Speakers

As Vice President, USMM KAM CoE Charley guides and supports the Key Account Management Team that works with Local Managed Markets Customers in key U.S. markets.  Customer focus for this team is with  Health Plans, PBMs, Advanced Physician Organizations, local Employers, and key Academic Medical Centers
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Charley also leads the National Account Employer Team which focuses on our largest national employers who influence the Health Care Landscape. 

Charley has over 30 years of experience in the industry and has  held several leadership positions within Novartis across numerous therapeutic areas such as Transplant, Oncology, Mental Health and Cardiovascular with extensive experience in Institutional Sales and Managed Care.

A graduate of Virginia Tech, Charley holds a Bachelor of Arts Degree in Political Science and  a Masters in Business Administration from Georgia State University.

Speaker overview coming soon...

Charlotte is currently Senior Vice President, Business Management for Shire Pharmaceuticals, with responsibility for cross-functional corporate initiatives.  Previously at Shire, she headed leadership and organization development and before that, Global Business Research and Intelligence (market research, competitive intelligence, commercial assessment for new products, and strategic forecasting). She joined Shire in January 2005 from Millennium: The Takeda Oncology Company, where she was Vice President, Global Commercial Research and Health Outcomes.  Previously, she was at Pharmacia Corporation (now Pfizer) as Vice President, Global Business Research.

She was named the Healthcare Businesswomen’s Association (HBA) 2008 Woman of the Year, recognizing leadership, business expertise and mentoring.  

Charlotte has spent over 25 years in the healthcare industry, starting in market research at Pfizer.  She worked for Johnson & Johnson, Bristol-Myers Squibb, and at Lipton in consumer market research. She also spent 3 years on Wall Street at Donaldson, Lufkin & Jenrette as a security analyst for the pharmaceutical industry.

Charlotte was the recipient of the 2001 R.R. Fordyce Award for contributions to marketing research. She is Past President of the HBA and a member of the HBA Advisory Board; she is Past President of the Pharmaceutical Business Research & Intelligence Group (PBIRG). She is also an Adjunct Professor at Columbia University Graduate School of Business.

She holds an MBA in Finance and Marketing from the University of Chicago Booth Graduate School of Business and an AB in French and German from Middlebury College. She and her husband Leif Magnusson, an attorney, and their two cats live in Berwyn, PA.

Dan Weston is the Director of External Advocacy for GlaxoSmithKline.

During Dan’s 16 years with GlaxoSmithKline, he has served on the Commercial Operations side of the business. As Director of External Advocacy, he is responsible for taking the positive story about the value of medicines to the public, healthcare industry, and advocacy groups throughout the country.

Today, you will learn how innovation has, and will, bring new medicines that provide hope and a future for those living with disease. How prevention and intervention is critical to controlling the cost of healthcare and helping people feel better.

Because his family members, including himself, have been challenged by disease, the value of the pharmaceutical industry and reforming healthcare have become important and passionate messages for Dan to share with you today.

In January, 2009, Denise Freier assumed her current responsibilities as Executive Director, GTS Sales Programs & Execution.  In this role, she is responsible for driving all programs for sales effectiveness and efficiency throughout GTS globally.  She brings over 25 years of executive management, organizational change, and sales experience in IBM.

Prior to this assignment, Denise was the Director, Worldwide Sales Initiatives for IBM, and served as a team leader of the largest global transformational initiative in IBM-- the company’s ability to deliver Client Value (CVI).  This initiative touched all aspects of IBM sales model, including sales methods, coverage segmentation, organizational structure, as well as culture and behavior change. From 2003-2006, Denise was a field sales executive as IBM’s Managing Director for a large Financial Services client in Chicago. 

Between 1996 and 2003, Denise had several executive positions in IBM’s Business Transformation organization, including Director of IBM High Performance Selling, where she led the worldwide redesign and execution of a common sales process (Signature Selling Method) that effects our "direct interaction with customers" across all IBM divisions.  Denise also teamed on the development of IBM’s Sales Management system, which integrated the concepts of the selling method with a disciplined process to manage sales based on current information and regular coaching of sales teams. (SSL)   Denise has spoken at several industry conferences, including Siebel’s User Group in Cannes, France describing the importance of people, process and technology in cultural transformation.

