Ryan Guite, MBA

 

UCB | (Dec 2019 – Present)

​

Director National Trade Accounts – Market Access & Pricing

​

• Direct-to-Patient (D2P) – Led the launch and expansion of patient-centric healthcare strategies, championing the industry's shift towards delivery models, resulting in improved access and enhanced patient engagement.

​

• Spearheaded strategic pricing and market access initiatives for National Accounts, enhancing product adoption across Health Systems, Integrated Delivery Networks (IDNs), Long-Term Care (LTC), and Home Health Care channels while driving the implementation of Direct-to-Patient (D2P) programs.

​

• Drafted, negotiated, and executed contractual agreements to establish new channel access pathways for ultra-rare and orphan therapies, expanding patient reach and strengthening downstream distribution.

​

• Developed actionable market strategies by analyzing downstream channel conditions, identifying untapped distribution opportunities, and integrating innovative solutions into the supply chain to maximize market reach.

​

• Optimized channel performance by leveraging in-depth knowledge of market dynamics and reimbursement trends, delivering measurable growth in product utilization and account satisfaction.

​

Ecosystem Lead (Southeast) - Bone Health - Dec 2019 - Feb 2023

​

• Key Account Manager - Spearhead development, implementation and coordination of strategic initiatives aligned with healthcare systems’ objectives, among internal / external cross-functional stakeholders, to facilitate better care for post fracture osteoporosis patients.

​

• 2021 – Peer Nominated Spotlight Award Winner – Task to Value: Focusing on Impact.

​

• Responsible for understanding key drivers of regional health ecosystem surrounding patients and influencing development and implementation of educational or other projects to advance patient experience, improve outcomes, and ultimately lead to enhanced population health management.

​

• Partnering responsibility with large healthcare systems including C-suite/D-suite to improve systemic detection and treatment of osteoporosis in patients after fracture.

​

• Thought Leader Liaison responsible for Key Opinion Leader (KOL) development and facilitation of peer-to-peer interactions across the account and region to stimulate sharing of innovation and design thinking by advancing patient value and uncovering patient experience and ultimately enhancing care continuum.

​

• Develop extensive understanding of stakeholder operating model, organizational structure, patient population, staff engagement model, utilizing insights to deliver individualized solutions to enhance patient outcomes to close care gaps.

​

NOVO NORDISK, INC. | Multiple Leadership Roles  | (June 2008 - July 2019)

 

11 years. Promoted 3 times to build new divisions and sales teams for organization within 5 promotions. Multiple President’s Club Winner. Numerous performance awards. National Key Accounts. Experience within Corporate Headquarters. Led teams in different geographical areas, disease states, and strategic planning.

 

Specialty District Sales Manager Biopharmaceutical - GA, SC, NC, FL (Dec 2013-Jul 2019)

​

• #2 in Nation at 109% (2019)

• #1 Team in Nation for year over year growth (2017, 2018)

• #3 District in Region 99% goal attainment (2016)

• #1 District in Region - 106% goal attainment (2015)

• #1 in Nation for Tier1 / Tier2 Depth Growth (2019)

• #2 District Nationally for most New Writers (2016)

• #1 in Nation (110%) after first year of launch (2015)

• #1 District in Region - highest Growth 126% (2014)

​

• Developed Account Management with C-Suite, Pharmacy, Therapeutics committees, and Executive Leadership Council.

• Led team through launch of NEW product, NEW class, and NEW Disease state; launched 5th New Product to Market.

• Developed Market with customers (IDNs, Hospitals, IPAs, HCPs, Employers, Unions, Coalitions, Orthopedic, Oncology).

• Interviewed over 100 to select ideal candidates for performance and growth and hired entire team of 10 for new divisions; created launch plans, and exceeded Company goals at 130%, arriving at $35M team revenue.

​

National Support Manager – National Key Accounts (July 2012- Dec 2013)

​

• Assisted VP of Market Access with National Key Accounts, Federal Accounts, & Group Purchasing Organizations (GPO).

