Leadership Profile

Visionary organizational leader with a reputation for stakeholder influence and building sustainable competitive advantage in new healthcare and pharmaceutical markets through strategic market-driven foresight. Expert in new business development serving multi-million dollar commercial relationships and alliance partnerships. Proven track record of bringing innovative pharmaceuticals to the marketplace and pioneering the development of ground-breaking consumer healthcare programs driving pursuit of billion-dollar markets based on strategic analysis, competitive threat evaluation, sales cycle mapping, and big data management. Business productivity architect leading without rank to drive transformational change, build global partnerships, spearhead divisions, develop leadership teams, generate revenue, exploit technology, improve bottom-line profitability, visualize market strategy, and increase market share.

Health Industry Insights – Bending the Cost Curve in

Professional Experience

MAXIMUS

Reston, VA

President, Health Operations

2012–Present

For-Profit, Publicly-Traded Company | Efficient/Cost-Effective Health & Human Services through

Government Agency Partnerships across North America

Provided organizational leadership in North America aligning government agency partnerships to maximize efficiency and strategize cost-effective health and human services programs. Integrated and managed legacy PSI Health and IT teams to ensure P&L goal achievement and business development.

• Identified +$50MM in new business and submitted client proposals in first 90 days of initial transition.
• Won $171.5MM contracts including:
• Two state health insurance exchanges – combined $60M.
• First multi-million dollar deal Deloitte/MAXIMUS; state integrated eligibility system (IES) – $85.5M.
• Two-year extension of state enrollment broker program – $16M.
• Additional state contracts equaled $10M in first year of operation.
• Led team to secure +$160M of additional business; $140M of that in new contracts.
• Chaired CEO sponsored committee with request to look at new revenue sources; identified a $5B market to pursue.

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Policy Studies Inc. (PSI)

Denver, CO

President, CEO

2006–2012

Acquired by MAXIMUS in 2012 | Public Program Administration Support for Government Clients

Medicaid | Children’s Health Insurance Program (CHIP) | Welfare-to-Work Services | Child Support Enforcement

Ensured P&L goal achievement for each operating division including three regions, a consulting division, and an IT organization.  Executed the due diligence and purchase negotiation when MAXIMUS acquired PSI resulting in a successful business transition.

• Engaged stakeholders in quarterly division state-of-the-operations and profitability performance presentations.
• Instituted top-to-bottom unit review and redesign; reduced net costs by $5M in first two years.
• Collaborated to raise $45M from outside equity firm; success led to funding from Pegasus Capital Advisors.
• Implemented new software platform (Vida); reduced yearly operational costs from $3M down to <$1M.
• In the PSI acquisition, only 3 of 1400 human assets were lost in integration of the companies. 

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Lee Consulting Group

Churchville, PA

President

2005–2006

Consulting with Pharmaceutical Companies to Commercialize High-Cost Injectable Products

Hired to conceptualize and lead team in the development of patient-centric programs designed to ensure adherence and compliance to physician-prescribed therapy.

• Positioned Bristol Myers Squibb to launch two products into the marketplace: Orencia^® and SPRYCEL^®.
• Outlined strategy and necessary tactics to support program development.
• Collaboration resulted in successful product sales of +$1B per year.

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MEDIMedia USA, Triple i Division

Newtown, PA

 

Senior Vice President

2004–2005

 Healthcare Communication Marketing Solutions for Pharmaceutical & Biotechnology Companies

Convey Brand Message to Practitioners & Patients | Comprehensive Market Plan | Practice Management Tools

Recruited by MEDIMedia senior management to spearhead newly-formed alternative sampling division, harness and lead talent, generate revenue, build strategic partnerships, improve bottom-line profitability, visualize market strategy, and deliver business plans and technology blueprint from concept to completion.

• Created new business plan, market-entry strategy, and technology blueprint.
• Developed platform to enhance adherence to pharmaceutical products
• Hired consulting firm to vet business plan; proposal accepted after three-month engagement.
• Cultivated strategic partnership; improved electronic-sampling product line profitability by 100%; $1M per year.

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Web M.D. Health

New York, NY

Senior Vice President Consumer Portal

2003–2004

 Responsive Consumer Portal for Pharmaceutical & Biomedical (PBM) Organization-Sponsored Content

Refined market segmentation strategy for including dynamic channel-focused Medicare Part D consumer portal driven by online promotion, education, and benefits/health management solutions from private portals that spurred Web MD growth at double-digit rates.

• Developed website used by consumers to determine eligibility and cost of benefits.
• Forged PBM underwriter channel partnerships; sold $1M new PBM customer sponsorship.
• Revitalized revenue to $37M in third quarter compared to $31.2M in prior year; 18% gain.
• Increased income before taxes to $10M compared to $8.7M in prior .
• Initiated development of off line marketing – WEB MD magazine.
• Publishing is now the fastest growing part of WebMD’s business.

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McKesson Corporation

Scottsdale, AZ

Senior Vice President Specialty Patient Services

1997–2003

Founded to Pioneer Distribution & Patient Outreach Methodologies Focused on Bioengineered Pharmaceuticals

Joined McKesson when fiscal year finish was $13M in sales and $150K in profit. Oversaw P&L goals for subsidiary and accelerated same business unit at time of departure to $100M in revenue. Generated $30M in profit impacting price per share on McKesson stock (then a $40B company) to five cents per share.

Accelerated growth due to unparalleled success of two major initiatives: 1) Electronic Coupons (in use today with sustainable loyal customer base) that inspired 2) Co-pay Assistance Cards allowing Medicare-eligible citizens access to product discounts from a consortium of seven major pharmaceutical manufacturers. The added value of mining data from participant program initiatives was optimized by rewarding partners with in-depth understanding of and real-time access to both physician and consumer behavior.

• Pioneered electronic coupon process; boasted 4-to-1 ROI in one year, built promotional campaigns copied by every major U.S. pharmaceutical manufacturer; leveraged consortium partnerships for TogetherRX.
• TogetherRX enrolled +1M people in co-pay assistance card program; generated +$10M in sales in inaugural year of program; sold five of the seven companies into the consortium; attended board meetings as only non-LLC member.
• Leveraged mined data to aid partners in developing better market segmentation to focus promotions.
• Amplified company growth from $12M to $100M in sales in four years; 300% increase; $30M profit.

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Additional Experience Prior to 1997

Director of U.S. Marketing for NDC Health, Scottsdale, AZ (today Symphony Health Solutions). Hired as Product Manager for Source Nonretail, a pivotal product to company future in the retail pharmacy and hospital pharmaceuticals distribution marketplace. Produced product for industry demonstration within 18 months of hire that led to initial multi-year, multimillion-dollar sales contract with Glaxo Smith Kline and signaled the end of competitor’s monopolistic hold on this data source. Promoted to Director of Marketing, oversaw products in source nonretail organization, and restructured group to focus business lines resulting in development of clear marketing materials for promoting services.

Product Manager, Respiratory & Anti-effectives at Marion Merrill Dow (now part of Aventis Sanofi). Joined Marion Laboratories as a Sales Representative, promoted to District Trainer, District Manager, Head of U.S. Strategic Planning, and Product Manager of both Seldane and Rifater.  Moved to corporate headquarters as Product Manager to head newly-formed data analytics group, oversaw PDA data collection and development of sales representative compensation program methodology.  Successful rollout copied by every pharmaceutical company in the U.S.

Education / Professional Development

• Columbia University – Executive Marketing Program Focus: Pharmaceutical Marketing Industry, 1994
• Albright College, Reading, PA – Degree in Biochemistry, 1979