Denise’s career in direct sales and sales management began in Chicago.  She has spent much of her career in various sales and management assignments in the Midwest, including Branch Manager in Indiana and WW Forest Products Industry Executive.

In addition to her business responsibilities, Denise remains active in numerous local charity and community organizations such as Menttium, Junior Achievement, and Vital Bridges.  She graduated with a BS in Management Science from the University of Illinois, and subsequently achieved an MBA from the University of Chicago.   She enjoys golf and music, and being a role model for her two daughters.

Mickey Herbert holds multifaceted responsibilities as both President and CEO of ConnectiCare as well as Executive Vice President of EmblemHealth.  ConnectiCare has been ranked as one of America’s Best Health Plans® by U.S. News and World Report for the last four years.  Mr. Herbert's senior roles reflect the extensive amount of knowledge and experience he brings to both organizations.
Prior to joining EmblemHealth and ConnectiCare in 2005, Mr. Herbert was the founder and CEO for 22 years of Physicians Health Services (PHS), a publicly-traded health plan serving the tri-state region of Connecticut, New York and New Jersey. Under his leadership, PHS grew to serve over 550,000 members. An eminent figure in national HMO affairs, Mr. Herbert is a past chair of both the former American Association of Health Plans and the former American Managed Care and Review Association. He is currently a director of America’s Health Insurance Plans (AHIP).  Before founding PHS, he was Vice President of InterStudy, a national health policy research firm. Herbert also served for eight seasons as President, CEO and majority owner of the Bridgeport Bluefish Baseball Club, an independent minor league baseball team in the Atlantic Professional Baseball League.

A dedicated worker on behalf of the community, Mr. Herbert serves on the boards of numerous organizations throughout Connecticut including the Barnum Museum, the Barnum Festival, the Connecticut Business and Industry Association (CBIA), the School for Ethical Education, the University of Connecticut Foundation, the Greater Hartford Community Foundation and the Metro Hartford Alliance (where he serves as its Economic Development Chairman). He is a past Chairman of the Bridgeport Regional Business Council and a member of its Executive Committee. He is also a past Chairman of the former Greater Bridgeport Area Foundation and has co-chaired, with his wife Jackie, an annual campaign of the United Way.  For the past eight years, he has been a board member of Patient Care, a national healthcare advocacy firm.  In 2006, Mr. Herbert co-chaired the Connecticut Health Insurance Policy Council formed to study Connecticut’s healthcare system and to create recommendations on how to improve that system.  In 2007, he was appointed to the HealthFirst Connecticut Authority commissioned by the Connecticut General Assembly during the 2007 legislative session to research ways to provide affordable healthcare coverage to all Connecticut citizens. 

Mickey Herbert earned a B.A. at Swarthmore College and an M.B.A. at Harvard University. He is a graduate of a special HMO Fellowship Training Program at the Wharton School of the University of Pennsylvania and was a Senior Fellow of the Executive Program in Managed Care at the University of Missouri in Kansas City.  He has an honorary doctorate degree from the University of Bridgeport.

Areas of Expertise:

Mr. Herbert brings more than 30 years of experience in healthcare.  In 1971, he began working for InterStudy and its CEO, Dr. Paul Ellwood, the nation’s leading proponent of a marketplace approach to healthcare delivery.  During his six years at InterStudy the Nixon administration, working together with a Democrat-controlled congress, introduced competition into America’s healthcare delivery system by providing federal grants and loans to start new health plans all over America.  Soon after, Mickey Herbert moved to the Bridgeport, Connecticut area and founded a new health plan (PHS), which he led as its CEO until it was sold over two decades later to a national health plan.

