Experience

Altus Biologics

• United States
• Hospitals and Health Care
• 1 - 100 Employee

• Board Member

  • Jul 2020 - 3 years 6 months

  St Louis, Missouri, United States I was promoted to the Board to oversee all aspects of business operations & strategy. ★ Served on both compliance and audit committees in addition to general board responsibilities

• Chief Executive Officer

  • Apr 2018 - 5 years 9 months

  St Louis, Missouri, United States I identified & closed on Altus Biologics for ~$70M. I was responsible for all aspects of strategy and operations in rheumatology, gastroenterology, neurology, allergy & asthma, specialty pharmacy, and pharma services sectors. I recruited entire 11-member executive team while retaining founders. I oversaw growth from 200 to 400 total employees nationwide. I led significant scaling and investment across all aspects of people, process & technology. ★ Grew and scaled company across all… Show more I identified & closed on Altus Biologics for ~$70M. I was responsible for all aspects of strategy and operations in rheumatology, gastroenterology, neurology, allergy & asthma, specialty pharmacy, and pharma services sectors. I recruited entire 11-member executive team while retaining founders. I oversaw growth from 200 to 400 total employees nationwide. I led significant scaling and investment across all aspects of people, process & technology. ★ Grew and scaled company across all dimensions. Oversaw client growth from 53 to >200 physician practices across 27 states. Grew encounter volume from 50K to 110K, revenue from $190M to $480M, and EBITDA from ~$1M to $15M. Reduced cost per encounter by 50%. ★ Doubled annual sales output from ~20 clients per year to 40. ★ Increased client retention from low 80% to 92-93% annually. ★ Facilitated new loan structure from a $12M revolver to a $35M ABL in order to ensure necessary liquidity to continue aggressive growth. ★ Developed patent-pending formulary optimization tool to assist physicians with optimal drug selection. ★ Led initiative to enter new therapy class in 2019 – respiratory. ★ Led launch of new pharma services business line in 2020. ★ Implemented CRM tool and pricing committee processes to increase sales volume and margins. ★ Founded new trade organization (Infusion Providers Alliance) to bolster legislative affairs positioning. ★ Conducted RFP for drug wholesaler resulting in ~$3M increase in EBITDA. ★ Retooled and restaffed revenue cycle team to enhance cash conversion and collections. ★ Developed strategic plan that focused on core growth plus expansion into home infusion, specialty pharmacy, ambulatory infusion centers (AICs) and pharma services. Executed on strategic plan to expand into specialty pharmacy via acquisition and pharma services organically. ★ Prepared business for exit inclusive of investment banking efforts, external market study, quality of earnings, etc.



Waud Capital Partners

• United States
• Venture Capital and Private Equity Principals
• 1 - 100 Employee

• Operating Executive

  • Aug 2015 - Mar 2018

  Chicago, Illinois, United States I was recruited to execute executive-led investment strategy in the specialty pharmacy space. I co-developed investment thesis / whitepaper identifying potential investment strategies. Consulted with Waud to identify and pursue target acquisitions fitting ideal profile. ★ Examined over 200+ target companies / CIMs for acquisition. Reached finalist stage in ~10 target acquisitions and completed LOIs & draft purchase agreements for 5 target companies prior to closing on Altus Biologics.



Express Scripts

• United States
• Hospitals and Health Care
• 700 & Above Employee

• President, Commercial Division

  • Feb 2012 - Aug 2015

  Greater St. Louis Area I was promoted to hold full P&L accountability for the Commercial Division (one of four divisions in the company). As part of Express Scripts’ (ESI) Management Committee, I oversaw ~3,000 of the company’s 3,100 clients in the Employer, Labor, Public Sector, Middle Market, and Workers’ Compensation customer segments representing ~28M members and ~$45B in annual revenues. I directed and coached a team of 11 VPs and GMs who manage 550+ team members in sales, client service and retention, and… Show more I was promoted to hold full P&L accountability for the Commercial Division (one of four divisions in the company). As part of Express Scripts’ (ESI) Management Committee, I oversaw ~3,000 of the company’s 3,100 clients in the Employer, Labor, Public Sector, Middle Market, and Workers’ Compensation customer segments representing ~28M members and ~$45B in annual revenues. I directed and coached a team of 11 VPs and GMs who manage 550+ team members in sales, client service and retention, and profit growth objectives. I oversaw divisional and corporate strategy development/execution through 30,000+ employees. ★ Consistently achieved $2.5B to $3B in new sales and 93%+ client retention as well as $100M in incremental annual margin growth from upsell solutions. Averaged 6-9% margin growth against 2% U.S. market decline. ★ Led pre-close and post-close integration for $29B Medco Health Solutions acquisition within the division. ★ Developed and launched industry-shaping formulary initiative that generated a collective $1.5B+ in total pharmacy spend savings for clients while driving incremental margin to ESI. ★ Created and rolled out differentiated solution for compound medications, curbing clients’ increasing yet unnecessary spend. Converted 94% of clients to new solution that eliminated 96% of their compound spend. ★ Designed and deployed differentiated solution for Hepatitis C as new therapies entered the market that increased utilization and raised medication costs from ~$35K to ~$140K per patient. ★ Executed strategy that drove significant savings by ensuring appropriate management of cholesterol category as new therapies raised annual medication costs from $250 to $10K per patient (affecting ~30% of all clients’ membership). ★ Enhanced client service and achieved 15% SG&A reduction by spearheading complete overhaul of the client service model and subsequent reorganization across all 550+ employees.

