Kurt Turner

KURT R TURNER, JD MBA Loomis, CA 95650 | - |- MANAGED MARKETS BIOPHARMA LEADER & PATIENT ACCESS PROGRAMS STRATEGIST DISTINGUISHING TEAM PERFORMANCE / EXCEEDING GOALS Experienced Payer Marketing, Access & Reimbursement Leader with 15 years of successful team leadership creating optimum product access through differentiating clinical / economic value propositions, specialty product launches, and account management. Create and lead successful National, Regional and Reimbursement account teams across Medicare, Medicaid and Commercial channels including Specialty Pharmacy (SP), Buy & Bill, Specialty Distribution, Federal, IDN and GPO. Energetic, strategic and highly motivated leader who excels at creating strong team cultures and a drive for results among diverse groups of professionals. Therapeutic expertise: Respiratory, Inflammation, Oncology, Immuno-oncology, Neuroscience (Buy & Bill / Specialty Pharmacy), GI, Cardiovascular, Diabetes, Urology Key strengths Payer Strategy and Tactic Creation/Implementation // Creating & Leading Payer Account Teams // Reimbursement Team Development & Leadership // Successful New Product Launches // Major Account Development & Management // Pricing, Contracting Strategy & Negotiation PROFESSIONAL EXPERIENCE SAGE THERAPEUTICS2022 to Present Executive Director, Market Access Strategy (Loomis, CA and Cambridge, MA) Recruited to lead the development of Sage’s US market access strategy, integrate functional strategies and tactical plans, align with Sage collaboration partners, and ensure the payer customer perspective is communicated across Sage and is accurately represented in all commercialization plans Led market access strategy development for Sage’s lead molecule in the treatment of depression Led cross functional specialty pharmacy network development across both Sage and its commercialization partners Developed account management tactical plans aligned to strategic launch plans GILEAD SCIENCES2018 to 2022 Senior Director, Payer Strategy and Marketing (Foster City, CA) – 7/2018 to 12/2022 Recruited to lead the development, execution, and evaluation of all strategic and tactical initiatives supporting optimal coverage, provider reimbursement, distribution, and patient access of in market and launch products within the cardiopulmonary, inflammation and oncology therapeutic areas Built a cross functional launch team designed to build a payer strategy within the inflammation therapeutic area using all available market research and consideration of innovative value preserving tactics Created payer strategy and tactics designed to preserve coverage and reimbursement status within very competitive specialty therapeutic areas Led specialty product value proposition development for payers, HCP’s and patients OTSUKA 2012 to 2018 National Director, US Access & Reimbursement Group (Loomis, CA) – 11/2014 to 5/2018 Recruited to lead a newly created Otsuka Access and Reimbursement Group field organization. Directed 6 team leaders, 1 Director of Field Operations and 51 Account Managers ensuring optimal provider experiences across product portfolio including neuroscience/schizophrenia (Buy & Bill) and hyponatremia Nominated by Otsuka’s president for unprecedented, blended leadership role leading field Access Team as well as serving as interim leader of HUB, creating full concept, strategy and selection of outside vendor from inception. Hired Access Leadership Team and HUB Patient Access Director Built team job descriptions, compensation plan, organizational design, and strategic remit Regional Director, Market Access - Managed Markets (Loomis, CA) – 3/2012 to 10/2014 Led and managed team of Account Executives responsible for national and regional payers in Western US Hired new high functioning team of 8 seasoned Account Executives responsible for Otsuka’s entire US portfolio Requested by Otsuka CEO to turn-around a difficult relationship with Novation and Premier. Facilitated a new collaborative relationship, protecting 2 key branded oncology products from generic intrusion. Launched new long-acting injectable anti-psychotic into the market Achieved payer parity status to major competitor months before targeted date across numerous national accounts including United, Anthem, Centene and CVS Caremark GLAXOSMITHKLINE1999 to 2012 Regional Director, Medical Center Solutions (Loomis, CA) – 8/2010 to 3/2012 Led Health System Account Managers (10) responsible for Integrated Delivery Networks (IDN) and Hospitals in CA and NV. Responsible for entire GSK product line including Advair, Flovent, Serevent, Arixtra and Entereg. Successfully increased Arixtra (anticoagulant) health system formulary inclusion by 30% in first year through a combination of strategic account management and contracting Increased Entereg utilization (post-surgical bowel function restoration) 50% through renewed focus on reduction in hospitalization Instilled a passionate, results-focused spirit into a team that had not had consistent prior leadership Performance managed lowest performing account manager to become the top performing account manager, based on volume, among his peer group Increased Advair volume 10% across the region in first year Director, National Accounts – UnitedHealth Group & Health Net – (Loomis, CA) – 2004 to 2010 Recruited to repair customer and internal stakeholder relationships within UHG, one of GSK’s largest Managed Markets customers. Negotiated and executed franchise product agreements in accounts totaling $800MM in annual GSK revenue. Aggressively led team in executing Advair, Flovent and Serevent pricing agreements resulting in favorable market position for all franchise brands with no net increase in rebates/discounts even after products had been removed from United Part D formulary. Spearheaded new product market development effort and orchestrated launch of new products within national accounts resulting in volume growth Led matrix account team in executing sales strategies resulting in sales growth of key products in price sensitive markets on predominantly generic drug formularies National Account Manager – Emerging Markets (Roseville, CA) – 1999 to 2004 Recruited to direct sales and market expansion initiatives in emerging markets and employers representing over 80% of total US market. Developed and implemented market strategies in self-funded employer, employer coalition, advocacy group and physician organization markets Successfully stemmed Paxil payer formulary removal threat through employer pressure Established corporate presence in new markets through the creation of a number of disease state collaborative ventures with healthcare stakeholders including HMO’s, employers, hospital systems and provider organizations ASTRAZENECA1992 to 1999 National Account Manager – Emerging Markets (Sacramento, CA) – 1998 to 1999 Recruited to join team responsible for self-funded employers and the nation’s largest GPOs throughout the US. Collaborated to set account team strategy and profitability enhancement objectives. Built and negotiated a Prilosec and Plendil performance-based hospital buying group contract with Premier resulting in a revenue growth rate in excess of the national average. Coordinated and managed communication of national emerging customer strategies to geographically based sales teams throughout the US. Established corporate presence with strategically important employer purchasing organizations through the development of clinically innovative programs aimed at enabling provider groups to convey value to employers and other payers. Regional Account Manager – Federal Market (Sacramento, CA) – 1992 to 1998 Directed account teams responsible for sales at all Federal (Veterans Administration and DOD) hospitals in Western US. Directed field-based promotional efforts at strategically important federal medical teaching centers resulting in an average 50% annual sales growth. Established product-pricing discipline that retained Plendil formulary access and resulted in an increase in net franchise product volume across targeted DoD accounts. MERCK1988 to 1992 Pharmaceutical Sales Consultant (Spokane WA and Reno, NV) – 1988 to 1992 Sold franchise product line in inpatient and outpatient settings with an average sales budget of $2MM EDUCATION Juris Doctorate McGeorge School of Law, Sacramento, CA Master of Business Administration California State University, Sacramento, CA Bachelor of Science • Biology • Lewis and Clark College, Portland, OR