September 26 - 28, 2018
The Westin Copley Place, Boston, MA
Contact Us: 1.888.482.6012
Jay Graves is Vice President of Sales for the US Roche Diabetes Care Division and is responsible for leading all field sales and sales operations functions.
Since joining Roche in 2006, Jay has held several positions within Diabetes Care to include Physician Field Sales Representative, Region Business Manager – Health Care Provider, Region Business Manager – Managed Care, Retail and Distribution, Area Business Director for the Central and Western US and Region Marketing Director for Blood Glucose Portfolio.
Jay began his professional career in 1998 as an Intelligence Officer in the United States Army. In the Army, Jay held multiple leadership positions and global deployments including tours in South America, Central America, The Caribbean, South Korea, The United Kingdom, Jordan and Iraq. After leaving the Army, Jay worked as a Field Sales Representative in Sanofi-Aventis’ Metabolism Division before moving to Roche Diabetes Care.
A native of Raleigh, N.C., Jay earned a bachelor’s degree in Political Science and Military Science from North Carolina State University and an MBA at the University of North Carolina at Chapel Hill.
Senior Director of Marketing – MCE
Deb grew up in Green Bay, Wisconsin and graduated with her Master’s degree in Audiology from Memphis State University. After seven years practicing as a pediatric audiologist at Riley Hospital for Children in Indianapolis, Indiana, Deb and her husband relocated to South Carolina where she joined Eli Lilly and Company. She has been with Lilly for the past 18 years in sales and marketing, with the vast majority of her experience in marketing roles across both the US Affiliate and Global Brand Development. She possesses deep cardiovascular experience, extensive alliance experience, and she played a key role in the US launch of Effient. Deb was most recently the Senior Marketing Director of IHP Marketing (CIALIS, Strattera, Axiron) and Puerto Rico within the US Bio-Medicine’s Business Unit, having profit and loss responsibility for $2B+ of revenue. Most recently, she assumed the leadership role of a cross-functional team which is leading the transformation of the go-to-market model for healthcare professionals across all three business units.
Deb delivers strong results through building empowered, high achieving teams by focusing on individual development, accountability, and recognition. She has extensive experience developing and executing the health care provider marketing strategy and efforts both on the global and affiliate side of the business, including hospital experience and US product launch, amongst the therapeutic areas of cardiovascular, osteoporosis, and Men’s Health. She expanded her expertise to include robust direct to consumer marketing, payer marketing and contracting, and an expanded breadth of multi-channel marketing. Deb also engages in the marketing community by serving as a marketing facilitator within Lilly, and by serving as a guest lecturer at the Butler Lacy College of Business and Indiana University Kelly School of Business. She also serves on the board for Pharma Force and on the Strategic Marketing Board for the Lacy College of Business at Butler.
Deb’s free time is dedicated to doing volunteer work for Helping Challenged Children, LLC, which provides medical equipment to children in need, and she volunteers throughout the year with her family. Her personal interests include playing volleyball, sketching, attending Green Bay Packers games as a loyal season ticket holder, cheering on the sidelines for her two very active children, and relaxing at the lake with her husband, kids, and friends.
Vice President, Strategy and Commercial Development
Aleks Alacahan currently serves as Vice President, Strategy and Commercial Development for Salix Pharmaceuticals. Bringing nearly 20 years of commercial experience within the biopharmaceutical sector and having served as Vice President, US Sales for GI, Key Accounts and Pain divisions, Mr. Alacahan is passionate about the work being done in the healthcare landscape to help provide valuable solutions to the healthcare communities we serve.
Mr. Alacahan joined Salix in 2009, during a pivotal time, helping springboard Salix to being the class-leading GI organization it is today. He played a critical role in the introduction of portfolio-expansion products, including the successful launch of Xifaxan (a non-systemic antibiotic) for hepatic encephalopathy and irritable bowel syndrome (IBS-D). Mr. Alacahan was instrumental in the building, development, and leadership of several specialized sales teams across multiple channels. Prior to Salix, he spent 8 years at DEY Pharmaceuticals, holding various leadership positions in Allergy, Asthma and COPD in the US Market. Mr.
Alacahan earned his Bachelor of Science degree in Business Management from Fairleigh Dickinson University in Madison, NJ and is pursuing his MBA at COX School of Business in Dallas, TX. He is also a member of several distinguished healthcare organizations, striving to advance solutions in the healthcare sector.
Head of Vaxelis (PR5I) and Marketing
Sanofi Pasteur (Pending)
Trained as a medical doctor and innovation consultant, Kasia Hein-Peters, MD has more than 20 years of experience in pharmaceutical industry, in both developed and emerging markets. She specializes in launching new medicines and vaccines, managing product life-cycles, and developing integrated stakeholder communication and engagement campaigns. Through mentoring and coaching, Kasia builds highly performing, diverse, international teams. She frequently speaks on global brand management, multicultural marketing and human-centric approach to pharmaceutical marketing. Currently, Kasia is preparing launch of a new hexavalent vaccine as a Marketing Head within MCM Vaccine Co., a joint-venture between Sanofi Pasteur and Merck & Co., Inc.