• Vice President, Sales

  • Aug 2010 - Feb 2012

  Greater St. Louis Area In this role, I led, mentored, and coached a team of 10 sales directors in new business acquisition as well as a team of 4 strategic relationship directors in relationship building efforts with benefit advisors. Additionally, I oversaw 15 sales coordinators and analysts in a broad range of support functions. ★ Delivered ~$2B in new sales, 100-175 new clients, and 15-17M in new prescriptions annually. ★ Formulated and implemented rigorous territory planning process and opportunity rating… Show more In this role, I led, mentored, and coached a team of 10 sales directors in new business acquisition as well as a team of 4 strategic relationship directors in relationship building efforts with benefit advisors. Additionally, I oversaw 15 sales coordinators and analysts in a broad range of support functions. ★ Delivered ~$2B in new sales, 100-175 new clients, and 15-17M in new prescriptions annually. ★ Formulated and implemented rigorous territory planning process and opportunity rating model to ensure sales directors focused on prospects most likely to change vendors. ★ Built benefit advisor quality database to optimize efforts of strategic relationship directors across ~3,000 brokers and consultants ★ Developed and launched pharmacy-only stop loss product to incentivize and assist small market prospects in removing pharmacy coverage from the medical benefit and selecting ESI. ★ Overhauled sales compensation plan to balance profit and revenue growth goals while maximizing SG&A investment.

• Vice President, Product Management, Rx Distribution

  • Mar 2008 - Aug 2010

  Greater St. Louis Area I was promoted to lead and mentor a team of 40 in managing all aspects of retail and mail pharmacy programs, including strategic planning, product development, sales, pricing, marketing, and operations. ★ Devised organization-wide strategy to grow mail pharmacy utilization; launched internal campaign to motivate ~17,000 team members to meet #1 corporate strategy in 2008–2009. ★ Led expansion of member conversion call center from 200 to 450 FTEs; developed and implemented… Show more I was promoted to lead and mentor a team of 40 in managing all aspects of retail and mail pharmacy programs, including strategic planning, product development, sales, pricing, marketing, and operations. ★ Devised organization-wide strategy to grow mail pharmacy utilization; launched internal campaign to motivate ~17,000 team members to meet #1 corporate strategy in 2008–2009. ★ Led expansion of member conversion call center from 200 to 450 FTEs; developed and implemented infrastructure that enabled general call center advocates to cross-sell mail pharmacy opportunities. ★ Rebranded and relaunched the mail pharmacy program that included all member and client communications as well as non-print assets; implemented significant core operational improvements to improve the member experience. ★ Developed and launched Select Home Delivery, the industry’s 1st application of behavioral sciences that enabled members to begin using mail pharmacy via opt-out approach (best-selling product in company history winning multiple public innovation awards). ★ Implemented sales support team, training curriculum, and sales incentive plan to facilitate upsell of mail programs. ★ Established new retail pharmacy networks and relaunched narrow networks to offer increased client/member savings.

• Senior Director, Specialty Sales & Product Management

  • Dec 2006 - Mar 2008

  Greater St. Louis Area I earned a promotion to lead multiple teams: 4 sales directors, 6-member product management team, and a 33-member physician sales team. ★ Increased client product penetration from <20% to >90%, ~70% on an exclusive basis, significantly eclipsing sales and margin targets. ★ Led series of reengineering initiatives to improve growth and SG&A, including restructuring the physician sales team, revamping the physician sales database, and revising the payor sales compensation plan. ★… Show more I earned a promotion to lead multiple teams: 4 sales directors, 6-member product management team, and a 33-member physician sales team. ★ Increased client product penetration from <20% to >90%, ~70% on an exclusive basis, significantly eclipsing sales and margin targets. ★ Led series of reengineering initiatives to improve growth and SG&A, including restructuring the physician sales team, revamping the physician sales database, and revising the payor sales compensation plan. ★ Created and implemented long-term training curriculum to embed specialty knowledge in the organization and developed database to identify, track, and prioritize targeted upsell efforts across the entire book of business.

