Traci Spalding
Boston
Summary
Accomplished executive with a proven track record at Janssen Pharmaceutical Companies of Johnson & Johnson, adept in P&L management and strategic account leadership. Spearheaded innovative market strategies, achieving over 110% of planned call targets. Skilled in executive sales management and fostering distributor partnerships, demonstrating exceptional team training and client relationship management.
Overview
33
33
years of professional experience
1
1
Certification
Work History
Sr. Director, National Accounts, Strategic Customer Group
Janssen Pharmaceutical Companies of Johnson & Johnson
08.2022 - Current
- Leads top National Payer Account team for Johnson & Johnson Innovative Medicine portfolio of products and services across the United States
- Negotiates formulary access positions to deliver innovative products and differentiated services and solutions for the patients that we serve, while managing GTN across the total J&J portfolio of products
- Delivers financial business results through cross-functional teams to execute targeted pull-through initiatives and shape new market opportunities across the healthcare ecosystem
National Sales Director, Cardiovascular and Metabolism
Janssen Pharmaceutical Companies of Johnson & Johnson
01.2021 - 08.2022
- Led Primary Care selling organization of over 510 Chronic Care Sales Specialists, Divisional Sales Managers and Region Business Directors across the US marketplace for the Cardiovascular and Metabolism franchise
- Directed selling teams and cross-functional partners to execute upon aligned business goals and objectives to exceed sales and financial targets through integrated leadership
- Within first 30 days in role, was asked to lead 2 of the 4 CVM Selling organizations (Primary Care and Cardiovascular Specialists) of Sales Specialists, District Managers and Regional Business Directors, over 950 people in an Interim assignment through June, 2021
- Acted as Interim Vice President of Sales as current VP was acting President for 6 months
- Launched and led a NEW Strategic Partnership with Janssen Pulmonary Hypertension team and CVM Chronic Care Sales organization exclusively to co-promote Disease State Awareness and educational programs to targeted HCP universe
- Rapid execution of partnership planning and training and across matrixed organizations with critical stakeholders starting May, 1, launched July 1, 2021
- Successful outcomes of Janssen Pulmonary Hypertension 2021 strategic partnership resulted in metrics exceeding 110% of planned call targets across the Nation with one region exceeding by 140%
- Over 326,00 sales calls in a 6-month period and over 50% of HCP’s ranked as highly engaged in survey results
- CVM National Sales Director lead for launch of CVS Health 2022 formulary change across all CVM retail selling teams
- Led specific tactical execution plans with cross-functional team of Janssen stakeholders to develop regional pull-through plans, resource tools, competitive insights, pharmacy strategy and weekly dashboards with detailed accountability metrics to deliver results
- Business results to date show highest aggregate XARELTO market share trends Nationally in over 5 years attributed to successful maximization of targeted pull-through initiatives with CVS Health
- Comprehensive approach across sales, marketing, SCG, commercial excellence, finance and clinical teams to flawlessly execute with one specialty, Hematology/Oncology, exceeding competitive share for the first time in brand history
- Led sales force reduction initiative across Chronic Care Primary Care Selling team 2H, 2021 through present state reducing District Managers by 36%, Specialists by 31% while maintaining positive culture across the organization, positive retention of talent and continued market share growth across targeted universe to deliver upon business plan goals
Vice President, Americas Region
LifeScan, Inc. / Platinum Equity Advisors, LLC
01.2019 - 01.2021
- Oversaw sales and commercial account management to execute regional business strategies across the United States, Canada, and Latin America to steer efficient and profitable organizational outcomes
- Function as one of three Regional Vice Presidents that holds full profit and loss (P&L) accountability for 60% of global business sales, EBITDA, and volume
- Manage the productivity and performance of 215+ North and South American employees to steer business profits across the diabetes marketplace
- Provide leadership as a Contract Pricing Committee (CPC) voting member representing the Americas region
- Partner with business leaders to establish potential new US Channel GTM digital and Private Label strategies aimed at expanding marketability and market growth
