Our Team Experience
We are a team of highly skilled former Executives and Senior Managers from leading life sciences and managed care organizations, with operating experience in Executive Management, Commercial Development, Sales, Marketing, Market Analytics, Trade Relations, Account Management and Business Development.
Our National Accounts team includes regionally-located Managers with in-market expertise and established customer relationships. These professionals are supported by account administration professionals providing database development and management, customer communications, account analysis, auditing, reporting, and other services.
In addition, Partners and Managers consult with clients on strategic product, portfolio, and corporate decisions, and are supported by a team of highly skilled research and analysis professionals.
Executive Team Members
Leadership Team Members
Charles B. Fleahman
Charles B. ("Brad") Fleahman - Managing Partner
Mr. Fleahman has over 20 years of experience in the pharmaceutical industry in sales, marketing and management. Prior to founding VCG & Associates and Viking Healthcare Solutions, Mr. Fleahman was Sr. Director, Corporate Accounts with Astra U.S.A. In this role, Mr. Fleahman was responsible for building and directing all marketing, sales and reimbursement strategies for the Managed Care, Trade, Hospital, State and Federal Government business segments.
His key success in his six years as Director at Astra U.S.A, included a major role in the commercialization of Astra’s outpatient business franchise. He was responsible for growing the Astra U.S.A. Corporate Account’s Department from two to over thirty managers, plus support staff, with an annual budget in excess of $12 million. In 1999, his department was responsible for overseeing $400 million in annual sales through the hospital and managed care markets.
Mr. Fleahman is proficient at developing and executing strategies for achieving maximum market growth and penetration in the special market segments which impact the pharmaceutical business. For example, the Astra U.S.A. Corporate Account group was awarded the prestigious Diana Award by the NWDA for the best new pharmaceutical product introduction and in 1997 received the Partner of The Year award from the AMCP association. The Corporate Accounts team secured formulary access for Astra’s key products with over 85% of the third-party payer market, while tripling sales to governmental agencies. The Corporate Accounts group consistently over-achieved their sales objectives and played pivotal roles in forming strategic alliances with the major customer groups.
Michael A. Schultz
Michael A. Schultz, R.Ph. - Managing Partner
Mr. Schultz, a partner of VCG & Asscociates, has over 25 years of experience in the pharmaceutical industry. Prior to founding VCG & Associates, he has held a variety of senior level positions in sales, marketing, and business development with several pharmaceutical companies such as Merck, Serono, and Fujisawa. He also has experience working in the health plan and payer markets as Senior Director of Business Development for Express Scripts.
Mr. Schultz is proficient at developing and executing strategies for achieving maximum market growth and penetration in the market segments which impact the pharmaceutical and medical device business. For example, as Senior Director of Healthcare Marketing at Fujisawa, his team was awarded the prestigious Diana Award by the HDMA for the best new pharmaceutical product introduction. In his career Mr. Schultz has participated in the launch of over 25 different pharmaceutical products and medical devices.
Mr. Schultz is also experienced in pharmaceutical business development, commercialization and specialty biotech products. He has played a significant role with a number of late-stage specialty pharmaceutical companies in product acquisition and the build-out of their commercial operations.
Mr. Schultz is an adjunct instructor for the St. Louis College of Pharmacy, speaks at national meetings, and actively participates on healthcare advisory boards. Mr. Schultz has a Bachelor of Science Degree in Pharmacy and program certifications in Pharmacoeconomics, Long Term Care, and USP 797. Mr. Schultz donates his time as a pharmacist working to improve the lives of children suffering from Cystic Fibrosis.
Randolph S. Carpio
Randolph S. Carpio – General Manager
Mr. Carpio, a former Sr. Director with NDCHealth, was responsible for the Wall Street development group providing market intelligence to the pharmaceutical and biotech sector, financial institutions, research centers and media organizations. Mr. Carpio was with NDCHealth for over three years in a Senior Management role developing new informatic products for pharmaceutical manufacturers within managed care and pharmacy sectors.
Timothy F. Donohue
Timothy F. Donohue - Vice President
After five years of service in the United States Navy, Mr. Donohue started his career at American Hospital Supply Corporation in the Hospital Supply Division. Mr. Donohue then spent two years as President of Computers In Medicine, a software company, selling turnkey office management systems to physicians. Mr. Donohue then became General Manager of TravCorps, a provider of temporary traveling nurses to hospitals. Mr. Donohue was instrumental in growing TravCorps' sales from three to thirty million dollars during his tenure.