Director, Commercial Excellence
Jennifer Muszik is currently the Director of Commercial Education at Roche Diagnostics, focusing on Sales, Marketing and Commercial Excellence. She is leading the efforts to maximize sales colleague and leader impact by enhancing both the sales new hire and leadership curriculums for the organization.
PPrior to joining Roche, Jennifer spent over sixteen years in the Pharmaceutical Industry holding eight different positions at Pfizer, Inc. including more than twelve years in formal and informal leadership roles, as well as in leadership training. Jennifer has authored two sponsored research articles on the State of the Life Sciences Commercialization Report. Due to Jennifer’s depth of experience, she has presented at numerous national and local conferences. In the Life Science industry, she speaks on several topics including: The Evolving Commercial Pharmaceutical Sales Model and on The Impact of the Evolving Healthcare Market on Pharmaceutical Marketing, Sales & Training.
Brian Peters is Vice President, Marketing, for Medac Pharma, Inc, where he recently led the launch efforts for Medac Pharma’s first product. He brings 28 years of both client and agency side strategic pharmaceutical marketing experience to the Brand & Portfolio Management for Specialty Products event. Working in a small company environment, he wears many hats and brings a unique perspective on the challenges of pharma marketing with limited resources.
John O’Connor is an experienced professional with more than 30 years of demonstrated success in management, sales, contracting, and marketing. He has served on the executive management team at numerous companies and launched over fifteen products in multiple therapeutic areas during his career.
In 2010, Mr. O’Connor joined AMAG Pharmaceuticals, Inc., a biopharmaceutical company focused on bringing therapeutics to market that provide clear benefits and help improve people’s lives, and has served as national sales director, vice president, sales since 2012. In this role, he leads the sales organization for the company’s anemia management and cancer supportive care products and serves on the commercial leadership team, developing the strategies that have resulted in year-over-year sales growth for these products. From 2010 to 2012, Mr. O’Connor held various positions of increasing responsibility at AMAG that included director of national accounts and business unit director for the eastern half of the United States during which time he was recognized for being a national sales leader.
Prior to joining AMAG, Mr. O’Connor was the principle and co-founder of Healthcare Management, a company that offers sales and reimbursement strategy consulting services, from 2008 to 2010. He was vice president of sales for Critical Therapeutics from 2004 to 2008 where he led the commercial sales team. Prior to that, he served as senior vice president of sales and corporate marketing at MedCases, Inc. Mr. O’Connor began his career as a professional sales representative at GlaxoSmithKline in 1987.
Mr. O’Connor holds a Bachelor of Science degree in Communications from the University of Vermont.
Lead, US Public Affairs Cardiovascular Unit
Mike Capaldi is AVP, Cardiovascular Public Affairs for Sanofi US in his 21st year with the organization.
In this role Mike interfaces with important healthcare stakeholders in order to bolster Sanofi’s commitment to the singular purpose of working passionately, every day, to understand and solve healthcare needs of people across the world.
Prior to this he led Sanofi’s civic action program which encourages employee engagement in the political process. That included leading the grassroots platform, employee PAC and other advocacy programs. Mike has also partnered with appropriate trade associations and external policy coalition groups on important healthcare industry issues. Finally, he was a member of the state government affairs team monitoring the legislative landscape in CT, ME, NH, RI and VT.
Mike has a broad set of experiences at Sanofi including work in Sales, Corporate Social Responsibility and Training & Development for 12 years where he was responsible for the T&D of nearly 10,000 field and headquarter-based employees. Mike served as President of the Society of Pharmaceutical and Biotech Trainers (now L-TEN) in 2010-11. In 2007, he earned a Masters of Education in Corporate Training & Knowledge Management from Jones International University.
Associate Director, Cardiovascular, Sales Training
Bristol Myers Squibb
Keith has 25 years of experience in the pharmaceutical industry where he honed his sales, sales management, operations and sales training skills with top fortune 500 companies. Keith is currently an Associate Director at Bristol Myer Squibb were he leads a training team.
Director, Worldwide Marketing Operations
Jennifer Adams is the Worldwide Marketing Operations Lead at Bristol Myers Squibb. She has been instrumental in setting up the Marketing Operations role and model in the US and its expansion across EU/EMAC and Asia. She will be speaking at PharmaForce on the transformation of the Worldwide BMS Marketing execution model, efficiencies gained through transformation and her recent rollout of the new work management software, Workfront.
In addition to her most recent achievments, Jennie spent over 17 years in Financial Services, launching her career supervising a call center in Global Operations, moving to Sales and Strategies in Capital Markets where Jennie pioneered a digital solution in lieu of a paper/fax process for 250,000 financial advisors. She spent 9 of those years building out a long-lasting, third party strategy and multi-channel benefit portal for millions of users within Interactive Marketing, still in use today.
While she does have a loyal track record for sustained employment at large public companies such as Prudential Securities, Citigroup and BMS; Jennie did spend some time in the Non-Profit sector as well, reengineering a web site platform and implementing a complex CMS. She also ran the Digital in-house agency at BMS, streamlining communications and improving relationships globally.