An eminent figure in national HMO affairs, Mr. Herbert currently sits on the board of America’s Health Insurance Plans, the leading trade association representing 1,300 member companies providing health benefits to more than 200 million Americans. In July 2006, he co-founded the Connecticut Health Insurance Policy Council to study Connecticut’s health care system and to create recommendations on how to improve it.  He has spent much of the past three and a half years studying and working to reform Connecticut’s health care system.

A former All-American fast-pitch softball player, Mickey Herbert is also a former Ringmaster of Bridgeport, Connecticut’s renowned Barnum Festival.

He has five children and lives with his wife, Jackie, in Fairfield, Connecticut.

Dr. Mike Sokol serves as the Corporate Medical Director for Merck & Co., Inc.  He leads the Integrated Health Management department that is responsible for operating the company's employee health clinics, fitness centers, disability management programs, and global occupational health activities.  Mike also provides direction to Merck's health care benefits strategy and wellness initiatives, and he chairs the company's management team responsible for addressing public health challenges to the employee population, such as pandemic flu.

In his prior roles at GlaxoSmithKline and Medco Health Solutions, Dr. Sokol provided subject matter expertise and consultative support to external customers.  His areas of focus included population health and disease management, value-based benefit design, and health care quality improvement. He also conducted health services research by examining factors that influence medication adherence and its impact on clinical and financial outcomes.  Mike developed patient and physician education programs and contributed to both company's health policy and public affairs initiatives.

Dr. Sokol received his B.S. from Ursinus College in Collegeville, PA and his M.D. from Jefferson Medical College in Philadelphia, PA. He completed his internship at the Medical Center of Delaware, followed by his residency training in preventive medicine at the University of Maryland Medical System, where he also received his M.S. from the Department of Epidemiology and Preventive Medicine. 

Dr. Sokol is board certified in public health and general preventive medicine, and is a Fellow of the American College of Preventive Medicine.  He holds two academic appointments:  as a Senior Fellow in the Jefferson School of Population Health at Thomas Jefferson University and as an Assistant Clinical Professor in the Department of Community and Preventive Medicine at the Mount Sinai School of Medicine.  In addition to sitting on various organizational committees, Mike serves on the editorial board of the journal Population Health Management and has published several articles in the peer-reviewed medical literature.

Dr. Kritzler has been in his present position since April 2006.  He received his undergraduate degree from The Johns Hopkins University in 1973 and his MD from Columbia University College of Physicians and Surgeons in 1977. He completed a pediatric residency at Babies Hospital, NYC (now Morgan Stanley Children’s Hospital) followed by a post-doctoral fellowship in pediatric endocrinology at Johns Hopkins. After that training Dr. Kritzler remained on the Hopkins pediatric faculty until 1985. At that time he joined Kaiser Permanente as chief of pediatrics for the Baltimore expansion. He remained at Kaiser Permanente until rejoining Hopkins in 2006. At Kaiser Permanente , Dr. Kritzler held a number of senior medical administrative positions   including Baltimore  Medical Director ( 1996-2001, 1988-1993) , Chief Operating Officer of the Mid-Atlantic Permanente Medical group (1993-1996), and Associate Mid-Atlantic Regional Medical Director for various other functions ( utilization, contracting, compliance, regional services)(2001-2006). He remains a clinical consultant to Kaiser Permanente.

Johns Hopkins Healthcare is the Hopkins entity that administers a number of health plans (Priority Partners, USFHP, and EHP). At JHHC, Dr. Kritzler is part of the executive leadership team with a concentration in areas pertaining to care management, quality, and resource use and strategic benefit design.

Dr. Kritzler has lectured and published in a number of areas including utilization and care management, value benefit design, predictive modeling, large scale electronic medical record deployment, patient access, safety, disaster management, as well as areas of clinical pediatric endocrinology including diabetes management, at the patient and population level.

Speaker overview coming soon...

David Myrick is Vice President Sales-Americas for United.  He is based at the company's corporate headquarters in Chicago.

