STEVEN P.

LOCH
P.O. Box 19108 Greensboro, NC 27419 sloch111@gmail.com www.linkedin/in/sloch111

TOP-PRODUCING PHARMA / BIOTECH MANAGED MARKETS SALES & ACCOUNT MANAGEMENT

Commercial MCO & PBM / Government / Specialty Pharmacy / Hospital System Segment Expertise

Highly accomplished, results-oriented Managed Markets Account leader with extensive experience developing strategies and tactics to ensure access to and reimbursement for diverse biopharmaceutical product portfolios. Outstanding ability to devise and execute targeted account development and product launch strategies. Talent for delivering positive formulary access and negotiating solid, profitable contracts across numerous payer environments. Motivational and bottom-line focused manager and team leader; exceptional presentation, consultation, and liaison skills.

CORE COMPETENCIES
Business / Sales Strategy Development Account Penetration / Management Contract / Rebate Negotiation Market Share / Revenue Growth Product Marketing / Launch Formulary Access Strategy Creation Specialty / Biotech Product Expertise Product Distribution Methods Pricing / Reimbursement / Access Strategies Fiscal Accountability / Budget Administration KOL / Pull Through Program Development Team Building / Personnel Development

PROFESSIONAL EXPERIENCE
SANTARUS, INC. National Account Manager, January 2013 to Present Brought on board to optimize market position, formulary status, access, and reimbursement for Santarus product portfolio as well as launch Uceris. Plan and execute product launch strategies within new key accounts through collaboration with Field Sales/Scientific Affairs Liaisons; drive clinical and economic differentiation to increase competitive advantage. Prioritize high-revenue accounts and negotiate contracts to optimize sales; address reimbursement issues. Devise strategies to maximize product pull-through. Key Achievement: Achieved reimbursement for Uceris across all accounts: ESI-Medco, UHC/OptumRx, Cigna, Aetna, Humana, Kaiser, Coventry, MedImpact, Anthem/WellPoint, and many other East Coast regional accountswithin 90 days of launch. ARBOR PHARMACEUTICALS Director of Managed Markets, Trade, and National Accounts, March 2012 to January 2013 Oversaw Payer Relations, Pricing, Reimbursement, and Access across all Payer segments. Held responsibility for evaluating data related to product distribution, reimbursement, pricing, and patient/market access. Developed and revised product/brand-specific strategies, tactics, and policies to optimize market/patient access as well as to secure access to new business opportunities. Key Achievements: Optimized launch trajectory for unique cardiovascular product franchise by proposing new Pricing, Contracting, and Reimbursement strategies; secured improved formulary access to key national and regional Payers. Developed Managed Markets & Reimbursement training modules for new hires. Analyzed and offered recommendations to key decision makers regarding sales, market share, and reimbursement data that realized in-licensing of new oncology product (Gliadel). NUPATHE INC. Senior Director, National Accounts (July 2011 to March 2012) Developed and executed National Accounts, Trade, Distribution, Managed Markets, and Reimbursement market-segment strategies. Collaborated with cross-functional teams to secure product access and formulary placement during launch phase; tailored business plans to ensure unencumbered access to and optimal reimbursement for NP-101 (Zecuity). Directed contract Managed Markets Consulting team.
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Key Achievement: Defined best in class 3L Distribution Model to address special handing requirements for new-to-market NP101 as well as defining pricing, contracting, and reimbursement strategy to maximize revenue. Maximized revenue by developing new pricing, contracting, and reimbursement strategies. AMAG PHARMACEUTICALS Senior Director, Commercial Payers (March 2008 to July 2010) Established product launch strategies, and determined reimbursement plans for Feraheme, a medical benefit injectible product approved to treat all phases of chronic kidney disease (CKD). Drove product positioning, pricing, and contracting strategies for Part-B/Medical benefit product. Partnered across business units to achieve corporate goals. Recruited, managed, and coached three National Account Managers. Key Achievements: Increased Feraheme sales to $15M within 2 quarters of launch; recorded $11.5M in deferred revenues. Secured reimbursement for Feraheme at 64 of the top-tier national and regional commercial payer accounts covering more than 234M lives within 90 days of product launch. Developed Managed Markets & Reimbursement Training Modules for all New Hires, delivered to 100 Sales Representatives/Managers and 24 Account Managers within key business units. AUXILIUM PHARMACEUTICALS, INC. Vice President Managed Markets (August 2003 to January 2007) Recruited, hired, trained, and supervised 6-member Managed Markets team to penetrate and gain preferred formulary coverage across all Payer segments. Created and launched contracting, pricing, discount and rebate policies. Directed contract negotiations, account administration, and recommended pricing programs. Outlined account specific sales objectives, forecasts, and resources required to optimize and accelerate sales. Managed promotional budget. Key Achievements: Increased Testim sales by $57M in 3 years; attained preferred formulary status on 13% of plans covering 46M+ lives and parity formulary status with key competitor on 70%+ of plans covering 260M+ lives. Achieved preferred product status with 5 of the largest Medicare Part D plans. Directed pre-launch strategy development for Xiaflex, including distribution channel selection, forecasting, shipping and special handling requirements; authored a transitional launch document. AGOURON PHARMACEUTICALS (a division of Pfizer, Inc.) Senior Regional Account Manager (December 1996 to August 2003) Recruited to devise and execute strategic formulary access/market share attainment plan for Northeast and Mid-Atlantic regions. Managed value-added, promotional, and demand-creation programs for HIV/AIDS product. Developed and managed relationships with key account decision makers to secure formulary and PDL access. Negotiated contracts, provided pricing recommendations, and communicated business intelligence to Area Sales Director. Key Achievements: Earned Top Producing Regional Account Manager for 3 years and Presidents Club award in 02. Catapulted Geodon from 3% to 20% market share and $4.2M in sales by authoring correctional market business plan for Pfizer portfolio. ADDITIONAL EXPERIENCE Managed Health Care Marketing Manager ~ Novo Nordisk Pharmaceuticals, Inc. (5/1995 - 11/1996) National Account Manager, Institutional Sales Manager, & Sales Representative ~ Solvay Pharmaceuticals (1989 - 1995)

EDUCATIONAL BACKGROUND
Bachelor of Arts in Political Science and Business CALIFORNIA LUTHERAN UNIVERSITY; Magna cum Laude