Highly accomplished, entrepreneurial Managed Markets Leader that creates innovative strategy, builds infrastructure and leads interdisciplinary teams to execute plans leading to effective and profitable commercial performance with existing and new products in the pharmaceutical markets. Results oriented professional who establishes challenging goals and provides the leadership, motivation and innovation to exceed objectives. Diverse therapeutic background: Cardiovascular, Antivirals-Injectable, Respiratory, Psychiatry, Neurology, Gastroenterology, Endocrinology, Pain, Urology, Pediatrics, Nephrology, Orthopedic, Rare Disease/CF, Medical Devices, and Female Health.
Key strengths include:
• Launching Billion Dollar Products
• Building & Developing High Performance Teams
• Business Planning & Tactical Execution
• 6 President’s Club
• CMS Payer Segments Strategy & Management
• Managed & FFS Medicaid Contracting
• Commercial Payer Segment Strategy & Management
• Managing Co-Promotion Strategic Alliances
• Maximizing Pull-Through Initiatives
I can be reached at stephenbmcfadden@gmail, office number (770) 631-8069, and cell (770) 354-2004.
Regional Managed Markets Director @ From January 2015 to Present (10 months) Greater Atlanta AreaSenior Area Director of Managed Markets @ Senior Area Director-Managed Markets, Eastern US
Leader of Forest’s Account Managers, with national responsibility to create strategy and implement tactics to optimize formulary position and reimbursement for Forest’s evolving product portfolio. Prepare, launch, and protect Namenda XR, Fetzima, Linzess, Tudorza, Daliresp, Viibryd, Teflaro, Bystolic, Benicar, and Savella access and sales. In addition re-launch of Saphris, Zenpep, Canasa, and Plyera,
Key Achievements:
• Led account managers with national responsibility for , MCO, Medicare, PBM, Hospital GPO, LTC Pharmacies, FFS Medicaid Pooling and regional managed care accounts in the South, Midwest, East, Southwest, and Mountain Areas.
• Manage 2 NAMs focusing on ESI, CVS/Caremark, and UnitedHealthcare with sales totaling $1B.
• Led account managers in 10 successful launches with over 70% access with modest rebates.
• Manage account managers that have earned me President’s Club in 2013 & 2012 finished #2 in 2011 and 2010.
• Saved $5M+ in rebates, reducing rates, not renewing underperforming contracts, starting non-preferred discounts.
• Won the “Tudorza and Linzess Formulary Win Contest.”
• #1 Area in Linzess, Tudorza, Teflaro and Viibryd first year of launch.
• Successfully negotiated contracts with ESI, CVS/Caremark, United Healthcare, Prime Therapeutics (BC/BS plans), WellCare, Coventry, Pharmercia, Magellan, and HPG.
• Developed and educated team on ACA and HEOR data.
• Assisted in developing account manager training, new compensation plan, and key success factors.
• Develop scorecards to maximize pull-through with national accounts. From June 2002 to August 2014 (12 years 3 months) eastern us- corporate-wide restructuring, actavis purchaseAccount Manager @ Account Manager-Managed Care - TN, GA, AL, SC
Promoted due to consistent success as Senior DSM. Managing all regional MCOs, regional State Medicaid’s, and assists in pull-through for major national accounts such as CIGNA, Aetna, and ESI.
Key Achievements:
• Continually improved relationship and sales in regional plans, whereby increasing awareness and utilization of company products/treatments gaining preferential positioning on drug formulary lists.
• Trained managers and representatives in business acumen.Regi
• Successfully promoted all 3 major products (Lexapro, Namenda and Benicar) and achieved formulary status with State Medicaid plans for TN, GA, AL, and SC.
• Named Forest Outstanding Account Manager 2001.
• Ranked #3 out of 16 in 2001 and #1 / 20 in 2002 President’s Club.
• Positioned aligned sales districts for successful top 5 national ranking, developed and implemented educational training programs for local sales managers and realizing new business opportunities.
• Earned first contract with BCBS AL. From November 2000 to June 2002 (1 year 8 months) SoutheastSenior Manager @ Senior Divisional Sales Manager
Promotion due to proven record of delivering business results and developing human capital.
Key Achievements:
• Initiated an expansion team of 10 representatives covering GA, SC, and NC. In a 5 year period, averaged 9% turnover. This compared to the national average of 18%.
• Finished #4 in President’s Club Winners for the top 5% of sales.
• Hired and trained over 100 representatives due to major expansions. Maintained constant communications with team of 10 sales representatives to provide support and strategic and tactical sales solutions.
• Outstanding Leadership Award and 2 Outstanding Field Management Awards,
• Successfully launched Celexa as a Divisional Manager. From December 1996 to November 2000 (4 years) SoutheastDivision Manager @ Divisional Sales Manager
Promotion due to proven record of increasing market share, increasing sales and lateral leading.
Key Achievements:
• Managed 11 representatives covering IN, IL, OH, KY, and MI. Finished #10 in President’s Club and Division, started ranked #36.
• Outstanding Field Management Award,
• Ranked #1 in region for Monurol sales.
• Successfully launched Tiazac and Monurol as a Divisional Manager. From July 1995 to December 1996 (1 year 6 months) MidwestSenior Sales Representative @ Senior Territory Sales Representative
Directed sales and marketing of Aerobid, Levothroid, Tessalon Pearls, Esgic Plus, and Lorcet.
Key Achievements:
• President’s Club (4 times).
• Sales Representative of the Year. (3 times)
• Sales Person of the Quarter. (9); Winner of “Getaway Weekend” (4) From June 1991 to July 1995 (4 years 2 months) Florida
BS, Finance @ University of South Florida - College of Business Administration From 1985 to 1989 Ridge High School From 1982 to 1985 Stephen McFadden is skilled in: Managed Care, Neurology, Pharmaceutical Sales, Leadership Development, Organizational..., Business Strategy, Pulmonology, Endocrinology, Business Coaching, Gastroenterology, Cardiology, Return on Investment, Pharmaceutical Industry, Product Launch, Human Development, Rheumatology, Urology, Hospital Sales, Health Economics, Medicare Part D, Pharmacoeconomics, Disease Management, Healthcare Reimbursement, Account Management, Medicaid, Developing Human Capital, Delivering Results, Increasing Sales Revenue, Medicaid Managed Care, Long-term Care, Antivirals-Injectables, Respiratory Products, Psychiatry, Pain Management, Pediatrics, Nephrology, Orthopedic, Women's Health, Cystic Fibrosis, Presidents Club, Key Account..., New Business Development, Strategic Alliances, Healthcare, Sales