Jennie has won a numerous awards. She has a BS from Arizona State University in Sociology and completed a Wharton Executive course, Advancing Business Acumen in 2014.
Senior Associate Director, Customer Engagement Strategy
Neil Keene is a marketing innovator and digital/MCM expert with over 20 years of progressive experience ranging from large organizations to startups. He has multiple levels of strategic Multi-channel experience in the Pharmaceutical/Biotech and Medical Device space. Most recently, Neil worked as Director, Customer Engagement Strategy at BI and helped to create a new organizational capability and framework for developing an enhanced MCM strategy. In addition, he has worked with market-leading pharmaceutical companies GSK, Teva Pharmaceuticals and Forest Laboratories. Neil earned his BA from The George Washington University and his EMBA from Villanova University.
Oncology Sales Training Consultant
Brad Hummel has more than 16 years of commercial experience in the Life Sciences industry. He has served in various sales, training, and management roles to support pharmaceuticals, medical devices, and specialty pharmacy services. Currently, Brad is responsible for developing and delivering training content to support the Lung Cancer sales force at Bristol-Myers Squibb. Before joining BMS, he was the Director of Field Force Effectiveness and Sales Training at Entera Health. Brad is an expert in the psychology of influence with a proven track record of success implementing advanced sales methodologies. He is also an authority in sales simulation and how to build programs that truly drive sales performance.
Urology Marketing Director
Strategic Insights & Analytics
Najur Runganadhan is a Business Partner, supporting the US Pharma Division at Novartis. He was previously Head of Commercial Effectiveness for the US Pharma COPD Franchise, and joined Novartis as a lead within the Portfolio & Advanced Analytics team, supporting the US Pharma Division.
Prior to Novartis, Najur led the West Coast CES Delivery Team at IMS Health, supporting a broad variety of pharma, bio-tech and oncology focused companies, primarily located on the West Coast.
He also has extensive experience working at the brand and portfolio level across Patient and HCP focused sales, marketing and commercialization efforts in both client-side and consulting roles, for companies such as J&J, Pfizer, Wyeth, AstraZeneca, Lily, and others.
He has led and been part of pre-launch, launch and LOE product teams, working across a variety of therapeutic areas within the CV, Metabolics, Oncology, Immunology, Neuroscience, GI, Infectious Disease and Vaccines categories.
Former Head of Global R&D
Dr. Locwin is President of a healthcare advisory organization and conducts industry-leading work on risk management in pharma and healthcare, improving hospital and clinical practice, as well as patient outcomes. His work has led to improvements in hospital performance (reductions in post-surgery complication rates, reductions in infections, improved survival) as well as improvements in the actual use and application of proper evidence-based medicine. He has been featured in The Wall Street Journal, Forbes, The Associated Press, and other top-tier media outlets and gives speeches internationally.
Internal Medicine Business Technology Lead
Pfizer Innovative Health
Mark has over 20 years of experience partnering with Executives to make technology investments that drive business results. Mark is currently Business Technology Lead for Cardiovascular Metabolic at Pfizer. He has been leading the Global Innovative Pharma Digital Program for the last 2 years to target investments in emerging areas of digital healthcare. He also co-leads Quitter’s Circle, an innovative digital program to get smokers to engage in HCP assisted quits. During his 18 years at Pfizer, Mark has held several leadership roles in Business Technology, helping executives exploit marketplace opportunities using technology and process including: Commercial Operations, Specialty & Oncology, Drug Portfolio Management, Primary Care U.S. and Pfizer Health Solutions.
Prior to his career at Pfizer, Mark was an Engagement Leader with Arthur Andersen Business Consulting for 8 years. During this time he led many large-scale business transformation programs for such companies as NYNEX, GTE, Columbia Gas and Weyerhaeuser Mortgage. Mark was a key player in developing the Arthur Andersen's Business Consulting practice in both the Los Angeles and New York.
VP, Sales & Marketing
Mr. Jason Menzo is the Vice President of Sales & Marketing for Sun Pharma’s emerging eye care division, Sun Ophthalmics. In two short years, Mr. Menzo has led the commercial group from being a team of one, to the fully staffed and operational team of 100+ high performing professionals that it is today. Encompassing sales, marketing, training, operations and professional relations, his team has adopted a “concierge service” mindset to engage the professional audience, and a world class corporate culture that has attracted top talent.
Sun Ophthalmics officially burst onto the scene in 2016, and is now one of the most recognized companies in the space today. In parallel, their first product launch, BromSite® is enjoying a robust trajectory into the branded topical NSIAD space, and has already eclipsed a 15% market share in only 6 months in market.
With a robust pipeline, the Sun Ophthalmics team has a bright future with many additional product launches planned in the coming years.
Prior to his role at Sun, Mr. Menzo has held various positions of increasing responsibility in Sales, Marketing, Learning & Development, and Operations in the Pharmaceutical, Medical Device, and Diagnostics categories. Some of the organizations he has been a part of include: Nicox, Bausch + Lomb, Inspire Pharma, and Bayer.
Mr. Menzo is originally from metro – Detroit, and is married with three young children.
