Victor Marchioni

Demonstrated strong communication and collaboration with business intelligence, finance, sales leadership, the marketing organization, legal and other members of the commercial organization to ensure effective and compliant contract negotiations, execution and revisions and contract pull-through/compliance with national GPO partners.

• Responsible for analyzing and understanding sales trends for Puma portfolio, achieving defined goals, and promoting a mutually beneficial business relationship
• Comprehensive contract negotiation and administration, including strategic business case develop, implementation, and on-going performance measurement to ensure pull-through and contract compliance
• Negotiated contracts that are mutually beneficial to Puma and the customer, while ensuring fiscal responsibility to Puma
• Executed full ownership of contracts, including inventory analysis and PO generation for contract compliance and budget achievement
• Maintain contracts to ensure agreements are current with timely price change implementation and prompt handling of fees and accuracy of chargeback
• Lead and work with Corporate Accounts Manager/s to identify, execute and drive GPO contract execution and compliance, along with, associated IDNs to drive growth within assigned GPOs in volume and products
• Collaborate with Business Intelligence and Brand Leads to develop pricing and/or performance contracts with various classes of customers and oversee full implementation
• Identify new accounts and grow existing accounts in sales volume and expand portfolio opportunities with existing customers
• Maintain a high level of industry awareness and understanding of the implications and opportunities of contracts, vertical and horizontal integration of companies, and general value-added program effectiveness
• Partnered with C-Suite to enhance the patient experience while concomitantly maximizing stakeholder revenue
• Lead DOD/VA interactions to support protocol adoption, pricing/discounts, VISN lead for 6, 7, & 8
• Exceeded annual growth metrics: 2022 Finished 2 out of 5 with 105%
• Finished 1 out of 5 with 108%

A visionary Healthcare Leader with expertise in unlocking orphan Managed Markets through strategic positioning and customer-focused solutions

• Advanced first-in-class patient access solutions through innovation, partnerships, and high-performing teams
• Worked collaboratively with Medical Science Liaison’s, marketing, & patient services to ensure pull thru of national initiatives
• Identify, develop, and engage with Key Opinion Leaders to capture beliefs/insights
• Build advocacy of Biogen’s SMA franchise with GPO’s to establish market guidance
• Assess site readiness, diagnostic capabilities, identify P&T members to ensure therapy access for patients
• Fully implemented & developed fully functional patient care pathways at Duke, UNC, Emory, Mayo Clinic, and Memorial Health
• Established patient identification pathways in conjunction with Biogen patient services to ensure patient has access to the appropriate site of care
• Finished 2021 ranked 3/60 Nationally
• Ranked #2 in new patient starts year over year
• Extensive knowledge of working to leverage C-Suite relationships to influence business at the provider level

• Led key marketing initiatives with market access, field sales effectiveness, pricing, and contract strategy teams while acting as a liaison with Medical Affairs therapeutic leads
• Finished 2019 ranked 3/28 nationally in new patient starts-($9M in revenue)
• Collaborated across sales, marketing, and finance to create account specific pricing structure and contract terms
• Successfully worked across multiple business segments including Case Managers, Patient Education Liaisons, MSL’s, and leadership teams to ensure exceptional patient experience that yielded significant increase in new patients on therapy
• Lead reimbursement discussions with Palmetto Medicare Mac to secure favorable coverage for Onpattro-Southeast
• Collaborated with and developed long standing relationships with KOL’s within the following institutions: Duke, UNC, MUSC, Piedmont, Emory, & Vanderbilt

• Expertise in leading /coaching & hiring talented teams with a heavy emphasis working within rare & complex disease markets
• Aggressively perused by Medicines Company, Chief Commercial Officer, to strategically harness experience's in executing on building out a world class anti-infective commercial sales team
• Worked with market access strategy and execution across all payers, trade, and health systems to ensure successful product launches and pull thru
• Negotiated contract terms and share targets for the Medco hospital product portfolio with Regional and National GPO customer segments
• Increased antibiotic growth 90% while launching 2 new novel injectable antibiotics
• Directly involved in forecasting and the implementation of value-based agreements with key institutions-Southeast
• Monitored and evaluated regional product performance in order to recommend strategic and tactical changes to achieve optimal revenue
• Project lead in the development of multi-model training curriculum designed to optimize sales performance and effectiveness across a range of clinical specialties within the patient care process
• Initialized sales force effectiveness strategies designed to ignite customer engagement, enable hospital access, and create a team environment for both National and Regional sales groups

• Marketed and sold “buy and bill” IV antibiotics to hospitals, Physician Owned Infusion Centers, Hospital Outpatient Infusion Centers, Hospitalists, Emergency Department, Directors of Pharmacy, CMO’s, CFO’s, and CEO’s
• Conducted product presentations and in-services within multiple hospital departments within
• Successfully launched Cubicin IV (novel antibiotic) in the Southeast-2nd highest grossing territory ($15M sales)
• Most successful IV antibiotic launch in US biotech history
• Launched Dificid-first treatment in 30 years for the treatment of C-dificile-top 5 National grossing territory
• Leveraged relationships with both IDN Pharmacy Directors and Payers to build patient order sets
• 2013 winner of the Cube of Excellence award and Consistency Award winner
• 2012 Cube of Excellence winner
• Finished 2012 at 109% for Cubicin and 106% to plan with Entereg (top 10 Nationwide)
• Exceeded quota every year while winning Cube of Excellence 2 times in last 3 years
• Finished 2011 ranked in the top 10 Nationally with over $6 million of cubicin revenue
• Regional MVP winner in both 2011 and 2008 (voted on by peers)
• Promoted to Senior Clinical Business Manager in 2011
• Successfully grew new business in all key accounts from 2009-1010 finishing at 110%
• Finished #1/160 in the nation at 150% to plan for Cubicin sales for 2008

• Call Points: Gastroenterologist, Internal Medicine, and Family Physicians
• Ranked third in new market share growth for year of 2002
• Successfully covered two territories that included Asheville
• Maximized bonus plan every quarter while working with Altana