Named to the position in December 2006, Myrick is responsible for leading the North and South America sales organization and executing United’s sales transformation strategy.  He joined United in 2004 as managing director of Sales-U.S. West Region for United, where he was responsible for generating corporate and retail revenue for the company.  He was also responsible for establishing strategic direction for the Sales division and played a critical role in the strategic sales transformation of United's sales force in 2005.

Prior to joining United, Myrick served as regional sales director for Northwest Airlines/KLM, where he was responsible for corporate and agency sales in nine U.S. western states.  Before that, he was regional sales director for British Airways, where he was responsible for all channels of distribution including corporate, agency, consolidator and wholesale.  Myrick also has held various sales and marketing manager positions at USAirways and Piedmont Airlines.  He began his career in the airline industry in 1981. 

He holds a bachelor's degree in business administration from the University of Southern Mississippi.

Vice President of Sales and Marketing for the Tissue Growth& Repair Business Unit
of Genentech, Inc for around 4 years. Lead the launch planning  and subsequent strategy development for Lucentis which faced significant market and payer issues . This resulted in a significant turn around in mid 2008 and consequent quarter on quarter growth since then.

Additionally lead 3 other diverse( and 15 year + legacy) franchises in  Growth Hormone, TPA  and Cystic Fibrosis to renewed growth.

Success was achieved through the implementation of an industry leading sales and marketing alignment program involving advanced use of insight research coupled with
innovative segmentation strategies. Additionally did significant work in evolving the customer facing organization to align his Business Unit with the dynamically changing healthcare market place.

Before joining Genentech,he lead the North American Ophthalmology business for  Novartis.

During his tenure at Novartis  , Quinton was Senior VP for Global Marketing &Sales Effectiveness where he played a major role in revamping their marketing and selling processes on a world wide basis but focusing on Top 10 markets. He  was ad interim Head of Global Marketing based in Basel prior to returning to the US.

Prior to  Novartis, he spent 16 years with Bristol Myers Squibb .Starting in South Africa , he moved to Holland as General Manager to merge Bristol Myers and Squibb.

After relocating to the US in 1993,he had line management roles as President for Asia Middle East and Africa and President for Latin America and Canada.

Angela Bakker Lee is a Principal with ZS Associates, based in the firm’s Philadelphia office, and is global leader for ZS’s Productivity and Effectiveness practice. She has over 12 years of experience in the life sciences starting with a career in research before transitioning to various roles in Marketing and Sales. She has worked for 10 years as a management consultant serving the pharmaceutical industry and is a frequent guest lecturer and contributor to published articles on the topic of Sales Force Effectiveness.

Angela works with ZS clients to diagnose key drivers of productivity impacting Sales, Marketing, and Support organizations, partnering with them to achieve the changes necessary to improve company performance. Her engagements have included work in Europe, the UK, Asia, Japan, Canada, the US and Latin America, spanning more than 25 countries.

Angela is a Marshall Scholar and a graduate of Stanford University. She holds a PhD in Immunology as well as a BA in English.

Mike Moorman is Managing Principal, B2B Sales & Marketing, at ZS Associates, based in the firm’s Chicago office. He leads ZS’s work with B2B organizations with particular focus on value-based sales and marketing strategy and execution, sales organization design, sales operations, sales force motivation systems and change management.  Consulting with organizations across North America, Latin America, Europe and Asia, Mike has worked across multiple industries including high-tech, transportation, financial services, industrial products, media and publishing, telecommunications, consumer goods, energy and healthcare.  His experience spans a range of sales models including global, strategic and key accounts management, generalist and specialist field sales, channel partners and telesales. 

In 2007, Consulting Magazine named Mike one of its “Top 25” consultants for his thought leadership in value-based sales strategy and sales force optimization.  Mike is a frequent speaker on sales and marketing topics, presenting at numerous conferences and executive education forums as well as custom executive team workshops, and has also written and published extensively on the subject.

Mike is a graduate of the Kellogg School of Management at Northwestern University, with an MBA in Marketing and Finance.

