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“# 1 Account Manager for Lilly, Amgen, Pfizer, Pharmacia and Searle”

Kamron Hicks                            34 Hickson Rd. • Reston 50114 ' 325.910.7044 È 610.355.3610

 š kamron35@yahoo.com

 Region Account Manager

Creative, tenacious account manager with an exceptional, proven track record in account management, improving access for Lilly, HGS, Pfizer, Pharmacia and Searle. Demonstrated ability to develop, implement, and oversee innovative sales strategies, plans, and campaigns. Strong analytical, communication, presentation, and organizational skills. Effective in building consensus and driving increased sales with key directors of pharmacy executive decision makers, and stakeholders. Extremely strong in leading cross-functional teams to maximize contracting with Medicare, Medicaid and Commercial accounts.

Core competencies include: Strategic Planning • Large Account Management • Business Planning • Prospecting • Situational Leadership • Performance Management • Resource Management • Contract Management • Senior Care Account Management • Consultative Selling

CAREER TRACK

EMC                                                                                                                           Franklin, Massachusetts

Account Management/Lilly                                                                                              April 2009-present

                                                                                                                                         

   Provide highly effective B2B analysis and business planning to major clients that include Eli Lilly and The Human Genome Sciences Company.

„  Increased sales performance of Lilly products by creating and maintaining access within targeted managed care accounts including Health Plans, Self-Funded Employers, Medical Groups, and healthcare Coalitions through the US. Analyze business metrics to create pathways to achieve brand, OPEX, contracting, and marketing goals. Develop metrics to assist clients in integrating B2B issues and requirements, compensation structures, and methods to measure diagnostics through process of contracting, brand measure, and pull-through.

„  Leveraged consultative selling skills and interpersonal relationships with customer base to develop and implement value-added programs to develop and expand markets for Lilly products. Lead cross-functional team of NAM’s, State Director and local District Business Managers to develop strategies and tactics to maximize contract sales and facilitate pull/push through projects to increase sales of Lilly products.

„  Developed active business plans for Lilly in increasing their business franchise products. Insulin, Cymbalta, Cialis are current medications contracted with Humana, Aetna, WellPoint, BCBS, United Healthcare, BCBS Texas, Kelsey-Seybold and many other plans under my leadership. All successful wins were converted into highly successful pull-through communication, tactics, resource utilization, budgeting, target list, co-marketing pieces etc.

Amgen                                                                                                                              Thousand Oaks, CA.

 Regional Account Manager                                                                                                      2004 - 2009

   Utilized managed market account skills and relationship building skills to secure $37 million dollars in new business in my national accounts, GOP contracting, and Medicare business while penetrating and expanding sales contracts to existing accounts. Developed key physicians, pharmacies, P&T committees, and team building skills, in driving share and gross sales with Amgen’s national territories. Managed contracting, budgets, account resources generating high profits in Louisiana, Texas, Oklahoma, New Mexico, Arkansas and the entire eastern seaboard of the US.

„  Developed over 20 effective account-specific pull-through programs including Pharmerica, Ominicare, Neighborhood Care, BCBS, United Health Care, Aetna, Wellcare & Humana. Managed $40 million dollars in GPO contracting business through out US.

„  Developed strategies and tactics in driving key Medicaid contracts for formulary committee’s for state contracts in Texas, Mississippi, Alabama, Louisiana netting over $7 million in sales over a 4 year period.

„  Other accomplishments include successfully blocking competitor contracts and agreements in many states throughout the US, and received numerous awards for the creation of “best practices” in account development methods and practices.

„  Achieved #1 status in market share in 2006, #2 company-wide in 2005, and #3 nationally in 2004.

„  Efforts increased sales from $201 Thousand to $7 Million within 4 years.

„  Quarterbacked all human resources in account planning and budget stages of the “pull through” process.

                                                                                                                                                                     

John A. Bertucci                                                                                                                                 Page 2

Icos Pharmaceuticals                                                                                                                   Seattle, WA

Regional Account Manager                                                                                                       2003 - 2004

   Presented and sold Cialis to Urologists, Internal Medicine, and Family Practice doctors in the managed care arena. Collaborated with clients to develop push-though programs to increase sales of Cialis at Ochsner, Humana, and L.A. Blue. Developed all major contracting for the states of Texas, Louisiana, and Mississippi.

„  Developed and directed national urology speakers successful in expanding brand awareness and a resulting sales expansion across the region and nationally.

„  Achieved 18% of market share post-market launch.  

Searle / Pharmacia / Pfizer                                                                                               New York, New York

Regional Account Manager                                                                                                       2000 - 2003

   Promoted to Regional Account Manager to develop and maintain sales to the managed care market. Products promoted included Celebrex Bextra, Ambien, and Detrol LA. Directed formulary acceptance planning, and created programs for HMOs and other organizations. To

 a key role spearheading clinical trials on a regional basis. Served on the Pharmacia / Pfizer Best Practices Board for Excellence. Facilitated clinical trials with key thought leaders, blocked Merck and other competitors from gaining market share for over a year.

„  Drove efforts resulting in approval of Celebrex and Axert for Louisiana’s Medicaid program.

„  Developed and managed 5 key HMOs, and worked closely with Provider Synergies of Ohio, ESI, Aetna, ADVPCS and Coventry. Guided efforts of 8 sales teams in 3 states, including development of push-through and pull-through strategies.

„  Consistently delivered exceptional results. Secured in excess of $4 Million in sales for Celebrex, Arthrotec, Ambien, Xalantan, and Detrol LA. Increased Ochsner Health Plan business by $4.5 Million in 2001-2002, and launched female healthcare sales within Ochsner, BCBS and ADVPCS to generate $2.5 Million.