• Directed and facilitated Business Planning for Institutional Key Accounts. (2013, 2014)

• Set strategy and helped develop NEW VA Sales force to exceed 100% of goals in first year at 145%.

• Established several processes for collaborative communication from Key Accounts team to NNI stakeholders.

​

Managed Markets Strategy Manager – Government Channel (Jan 2012 - Jul 2012)

​​

• Collaborated with Managed Markets teams to develop strategies and tactics supporting Medicare and Medicaid

• Created strategy and campaign on Part D and Star Ratings. Corporate Headquarters position.

• Managed Multiple Projects encompassing elements of policy, branding, and tactical development.

​​

Senior Diabetes Care Specialist - Northeast, USA (Jun 2008- Jan 2012)

​

• Presidents Club - National 2011 (#2 in Nation)

• Launched New Diabetes Product to US Market - $4 Million Gross revenue; 147% to Goal YTD. (2010)

• Selected for Liraglutide Field Advisory Panel to share field input pre-launch. (2009)

• Chosen as District Trainer for Portland District; leadership role to mentor and train district members. (2009-10)

• Achieved #3 National Ranking, 127% to Goal, Q1andQ2 (2009); selected to serve on 12 National Conferences

• Outperforming district, region, and nation with 8% Market growth. (2008-2012)

• Accountable for Maine Territory full insulin portfolio to medical community including Primary Care Physicians, Endocrinologists, Internal Medicine (IM), Diabetes Educators, Community Hospitals, and Long-Term Care.

​

​

TAKEDA PHARMACEUTICALS | Deerfield, IL   (8/2005-6/2008)

Senior Diabetes Specialist (Hospitals / Endocrinologists / Internal Medicine)

​

• Launched 2 new products to Market successfully in Top 5% of Region and top 10% of Nation.

• Appointed Leadership Roles – TrxPert (2006, 2007, and 2008), R.A.P. Panel Member, Territory Manager (2007, 2008).

• Grew Territory to 45 rank from 450th (out of 518); $2 Million Sales; Regionally ranked #3 out of 56. (2007)

• Coordinated and executed strategy plans as team lead on developing Hospital accounts with Formulary Access Strategy.

• Provided In-service to physicians, RNs, and pharmacists on lipid, cardiovascular, and diabetes care.

• Successfully expanded Market penetration by deploying innovative sales strategies.

• District Selling Skills Expert appointment by Regional Director. (2006, 2007, 2008)

• Educated Endocrinologists, Cardiologists, Diabetes Educators, and IM physicians in office, Hospital and Clinic Settings throughout Maine territory – Actos®, DuetAct®, ActoPlusMet®, Niaspan®, Advicor®.

​

SMITH LAB SERVICES - IDEAL HEALTH INC. | Toronto, Canada   9/2000-6/2005

Regional Sales Manager

​

• Developed customized nutritional supplement program for Health Care Professionals.

• Recruited physicians nationally to implement customized programs into practices in Oncology and Cardiology.

• Trained and coached over 75 physicians and representatives about program’s features and benefits.

• Performed over 1000 1-hour presentations in 25 different cities Nationally, and web-ex Internationally.

• Grew from $0 to $10 Million revenue; hired and trained 50 sales reps Nationally.

​

CFM TECH, INC. | Wellesley, MA   3/1999-8/2000

Sales & Marketing Associate VP

​

• Facilitated growth of small start-up business to larger National manufacturer and distributor.

• Established new clientele and distributors to market medical diagnostic equipment.

• Collaborated with President to gain contracts with Military Medical Personal resulting in $200,000 profitable sales volume quarterly and over $1 Million annually.

 

ORGANOGENESIS, INC. | Canton, MA   8/1998-3/1999

Quality Control Analyst

​

• Performed sterility testing on cell culture reagents and coordinate environmental monitoring of class-100 facility for the leading tissue engineering company in the world.

• Monitored all incoming microbiology media for nutritive and selective properties as well as assisted in coordinating validation studies of cell culture facilities in accordance with USP XXIV guidelines.​