Dan Weston

Director, Managed Markets and Government Affairs Sales and Marketing Execellence

GlaxoSmithKline

During Dan’s 26 years with the company, he has served as an Account Manager in Seattle for 7 years, most of which was spent calling on Academic Medical Schools and Regional Health Plans. Dan then became a Product Trainer and subsequently led the New Representative Training Program for GSK. As Director of External Advocacy, Dan was responsible for taking the positive story about the value of medicines to the public, healthcare industry, and advocacy groups, throughout the country. Over the last 4 years, he has led training for GSK’s Managed Market and Government Affairs (MMGA) teams. Among the top priorities for MMGA are to be the best account management team in the industry. As part of that goal, MMGA recently completed a 3-year curriculum plan (2016-2018) to enhance their AM skills with the focus of knowing their customer’s business, understanding their customer’s business challenges and offering aligned solutions to overcome those challenges. Over the 3-year capability plan, MMGA more than doubled the percentage of “Partner” relationships, as measured by Health Strategies Group and GSK customers. These customer-centric relationships have led to increased, and appropriate, formulary access to GSK medicines.

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