Joshua has over 10 years experience in sales and marketing positions in the high-tech industry, developing expertise in sales force effectiveness, solution selling, and marketing and sales alignment. Joshua joined ZS from Microsoft, where he was Director of the Enterprise & Partner Group, leading a team responsible for the development and distribution of content and tools for the sales organization. Prior to this role, he ran the end-to-end consumer experience for Microsoft’s on-line services.

Previously, Joshua worked at Cisco Systems, where he held various leadership positions including creating and running the Value Selling team in Cisco’s Services organization. His work at Cisco was recognized with the ITSMA’s Diamond Award for leading the high-tech industry in creative and impactful sales and marketing alignment.

On October 1, 2006 Bernard L. Quancard was named President and CEO of the Strategic Account Management Association. He came to SAMA with significant Consulting, Senior Executive and Global Strategic Account Management experience.

Bernard started his career in 1969 with The Boston Consulting Group in the Boston and Paris offices. He joined Telemecanique (Schneider Electric Group) in 1975 as Vice President, Corporate Strategy and became VP/General Manager of the Switch Gear division in 1978 and of the Uninterruptible Power Supply (UPS) division in 1988. In 1994, he joined the management board of AEG Schneider Automation (Schneider Electric Group) as Executive VP, Worldwide Sales and Marketing.

Bernard moved to Chicago in 1997 for Square D/Schneider Electric as Senior VP/General Manager of Schneider Global Business Development (SGBD), the entity managing global strategic accounts (GSAs) for Schneider Electric worldwide. That year, SGBD was managing 24 GSAs, driving $180 million of consolidated sales. By 2001, the entity was managing 74 GSAs with over a billion dollars of consolidated sales. The compounded growth of Schneider Electric sales at GSAs was twice the average growth rate of the total company. Strategic Account Management at Schneider Electric was recognized by the organization and its competitors as a major competitive advantage.

Retired from Schneider Electric since March 2005, Bernard is president of the French American Chamber of Commerce in Chicago, a permanent Chicago resident and also a native of France. Bernard holds a BS degree in electrical engineering from the University of Paris and an MBA from the University of Chicago.

Dr Jan leads the Horizon Blue Cross Blue Shield of New Jersey pharmacy clinical management program as a Clinical Director with over 12 years of experience in health care management and research. Dr Jan is responsible for managing Horizon’s pharmacy clinical initiatives including formulary management, Pharmacy and therapeutic Committee (Co – chair) drug reviews, utilization management, drug policy development, specialty pharmacy and physician education she works closely with the company’s business units, clinical quality and medical management areas to deliver integrated services.

Dr Jan leads Horizon BCBSNJ delivery of Medicare Part D Medication Therapy management program the market leader in New Jersey (CMS Region 4) for MA-PD and PDP customers, including a co-brand relationship with the State of New Jersey’s Pharmaceutical Assistance for the Aged and Disabled Program (PAAD). She serves as a consultant to PAAD advisory board, Academy of Managed Care Pharmacy and Blues association.  Dr Jan leads the research program for Horizon BCBSNJ. She is involved in collaborative as well as independent outcome research projects with Harvard, Rutgers and other national academic institutes and pharmaceutical industries. She provides consultations to International research and consultancy groups as well different officials in United Kingdom. She has represented Blues association at the Institute of Medicine for patient safety and adverse drug reaction reporting initiatives. Dr Jan is actively involved.

She has successfully led the New Jersey state leading project on childhood Obesity “Shape it Up” for more than 300 elementary school.

Dr Jan is also the director of residency program in Managed care and has successfully run the program for last 12 years. She also provides leadership for the Rutgers AMCP student chapter.

She is actively involved in teaching at Ernest Mario School of Pharmacy.

Dr Jan has a Masters in Pharmacology from St John’s University and doctorate in Pharmacy from Rutgers State University of New Jersey.

Research
Outcome research in therapeutic classes combining medical and pharmacy data, disease state management, managed care, formulary development, utilization management.