- Surpassed the organization headcount effectiveness targets for the US, Canada, and Latin America by 128%
- Successfully achieved the 2019 year-end financial EBITDA targets for North America, overcoming otherwise decreasing sales and consumer volume trends across the market
- Established a more proactive, customer focused sales team that effectively aligned with the current business market by strategically restructuring the US account management and sales teams for the development of a new North America based commercial enterprise
- Led the contracting team to collaborate with a new business partner to shift 2K+ LikeScan customer contracts from J&J Health Care Systems, Inc
- To the internal LifeScan company
- Established modern contracting and financial internal governance models for Payer, Retail, and Wholesale customers among matrixed businesses, leading to quicker financial rebate accrual tracking and deal closures
- Produced and initiated state-of-the-art Digital Bundle Contracting solutions to help maintain Preferred Payer positions and develop an increase in consumer volume growth
- Unveiled the US Health and Human Services (HHS) internal LifeScan Project Charter that helps to develop effective GTM strategies and track issues pertaining to current Health Care legislative decision-making
Area Vice President, J&J Medical Devices, Strategic Customer Group - North Central Region
Johnson & Johnson
01.2016 - 01.2019
- Company Overview: Multinational corporation that develops medical devices, pharmaceuticals, and consumer packaged goods
- Steered the strategic account and team management of US regions to support organizational growth for this multinational corporation
- Managed the J&J Medical Devices Strategic Account Management team throughout the North Central region with 11 direct reports, including strategic account and contracting executives
- Collectively held full P&L responsibility for $750M+ in annual sales distributed across the J&J subsidiaries of Ethicon, Inc., DePuy Synthes, and Biosense Webster, Inc
- Built strong business partnerships to establish a high-performing team and culture for streamlining enterprise-wide business strategies
- Served as a CPC voting member that represented DePuy Synthes to steer SCG account management
- Multinational corporation that develops medical devices, pharmaceuticals, and consumer packaged goods
- Developed a diverse, high-performing Strategic Customer Group (SCG) team in the North Central region by bringing in senior- and executive-level sales and account management talent from external companies
- Negotiated and implemented new J&J Medical Devices’ FOCUS and SIMPLE GROWTH overlay contracts in 2017 and 2018 with Memorial Health, Aurora Health, and McLaren Health
- Established innovative contracting strategies with Captis Health, LLC, previously the Upper Midwest Consolidated Service Center (UMCSC), resulting in over $250M in sales
- Implemented the company’s initial Sole Source Comprehensive Energy Agreement with the Henry Ford Health System and Health Alliance Plan (HAP) to develop the MEGADYNETM Core Energy Product Line, resulting in $2.5M in business growth
- Built a strong partnership with a Tier 1 customer to develop the J&J Advocate Strategic Partnership Ladder
Area Vice President of Sales, Ethicon, Inc. - Great Lakes Region
Johnson & Johnson
01.2015 - 01.2016
- Directed a Regional Sales Team for the subsidiary Ethicon, Inc., including over 80 sales specialists and division sales managers located within the Great Lakes Region
- Selected by the Vice President of Sales for Ethicon, Inc
- To manage the new Regional Suture Specialist team, to include 15 direct mid- to senior-level reports
- Held full P&L responsibility for over $250M in annual medical device sales
- Implemented the company’s business plan that included the development of new share and volume growth strategies, new product launches, and modernized GTM regional business models
- Surpassed the 2015 Great Lakes Regional Total Quality Assurance (TQA) by over 103% to Quota, a 7% growth
- Recognized leader of the top-third sales region in the US in 2015
- Implemented the “Project Chibony” regional GTM deployment strategy, leading to a new resource position in the Chicago marketplace, increased talent development, and the reallocation of US-based positions
- Collaborated with 4 Great Lakes regional representatives to develop a specialized Biosurgery, Energy, and BSE position in the US
- Worked with a DePuy Distributor partner in the Wisconsin marketplace to effectively develop and launch the first US Medical Device Co-Funded Sales Representative, leading to an initially doubled volume versus baseline growth rate on targeted accounts
Senior Director, Payer Development
LifeScan, Inc.
