Ralph Googooian
Rocklin
Summary
Senior level management opportunity in corporate accounts and/or national payer reimbursement strategies utilizing real world evidence in the biologic, pharmaceutical, medical device, diagnostic, or specialty pharmacy industry.
Results-driven, entrepreneurial leader with 30 years of success in multiple channels including medical device, vision care, diagnostics, biologics, pharmaceuticals, and generics in senior level sales, marketing, reimbursement, management, and P&L roles. Excellent reputation for developing and motivating individuals and teams in areas of sales, marketing, and corporate account management. Known for building highly productive and collaborative business-to-business relationships within multiple channels of national payer, life science organizations, distributor, pharmacy benefit manager, retail, specialty pharmacy, and government. As a recognized expert in national payer, medical benefit, and reimbursement strategies, forged unprecedented collaborative relationships and alliances to support coverage of newly approved products and devices that shape favorable national health care policy. Gained early adoption of an oncology diagnostic tool with the nations largest managed care payor, achieved without price concessions and in the absence of its own CPT code. Co-authored a white paper on device tracking, outcomes, and product surveillance that advanced to a collaborative operational pilot and demonstrated an automated capability to track implantable devices by manufacturer and tie them to a claims database. Expertise in strategic planning and the alignment of corporate and brand strategy. Drive growth by delivering an end-to-end commercial customer experience that differentiates from and out-distances competitors.
Professional with robust background in directing and managing large-scale operations, consistently driving success through strategic planning and execution. Adept at implementing innovative solutions that enhance productivity and operational effectiveness. Known for fostering teamwork and adapting to evolving business needs, ensuring alignment with organizational goals.
Overview
37
37
years of professional experience
Work History
Director National Accounts, Strategic Customer Group
JOHNSON & JOHNSON HEALTH CARE SYSTEMS, INC.
Rocklin, CA
01.2011 - 01.2026
- Developing account specific business strategy for the Janssen portfolio of products focused on the MCO, PBM, and Specialty business units of UnitedHealth Group.
- Leading a cross-functional team within a matrix environment to develop an enterprise-wide customer engagement model to effectively engage and respond to the needs of the nation’s largest national payer and create preferred access and reimbursement for J&J’s portfolio.
- Drive growth by delivering an end-to-end customer experience that differentiates us from competitors.
- A corporate relationship built on history of success in working together to enhance patient care and reduce the overall cost of healthcare.
- United’s leadership team views J&J as a value business partner in developing innovative solutions to healthcare challenges.
- Serve as a single point of contact and responsible for C-Suite relationships to create breakthrough partnerships and align capabilities.
- Understands customer strategy and key objectives to create 'win-win' customer partnerships and recognizes corporate ownership of the customer’s key objectives.
- Achieved $2 billion in annualized sales for the Janssen portfolio of pharmaceutical products.
- Contracted sales of $750 million and achieved double digit growth for 4 consecutive years.
- OptumInsight Strategic Data Partnership.
- New Novel Oral Anticoagulant Study 'The Under Treatment of Patients with AF'.
- Diabetes Gaps in Patient Care Project 'Sugar'.
- Behavior Health Pilot for Long Acting Injectable Antipsychotics, United Healthcare, Optum Clinics, and Walgreens.
- J&J’s Vice President Leadership Awards, Rave Award, NAD of the Year Award, Encore Awards, and HIRC Best National Account Director in Class Award 2022 & 2023.
Vice President, Customer Development, Strategic Account Management Group
JOHNSON & JOHNSON HEALTH CARE SYSTEMS, INC.
01.2007 - 01.2011
- Responsible for driving customer-specific business results across all Johnson & Johnson franchises in a matrix environment.
- Accountable for establishing, building, and growing a corporate relationship between Johnson & Johnson and UnitedHealth Group, which includes the development of strategic alliances, initiatives, and pilots at the CEO and senior executive level throughout multiple verticals within the organization.
- Serve as a single point of contact and lead a cross-functional, multiple company account team with ultimate responsibility for delivering an enterprise wide approach for Johnson & Johnson through strategic business planning and execution.
- Achieved $2.1 billion in annualized sales in medical device, biologic, pharmaceutical, and consumer products.
- Contracted sales of $400 million and achieved double digit growth for 3 consecutive years.
- Partnered with UnitedHealth in a diabetes development joint venture that has grown consumer and glucose monitoring business, generating incremental sales of $10 million in year one and reduced competitive threats.
- Pioneered minimally invasive procedure project that realized $13 million in savings for UnitedHealth in first year, with total forecasted savings of $40 million over a three-year period.
- Gained new product coverage at market introduction for multiple devices, procedures, and biologics resulting in increased revenue of $50 million within six months of launch.
- Johnson & Johnson Chairman’s Award 2009, President’s Award 2008, and Encore Award 2007.
Corporate Account Director, Managed Markets Division
JOHNSON & JOHNSON HEALTH CARE SYSTEMS, INC.
01.2003 - 01.2007
- Responsible for corporate account management and leadership for a multi-company team assigned to national customers with over $500 million in corporate sales.
- Product portfolio included large and small molecule pharmaceuticals, medical device and diagnostics, and consumer products.
- Corporate and account contract modeling, forecasting, pricing, legal review, negotiations, reimbursement strategies, multi-company and departmental relationship management, product strategy, senior management customer relationships, program management, return on investment, and executive signing authority.
- Increased portfolio sales by 20% for 4 consecutive years.
- Negotiated several 5-year multiple-product and device agreements.