„  Drove Celebrex and Bextra to #1 in the Dallas RBC, and managed $3.5 Million in sales to Louisiana Medicaid.

Senior Regional Account Manager: Searle, Pharmacia                                                             1997 - 2000

   Grew New Orleans territory through sales of Arthrotec, Ambien and Celebrex to consistently achieve or exceed sales volume expectations through cold calling, referrals, and other opportunities for managed care clients.

„  Developed and managed top 5 regional managed care accounts: Ochsner, L.A. Blue, Conventry, Aetna, and Advanced PCS to meet revenue quotas and facilitate long-term growth.

„  Finished in #1 for Arthrotec sales in 2000, 1999, and 1998, and #1 in sales of both Ambien and Celebrex during same time period.

„  Honored with the Presidential Commendation award for achieving formulary approval for Arthrotec and Ambien. On OHP and BCBS formularies.

 SmithKline                                                                                                                                                    

District Sales Manager                                                                                                            1996 - 1997

   Built and managed a sales team operating in Louisiana, Mississippi, Alabama, and Florida and promoting Nicoderm CQ and Orasure.

„  Designed and developed highly effective smoking cessation programs for the Florida and Louisiana state prison systems, engineered critical smoking cessation programs for Winn Dixie and Eckerd Drug clients. In addition, developed national account smoking cessation programs in collaboration with the National Cancer Society., and smoking cessation and AIDS programs for the State of Louisiana Medicaid system.

„  Directed efforts securing Federal Ryan White grants for AIDS programs at Louisiana State University and Tulane Medical Center.

„  Ranked as #3 out of 25 District Sales Managers in the Eastern Region.

Previous positions include: Sales Manager – WJS HealthCare • Division Sales Manager – Smith & Nephew

LEARNING CREDENTIALS

Bachelor of Science – Louisiana State University

Additional courses, seminars and workshops include: Pepperdine University MBA

John A. Bertucci                                                                                                                                 Page 2

Icos Pharmaceuticals                                                                                                                   Seattle, WA

Regional Account Manager                                                                                                       2003 - 2004

   Presented and sold Cialis to Urologists, Internal Medicine, and Family Practice doctors in the managed care arena. Collaborated with clients to develop push-though programs to increase sales of Cialis at Ochsner, Humana, and L.A. Blue. Developed all major contracting for the states of Texas, Louisiana, and Mississippi.

„  Developed and directed national urology speakers successful in expanding brand awareness and a resulting sales expansion across the region and nationally.

„  Achieved 18% of market share post-market launch.  

Searle / Pharmacia / Pfizer                                                                                               New York, New York

Regional Account Manager                                                                                                       2000 - 2003

   Promoted to Regional Account Manager to develop and maintain sales to the managed care market. Products promoted included Celebrex Bextra, Ambien, and Detrol LA. Directed formulary acceptance planning, and created programs for HMOs and other organizations. Took a key role spearheading clinical trials on a regional basis. Served on the Pharmacia / Pfizer Best Practices Board for Excellence. Facilitated clinical trials with key thought leaders, blocked Merck and other competitors from gaining market share for over a year.

„  Drove efforts resulting in approval of Celebrex and Axert for Louisiana’s Medicaid program.

„  Developed and managed 5 key HMOs, and worked closely with Provider Synergies of Ohio, ESI, Aetna, ADVPCS and Coventry. Guided efforts of 8 sales teams in 3 states, including development of push-through and pull-through strategies.

„  Consistently delivered exceptional results. Secured in excess of $4 Million in sales for Celebrex, Arthrotec, Ambien, Xalantan, and Detrol LA. Increased Ochsner Health Plan business by $4.5 Million in 2001-2002, and launched female healthcare sales within Ochsner, BCBS and ADVPCS to generate $2.5 Million.

„  Drove Celebrex and Bextra to #1 in the Dallas RBC, and managed $3.5 Million in sales to Louisiana Medicaid.

Senior Regional Account Manager: Searle, Pharmacia                                                             1997 - 2000

   Grew New Orleans territory through sales of Arthrotec, Ambien and Celebrex to consistently achieve or exceed sales volume expectations through cold calling, referrals, and other opportunities for managed care clients.

„  Developed and managed top 5 regional managed care accounts: Ochsner, L.A. Blue, Conventry, Aetna, and Advanced PCS to meet revenue quotas and facilitate long-term growth.

„  Finished in #1 for Arthrotec sales in 2000, 1999, and 1998, and #1 in sales of both Ambien and Celebrex during same time period.

„  Honored with the Presidential Commendation award for achieving formulary approval for Arthrotec and Ambien. On OHP and BCBS formularies.

 SmithKline                                                                                                                                                    

District Sales Manager                                                                                                            1996 - 1997

   Built and managed a sales team operating in Louisiana, Mississippi, Alabama, and Florida and promoting Nicoderm CQ and Orasure.

„  Designed and developed highly effective smoking cessation programs for the Florida and Louisiana state prison systems, engineered critical smoking cessation programs for Winn Dixie and Eckerd Drug clients. In addition, developed national account smoking cessation programs in collaboration with the National Cancer Society., and smoking cessation and AIDS programs for the State of Louisiana Medicaid system.

„  Directed efforts securing Federal Ryan White grants for AIDS programs at Louisiana State University and Tulane Medical Center.

„  Ranked as #3 out of 25 District Sales Managers in the Eastern Region.

Previous positions include: Sales Manager – WJS HealthCare • Division Sales Manager – Smith & Nephew

LEARNING CREDENTIALS

Bachelor of Science – Louisiana State University

Additional courses, seminars and workshops include: Pepperdine University MBA

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