated relationships with key McKesson (USON & Onmark) Stakeholders to inform and persuade P&T stakeholders to look at entirety of PD1 class
  • Analyzed market trends, identifying opportunities for expanding product offerings within key accounts.
  • Presented accurate sales forecasts based on detailed analysis of market trends, ensuring optimal resource allocation for maximum results.
  • Presidents Club – 2015
  • MVP Peer Award - 2016.

Corporate Account Manager

Dendreon Corporation
07.2012 - 01.2014
  • Drive strategy and high level partnership with key regional customer accounts with a focus on C-suite officers and lead physicians in 10 Western US states
  • Responsbile for contract roll out and quarterly business reviews (Market Share and/or Growth in addition to bi-annual and annual 'True-Ups')
  • Support product reimbursement by facilitating customer understanding of payer policies, product coverage, and 'buy and bill' processes
  • Develop relationships and partnership with GPO and distributor counterparts
  • Drive collaboration with all internal stakeholders from MSL to NE to Executives to ensure customer relations and ultimately, Provenge pull-through
  • VISN/VA lead for Denver and Phoenix region
  • Responsible for developing strategic relationships with Key Opinion Leaders, pharmacy executives, and senior officers in NCI/NCCN institutions
  • 4 CAM in 2012 #1 CAM in 2013 for contract pull-through and overall volume
  • Current Intern on Payer/Provider team.

Immunotherapy Sales Specialist / Trainer

Dendreon Corporation
03.2010 - 07.2012
  • Key responsibilities include but not limited to, marketing PROVENGE, a first in class Autologous Cellular Immunotherapy to Medical Oncologists, Urologists, CEO, CFO, COO, DOP, PA, NP, CC and RNs
  • Geography included CO, UT, ID, MT, and WY
  • Dendreon Service Readied-Operationalized 31 (28 Oncology, 3 Urology) accounts in 6 Rocky Mountain states
  • 29 of 31 accounts have submitted for Provenge Patient Enrollment~most in nation
  • Provenge is novel in its MOA and requires unique patient involvment for manufacturing of final product
  • This includes Leukophresis, ground and plane travel to and from Manufatctoring site
  • Reinfusion in the patient (requires Nurse Education) to name a few of the unique aspects of an Autologous Cellular Immunotherapy
  • Effectively communicate disease state and product information, as well as technical and therapeutic information to customers in order to successfully promote the appropriate use of Provenge
  • Work hand in hand with Medical Science team
  • Perform FDA mandated In-Services to accounts on the logistics, MOA, and all relevant data for an account to become a Provenge Infusion Site
  • Assisted in recruitment and hiring of 8 key territories in the Rocky Mountain Region
  • Lead Trainer at AUA and ASCO meetings to support Provenge
  • Member of Region of the Year 2010, West Region
  • Member of 2011 & 2012 Dendreon Brand Council & participated in War Games
  • Regional Trainer for all new Immunotherapy Specialists
  • 2012 Presidents Club Award winner
  • Top 15% every year despite being the only Medicare region (J4-Trailblazer) without Guidelines (LCD) specific to Provenge as well as overcoming multiple Medicare Denials.

Associate Director, Key Accounts

Imclone Systems Incorporated
03.2007 - 03.2010
  • Territory responsibilities include promoting ERBITUX (Cetuximab) for metastatic Colorectal Cancer as well as metastatic Head and Neck Cancer in a geography that consists of Colorado, Wyoming, Montana, Utah, and Idaho
  • Customers included but were not limited to medical oncologists, radiation oncologists, head and neck surgeons, and mid-level practioners
  • Instrumental in developing and re-developing KOLs within the region
  • Current Territory Market Share: 47%, Nation:34% of total mCRC market; 94% of EGFR market (Vectibix: 6%)
  • Current Territory National Ranking: #20
  • Presidents Club award winner for 2008 and #2 in Nation Overall
  • 1 of 2 Imclone Reps on Eli Lilly’s Director’s Council helping to facilitate bridge between Lilly and Imclone
  • Interim DM during Eli Lilly takeover
  • Erbitux Trainer, Eli Lilly Oncology Business Unit
  • Regional Reimbursement Specialist Parts A & B.