As Vice President of a pharmaceutical consulting company, Mr. Donohue opened the managed care practice supporting the launch of Astra USA’s Toprol-XL®. Mr. Donohue developed and implemented managed care consulting models, identified key areas of concern for major pharmaceutical companies and designed processes to address those needs and respond to changes occurring in the healthcare industry.
Mr. Donohue founded Boston Market Strategies, Inc. to assist health care companies to develop and implement strategies that allow them to meet their corporate sales and marketing goals in specific markets. Initial work included national accounts for new products and negotiations to improve the formulary status for existing products.
Mr. Donohue co-authored two publications: Drug Formularies and the Pharmaceutical Industry and Technology Assessment and Managed Care. In addition, he managed Healthcare: A Global Perspective for eight years. This project was funded by AstraZeneca and run by Harvard School of Public Health.
In 2003 Mr. Donohue joined VCG & Associates and manages the government business sector including Medicaid Preferred Drug Lists, Medicare Part D, DVA, DOD and other government entities. Mr. Donohue has a Bachelor of Arts Degree in Economics from The College of the Holy Cross.
Becky Hanson - National Account Manager
Ms. Hanson has been employed as a National Account Manager with VCG & Associates for over three years providing account coverage with the key customers located in the Midwestern and Northwestern region. During her tenure at VCG & Associates she has had tremendous success on behalf of our clients working with major accounts, such as United Healthcare, Prime Therapeutics, and Regence BCBS.
Prior to joining VCG & Associates, Ms. Hanson was a scientist at The University of Minnesota Medical School specializing in stem cell biology, cancer biology, and immunology. She has been published three times in the journals Blood and Genes and Immunity. She has used her broad scientific base to take a leadership role within VCG & Associates to spearhead internal training on various products and disease states.
Additionally, Ms. Hanson has also taken on the role of Client Director in coordinating communication between the National Accounts team.
Ms. Hanson has a Bachelor of Science Degree in Genetics, Cell Biology, and Development with a minor in Chemistry from The University of Minnesota, Minneapolis, MN.
Dave Hunt - National Account Manager
Mr. Hunt has extensive managed care sales and professional consulting experience in the biotech/pharmaceutical, oncology, medical device, and specialty markets. Mr. Hunt has worked with VCG & Associates for over three years. With over 25 years in the Pharmaceutical industry his experience includes: Sales Trainer, District Sales Manager, Product Manager, and Executive Account Director in managed care. Mr. Hunt has developed and implemented numerous national Rx, PBM, GPO, and managed care launches.
Mr. Hunt’s current focus is working with VCG & Associates clients in need of core, out-sourced managed care services for BioPharma and medical device product launches, national account/managed care sales, sales consulting, marketing, national healthcare programs, and strategic alliances.
Mr. Hunt coordinates managed markets activities for several VCG & Associates clients and manages sales and marketing activities for MemberHealth, Highmark, Medical Mutual of Ohio, UPMC, and Gateway health plans.
Mr. Hunt was formerly with AstraZeneca for over 13 years and was instrumental in developing national employer initiatives with Fortune 100 employers and national business coalitions.
Horace Cook - Chief Operating Officer
Mr. Cook began his career in the pharmaceutical industry in 1967 as a Sales Representative with Parke Davis, and after two years moved to SmithKline & French Laboratories. At SmithKline & French he moved through the sales organization with increasing responsibilities in Sales Training and Sales Management. At the time of the merger between SmithKline & French and Beecham Laboratories, he was named Director of Trade Operations.
As Director of Trade Operations, Mr. Cook was responsible for consolidation of distribution policies, the formation of a solely dedicated trade sales team and to mold together Customer Service and Telemarketing into one effective customer-driven organization. During his tenure he oversaw the launches of several major products: Relafen, Paxil and Havrix, as well as additional line extensions, all of which were commercial successes. Mr. Cook directed the formation of SmithKline Beecham’s Vaccine Distributor and Oncology Distributor “specialty distribution networks” which provided the needed distribution channels for the success of the Energix B and Kytril launches.
In the past years he has been recognized by the National Wholesale Druggist Association with Mr. Cook accepting four Diana Awards on behalf of SmithKline Beecham. Three awards were for Best New Product Introduction and one for Best Pharmaceutical Company with sales over $100 million.
