WILLIAM K. WHITE

9616 E. Davenport Drive Scottsdale, AZ. 85260 (203) 247-2872 bwhite72@icloud.com

PROFILE

Highly motivated Managed Markets / Access BioPharma Leader with over 20 years’ experience in sales, management, and Managed Markets. Results oriented leader with a proven track record of success in leading and developing high performing sales and managed care teams, optimizing product sales, access and profitability. Expertise in: Specialty Pharmacy and HUB management, Neurology and Psychiatry, orphan conditions, Managed Market Channel leadership, coaching & development, training, performance management, co-promotions, incentive compensation, and working cross-functionally with sales, marketing, operations, medical, legal and training to increase effectiveness and productivity.

SKILLS

Planning & Organization Strong Interpersonal Skills Situational L eadership Strategic & Critical Thinking Personnel D evelopment Versatility

Oral & Written communication Analytical

PROFESSIONAL EXPERIENCE

Collaboration & Teambuilding

INSYS THERAPEUTICS 1/16 – Present Chandler, AZ Vice President, Managed Care & Patient Access

• Created and established a Specialty Pharmacy Distribution network for current and future product line. • Negotiated direct purchase agreements and contracted with Specialty Pharmacy partners. • Direct reports include: Sr. Director of Managed Care Operations, Sr. Director Trade and Distribution, National

Account Director GPO/Institutional, Account Management Team, and Reimbursement Specialists. • Work closely with internal HUB, Patient Support Center, to assess access barriers and develop strategic plan. • Monitor payer performance through claims analysis and devise pull-through and push-through strategies with

marketing and field sales to gain market share and increase revenue. • Business planning and contracting opportunities with National PBM’s and MCO’s including ESI,

Optum/United, Cigna, Aetna, Humana, CVS Caremark, Prime Therapeutics, and Anthem / WellPoint. • Lead co-pay card, patient assistance programs, pricing and compendia, and managed care launch strategy. • Work with vendors such as: Relay Health, MMIT, DRG, Trial Card, and Two Labs.

LUNDBECK (formerly Ovation Pharmaceuticals) 8/03 – 1/16 Deerfield, IL

Director, Regional Accounts, Managed Care 4/12 – 1/16 • Co-Lead the management and daily operations of HUB provider, Lash Group, and Specialty Pharmacy

distribution partners (Accredo, Caremark, and CuraScript) for Xenazine, Sabril, Onfi, and Northera. • Supported wrap-around program development (Starter Rx, Patient Assistance, and Co-Pay) through the

HUB, Caring Voice Coalition and McKesson. • Ensure access for Lundbeck promoted products while maximizing profitability through prioritizing the activities

of the account management team including 7 Regional Account Managers, 2 Medicaid Strategic Account Managers and 4 National Account Managers.

• Responsible for creating the Managed Markets Group alignment, infrastructure, and account responsibility. • Train, coach and develop account management team on effective account penetration, strategic business plan

development, value proposition and health economic outcomes, financial modeling, and contract negotiations. • Collaborate with co-promotion partners, Takeda and Otsuka, to ensure organizational alignment in strategy

and execution. • Initiated and lead the Managed Care Liaison (MCL) development position for high performing sales reps. • Work cross-functionally (Marketing, Sales, Operations, Finance, Regulatory, Human Resources) to exceed

expectations with product access and performance goals, while remaining compliant.

National Account Manager 3/08 – 4/12 • Partner with sales force, managed care team, Theracom, and Specialty Pharmacies to manage patient pull-

through for Xenazine and Sabril. • Direct responsibility for managing the performance of Accredo, through weekly conference calls and

quarterly business reviews. • Negotiate and execute contracts with targeted Specialty Pharmacies. • Network and build relationships with key customers at targeted commercial, state, and PBM accounts to

ensure access to each of Lundbeck’s promoted products. • Schedule meetings and collaborate with MSL team to deliver clinical presentations to targeted health plans. • Key accounts include: Prime Therapeutics, Tricare, Humana, BCBS and 10 State Medicaid programs. West Area Specialty Sales Manager 6/06 – 3/08 • Recruited, hired, and trained 8 specialty sales representatives in the West Region. • Relocated from CT. to AZ. to manage the expansion area in the West. • Consistently met or exceeded area sales goals for Neoprofen. • Established a mentorship program for new hires to assist with transition to new organization and culture. • Initiated a change in culture through the recommendation of building a “strengths based” sales organization. Specialty Sales Manager 8/03 – 6/06 • 1st sales manager hired at Ovation Pharmaceuticals with responsibility for 6 territories throughout the country

– Dallas, New Orleans, Cleveland, Charlotte, New York, and Connecticut. • Integral role in the recruitment and hiring of Phase I, II, and III expansions. • Achieved greater than 100% to goal for 10 consecutive incentive periods. • Developed the performance management tools for sales including FCR and APR templates. • Lead trainer for first expansion recruitment class.

Honors & Achievements: ➢ Promoted to Director, April 2013 ➢ All Star Award Winner, 2005 and 2011 ➢ Promoted to National Account Manager, March 2008 ➢ Lead individuals that were promoted to RSD, Training, Marketing, ASM’s, MSL, and NAM.

KING / ELAN / DURA PHARMACEUTICALS (acquisitions) 4/97 – 8/03 San Diego, CA

District Sales Manager • Managed the daily operations for the New York district in the primary care division consisting of Manhattan,

Southern NY, Northern NJ, and Connecticut. • Responsible for the coaching and development of 11 sales representatives in the Tri-State area. • Developed monthly action plans to exceed quarterly quotas for all promoted products (Skelaxin, Zanaflex,

Sonata, and Cutivate). • Reviewed and analyzed sales reports and targeting lists to maximize potential and impact. • Worked closely with Marketing Development Manager, in the planning and execution of regional advisory

board meetings. • Tracked ROI for all value added programs while staying within budgetary guidelines.

Honors & Achievements: ➢ Promoted to District Sales Manager, July 2000. ➢ Promoted to Senior Sales Professional, January 2000 ➢ President’s Club Award, 1998 and 1999

FOREST LABORATORIES, INC. 5/95 – 4/97 New York, NY

Specialty Sales Representative

EDUCATION Bachelor of Science in Business Administration Rider University Lawrenceville, NJ May 1994