The Aurora Project: Illuminating Commercial Pharma’s Path to Patient Centricity
Jill Donahue, HBa, MAdEd is on a mission to lift pharma – to help us gain back our ability to influence and contribute to better outcomes.
When Jill was 35, she lost her father to an avoidable prescribing error. As a professional in the pharmaceutical industry, she asked herself: ‘What if my Dad’s doctor’s rep had been able to access and influence him more effectively?’
She is a firm believer that the greatest outcomes will be achieved when we shift from being script centric to patient centric. As a global thought leader in pharma, she is winning awards for her work, delivering talks at global conferences, publishing in industry journals and serving pharma teams.
To help commercial pharma people influence ethically so they can make a difference in patient outcomes and improve sales simultaneously, she authored 2 books which became the most popular programs ever seen at Canada’s Council for Continuing Pharmaceutical Education. These spread by word of mouth to 25% of the reps in Canada and won the LTEN Award of Excellence. She also co-founded The Aurora Project; a global volunteer group of thought leaders trying to illuminate commercial pharma’s path to patient centricity.
Jill’s programs are engaging, insightful and game-changing. You can connect with her at https://www.linkedin.com/in/jillexcellerate/
Associate Director, Sales Force Effectiveness
Amy Tamburrino is dedicated to helping individuals and organizations maximize employee engagement to achieve strategic goals. She has more than two decades of experience in the sales, training, and marketing, and developing people and organizations from start up to Fortune 1000. Her passionate, experiential approach focuses on skill evolution with sustained performance and accountability. Amy’s current forward looking role helps the sales force and organization be prepared for the evolving future.
Senior Manager, Customer Engagement & Marketing Innovation
Tracy has over twenty years experience in marketing and innovation. With an MS in Advertising, Tracy started her career in traditional Consumer Packaged Goods advertising but soon moved to digital strategy and marketing. While working for Agency.com and Razorfish, Tracy drove results for Fortune 500 clients across Business to Business, Consumer Goods, Financial Services and Manufacturing industries. Tracy is now applying her skills in the pharmaceutical industry at Takeda as Sr. Manager, Customer Engagement & Marketing Innovation where she leads Social Media and Mobile channel strategy and integration. She is a digital evangelist who is passionate about evaluating evolving trends, identifying gaps and creating solutions to drive engagement and ultimately results for Patients, HCPs and Payers.
Senior Sales National Trainer
The Doctors Channel
Born in New York, Michael grew up in Trumbull, Connecticut. He attended the University of Michigan for undergrad and went on to the University of Connecticut for medical school. After completing his residency in internal medicine at the University of Chicago Hospital in 2002, he left clinical medicine to pursue a career in medical education.
He is the President and Co-Founder of MDea, a creative medical education company in NYC, and The Doctor’s Channel, known as the “educational YouTube for doctors.”
Michael serves as a Managing Director of BESTMSLs, a contract MSL organization, where he brings medical and technology expertise to field organizations. He is also one of the founders of the physician recruiting firm DrCruiter.com.
Michael has a passion for technology and gadgets, not to mention his wife and two beautiful daughters, Ava and Jordan.
Chief Medical Officer & Head of Healthcare
Samsung Electronics America
Dr. Rhew has served as CMO and Vice-President for Global Healthcare at Samsung SDS; Senior Vice-President and CMO at Zynx Health Incorporated; clinician/researcher in the Division of Infectious Diseases at the VA Greater Los Angeles Healthcare System; and Associate Clinical Professor of Medicine at UCLA. Dr. Rhew has served on the National Quality Forum’s (NQF) Steering Committee for Pulmonary and Critical Care quality indicators and is currently on the NQF Consensus Standards and Approval Committee. He co-holds six U.S. technology patents that enable the authoring, mapping, and integration of clinical decision support into the electronic health record. Dr. Rhew’s interests include measurably improving the quality, safety, and efficiency of patient care and applying technology to engage patients and consumers in their health care.
Vice President, Sales
Bio Products Laboratory
With over 25 years of experience in the pharmaceutical industry Bob has continually demonstrated a passion for building customer focused teams, strong employee engagement and delivering results. He has worked closely with a variety of key stakeholders within the industry to ensure patient-centric solutions help improve outcomes in local communities across the US. In his current role, Bob is the head of sales for Bio Products Laboratory leading his sales team across all classes of trade.
Previously Bob has led large pharma sales teams as a Vice President with national responsibility for GSK and Sanofi in specialty, hospitals, primary care, LTC and IDNs in the respiratory, cardiovascular, metabolic, urology and diabetes therapeutic areas.
President & CEO
Anita Burrell Consulting LLC
Anita Burrell is a dynamic, passionate and infectiously enthusiastic consultant focused on improving patient outcomes through pharmaceutical innovation. She is also an adjunct assistant professor at Rutgers University and a regular speaker on health economics, market access and mHealth.
Anita has 23 years of experience in the pharmaceutical industry in a wide variety of roles. She has been responsible for strategic commercial execution on the Sanofi diabetes portfolio, led Aubagio, the oral MS therapy through submission and approval in over 30 markets worldwide and been responsible for global pricing, reimbursement support and market access for launch products throughout her career.
