Lance Mullen
Hendersonville
Summary
Dynamic Specialty Manager with a proven track record at Vital Care Infusion, excelling in payer systems and reimbursement navigation. Expert in building strategic partnerships and delivering impactful training, I drive optimal patient access and outcomes. My strong problem-solving skills and emotional intelligence foster collaboration and success in complex healthcare environments.
Overview
19
19
years of professional experience
1
1
Certification
Work History
Specialty Manager
Vital Care Infusion / Kaba Fusion
09.2023 - Current
- Acted as a trusted resource for healthcare providers and patients, expertly navigating reimbursement and access complexities to ensure prompt initiation and continuity of biologic therapies.
- Delivered tailored education on reimbursement processes, insurance coverage, and patient access pathways to provider networks, specialty pharmacies, and healthcare institutions.
- Built and sustained strategic partnerships with healthcare organizations, proactively identifying and resolving reimbursement and access barriers to support optimal patient outcomes.
- Served as a key liaison in patient access, navigating intricate reimbursement landscapes with urgency and precision to secure timely insurance coverage and minimize therapy delays.
- Monitored evolving healthcare policies and reimbursement trends to anticipate potential access challenges, providing proactive, solution-oriented support.
- Collaborated cross-functionally with internal teams to refine market access strategies and empower colleagues with tools and insights to manage complex reimbursement scenarios effectively.
Specialty Account Manager
Hikma
07.2020 - 09.2023
- 2021, 2022 President’s Club Award Winner
- Superbowl of Sales Champion 2021
- Manager Pathway Graduate 2022
- National Peer Advisor 2021-2022
- Successfully launched Kloxxado (8mg Naloxone) and turned Tennessee into the #1 prescribing state in the country.
- Collaborated strategically with addiction clinics and leveraged their relationships with state lobbyists to position Tennessee as the first state in the nation to secure preferred formulary coverage for Kloxxado under State Medicaid (TennCare).
- Initiated the widespread adoption of Kloxxado as a leading life-saving intervention, establishing it as the top medication distributed by addiction awareness groups across Tennessee—reaching over 12,000 doses monthly and potentially saving thousands of lives.
Infectious Disease Specialist
GlaxoSmithKline
08.2017 - 07.2020
- Driving Diversity Team Lead 2018-2020
- 2019 Presidents Club
- National Peer Advisor 2020
- 2019, 2020 Star of Excellence Award Winner
- Trainer Pathway Graduate 2019
- Productively launched Shingrix to become the fastest-growing vaccine to market in 2019 and 2020. Shingrix was on average at 180% to goal in the Southern California territory throughout my tenure with GSK Vaccines.
Specialty Sales Representative
Quintiles IMS
Southern California
03.2016 - 08.2017
- Promoted both Invokana (Type 2 Diabetes SGLT-2 Inhibitor) and Xarelto (DVT/PE and Arterial Fibrillation).
- Earned Platinum Club awards as top 10% of the company in my first and second full quarters with Quintiles IMS.
- Mastered the art of office access by developing outstanding relationships with physicians and staff to gain creditability with prescribers resulting in stellar market share percentage growth for Invokana and Xarelto in their respective disease states markets. I promoted both products to above 60% market share in the first year.
Pharmaceutical Sales Representative
Daiichi-Sankyo Inc.
Southern California
05.2015 - 03.2016
- Marketed Daiichi-Sankyo portfolio of products within Hypertension (Benicar), DVT/PE, Arterial Fibrillation (Savaysa) and chronic constipation disease states (Movantic).
- Leveraged my understanding of product information to consult, influence and maintain new business.
- Customized discussions with customers based on understanding patient profiles and prescribers’ habits and needs.
- Meet and exceeded sales goals in the Palm Springs Territory.
- Maintained ongoing business planning with customers in territory through effective business management and strategic analysis of the market fluctuations and changes in managed care.
