Hanford Nelson

About Hanford Nelson

A proven leader and marketer with consistent and documented high-level performance.Areas of influence: Healthcare providers, hospitals, GPO’s, health plans, national pharmacy chains, specialty pharmacies and surgical centers. Areas of focus: High profile biotech and medical devices.(startup and pre-existing), product launches and revitalization’s. Building, growing and sustaining brandsSpecialties:Oncology, neurology, urology, infectious disease, gynecology, surgical.Interests:Having dynamic connections with individuals and groups that share positive energy sources in both professional and personal life (both terrifically interconnected).Continual, lifelong education. Actively support superior patient outcomes through advanced science with medications and devices.

Experience

1. Director, Gpo & Strategic Partners (South)

   Exelixis

   Apr 2024 — Present · FL, US

   The Director of GPO & Strategic Partners Role is a highly collaborative position responsible for enhancing Access and Sales initiatives within the southern US market (FL, GA, SC, AL, MS, LA, TX, AR, OK, & NM). Working directly with sales leadership, market access colleagues, and marketing, removing barriers to on-label and clinically appropriate product utilization. The primary goal is minimizing access barriers and implementing various programs and services to supplement the field sales force and management efforts. Knowledge of ALL aspects of the oral Oncology marketplace (i.e: GPO networks, SP/SD distribution, Payer and reimbursement fluency, and PBMs), understanding professional organizations/networks supporting community oncology and SPs, like COA, NCODA, QCCA, etc: Supporting access to Key Oncology Accounts, including In-office dispensing (IOD), Hospital Clinics, Integrated Delivery Networks (IDNs) and VA/DoD accounts. This role provides critical competitive intelligence within the marketplace, assists in developing the overall market access strategic plan for Exelixis, and works cross-functionally with internal customers to drive the national sales strategy. Leveraging expertise and understanding the changes in the oncology marketplace, including contracting, reimbursement models (OCM, ACO), mergers, and acquisitions, and communicating this to appropriate colleagues. Partnering with C-suite level executives, heads of pharmacy, medical directors, etc, to create business opportunities and build strategic partnerships. Responsible for education, communication, and coordination with all segments of the business for each assigned account; including GPO and hospital contracts, OCM reimbursement models, and changes in payer strategy. Coordinating strategic planning meetings (SPMs) in targeted accounts and developing presentations with Marketing, Sales, and Access, displaying a level of comfort in leading group discussions with customers and stakeholders.

Education

• Valdosta State University

  BA, Business & Communications

  1988 — 1991