Anita joined the pharmaceutical industry as a pioneer in the field of Health Economics for Burroughs Wellcome. After increasingly senior roles within the UK, she moved to New Jersey in 2001 where she has made her home apart from a sojourn for Sanofi to spend 4 years in Paris, France.
Anita holds a BA (Hons) in Economics from the University of Stirling, an M.A. in Economics from Dalhousie University, Nova Scotia, Canada, and a Masters in Business Administration from Kingston University, Surrey UK.
In her spare time she is a Director at Large for the Mid Atlantic chapter of the Healthcare Businesswomen’s Association, likes to read a wide variety of literature, ride horses and experience different cultures through travel.
Healthcare Sales Strategy and Sales Operations Leader
John Crowley is a business executive, speaker, writer and proud knuckle-dragging Healthcare Sales guy.
For the past 18 years, he has held sales roles ranging from inside sales, outside sales, sales management, sales leadership. John is currently the Vice President of VitalSourceTM GPO at Cardinal Health, a Fortune 26 company. He leads the country’s largest Community Oncology & Urology Group Performance Organization managing the purchases for more than 3,500 physicians and billions of dollars in spend.
John’s passion for the Healthcare Sales began when he battled lung cancer and experienced the value physicians, patients and healthcare systems derive from the “sales rep”. Without Healthcare Sales Professionals, physicians would be undereducated, patients would go untreated and care facilities would be at risk. John lost a lung but gained an experience that fueled his passion to empower the Healthcare Sales profession.
John’s weekly blog, www.justjohncrowley.com aims to simply our complex healthcare system so reps can sell more. His book – Knuckle Dragging Sales, How to Build a 7-Figure Sales Career will launch in January of 2018.
Principal, Todd Strategy Group, Former Acting Branch Chief, Health and Human Services Branch
The White House Office of Management and Budget
John Colleran joined Todd Strategy in spring 2016 and specializes in regulatory, budgetary, and legislative insights. Prior to joining Todd Strategy, John was an Associate Director for Policy within Navigant Consulting’s Center for Healthcare Research and Policy Analysis. The Center was responsible for developing Navigant Healthcare’s non-partisan thought leadership and organization strategy surrounding the trends, policies, and structural shifts in the healthcare market.
Before Navigant, John spent seven years as a non-partisan Program Examiner within the White House Office of Management and Budget (OMB) serving both President Obama and President Bush. In that capacity John worked with White House and senior Department of Health and Human Services (HHS) officials to develop Administration policy positions, analyze Congressional action, and evaluate HHS operations. John was a member of the White House team responsible for the legislative analysis of the Affordable Care Act (ACA) and partnered with HHS officials to oversee initial ACA implementation.
John’s additional professional experience includes time as an independent healthcare consultant and a member of the strategy team at the Blue Cross and Blue Shield Association.
John received his B.A at Georgetown University and during his senior year was a Research Assistant at the White House Office of National Drug Control Policy.
VP, Commercial Services; Retired Board & Strategic Advisor
Procter & Gamble; Verix
Andy Walter is a business results-driven professional with extensive experience in strategy, development, execution, and operations across Analytics, IT, and Shared Services. He led the Commercial Services & Delivery Organization (over 1500 IT and multifunctional professionals) for Procter & Gamble’s Global Business Services (GBS). He was responsible for IT & Shared Services for all Global Business Units and Markets around the world. His team was accountable for developing cutting-edge digital capabilities for Procter & Gamble to win “where it matters most,” with Consumers, Shoppers, and Retailers. This included all eBusiness, Consumer Services, BI/Analytics, Sales Force Solutions, Project Delivery, Business Process Services, and A&D / Company restructuring efforts.
Andy has been working for over 15 years in Board level advisory roles across numerous non-profit and private companies & serving in CEO strategic level advisory roles. He joined Verix advisory board after joining forces with Verix during his P&G tenure to bring about a revolution in the company's approach to business analytics.
Doron Aspitz is a visionary and seasoned executive, with over 20 years of technical and business management experience in growing technology companies in dynamic markets. Doron specializes in building and expanding early-stage companies with a customer-centric approach.
Doron was previously co-founder, chairman, and CEO of Blue Pumpkin Software, a leading workforce management solutions company. Blue Pumpkin received numerous industry accolades for transforming the way companies manage employees and improve their customers’ experience. Call Center Magazine awarded Doron with their “Pioneer of the Year” award as a tribute to his industry contributions. Doron drove Blue Pumpkin to achieve strong profitability and growth during difficult times and led the company to a very successful acquisition by Witness Systems (NASDAQ: WITS) in 2005. Prior to founding Blue Pumpkin, Doron held global business and senior technical management positions at Tandem Corporation and IBM. Doron holds a Masters in MIS and a B.Sc. in Economics and Statistics, both from the Tel Aviv University.
Lance Scott is the Chief Executive Officer of Zephyr Health; the Insights-as-a-Service leader harnessing the power of global health data to help Life Sciences companies engage the right physicians, accounts and institutions. He drives the company’s strategy and operations for growth with a customer-centric focus given his deep, global expertise in Pharmaceuticals, Medical Device, Primary Care and Specialty Pharma.