- Established a positive reputation among physicians, staff and COI’s thus broadening my network and establishing strong relationships within my community.
- Managed territory budget to support sales and marketing activities.
- Effectively managed and prioritized time and resources to maximize sales.
Business Sales Specialist
US Bank
Coachella Valley
02.2009 - 02.2014
- Served as the relationship manager to existing clients by deepening relationships and providing continual financial advice as appropriate to each individual business.
- Prospected throughout my assigned target area to bring in new business clients and develop a network of Centers of Influence to expand my customer base through direct client referrals.
- Implemented a plan for sourcing prospects and developing new customer relationships to increase revenue income from deposits, cash management services and other products, as applicable to each business.
- Utilized a personal profiling process to understand what my client’s lending and deposit needs were to strategically cross sell based on those opportunities.
- Established relationships with US Bank partners and direct branch employees to maximize sales opportunities that resulted in achieving well above the standard level of partner referrals recorded quarterly.
- Extensive training and experience in the ability to cash flow and underwrite commercial and SBA loans.
- Developed fifty percent of the Coachella Valley districts business production in one branch in a district that totals twelve branches. Business production is based on loan and deposit growth along with revenue generated for the bank.
Commercial Finance Manager
Wells Fargo
Coachella Valley
08.2006 - 02.2009
- 2014 Platinum Club
- #3 National Ranked Consultant for Commercial and SBA lending in 2014
- 140% Goal Attainment for commercial lending growth.
- Grew deposit growth by 173% and was ranked 5th nationally.
- Functioned as the Commercial Finance Manager for SBA, commercial lending and deposit growth in the Coachella Valley, a territory which consisted of 17 branches and 6 Small Business Specialists. My role included training all team members within the small business team to identify potential growth positions for Wells Fargo and how to navigate those opportunities through their respective channels.
Education
Business Economics -
University of California Santa Barbara
07.2006
Skills
- Payer systems and reimbursement navigation
- Patient access and insurance coverage
- Market access and cross-functional collaboration
- Healthcare policy monitoring
- Sales strategy and strategic partnership building
- Customer relationship management
- Training and development in healthcare regulations
- Reimbursement process expertise
- Brand strategy and buy-and-bill knowledge
- Emotional intelligence in customer service
- Marketing and peer development strategies
- Product launch expertise and sales specialization
- Analytics and disease experience in cardiology, gastroenterology, endocrinology, otolaryngology, oncology, immunology, allergy, pain management, addiction, rare disease, rheumatology, neurology
- Time management and negotiation expertise
- Upselling strategies and project management skills
- Effective communication and data analysis proficiency
- Problem-solving capabilities
Websites
Certification
- Accreditation Council for Medical Affairs
- Prior Authorization Certified Specialist (PACS)
- Manager Pathway Graduate 2022
- National Peer Advisor 2020-2023
Accomplishments
§ 2021, 2022 President’s Club Award Winner
§ Superbowl of Sales Champion 2021
§ Manager Pathway Graduate 2022
§ National Peer Advisor 2021-2022
§ Driving Diversity Team Lead 2018-2020
§ 2019 Presidents Club
§ National Peer Advisor 2020
§ 2019, 2020 Star of Excellence Award Winner
§ Trainer Pathway Graduate 2019
Timeline
Specialty Manager
Vital Care Infusion / Kaba Fusion
09.2023 - Current
Specialty Account Manager
Hikma
07.2020 - 09.2023
Infectious Disease Specialist
GlaxoSmithKline
08.2017 - 07.2020
Specialty Sales Representative
Quintiles IMS
03.2016 - 08.2017
Pharmaceutical Sales Representative
Daiichi-Sankyo Inc.
05.2015 - 03.2016
Business Sales Specialist
US Bank
02.2009 - 02.2014
Commercial Finance Manager
Wells Fargo
08.2006 - 02.2009
Business Economics -
University of California Santa Barbara
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