Mr. Cook has participated in numerous wholesale advisory boards, as well as NWDA’s Institutional Marketing Committee. He has won numerous awards of leadership and execution within the SmithKline Beecham Corporation.
Mr. Cook has a Bachelor’s Degree in Biology from Carthage College, Kenosha, Wisconsin and has attended the University of Pennsylvania, Wharton School for graduate studies. In March 1997 he formed Tidewater Management & Consulting, Inc. and in June 1997 teamed up with John Gaffney to provide customized distribution consulting services to the pharmaceutical and biotechnology industries.
Jean Judd - National Account Manager
Ms. Judd has been employed as the Director of Contract Administration with VCG & Associates for over seven years providing contract administration for VCG & Associates' clients. She has tremendous insight and a keen understanding involving the customer contracting requirements for the best interest of our clients.
During her tenure at VCG & Associates she has had tremendous success on behalf of our clients negotiating contracts with major accounts such as CVS Caremark, Medco, ESI, MemberHealth, MedImpact, and Prime Therapeutics. Ms. Judd also manages the Medicare Part D RFP processes on behalf of our clients by ensuring that each client’s bids are submitted in a timely, compliant manner.
Ms. Judd has over fifteen (15) years experience in the managed care industry. Prior to joining VCG & A, she was the manager of Pharmaceutical Contracting for Express Scripts. Therein, she was responsible for negotiating and managing over 120 rebate contracts (both market share and preferred savings grid) and the bid enhancement process on behalf of Express Scripts.
Prior to her position as Manager of Pharmaceutical Contracting, Ms. Judd was employed as a paralegal for Express Scripts/Diversified Pharmaceutical Services Legal Department where she was responsible for drafting client contracts, pharmacy network contracts and providing support to the rebate contracts.
Early in her career, Ms. Judd worked as a paralegal at the Halleland, Lewis law firm specializing in managed care law.
Ms. Judd has a Bachelor of Science Degree in Paralegal from Winona State University, Winona, MN.
Jim McCarthy - National Account Manager
Mr. McCarthy’s background includes over 20 years of experience in the pharmaceutical industry serving in sales, marketing, government and payer-relations functions. Prior to joining VCG & Associates, he piloted the National Accounts team at Muro Pharmaceuticals managing relations and negotiating with key National and Super-Regional managed care organizations; he has a very successful track record of experience in managed care and government.
Mr. McCarthy’s accomplishments include the development and execution of sales and market-access strategies over a range of therapeutic categories, including both major market and orphan disease therapies. Client products have included traditional therapies, as well as, endocrine-augmentation, enzyme replacement, and both enhanced and novel delivery modalities.
In his role with VCG & Associates, Mr. McCarthy manages, among other things, client relations with national and regional Commercial, Part D and Medicaid-related payers. With experience correlating with the launch of TennCare, he has witnessed the evolution of public-sector and private sector management of healthcare and pharmacy expenditures. Mr. McCarthy has intimate experience in the development of manufacturer market-access strategy.
Mr. McCarthy earned a Bachelor of Science Degree from Drexel University where he majored in Business Administration. Mr. McCarthy also holds an MBA in Pharmaceutical Marketing from St. Joseph’s University in Philadelphia.
John J. Gaffney
John J. Gaffney - Chief Executive Officer
Mr. Gaffney was associated with Burroughs Wellcome for 34 years. He began as a Field Sales Representative in New York City, was the first company district manager headquartered in San Diego and was later promoted to Regional Sales Manager in Atlanta. In this capacity, he was responsible for managing field sales operations within nine states in the southeast, as well as Puerto Rico and the Virgin Islands.
In 1988, Mr. Gaffney became the Director of Sales and Trade Relations in the National Accounts Division at the corporate headquarters. During that time, he coordinated the efforts of a number of departments and functions to develop innovative programs that enhanced the efficiency of the company’s distribution channels.
Mr. Gaffney has been active in a number of industry-wide organizations, including the National Wholesale Druggists’ Association (NWDA). He served on the NWDA Pharmaceutical Marketing Committee for three years and was General Entertainment Chairman for the 1993 NWDA annual meeting in Honolulu. In 1995, he was presented with the Trade Relations Director of the Year award from The Bindley Western Company in Indianapolis, Indiana. At the annual NWDA meeting in 1999, Mr. Gaffney was recognized for his outstanding achievements to the pharmaceutical wholesale industry and received the coveted “Tim Barry” Award.
