Ian Newton R.Ph.

P.O. Box 230891 Encinitas, CA 92023

Cell (760) 707-7162 / e-mail: in207eb8@westpost.net
QUALIFICATIONS:
* Sixteen years of management experience including multiple sight operations wit
h profit and loss responsibilities in excess of $500 million per year
* Twelve years of advanced, large scale, multi-sight project management experien
ce
* Twelve years of managed care/HMO, Medicare, Medicaid and commercial experience
* Ten years of contract proposal, negotiation and management experience
* Ten years of inbound/outbound call center management
* Eight years of sales management and sales training experience focusing on cons
ultative selling and issue resolution
* Demonstrated history of unique, entrepreneurial, and strategic 'out of the box
' business solutions
* Six Sigma and Quality Assurance trained
* Proven ability to manage 350+ associates by providing a challenging, fulfillin
g, enriching and fun environment
* Extensive out-sourced vendor relationship management skills
* Registered Pharmacist with in-depth medical, pharmaceutical and healthcare ind
ustry knowledge
* Outstanding team building skills fostering diverse teams with direct individua
l accountability and empowerment
* Outstanding written and verbal communication skills
EXPERIENCE:

11/2006 - Present Prescription Solutions Carlsbad, CA

National Director, Specialty Pharmacy Operations
* Develop and expand on departmental potential by focusing on team strengths, le
adership styles, key operational metrics, customer satisfaction trends, organiza
tional expectations, market penetration data and opportunities, sales and market
ing activity, and the organizational information technology infrastructure
* Lead the design and implementation of key organizational operating systems whi
le in-sourcing a 5 fold increase in new business
* Maintain and enhance all operational aspects of this multi-sight specialty pha
rmacy operation while forecasting, budgeting and managing more than $500 million
per year.
* Direct all activities associated with clinical and non-clinical inbound/outbou
nd call center consisting of 350+ associates.
* Accomplishments include:
o Business sponsor and project lead for the fundamental operational and IT re-de
sign of Prescription Solutions prior authorization process. Flawless implementa
tion in December 2009
o "Ranked Highest in Customer Satisfaction among Mail Order Pharmacies" by JD Po
wer, 2008
o Received the highest customer satisfaction survey results in four years; 98% s
atisfied/very satisfied with their Specialty Pharmacy experience, 2008
o Achieved departmental Utilization Review Accreditation Committee (URAC), 2008
and 2009
o Reduced the departmental 2007 'comp & fringe' by 26% as compared to 2006
o Increased various productivity elements of all departmental teams by 10% to 20
0+%
o Creation and Implementation of 'technician level' Prior Authorization approval
; effectively increasing productivity by more than 50%; year over year value sin
ce 2008 is in excess of 2.5 million dollars.
11/2005 - 11/2006 Hospice Pharmacia San Diego, CA
Western Divisional Director, New Business Development
* Responsible for implementing and cultivating a consultative sales approach wit
hin the western division of the Hospice Pharmacia, excelleRx business unit
* Key objectives include sales growth, enhanced market place visibility, and the
recruitment and training of a highly accountable, performance driven sales team
in the western most 23 states
* Direct sales responsibilities include the establishment of sales strategies an
d objectives, price point negotiations, maintaining gross margin and developing
relations with senior level management for sales pull through support
* Team responsibilities include providing training, mentorship and direct manage
ment support to the western divisional sales team comprised of four pharmacists
and two marketing liaisons. Activities include: conducting class room training
, team selling with direct reports in the field, establishment of quarterly and
annual sales goals, individual coaching and performance feedback
* Profit and loss responsibilities in excess of twenty million dollars per year
* Accomplishments include:
o Increased divisional sales by approximately 25% in the second quarter of 2006
o Training and implementation of 'consultative sales techniques' decreasing the
sales cycle by 15% and improving overall success by 25%
o Creation and implementation of standardized procedures for the documentation o
f sales activities and prospective account information management within the Cli
ent Relationship Management (CRM) database
1/2005 - 9/2005 Crescent Healthcare, Inc. San Diego, CA
Director, Branch and Clinical Operations
* Resuscitate and manage a financially challenged Home Health Care operation by
providing oversight, mentorship and leadership to all operations, sales, new bus
iness implementations, contract negotiations, outside vendors, nursing, deliveri
es, and budgeting aspects of a highly technical, high volume, home infusion pha
rmacy and home health care agency
* Manage and adapt to client and payor needs by engaging in detailed business an
alysis, fact finding, consultative selling and discovery sessions
* Profit and loss responsibilities in excess of fourteen million dollars per yea
r
* Organizational structure was comprised of four direct reports and forty associ
ates
* Engage in daily oversight and mentorship of sales and marketing team including
teambuilding, productivity analysis, budgeting, forecasting, and performance fe
edback
* Accomplishments include:
o Revenue growth of 37% with an EBITDA improvement of 83%
o Staff retention of 90%

