ROGER WORTSMAN

Northridge, CA 91326 (818) 366-6206 Rogerruns@aol.com

SUMMARY
Highly accomplished Senior National Account Manager with success in Managed Markets account management, payer policy development, reimbursement, contracting, and customer service. Strategic ability to build, develop and maintain long term partnerships with customers which lead to solid growth in numerous payer environments including MCO, PBM, Medicaid, Medicare, Workers compensation, and LTC segments. Demonstrated success in launching new products and services within highly completive markets. Possess strong negotiation and contracting skills. Consistently surpassed sales objectives. Areas of specialization include Diabetes, HIV, Anti-Fungal, Antiemetic and Osteoarthritis. ________________________________________________________________________________________

PROFESSIONAL EXPERIENCE

Strativa, a division of Par Pharmaceuticals

Branded division of generic drug company $783 million; 686 employees

2008- 11/2011

SENIOR NATIONAL ACCOUNT MANAGER (2009-2011) NATIONAL ACCOUNT MANAGER (2008-2009) Manage, negotiate, and contract with multiple national, regional, and Medicaid accounts in California, Arizona, Nevada, Utah, Oregon and Washington. Maximized patient access eliminated prior auths and step edits, to commercial and Part D by working with MCOs, PBMs, LTC pharmacies, and State Medicaids to achieve favorable formulary access. Emphasis clinical presentations, contracting, and implementing pull-through strategies to maximize prescription market share. Foster collaboration efforts among sales management, marketing, and finance to achieve or exceed company goals. Successfully and consistently achieved MBOs by gaining coverage to national formularies: WellPoint, Prescription Solutions, HealthNet, BCBS AZ, Envision Rx, Regence, Medi-Cal, Blue Shield of CA, MedImpact, Premera which resulted in >90% overall product access amongst payers Promoted to Senior National Account Manager 2009 Presidents Club 2009 (top managed markets individual of 9) Innovative and tenacious efforts with Rx Solutions pharmacy and contracting leadership and clinical influencers, resulted in all 3 products achieving Medicare Part D and Commercial formulary status Removed requirement for prior authorization at HealthNet increasing share by 15%; Prescription Solutions 11% and WellPoint 13%

Genzyme Biosurgery
Orthopedic division of $4 billion Biotechnology Company; 1600 employees

2003-2008

CORPORATE ACCOUNT DIRECTOR (2005-2008) REGIONAL ACCOUNT MANAGER (2003-2005) Developed and leveraged relationships with key payors including MCOs, Medicare Part B, Medicaid, and Workers Compensation plans in order to optimize medical policies, as well as ensure consistent reimbursement coverage and pull-through. Additional responsibilities include presentation of CEU educational programs to key personnel within insurance plans, as well as on-going training of the field force. Products included articular cartilage restoration and a physician-injectable for the treatment for osteoarthritis of the knee. Account responsibilities included WellPoint BC CA, Kaiser, HealthNet, PacifiCare/Prescription Solutions, Medicare (National Heritage) Medi-Cal, BCBS AZ, Sierra Health, Regence, Providence, and Blue Shield of CA. Geography included California, Arizona, Oregon, Washington, Idaho, Nevada, and Hawaii.

ROGER WORTSMAN
(Genzyme Biosurgery continued)

Page 2

Promoted to Corporate Account Director 4/05 from Regional Account Manager Presidents Club 2005. Achieved 115% of sales target in 2004, highest among Regional Account Managers. Converted 3 medical insurance payers (a managed care organization a Work Compensation carrier) to full coverage of cartilage restoration procedure from non-coverage which increased approved procedures by 40% Improved 6 coverage polices (approval for retreatment) for physician-injectable treatment for osteoarthritis increasing share by 31% Removed Prior Authorization requirement for physician injectable at Anthem, Sierra Health, HealthNet and Regence

LifeScan Inc., a Johnson & Johnson Company

Diabetes division of Johnson & Johnson (glucose meters and test strips); 750 million 496 employees

1996 - 2003

SENIOR STRATEGIC ACCOUNT MANAGER (1999-2003) STRATEGIC ACCOUNT MANAGER (1996-1999) Secured favorable formulary position through contract negotiation for glucose meters and strips. Developed and implemented pull-through programs. Trained and coached the field sales force. Coordinated and monitored several diabetes disease management programs in managed care. Operated as a key member of the Johnson & Johnson account team. Customers included Blue Cross of California, MedImpact, Prescription Solutions, MediCal, and WellPoint. Territory included California, Nevada and Arizona. Closed numerous sole source contracts such as Los Angeles County, Blue Cross Blue Shield of Arizona, and Blue Cross of California resulting in $4 million per year in incremental growth. Co-developed a streamlined protocol for contract implementation, which resulted in expedited revenue stream by 30 days. Completed the Johnson & Johnson Advanced Management Training (October, 2000). This course was designed for high-potential, future leaders and was limited to participants nominated by a member of the Board of Directors. Designed contract templates for managed care organizations, which increased flexibility of operation for Strategic Account Managers in meeting customer needs and expediting contract closure.

Syva Company (Purchased by Dade-Behring in 1995)

Clinical diagnostic company with a focus on toxicology, microbiology, infectious disease detection

1984-1996

REGIONAL SALES MANAGER (1994-1996) INFECTIOUS DISEASE SPECIALIST/TEAM MANAGER (1991- 1994) TERRITORY MANAGER (1984-1991) Held progressively more responsible positions over time. Carried total P & L responsibility for a $12 million region. Responsible for both instrumentation and reagent sales. Specialized in infectious disease diagnostics, toxicology, and immunology. Handled hospital, commercial laboratories and national accounts within the region. Presidents Club 1988,1989,1990, 1992,1993, 1994 Region ranked in the top 25% nationally each year.

EDUCATION
Master of Arts, Counseling and Guidance California State University, Northridge Bachelor of Arts, Sociology California State University, Northridge