Mr. Gaffney and Horace Cook began working together to provide consulting services customized to the distribution needs of the pharmaceutical and biotechnology industries in May, 1997. Their core offering, Targeted Rapid Distribution Services, utilizes their extensive skills and expertise in pharmaceutical distribution.
Kelli Frank - National Account Manager
Ms. Frank holds the position of Director, National Accounts with VCG & Associates and has over 16 years of pharmaceutical industry experience, including 8 years in the managed markets arena.
Her extensive experience includes working with start-up organizations, drug/device combinations, orphan disease states, and 10 years working with the Cystic Fibrosis community. Ms. Frank’s customers have included National and Regional Managed Care Organizations, State Medicaid agencies, PBM’s, Specialty Pharmacies, and GPO’s.
Ms. Frank holds a Bachelor of Arts Degree in Communications and Business from Alverno College in Milwaukee, WI and an MBA from Webster University in Webster Groves, MO.
Meri Hannon - National Account Manager
Ms. Hannon holds the position of Director, National Accounts with VCG & Associates and has over 14 years of pharmaceutical industry experience.
Prior to joining VCG & Associates, Ms. Hannon has worked with InVentiv Health, Panagene Ltd., Genentech, Roche Pharmaceuticals, and Roche Diagnostics. Her account management and reimbursement experience includes Biotech, Molecular Diagnostics, Lab Systems and Managed Care. Ms. Hannon’s customers have included National and Regional Managed Care Organizations, State Medicaid agencies, Managed Medicaid, PBM’s, Specialty Care, and GPO’s.
Ms. Hannon holds a Bachelor of Science Degree in Health and Physical Science from Barry University in Miami, FL, a Master of Science from The Pennsylvania State University and an MBA in Marketing and Finance from Pace University, Lubin School of Business in New York, NY.
Sarah P. Day
Sarah P. Day - National Account Manager
Ms. Day has been with VCG & Associates for four years; she is a National Account Manager for the Southwest region of the United States, managing accounts such as Prescription Solutions, MedImpact, BS CA, Health Net, BCBS AZ.
During Ms. Day’s time at VCG & Associates, she has managed Advisory Boards and Research Studies for manufacturers.
Ms. Day has experience in the DoD government sector and has been instrumental in the success of the development of this team. Ms. Day has worked alongside the Managing Partners as a facilitator in many product launches.
Prior to joining VCG & Associates, Ms. Day was involved with telemedicine across the country connecting physicians and patients. In addition, she was involved in the development and launch of devices in otolaryngology and specific lab technology.
Ms. Day holds a Bachelor of Arts Degree in Biological Anthropology from Dickinson College in Carlisle, PA.
Susan Lindsey - National Account Manager
Ms. Lindsey has over 15 years of experience in the pharmaceutical industry in sales, marketing and management working with specialty products. Ms. Lindsey is currently a National Account Director with VCG & Associates covering the Central and Southeast region.
Prior to joining VCG & Associates, Ms. Lindsey was the Director of Sales for Orphan Medical, a small biotech focused on bone marrow transplantation and sleep disorder markets. In this capacity, Ms. Lindsey was responsible for 12 sales representatives, marketing strategies, managed care initiatives, trade and telemarketing.
Prior to joining Orphan Medical, Ms. Lindsey was a Product Manager with Fujisawa Healthcare for a product portfolio of 250 diverse products. Her career at Fujisawa spanned ten years, with a variety of experience in marketing, ten product launches, group purchasing organizations, and customer relations.
Thom S. Martin
Thom S. Martin - National Account Manager
Mr. Martin has over 36 years of experience in the pharmaceutical and medical device industries which has encompassed sales, sales management and managed markets.
Mr. Martin has worked with VCG & Associates for one year as the Associate Vice President of Military Health Systems (VA/DoD) and has also provided support for select Medicaid and Managed Medicaid projects.
Prior to joining VCG & Associates, Mr. Martin was Director of Corporate Accounts with King Pharmaceuticals covering Medicaid for 50 state programs, all VA/DoD accounts, major hospital systems and GPO’s.
Over his career Mr. Martin has also invented and participated in the design of several surgical instruments and has overseen test marketing of two orthopaedic implant systems.
His previous work experience includes Wright Medical Technologies, Smith & Nephew Richards and McNeil Pharmaceuticals.