• Director, Specialty Product Management

  • Sep 2005 - Dec 2006

  Greater St. Louis Area As the Director of Specialty Products, I led integration and product development efforts for our specialty offering into the company’s core product suite resulting from two acquisitions. In addition, I served as a member of the due diligence team for our CuraScript and Priority Health acquisitions (representing $335M and $1.3B, respectively). ★ Drove revenue growth from $443M to $726M and gross margin from $39M to $64.5M in 2006 through integration, sales and product development leadership… Show more As the Director of Specialty Products, I led integration and product development efforts for our specialty offering into the company’s core product suite resulting from two acquisitions. In addition, I served as a member of the due diligence team for our CuraScript and Priority Health acquisitions (representing $335M and $1.3B, respectively). ★ Drove revenue growth from $443M to $726M and gross margin from $39M to $64.5M in 2006 through integration, sales and product development leadership efforts. ★ Led cross-functional group of 9 sub-teams to enhance the client and patient experience by offering single-point-of-contact services for specialty medications.

• Director, Strategic Planning

  • Feb 2005 - Sep 2005

  Greater St. Louis Area I was promoted to direct the development of the company’s 2006-2008 Strategic Plan. In this position, I focused my efforts on developing 2nd-level strategic plans for two subsidiaries and contributing to the creation of both IT and Operations strategic plans. ★ Directed leadership teams through core activities for subsidiary plans that included market assessment, SWOT analysis, competitive intelligence, “Porter’s Five Forces” analysis and prioritization process to develop final plans.

• Senior Manager, Research and Product Management

  • May 2004 - Feb 2005

  Greater St. Louis Area I received a promotion to develop and launch RxOutreach, the first generics-only patient assistance program. For this initiative, I directed a cross-functional group of seven sub-teams in multiple product development and deployment activities. I developed the business case and financial model to secure funding for product management efforts. In addition, I drove our client and government co-marketing efforts to boost enrollment. ★ Partnered with marketing agency to execute marketing/outreach… Show more I received a promotion to develop and launch RxOutreach, the first generics-only patient assistance program. For this initiative, I directed a cross-functional group of seven sub-teams in multiple product development and deployment activities. I developed the business case and financial model to secure funding for product management efforts. In addition, I drove our client and government co-marketing efforts to boost enrollment. ★ Partnered with marketing agency to execute marketing/outreach campaign and external call center vendor to provide extra capacity for program launch. ★ Grew RxOutreach program to 298,000 prescriptions and $6.9M in revenues.

• Senior Business Analyst, Research and Product Management

  • Aug 2002 - May 2004

  Greater St. Louis Area Selected by ESI directors to support a broad range of strategic products throughout the company. ★ Managed co-marketing partnerships for Medicare Prescription Drug Discount Card Program. Educated sales and account management on co-marketing tactics and worked with teams to implement partnerships. ★ Developed ESIs’ Flexible Spending Account (FSA) product that enabled members to use their FSA funds at the point-of-sale to purchase prescriptions. ★ Generated $16M in incremental gross… Show more Selected by ESI directors to support a broad range of strategic products throughout the company. ★ Managed co-marketing partnerships for Medicare Prescription Drug Discount Card Program. Educated sales and account management on co-marketing tactics and worked with teams to implement partnerships. ★ Developed ESIs’ Flexible Spending Account (FSA) product that enabled members to use their FSA funds at the point-of-sale to purchase prescriptions. ★ Generated $16M in incremental gross margin in Q4 2003 and $159M in 2004 by managing corporate Value Enhancement Initiative. ★ Coordinated $3M strategic initiative to drive sales within ESIs’ middle-market by better supporting brokers and consultants.



EY

• United Kingdom
• IT Services and IT Consulting
• 700 & Above Employee

• Consultant / Multiple Functional Roles

  • Jan 2000 - Aug 2002

  Greater St. Louis Area As a consultant, and within multiple roles on engagements, I consulted with client companies to provide expertise and support on their key strategic initiatives, including mobile service and billing system solutions design, development, and implementation. Roles and achievements included: ★ Business Analyst – Contributed to development of 3rd generation mobile services strategy for a Fortune 100 wireless carrier. Conducted in-depth market analysis to determine potential service… Show more As a consultant, and within multiple roles on engagements, I consulted with client companies to provide expertise and support on their key strategic initiatives, including mobile service and billing system solutions design, development, and implementation. Roles and achievements included: ★ Business Analyst – Contributed to development of 3rd generation mobile services strategy for a Fortune 100 wireless carrier. Conducted in-depth market analysis to determine potential service offerings. Identified strategic partnership opportunities and developed subsequent partner relationship management strategy. ★ Business Analyst/Team Leader – Analyzed and audited billing system for a Fortune 100 long distance provider as Business Analyst. Identified production deficiencies that resulted in loss of $10 million in annual billable revenues. Determined possible solutions and worked with client leadership on solutions prioritization. Hired back to lead team that developed and implemented real-time application monitoring and automated error notification system. ★ Release Manager – Led user acceptance testing and implementation for a Fortune 100 wireless carrier’s customer care/billing system. Managed testing scope, led training sessions, and facilitated design sessions. ★ Sales Team Member – Assisted in selling consulting services to multiple companies (sales typically handled primarily by partners). Created account penetration strategy to capture sales with a multibillion-dollar client. Show less