Jack Smith, MBA

1111 Main Street

Any City, TX 1111

C: 111.111.1111
jack.smith@aol.com

REGIONAL ACCOUNT MANAGER
MANAGED CARE

11 years experience in pharmaceuticals
Accomplished Account Manager with expertise in negotiating and contracting with third-party payers, PBMs, and
GPOs. Excellent business acumen and sound judgment results in competitive advantages and innovative
solutions to consistently exceed sales and profitability goals. Establishes and delivers aggressive but realistic
sales plans. Leverages undergraduate science education combined with MBA.
Special expertise in training and mentoring productive sales representatives while exceeding individual goals.
Frequently recognized for performance in sales, territory management, growth in market share and development
of key accounts. Fluent in Spanish.

Account Management
Contract Negotiations
Field Sales Plans
Formulary Management
Market Analysis / Trends

New Business Development

Expense Management
Product Launches
Product Marketing
Project Management

Pull-Through Contracts
RFPs
Training / Mentoring Sales Reps
Strategic Planning
Territory Development

P R O F E S S I O NA L BA C K G R O U N D

CONFIDENTIAL, Any City, TX

2007 2009

Manufacturer and distributor of pharmaceutical products

Entire US sales operation shut down 2009

Regional Account Manager

Managed sales in eight states in the Southeast. Initiated all facets of new business development, product
procurement, and educational programs. Developed national, regional and local thought leaders. Assisted in the
development of marketing and promotional campaigns.
Launched new confidential product to C-Level executives in major IDNs, hospital systems, and affiliates.
Made clinical and business presentation (based on CMS recommendations for J-code and
reimbursement rates) to providers and billing staff.
Successfully addressed pricing objections for confidential product through innovative pricing strategies
and enhancements to sales incentive program. Based on improved marketing plan, sales increased
125% for three months at the end of 2008.
Evaluated and selected provider of outsourcing of reimbursement help line to Access Med. Negotiated
with confidential wholesalers to distribute confidential product to healthcare facilities.
Participated in global sales and marketing meeting in confidential country.
Recognition: Regional Account Manager of the Year, 2008.
CONFIDENTIAL, Any City, TX

2004 2006

Manufacturer and distributor of confidential products

Acquired by Confidential

Oncology Managed Care / Re-Imbursement Consultant

Successfully handled challenging issues in healthcare environments pertaining to reimbursement, to assure
coverage with state Medicaids, managed care organizations (MCOs) and third-party Part D vendors. Responsible
for all customer complaints and inquiries from eight District Managers, one Regional Business Director, and 100
representatives in the Southeast. Managed $17M revenue.
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Jack Smith, MBA

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CONFIDENTIAL (Continued)
Alerted customers of changing reimbursement every quarter per CMS guidelines. Initiated, presented,
and negotiated contracts for confidential product with free-standing clinics, community hospitals, hospital
systems, hospice and physician offices.
Marketed confidential products in Texas and Louisiana. Pulled through contracts to other affiliated
hospitals and clinic sites.
Reduced corporate spending by $250K by personally creating all reimbursement sales aids and
marketing materials.
CONFIDENTIAL, Any City, TX

2000 2004

Global manufacturer and distributor of pharmaceutical products

Managed Healthcare Account Manager

Rapidly promoted from Hospital Account Manager, Regional Sales Trainer, District Sales Manager and finally to
Managed Healthcare Account Manager.
Worked with Marketing to enhance product life cycle management and development of pricing strategies and
product positioning. Established strategies for confidential products in Texas. Managed $10M budget.
Coached and implemented business plans for 10 Regional Sales Representatives who consistently
finished in the top 20% nationwide.
Contracted with Pharmacy Benefit Managers (PBMs) and Managed Care Organizations (MCOs) to give
confidential products better formulary positioning. Strategically positioned product portfolios for volume
and market share. Made products accessible to 5 million lives by increasing contract sales by 22%.
Introduced new contracting methodology for disproportionate share hospitals which strategically offered
low margin products to customers at lower costs and higher volume/increased usage. Implemented this
company-wide in 2003. Result was increased revenues for the entire organization and solid extension of
confidential brand.
Recognition:
Managed Healthcare Manager of the Year 2004.
District MVP 2003.
Presidents Club and Pinnacle Club 2002.
Hospital Account Manager of the Year 2001.
CONFIDENTIAL, Any City, TX

1997 2000

Global manufacturer and distributor of pharmaceutical products

Sales Representative
Managed territory which included 580 physicians and 7 hospitals (teaching, community-based and IDNs.)
Launched two new confidential products in private physician offices and community hospitals. Managed
sales budget of $30K while contributing $3M sales revenue.
Initiated, designed and presented a confidential product protocol template which helped community
hospitals be compliant with JCAHO standards. The innovation positioned confidential product formulary
approval and additional nationwide sales. This was implemented in 1999, and helped the District become
the #1 District in the nation.
Recognition:
Increased market share from 2% to 44%.
Southern territory ranked # 680/680 in October 1997; Ranked 4/680 by May 2000.
E D U CAT I O N

University of Texas, 2003

Master of Business Administration (MBA)
Executive Program

University of Texas, 1997

B.S. Microbiology & Chemistry
Graduate Studies, Immunology