Prior to joining Zephyr Health, Lance spent over 24 years with Abbott CardioVascular, Abbott Pharmaceuticals and Abbott Laboratories where he held various roles in multi-billion dollar divisions leading sales, marketing, acquisition integration and product launches. His natural capability to engage stakeholders at every level,
internally and externally, and bring them together around a common, executable goal speaks to the success he has achieved across roles and organizations.
Lance’s strong background as a Life Sciences executive, his open and collaborativemanagement style, and his attention to data-driven decision-making for business excellence position him uniquely to lead Zephyr Health. Lance speaks regularly on:
• Why Can’t We be Friends? Best Practices for Aligning Commercial Teams with Data
• From Doses to Data: Transitioning from Pharma to Silicon Valley
• Foreseeing Pharma’s Future: The Challenges Facing the Industry
• Finding True North: Guiding Life Sciences Companies on the Compass of Data
Lance holds a BA in Biology from Baylor University and an MBA from Texas A&M. He is on the Board of Trustees of A Gifted Education (private primary school) and acts as an advisory to HealthTech Capital, a group private investors dedicated to funding and mentoring start-ups at the intersection of healthcare advanced technology. He lives in Santa Clara, CA with his wife and two children.
Vice President, Business Development
LexisNexis Risk Solutions
Don is the Vice President of Business Development, and is responsible for the overall performance of the LexisNexis claims-based solutions.
Don has over 20 years of experience in the health care industry, spanning roles in market research, sales, and account management. At LexisNexis, Don has responsibilities for business development and account management. He works with pharmaceutical, biotech, and medical device companies, as well as other health care-related organizations, to provide strategic consulting and information solutions to sales, commercial operations, and marketing, across the full range of LexisNexis Market Intelligence solutions.
Prior to joining LexisNexis, Don was Sales Director at IMS Health, one of the world’s largest data and information companies in the pharmaceutical and healthcare industry. In this role, he supported numerous clients across multiple segments, including pharmaceutical and biotech companies, ad agencies, government agencies, consulting firms, and other health care-related organizations.
Don holds a BS in Business from Stockton University, and an MBA in Pharmaceutical Marketing from St. Joseph’s University.
Executive Director of Life Sciences Solutions
Throughout his 20-year career in pharmaceutical and consumer healthcare, Dan Henry has worked with life sciences companies across many therapeutic areas and consumer categories to fulfill their business goals. As the Executive Director of Life Science Solutions at Outcome Health, Dan leverages his background to help life science companies better connect with providers and patients during critical moments of care.
Dan previously held leadership positions at Otsuka America Pharmaceuticals and GlaxoSmithKline Consumer Healthcare, and began his career in the field in pharmaceutical sales. He holds deep global sales and marketing experience, honed while living abroad and managing a portfolio of brands in Asia and Latin America. Recognized for his expertise in developing productive, cross-functional teams, Dan is a seasoned leader of large organizational change efforts. His accomplishments include accelerating digital marketing programs and synergizing selling efforts for independent pharmacies across emerging markets.
MD, Co-Founder & Chief Medical Officer
From 2007-2010, Dr. Bhan worked with Clinovations and managed several large hospital system EHR implementations, outcomes measurements and data analysis. Dr. Bhan obtained his Doctor of Medicine at the University of Miami School of Medicine and he is board certified in Family Medicine.
Julia Phillips serves as the manager of Customer Success at CoverMyMeds. She is responsible for helping identify the impact prior authorization (PA) support has on pharmaceutical brands and their providers through strategic insights and analytics. She has helped numerous brands overcome managed care challenges to generate increased revenue, improve provider perceptions of access and increase script writing momentum. Prior to joining CoverMyMeds, Julia worked in pharmaceutical advertising and helped drive the HCP and Access Support strategies in a wide variety of therapeutic classes through every state of product lifecycle. Her experience helps pharmaceutical manufacturers align PA support effectively within their overall brand strategies and gain key insights around their patient and provider journeys.
VP, Professional Services
Erich Sachse has 18 years of experience leading engagements to assess and transform sales operations and improve sales performance for over 80 clients in various industries around the world, with a heavy focus in Life Sciences (including Pharmaceuticals, Biotechnology, Animal Health, Vaccines, and Medical Devices).
In his role at Optymyze, Sachse demonstrates for clients how the unique combination of people, process and technology help to improve sales force effectiveness.
An expert in Sales Incentive Compensation, Sales Force Deployment (including sales force sizing, territory optimization, and call planning), Sales Analytics, and Sales Quotas, among other areas.
Chief Sales Officer
Sales Partnerships, Inc
Fred Kessler is Sales Partnerships’ founder and CEO, and an early pioneer in the field of sales outsourcing and sales performance management. He helps enterprise businesses bridge the innovation and efficiency gap for engaging customers and growing revenue using analytics, scalable processes, and technology. He founded Sales Partnerships in 1997.
Fred has two decades of sales and sales management experience. As a life sciences sales representative he set records for achievement in sales, sales management and sales program development. Fred was twice honored, in two different industries, as being in the top 5 of all sales reps in his industry (Pharmaceuticals and Publishing Distribution). His background also includes director positions in Fortune 500 companies as well as two stints as a VP of Sales (publishing and software).