2002 - 2005 PharMerica San Diego, CA

Director, Branch Operations
* Provide leadership and direction to a 'closed door' Long Term Care pharmacy st
ruggling to overcome strong local and national competition
* Profit and loss responsibilities in excess of fifteen million dollars per year
* Organizational structure was comprised of eight direct reports and thirty asso
ciates
* Responsibilities included: annual forecasting and budget determination, sales
quota projections, daily/monthly/annual cost containment, productivity forecasti
ng, year over year improvements, quality assurance, human capitol initiatives, a
ccount management, consultative selling, marketing, strategic initiatives, contr
act proposals and negotiation plus new business development and implementation
* Accomplishments include:
o Development of five distinct, nationally recognized and implemented operationa
l, value added improvements
o Improved 'E-Kit' operational productivity by 150% while implementing a proacti
ve quality assurance program that eliminated customer complaints, ensured that m
edication was available when needed and eliminated the need for customer driven
refill requests
o Key participant in a nationwide corporate taskforce focused on the development
of 'product differentiation' and brand recognition

1997 - 2002 AdvancePCS Scottsdale, AZ

Manager, Client Services
* Develop and maintain key relationships, contractual obligations, benefit struc
tures, operational savings, customer expectations and financial integrity of the
aligned accounts
* Manage an annual revenue stream of $175+ million and a cost center liability o
f more than one million dollars
* Client responsibilities included: Humana, Inc (3.5 million lives), Tufts Healt
h Plan (900 thousand lives), Pequot Tribal Nation (20 thousand lives), Arizona a
nd Michigan Medicaid providers and various HMO's
* Provide creative, entrepreneurial insight to internal and external senior mana
gement teams fostering the development of additional programs, resources and val
ue added clinical and non-clinical programs
* Responsible for a team of forty highly trained associates and four direct repo
rts. The scope of practice for this team ranged from 'IT Hard coding' to the gen
eration of custom client marketing pieces and retail network prescription cards
Manager, Pharmacy Resource Centers
* Motivate and re-design a call center of 100+ associates and eight direct repor
ts responsible for supporting two mail order facilities with a monthly combined
prescription volume of 600 thousand by updating and improving "Therapeutic Inter
vention", "Brand to Generic" conversion and overall management of AdvancePCS' cl
inical call center "Ask-A-Pharmacist"
* Utilized as the internal operations key contact for a disseminated national sa
les force of 145 Clinical Consultants
* Responsible for the budgeting, forecasting and management of a six million do
llar annual budget encompassing multiple business units
* Accomplishments include:
o Operational cost reductions of two and a half million dollars from 1988 to 200
0
o Development and implementation of an in-line career pathing program and work r
ule guidelines for approximately 1,000 call center employees located at four sep
arate and distinct facilities
1993 - 1997 Walgreen's Scottsdale, AZ
Pharmacy Manager
* Provide daily operational and administrative support to teams ranging from eig
ht to twenty five associates
* Responsibilities included inventory management, clinical oversight, scheduling
of all staff and related activities, customer service, claim adjudication, conf
lict management, disease management
* Profit and loss responsibilities of approximately twelve million dollars per y
ear
* Accomplishments include:
o Operationally re-invented five separate 24-hour pharmacies within the Phoenix
area
o Designed and implemented a prescription filing system that improved efficiency
by 80%
o Created pharmacy workflow that improved productivity by 20% and was incorporat
ed into future store production

EDUCATION:
* Bachelors of Science in Pharmacy - Ferris State University, Big Rapids, Michig
an
o California Registered Pharmacist #60444
* Certified 'Project Mentor' (80 hours of course study in project management)
* Arizona State University 'Mini- MBA' program (80 hours of course study)
* Advanced computer skills including: MS Project, Visio, Excel, Access, Word, Ou
tlook, Power Point
REFERENCES:
* Available upon request