DON LARSEN

Overland Park, KS | Don.larsen92@yahoo.com | 913.226.1267

SR. SALES EXECUTIVE / KEY ACCOUNTS MANAGER / NATIONAL ACCOUNTS MANAGER

Account Management Positive Formulary Access Product Launch
Contract / Rebate Negotiations Relationship Development Sales / Sales Team Management
Highly accomplished, results-oriented Regional Account Manager with twenty years of experience and
demonstrated success in devising solid contracting strategies, garnering positive formulary access, negotiating
contracts and rebates, and increasing sales and market share for large portfolios, which include IV injectable,
and orals.
Innate ability to develop and maintain relationships with key decision-makers at National and Regional
Accounts, PBMs, GPOs, MCOs, Retail, LTC, Trade, Medicare Part D, State and Federal Government (VA /
DoD) accounts, Hospital Systems/IDNs. Formulated business relationships with Chief Medical Officers, VPs,
CEOs, Pharmacy Directors, Sales and Management at key accounts.
Possess significant experience in branding, sales, and strategic launch marketing / pull-through plan
development for implementation at key national and regional accounts.
Therapeutic background: Psychiatry, Respiratory, Gastroenterology, Pulmonary, Neurology, Cardiovascular,
Womens Health, Infectious Disease, Alcohol Dependency, Pain
PROFESSIONAL EXPERIENCE

FOREST LABORATORIES, Now ACTAVIS Pharmaceuticals

1994-Nov 2014
Regional Account Manager - ND, SD, NE, IA, MO, IL, KS
2007-Nov 2014
Appointed to formulate and execute business development, marketing, contracting / contract compliance, and
rebate, strategies for an underperforming territory to achieve formulary access and sales goals of $200 million.
Managed portfolio of 8 Regional MCOs, 3 Regional Medicare Part D Accounts, 4 FFS Medicaid Accounts, and
4 Managed Medicaid Accounts.
Account Relationships: BCBS KC, KS, NE, IA, IL/HCSC ND, Essence Healthcare, Health Alliance IL,
Medicaid in all 7 states, Kansas and Nebraska Pharmacists Association, Catalyst, Amerinet, Mercy GPO,
ROI, Presence Health, Advocate Health, RESTAT, HIX in IL, MO, Sanford, Wellmark BCBS, Avera, Health
Alliance, Alegent Health Systems, St Lukes Health Systems, Kansas and Nebraska Medical Centers.
National Account: Catalyst
Successfully launched 7 new products. Positive formulary status in contracted/non-contracted accounts for
CNS, Cardiovascular, Respiratory, GI, Neurology, and IV Antibiotic.
Achieved diverse clinical and decision team penetration among accounts: pharmacy directors, medical
directors, department chairs, KOLs, case and care managers, respiratory therapists,
VP/clinical/retail/hospital pharmacists and PBM clinical specialists.
Gained extensive experience in developing cross-functional team pull-through initiatives that became a
nation-wide corporate standard.
Key Accomplishments:
Exceeded sales goals 104% throughout 7-year position tenure. Ranked #7 in US for overall formulary
access, 12 products, in 2014.
Linzess (GI), 95% PDL Account performance, 85% unrestricted access within 12 months. Accomplished
preferred formulary status with Linzess at Health Alliance displacing market leader after only 3 months.
Tudorza (COPD) 93% PDL Improvement in assigned accounts. Gained formulary access for Tudorza
displacing market leader at Mercy Health Systems, MO.
Launched Fetzima and garnered recognition as the Top Regional Account Manager in US to obtain
unrestricted T2/T3 coverage on all managed care accounts. Attained top market share in the US for Fetzima
at BCBS Kansas City in 2013.
Achieved formulary access at Essence Health for Tudorza, Linzess, and Namenda XR; 90% unrestricted
access in assigned accounts. Accomplished this in less than 6 months and was named National winner for
best formulary access for Namenda XR.

Achieved highest market share (18%) for Bystolic of any Medicaid account in US by negotiating a single
step on MO Medicaid. This was accomplished without a supplemental rebate.
Negotiated reduction to a single step requirement for the entire SSRI/SNRI antidepressant class with NE &
MO Medicaid resulting in the highest market share growth for Medicaid accounts in US.
Gained formulary access for Daliresp in 12 Regional Hospitals in 4 state regions resulting in a 50% increase
in market share in 1 quarter.
1 of 5 Account Managers selected to join Incentive compensation task force.
Promoted to facilitate managed care / sales education initiatives, teach contracting and sales strategies, and
participate in ride-alone visits with new RAMs, DMs and Sales representatives.
Promoted to Senior Regional Account Manager and maintained senior designation each year.
Outstanding Leadership Awards - 2008, 2009, and 2013.
Presidents Club 2010, and 2012.

Hospital District Manager

2004-2007
Alcohol Dependence, CNS, Cardiovascular SD, NE, IA, KS, MO, OK, AR, CO, NM, West TX, WY
Promoted to lead team of 9 Hospital Sales Representatives covering 11 states and 127 unique accounts.
Identified market opportunities and challenges and subsequently developed, planned, implemented, and
executed action plans for the development of sales professionals.
Accounts included: DOD, VA, Teaching, Community and State Hospitals, Indian Health, LTC, and Prisons.
Key Accomplishments:
Integrated field sales material into the Hospital Sales group.
Developed launch strategy for 2 new products. Top unit sales growth nationally for all 3 promoted products.
Improved ranking from 11th to 4th in the Nation in 2004. Ranked #1 in the Nation in 2006.
Received Outstanding Leadership award for 6 consecutive months.
Assisted Regional Director in the development and management of Divisional Managers.

Specialty District Manager

2002-2004
CNS, Cardiovascular, Female Health - NE, IA, KS, MO
Promoted to lead a team of 10 Specialty Sales Representatives covering 4 states. Identified market
opportunities and challenges for CNS, Cardiovascular and Female Health products.
Developed, planned, implemented, and executed action plans for the development of sales professionals.
Key Accomplishments:
Developed cross-functional integration of the Specialty Sales Team with Territory Sales.
Hired 10 representatives; 4 were promoted to management, 1 to manager of field operations.
Ranked 4th nationally in the first year; finished in the top 10% nationally during 2 years in the position.

Divisional Sales Manager

1999-2002
CNS, Cardiovascular, Respiratory - NE, IA, KS, MO
Promoted to lead a team of 10 Territory Sales Representatives covering 4 states. Identified market
opportunities and challenges for our CNS, Cardiovascular and Respiratory products.
Developed, planned, implemented, and executed action plans for the development of sales professionals.
Key Accomplishments:
Mentored Divisional Managers in professional development and guided critical thinking.
Participated in 2 expansions: Responsibilities included hiring for 2 divisions, total of 13 representatives.
Learned and executed elements of situational leadership.
Tied for #1 Division in US, received 4 Outstanding Leadership awards, Manager of the Year, and
Presidents Club.
Territory Representative
1994-1999
Pain, Respiratory, Female Health, Hypertension - NE
EDUCATION
University of Nebraska Kearney Kearney, NE
Bachelor in Business Administration - Emphasis Marketing.