- Developed and implemented a house brand contract strategy to maintain sales following patent expiration.
- A member of J&J’s internal Generic Company Development Team which formed Patriot Pharmaceuticals.
- Johnson & Johnson President Award 2004, and Encore Awards 2005 and 2006.
National Account Manager, National Accounts Division
CENTOCOR, INC. (A Johnson and Johnson Company)
01.2002 - 01.2003
- National account responsibility for sales, marketing, negotiations, contracting, medical benefit coverage, field sales targeting, and pull-through activities for REMICADE within Health Net and PacifiCare.
- Gained enhanced product positioning within the medical benefit for REMICADE which generated health plan savings of $5 million and generated $61 million in incremental company sales.
- Developed a managed care payor financial model to evaluate the total cost of care between a self-injected and infused biologic agent.
- The model was adopted corporately and used internally by finance to validate contract offerings and cost to plan.
- Health Industries Research Center – Best Account Manager of The Year in 2003. 'PacifiCare.'
National Account Manager, Managed Care Division
BAYER CORPORATION
01.1999 - 01.2002
- Designed and implemented customized corporate account sales and marketing materials, channel and reimbursement strategies, risk-based agreements, forecasting, disease specific models, and aligned human resource development needed to maximize contractual growth and profits for pharmaceutical, biologic, and device products.
- Developed, negotiated, and implemented a risk-share based agreement which increased market share penetration by 28% and produced $82 million in incremental sales.
- Developed and implemented a diagnostic go-to-market device reimbursement strategy which enhanced coverage and early product adoption with targeted accounts.
- Implemented a branded generic strategy and maintained $50 million in sales for 2 years post patent expiration.
- Bayer Corporation President Award 2001.
Director of Managed Care, Corporate Managed Care Department
TEVA USA, INC.
01.1998 - 01.1999
- Corporate departmental responsibilities included managed care franchise profit and loss, departmental human resource, channel pricing, new product acquisition, and contracting strategy for over a 50-product generic line.
- Achieved multi-product awards which increased departmental sales over 20% for two consecutive years.
- Participated in the successful negotiation of two new product acquisitions which were forecasted to produce $250 million to $300 million in sales.
Director of Corporate Accounts, Corporate Account Department
ASTRA PHARMACEUTICALS, L.P.
01.1994 - 01.1998
- Directed and developed all marketing, sales, and reimbursement strategies for the following market segments: managed care, group purchasing, state and county, employer group, and trade.
- Responsible for managing a departmental budget of $10 million with a $190 million contracted sales revenue base.
- Led and developed national and regional account managers and was appointed to the Astra United States Commercial Pricing Committee.
- Corporate Account Team produced a 24% increase in sales for four consecutive years.
- Secured 90% formulary coverage for strategic products within the first 12 months of availability.
Regional Account Manager
MARION MERRELL DOW, INC.
01.1993 - 01.1994
- Account Manager of The Year Award – 1994.
Account Executive Trade Relations / District Manager
MARION MERRELL DOW, INC.
01.1989 - 01.1993
- President’s Award - 1991.
Education
Certificate of Completion - World Health Care Systems
Harvard School of Public Health
Boston, MA01.1996
Bachelor of Science Degree - Business Administration – Marketing
California State University, Fresno
Fresno, CA01.1986
Skills
- Relationship building
- Strategic planning
- Verbal and written communication
- Decision-making
- Pricing Strategy
- National Payer Rebate and Access Strategy
- Providers who hold Medical Risk Agrement
- Reimbursement Analytics
- New Product Pricing
Accomplishments
- Resolved product issue through consumer testing.
- Supervised team of 45 staff members.
- Developed unique pricing strategies to gain access and product coverage
- Developed provider contracting strategy Medical and Pharmacy Benefit
- Implement creative payer agreements to maintain access and limit competitive threats
Timeline
Director National Accounts, Strategic Customer Group
JOHNSON & JOHNSON HEALTH CARE SYSTEMS, INC.
01.2011 - 01.2026
Vice President, Customer Development, Strategic Account Management Group
JOHNSON & JOHNSON HEALTH CARE SYSTEMS, INC.
01.2007 - 01.2011
Corporate Account Director, Managed Markets Division
JOHNSON & JOHNSON HEALTH CARE SYSTEMS, INC.
01.2003 - 01.2007
National Account Manager, National Accounts Division
CENTOCOR, INC. (A Johnson and Johnson Company)
01.2002 - 01.2003
National Account Manager, Managed Care Division
BAYER CORPORATION
01.1999 - 01.2002
Director of Managed Care, Corporate Managed Care Department
TEVA USA, INC.
01.1998 - 01.1999
Director of Corporate Accounts, Corporate Account Department
ASTRA PHARMACEUTICALS, L.P.
01.1994 - 01.1998
Regional Account Manager
MARION MERRELL DOW, INC.
01.1993 - 01.1994
Account Executive Trade Relations / District Manager
MARION MERRELL DOW, INC.
01.1989 - 01.1993
Bachelor of Science Degree - Business Administration – Marketing
California State University, Fresno
Certificate of Completion - World Health Care Systems
Harvard School of Public Health
Professional Development
- Negotiating to Yes, Styles and Strategies
- International Situational Sales and Negotiations
- Corporate & Managerial Communication
- Organizational Culture / Behavior and Human Resource Management
- Legal Business Environment
- Statistics and Research Methods for Executive Decisions
- Life Sciences & Real World Evidence Role in Healthcare
- International Finance and Manufacturing
- Government Compliance