Brian T. Henry...

Trumbull, CT 06611 203.258.2726 brianhenry2011@gmail.com

Strategic Healthcare Business Development and Sales Executive who develops strategies that
create business value and facilitate sustainable multimillion-dollar growth. Delivers mix of strategy,
innovation, and process excellence to create synergies that expand corporate capability and
market leadership, strengthen competitive position, and increase profitability in highly competitive
healthcare industries. Trusted leader who develops executive-level client relationships, instills vision
for continuous improvement, and attracts and motivates diverse teams to consistently exceed
organizational expectations, increase productivity, and optimize performance. Strong general
management experience. Select accomplishments:
Business Development: Strategically renegotiated Regional Commercial Plans contract, improving
access to priority growth products, and increasing Pfizers net revenue $1.3B in the Northeast Primary
Care Business Unit.
Revenue Growth: Doubled VNSNY CHOICE Health Plan membership enrollment, driving revenue from
$800M to $1.7B in two years across multiple lines of business.
Sales Strategy and Execution: Developed and led the division deployment of a new Field Force
Effective model that successfully supported Lipitors strategic growth and the launch of two important
cardiovascular products in Atrial Fibrillation and Congestive Heart Failure to Cardiovascular Specialist.
Leadership that Inspires: Initiated and led VNSNYs relief efforts following Super Storm Sandy. Enterprise
received local and national recognition for its service, including the Closing Bell Ceremony at the New
York Stock Exchange.
Project Management: Selected to develop Pfizers CUE, sales and marketing platform. Improved
market content, messaging, cost, and compliance, creating an internal database that increased sales
effectiveness 37%.
Executive Leadership that Builds Companies and Shareholder Value
Strategic Business Planning
$4B Revenue Generation
Leadership Development
Budget Management
Operations Management
Business Transformation and Turnaround
Cardiovascular Sales and Leadership
Direct and Indirect Sales Channels
Relationship and Solution Selling
Product and Market Launch
Strategic Client Relationships
Contract Development and Negotiation
A Career Driving Business Growth and Market Leadership
VNSNY CHOICE Health Plan, a $1.8B provider of managed long-term care and Medicare advantage plans. 2011 5/2014
VICE PRESIDENT MARKET DEVELOPMENT, New York, NY
Recruited by former Pfizer executive to drive turnaround of the Health Plans sales performance. Led sales,
membership recruitment, operations, quality improvement, and community center development. Directs 156
employees and $9.7M budget.
Grew plan revenue 109%, from $800M to $1.7B in two years.
After achieving 12-year milestone 10,000 members, grew plan to >20,000 members in 18 months. Increased
dually eligible Medicare advantage membership from seventh to second largest special needs plan in NY.
Created special membership retention unit, reducing rapid disenrollment from 22.6% to 11.4%.
Led three network expansions and built two community outreach centers, with 16 marketing vehicles and
thousands of events, channeling 27,000 more leads into organization.
Partnered with in-network providers to provide access to high quality ophthalmology exams. Completed 453
home visits in five months, closing gaps in care, and improving STAR performance from 2.5 to 3.0.
Received the Servant Leadership Award for initiating and leading relief efforts following Super Storm Sandy.
ACCELERATING GROWTH IN HIGHLY COMPETITIVE HEALTHCARE ENVIRONMENTS

Brian T. Henry Page 2


Pfizer, Inc., a $59B global pharmaceutical company. 1991 2011
REGIONAL MANAGER, Managed Care, New England, 2009 2011
Transferred at the request of the Business Unit General Manager to transform underperforming managed care
business unit and to drive sales in Commercial, Medicare, Medicaid, and Pharmacy sales channels. Led business
development, account penetration, product pull-through, and access management. Directed 12 account
managers and $4.7M budget.
Exceeded $2.7B target, driving revenue to $4B. Negotiated, signed, and managed five direct contracts with
five Regional Commercial and Medicare Plans, delivering $1.3B incremental revenue.
Eliminated rebates, achieving profitable access for Pfizer products with key accounts like Harvard Pilgrim, BCBS,
Tufts, ConnectiCare, Fallon, WellPoint, Lahey Clinic, and others.
Developed best practice for performance management, increasing bench strength and succession planning.
Increased employee engagement from below, to above Pfizers average, as measured by Gallups Q12 and
Follow Through Index.
Improved account management performance and alignment, while co-promoting Spiriva with Boehringer
Ingelheim. Co-promotion stabilized and extended relationship with strategic partner.
REGIONAL MANAGER, Pratt Pharmaceuticals, 2006 2009
Promoted as part of corporate restructuring to drive sales of specialty and primary care products in the New
England market. Led field sales, direct hospital sales, account management, and leadership development.
Directed 174 employees and $7.9M budget.
Grew sales of Lipitor from $814M to >$1B%, while increasing market share from 38.2% to 45.6% before generic
pay for performance hit market.
Led county in sales for three years, increasing total revenue in region from $958M to $1.6B.
Spearheaded competency-based sales training and strategic account management process to build
continuity during period of industry transition, elevating sales performance 65%. Adopted company-wide.
Served on an Executive IT task force to design and implement new in-house sales and CLM analytics platform.
Achieved 100% compliance, and increased access to physician prescribing habits, generating $1.37M savings.
Represented Pfizer on Enterprising Leadership Panel at MIT Sloan School of Management annual conference.
Received the prestigious W.E. Upjohn Award for demonstrated leadership and initiative.
SPECIALTY SALES DIRECTOR, 2003 2006
Selected to develop and expand new division focused on Cardiology, Endocrinology, and Nephrology specialty
markets in the North Atlantic/Northeast region. Directed 119 employees and $4.3M budget.
Grew five product portfolio sales from $369M to $699M. Recognized as #1 region for three years.
Pioneered design and launch of Mozart, Pfizers first electronic marketing and sales platform. Sales enablement
platform helped increase regions Lipitor sales 79%, from $142M to $255M.
Deployed The Alliance Model, creating a new field sales force structure, and increasing physician reach 11%.
Achieved top Lipitor targets and successfully launched new product.
Executed corporate restructuring affecting 58% of Division, while retaining 100% of top talent.
Received Vice Presidents Management Cabinet Award for sales excellence in 2004 and 2005.
Early Career Progressed from Representative to Training Manager, Director of Sales Operations, and District
Manager, serving in roles with increasingly more responsibility and higher sales targets.
Education and Professional Credentials
MA, Executive Development, Ball State University, Muncie, IN
BA, Zoology, University of New Hampshire, Durham, NH
Certified in DISC, Situational Leadership, and Strategic Dialog in Account Management
Military Experience
CAPTAIN, United States Air Force, Grissom AFB, IN
Completed missions during Desert Storm, Desert Shield, Provide Comfort, Proud Return, and Operation Just Cause
Received Aerial Achievement Medal and Air Force Commendation Medal