Territory Manager / Trainer

Ortho Biotech – Johnson & Johnson
01.2006 - 03.2007
  • Territory responsibilities include marketing of Procrit, Doxil and Velcade, calling on Gynecologic Oncologists, Medical Oncologists, Hematologists, Pulmonologists, Trauma Surgeons, Hospitalists, Directors of Pharmacy and Nephrologists in Colorado
  • Acted as Interim DM on Multiple occasions
  • Moved Procrit to Primary Formulary Position at 3 Large institutions via Pharmacy & Therapeutics and have a deep knowledge base on Institutional Policies and Procedures
  • Current CO Procrit market share: 69.9%, Nation: 51%, #2 in Nation for Growth
  • Winner of 2004 'Infinity Cup' Award
  • Winner of 2005 'Infinity Cup' Award
  • Completed Ortho Biotech’s Management Development and Train the Trainer
  • Part A Regional Reimbursement Specialist
  • Teal Diamond Award Winner 2003 2004 & 2006, AD Board Rep for Rocky Mtn
  • District Trainer for Multiple Myeloma and new proteasome inhibitor, Velcade
  • Lead KOL development Liason for Rocky Mountain Region.

Sales Consultant / Trainer

Novartis Pharmaceuticals
10.2000 - 11.2002
  • Marketed hypertensive, osteoporosis, irrital bowel syndrome and herpes medications to internal medicine, family practice, and cardiology physicians
  • Moved composite representative stack ranking 70% (154 of 512 reps in nation) Previous representative was at 503; largest jump in nation
  • Consistently showed growth (103/512 in nation; 137% of quota) in the anti-hypertension market with #1 drug Lotrel
  • Consistently ranked #1 in district, 2001 MVP
  • Interim DM while transitioning DMs
  • Trained new reps in direct region and served as Breakout Leader in New Jersey.

Medical Sales Account Manager

Medline Industries
11.1998 - 10.2000
  • Responsible for the direct outside sales of capital and disposable equipment to Hospitals, Alternate Care Facilities and their subsidiaries
  • Exceeded Year End Quota by 39.5% (YEQ-$469,500; ACTUAL-$655,015) - Top 10% of largest US division (Western), Ranked #4 of 42
  • 1999 President’s Club
  • Acted as the primary liaison between the Company and client base
  • Prospected for new and closed business within existing accounts
  • Exceeded assigned quotas and product mix objectives
  • Conducted training classes and in-services to Nursing for new products and services
  • Maintained all aspects of account management (Quality, AR, Returns, Expenses, etc).

Science Instructor / Defensive Coordinator

Sheridan High School
08.1995 - 08.1998
  • Instructed students in the areas of Biology and Earth Sciences
  • Coached varsity football defensive backs as a Defensive Coordinator.

Education

Bachelor of Arts - Secondary Science Education

Baldwin-Wallace College
Berea, Ohio

Edgehill College
Ormskirk, Lancashire

Skills

  • Cancer Immunotherapy
  • Launch Execution Strategy Expert
  • Thought Leader Development
  • Oncology Market Access
  • IDN Strategic Planning
  • GPO Relations & Payer Reimbursement
  • C-Suite Negotiation
  • Contract Development & Management
  • Buy-and-Bill Process
  • 340B / DSH / PPS Oncology Exemptions
  • Process Improvement
  • Oncology Historian
  • Leukemia and SCC Survivor and Blood/Melanoma Cancer Advocate

Timeline

Associate Director, National Accounts CAR-T

Novartis Oncology ~ Cellular and Genetic Business Unit
03.2017 - Current

Oncology Key Account Manager / KOL Speaker Liaison

Merck Oncology
03.2014 - 03.2017

Corporate Account Manager

Dendreon Corporation
07.2012 - 01.2014

Immunotherapy Sales Specialist / Trainer

Dendreon Corporation
03.2010 - 07.2012

Associate Director, Key Accounts

Imclone Systems Incorporated
03.2007 - 03.2010

Territory Manager / Trainer

Ortho Biotech – Johnson & Johnson
01.2006 - 03.2007

Sales Consultant / Trainer

Novartis Pharmaceuticals
10.2000 - 11.2002

Medical Sales Account Manager

Medline Industries
11.1998 - 10.2000

Science Instructor / Defensive Coordinator

Sheridan High School
08.1995 - 08.1998

Bachelor of Arts - Secondary Science Education

Baldwin-Wallace College

Edgehill College

Similar Profiles

CREATE PROFILE
TIMOTHY E. GIOIA