01.2012 - 01.2015
- Created, implemented, and managed the Payer Development Organization for Diabetes Solutions Companies in Wayne, PA
- Directed the US Payer Development team that included over 50 account management and contract services staff members
- Oversaw Payers within the Insulin Delivery Payer business units and the Self-Monitoring of Blood Glucose (SMBG) product market
- Managed 90% of over $1B in gross annual franchise sales
- Held accountability for Payer GTM access and contracting strategies
- Helped initiate and implement the Diabetes portfolio accounts and provided portfolio recommendations as a customer relationship and marketplace subject matter expert (SME)
- Rebuilt and developed a new Payer organization to successfully reach more market channels
- Successfully exceeded the goals outlined in the 2014 Payer Development Business Plan related to Net Trade Sales (NTS), volume, and market share; retained a lucrative average selling price (ASP) for the Diabetes Solutions franchise
- Increased the LifeScan Payer market share by more than three points in the $2.6B strip category, resulting in the heightened development of a LifeScan SMBG market leadership position that implemented innovative Payer GTM strategies
- Improved each of the top 8 Commercial Payer consumers that embodied over 90% of the LifeScan Payer NTS and 80% of the company’s sales volume
- Managed over $900M in annual NTS for Commercial and Government Payers that represented over 85% of the company’s total US sales
Director of Managed Markets
LifeScan, Inc.
Dallas
01.2010 - 01.2012
Director of National Managed Care
LifeScan, Inc.
Skillman
01.2007 - 01.2010
Regional Long-Term Care Field Director
J&J Health Care Systems
Raritan
01.2006 - 01.2007
Corporate Account Director
J&J Health Care Systems
New Brunswick
01.2002 - 01.2006
Strategic Account Director
Ortho-McNeil Pharmaceuticals
New Brunswick
01.2000 - 01.2002
Strategic Account Manager
Ortho-McNeil Pharmaceuticals
New Brunswick
01.1999 - 01.2000
Marketing/Strategic Alliances Manager
Ortho-McNeil Pharmaceuticals
Raritan
01.1997 - 01.1999
Professional/Hospital Sales Representative
McNeil Pharmaceuticals
Princeton
01.1992 - 01.1997
Education
Bachelor of Science - Business and Marketing
Rider University
Lawrenceville, NJProgram Certification -
Smith College for Women
Talent Acceleration Program -
Johnson & Johnson
New Brunswick, NJDare to Lead - Women’s Leadership Certified Executive Sponsor
Johnson & Johnson
Skills
- P & L Management
- Account / Portfolio Management
- Executive Sales Management
- Contract Negotiations/Management
- Business Intelligence and Analytics
- Conflict Management
- Distributor / Channel Partnerships
- Executive / Board Presentation Skills
- Team Training & Development
- Client Relationship Management
- Change Management
- Territory Planning & Data Forecasting
Certification
- Smith College for Women Program Certification, Johnson & Johnson
- Johnson & Johnson Talent Acceleration Program, New Brunswick, NJ
- Dare to Lead – Women’s Leadership Certified Executive Sponsor, Johnson & Johnson
Timeline
Sr. Director, National Accounts, Strategic Customer Group
Janssen Pharmaceutical Companies of Johnson & Johnson
08.2022 - Current
National Sales Director, Cardiovascular and Metabolism
Janssen Pharmaceutical Companies of Johnson & Johnson
01.2021 - 08.2022
Vice President, Americas Region
LifeScan, Inc. / Platinum Equity Advisors, LLC
01.2019 - 01.2021
Area Vice President, J&J Medical Devices, Strategic Customer Group - North Central Region
Johnson & Johnson
01.2016 - 01.2019
Area Vice President of Sales, Ethicon, Inc. - Great Lakes Region
Johnson & Johnson
01.2015 - 01.2016
Senior Director, Payer Development
LifeScan, Inc.
01.2012 - 01.2015
Director of Managed Markets
LifeScan, Inc.
01.2010 - 01.2012
Director of National Managed Care
LifeScan, Inc.
01.2007 - 01.2010
Regional Long-Term Care Field Director
J&J Health Care Systems
01.2006 - 01.2007
Corporate Account Director
J&J Health Care Systems
01.2002 - 01.2006
Strategic Account Director
Ortho-McNeil Pharmaceuticals
01.2000 - 01.2002
Strategic Account Manager
Ortho-McNeil Pharmaceuticals
01.1999 - 01.2000
Marketing/Strategic Alliances Manager
Ortho-McNeil Pharmaceuticals
01.1997 - 01.1999
Professional/Hospital Sales Representative
McNeil Pharmaceuticals
01.1992 - 01.1997
Bachelor of Science - Business and Marketing
Rider University
Program Certification -
Smith College for Women
Talent Acceleration Program -
Johnson & Johnson
Dare to Lead - Women’s Leadership Certified Executive Sponsor
Johnson & Johnson
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