Fred has been recognized as an innovator and pioneer in changing how the business of sales is done, both in his role as CEO of Sales Partnerships and in his overall career in sales and sales management. He is a regular speaker at industry events ranging from market growth hacks through buyer motivation, and at Inc. Magazine’s Growth Conferences. In 2016, Fred won a Stevie Award for Sales Chief Executive of the Year in North America from the American Business Awards.
Tom Fox is the Compliance Evangelist™. He has practiced law in Houston for 34 years. He was most recently the General Counsel at Drilling Controls, Inc., a worldwide oilfield manufacturing and service company. He is now one of the country’s leading experts on compliance, risk management, and corporate governance.
Tom is the author of the international best-selling books “Lessons Learned on Compliance and Ethics” and “Best Practices Under the FCPA and Bribery Act” as well as ten other books, including his series Fox on Compliance. His seminal work on the design, creation and implementation of a best practices compliance program is Doing Compliance, was published by Compliance Week in October 2015. His most recent book is 2016 – The Year in Corporate FCPA Enforcement: Cardinal and Provident was released in May 2017. He is an internationally recognized speaker on corporate compliance programs.
Tom leads the social media discussion on compliance with his award-winning blog, The FCPA Compliance and Ethics Blog and seven podcasts; The FCPA Compliance Report, Compliance into the Weeds, Everything Compliance, This Week in FCPA, 12 O’clock High-a Podcast on Business Leadership, One Month to Operationalizing Your Compliance Program series and Unfair and Unbalanced-with Roy Snell.
Carole Gins, President/CEO of IC Axon, is the overall leader of the company, with a focus on strategy, financial management, sales and marketing, development and launch of innovative services, and client engagement. She is responsible for overseeing operations primarily in Canada and the United States, as well as in Europe and Latin America.
Prior to joining IC Axon in 2005, Carole managed the comprehensive design and implementation of complex eLearning solutions and web-based HR systems for several marketing communication agencies. She also served as a web production manager, overseeing the development and launch of websites and multimedia CD-ROMs for consumer products. Carole has over 20 years of experience in leadership roles, training, project management, and process reengineering. Her focus has consistently been in the life science and food and beverage industries, as well as communication and marketing services.
Carole holds degrees in applied sciences with a specialty in food and beverage and in multimedia techniques. She also holds a master’s degree in international business and an executive master of business administration (MBA), and is a certified Project Management Professional (PMP). As an instigator for change and a lifelong learner, she is currently enrolled in the Stanford LEAD Certificate in Corporate Innovation.
Vice President, Customer Success
Eric is responsible for managing the customer experience from the initial implementation through post roll-out support. He brings almost 20 years of experience in the Biopharmaceutical and Life Sciences supporting analytical and marketing insight related activities.
Prior to joining Aktana, Eric served as the Vice President of Client Delivery, Product Development and QA at PharmaMetrics leading client implementations for PharmaMetrics’ SaaS analytics solution for Managed Markets as well as leading Product Development activities to improve the user experience and analytical insights. Eric also led ImpactRx’s (acquired by Symphony Technology Group) client service organization delivering a syndicated data offering. Additionally, he worked as a client engagement manager offering strategic insight and market analysis to brand teams including sales force effectiveness, message execution, and launch planning in categories such as Oncology, Depression, and Anti-Infectives.
He also has experience in software selection and delivery and leveraging best practices throughout the software development lifecycle, which have resulted in the implementation of high performing customized solutions for his clients.
Eric graduated from Saint Joseph’s University with a BS in Pharmaceutical Marketing and holds an MBA from The Wharton School at the University of Pennsylvania with concentrations in Healthcare Management and Operations/Information Management.
President, Interactive Business Unit
Gary Marinko applies his talents in strategic business planning and customer value creation to his role as President of Proficient Learnings interactive business unit. His experience includes 25+ years in complex B2B selling and 12 years in the life sciences and training industries.In his current role, Gary leads the Proficient Learning interactive team that develops and implements mobile technology-based solutions that drive sales and team performance. He also leads business development and collaborates with customers to define and execute on their strategic business objectives.
Prior to assuming his role with Proficient Learning, Gary held various positions including Global Account Manager, Channel Sales Director, and Sr. Account Executive with a global software and communications company. In these roles, he had the opportunity to work with Fortune 100 companies to develop and implement software application and supply chain strategies.
Gary earned his Bachelor of Science degree from Indiana State University, has completed advanced management and leadership coursework, and is an active member of several professional industry organizations.
Senior Director, Customer Success
Kimberly McKellar is the Senior Director of Customer Success at Zephyr Health; the Insights-as-a-Service leader harnessing the power of global health data to help life science companies engage with the right physicians, accounts and institutions. Kimberly leads the team responsible for end-to-end implementation efforts and works closely with pharmaceutical, medical device and biotechnology companies to ensure Zephyr Illuminate™ meets their specific business needs and improves brand success across medical, marketing, and sales departments.
Prior to joining Zephyr Health, Kimberly spent over 20 years in Health Science working with providers, payers, and pharmaceutical companies. Most notably, she spent over 15 years at Merck 7 Co., Inc. in a variety of roles including Sales Leadership, Market Development, and Sales Operations and Analytics. She has experienced firsthand the challenge that pharmaceutical companies have managing disparate and disconnected data, fragmented technology, and the increasing need to use a collaborative approach to customer management and engagement.
Kimberly is passionate about leveraging data to help life science companies engage healthcare providers in a holistic manner with a common goal of serving patients and works dlilgently to use technology to drive cross-functional alignment across sales, marketing, medical, and market access teams.
Kimberly holds a BA in Science, Technology and Society from the University of California, Santa Cruz. She completed the Women Unlimited LEAD Program and is active in a variety of mentoring programs. She lives just outside of San Francisco with her husband and two children.
Managing Principal and Analytics Expert
Mahmood Majeed is a Principal with ZS Associates, based in the firm’s Evanston, IL office. He is a leader in ZS’s Business Intelligence practice, with particular focus on Oncology and Specialty Therapeutics. For the past 15 years, he has worked with a wide variety of clients in pharmaceuticals and biotech, delivering innovation and value to drive sales and marketing effectiveness. Mahmood has deep expertise in technology transformation across all aspects of commercial areas from strategy and vision to capability development and business process outsourcing.
Mahmood holds a Master of Information Systems degree from DePaul University, an Executive M.B.A certificate from the Kellogg School of Management at Northwestern University, and a Bachelors of Architecture degree from the University of Oklahoma.
Vice President, North America Business Development, Global Commercial Solutions
Paul Harney has joined Quintiles Commercial North America as Vice President, Business Development.
For more than 18 years, Paul has served the healthcare and life sciences industry with advice, guidance, and business support. He has engaged biopharmaceutical companies in nearly all functional areas including Sales, Marketing, Medical Affairs, Business Development, and Supply Chain.
Paul draws on specific expertise in strategy, communications, operations, and analytics at the brand/franchise, division, and corporate levels to identify opportunities to increase value. His extensive experience with retail and institutional products covering several therapy areas such as diabetes, respiratory, anti-infectives, urology, vaccines, and dermatology allows him to quickly leverage best practices and initiatives that enhance go-to-market strategies.
Linguist and Data Analytics Manager
Linguist and Data Analytics Manager at MeaningCloud. Principal Consultant. Writer and international speaker at conferences in the USA, France, Spain, Turkey, United Kingdom Germany, Austria, and Italy. Focused on data analytics for pharmaceuticals and life sciences. The author of the books DATA COACHING (http://eduardovalencia.com/datacoaching) and PEOPLE ANALYTICS. Structured and unstructured data for HR (https://leanpub.com/people-analytics).
SVP, Industry Relations, OptumRX
He has more than 25 years of experience with the pharmaceutical industry, focusing primarily on payer, channel and patient services strategies. Prior to OptumRx, Kent was a Principal Consultant with Blue Fin Group, served as the Vice President of Managed Markets at Acorda Therapeutics, and held various positions of increasing responsibility within Sales and Managed Markets at Schering Plough and Merck. His career experience includes business development, health economics/outcomes research, building and leading market access teams, developing and implementing payer access and channel strategies, and launching patient services programs.
Kent has a Bachelor of Science in Business Management from Indiana University, and an MBA from Emory University’s Goizueta School of Business.
VP, Patient & Health Impact, Pfizer Essential Health Business Unit
Pfizer’s Global Health and Value team covers the functions of Pricing, Access, Reimbursement, Health Economics, Outcomes Research and Real World Data. John has been with Pfizer for over 18 years in multiple roles of increasing responsibilities, the last three years in his current role. He has presented at several biosimilars conferences on the topic of pricing and access and in 2016 was a guest lecturer on the subject of HEOR at Kings College London as part of the International Federation of Association of Pharmaceutical Physicians.
VP, Global HEOR
Riad has worked in the pharmaceutical industry since 2000, including positions of increasing responsibility at Aventis, GlaxoSmithKline, Pfizer, and Johnson & Johnson in multiple therapeutic areas. Riad joined Teva in 2014 to build the HEOR group and establish it operating model.
Riad received his Ph.D. in Health Services Research/Health Economics from The Pennsylvania State University. He has published over 25 journal articles and made numerous presentations to professional organizations, including the International Society for Pharmacoeconomics and Outcomes Research (ISPOR) and therapeutic-specific conferences.
Director, Marketing Strategy & Services
Paul developed and leads ZS's Institute on U.S. Healthcare Evolution and Scenario Planning. He is currently exploring opportunities for life sciences companies to take a broader role in patient health in the era of U.S. healthcare reform, including new business models, therapies, acquisitions, and partnerships, as well as reimagining the commercial model to support such portfolio changes.
Prior to joining ZS, Paul was a fellow at the Perelman School of Medicine at the University of Pennsylvania. He holds a B.S. in biochemistry from Boston College and a Ph.D. in Statistical Thermodynamics from Washington University.
Chief Analytics Officer
Educational Measures, LLC
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