Tell us a little bit more about your role.
I work directly with clients, presenting data from their MMIT Insights solutions, whether that be Message Monitor, Strategic Launch Report, Indices, PAR Insights, Rapid Response, etc. I help clients ingest and understand the insights they’re receiving and then help with any questions they might have. I do research on my clients’ indications, competitor brands, and make sure I’m informed on new launches entering the space so I can best support clients as they secure and retain favorable access.
How did you join the company? What in your background brought you to pharma?
I graduated college in 2023 with a degree in business management. Shortly after graduating, I joined MMIT’s sales development team, focusing on our core solutions: Analytics, PAR Insights, FormTrak, etc. I also spent time supporting what was then the Market Research and Insights sales team, and the RWD team. Our insights products always drew my attention. As I learned about why our solutions were so impactful for our clients, I became more interested in collaborating with clients on developing their access strategy. After about two and a half years as an SDR, I was lucky enough to join the Advisory team, which has been great!
What does your day-to-day usually look like?
Primarily, I’m meeting with clients or preparing to do so. Typically, I meet with each client once a month for each solution they have, but some clients require more frequent touchpoints, depending on their needs at the time. I also spend time delivering reports to clients and highlighting the most impactful takeaways, which we then talk through on the calls.
As the advisory consultants are close to clients and have a strong understanding of their upcoming priorities, we also support the sales team by identifying new products our clients might need in the future. Those gaps can become evident when we connect to review insights from a solution they currently license. For example, a client might realize that they don’t know why their competitor lost coverage, and they want to understand that dynamic, so we suggest Message Monitor to follow those payer conversations.
On top of that, we also work with the Client Success team on renewals. Because we collaborate with the clients, we understand their level of engagement on the subscriptions they have. We know if they’re happy with the insights they’re receiving, or if they’re concerned about anything, so we pass that information along to the Client Success team and provide support throughout the renewal process.
What are some of the larger projects you’re working on?
The Advisory Services consultants have been helping identify, test, and improve new solutions and platforms. We have been working with some clients who are serving as test users and meeting with those beta clients to understand which functions are really valuable, what’s working and what’s not. We collect that feedback so the development team can make changes based on their recommendations and their user experience.
We just finished helping with the Message Monitor platform development, and now we’re working on Smart Access Platform. I have at least one and potentially two clients who are going to beta test for this platform, which is going to be our AI-enabled version of the Strategic Launch Report. The platform will help clients select launch analogues to help them establish benchmarks for their brand’s coverage uptake, restrictions, and the timing of payer decision-making.
One of the main value points of the Smart Access Platform is that clients can enter all these different attributes of their launch product—from the route of administration to the category competition and much more—and assign different relative weights to each. The platform will take those priorities into consideration and leverage all of our historical data to recommend the best analogs for a given launch. The uptake curves will be displayed right in the platform, and clients can toggle various filters to view the data in almost any way they want to see it. Smart Access will also host our new-to-market data and help clients with their payer segmentation, which is going to be very helpful.
What are some of the common challenges of your role?
The main challenge that comes to mind is maintaining our knowledge of each client’s space. Obviously, our clients have a deep understanding of their indications. While we don’t always need that kind of clinical depth, we do need to understand the nuances of each space in terms of the factors that impact market access. As we have many different clients across many different spaces, I spend a lot of time making sure I keep up with each indication. In client meetings, you of course want to be able to address any questions on the fly. Knowing the details of all the market basket agents within an indication does help me accurately address those questions, but it certainly requires a lot of research.
What’s been your career highlight to date?
A highlight that stands out occurred during my time as a sales rep for MMIT’s Real-World Data team. I was able to get in contact with a key stakeholder from a major pharma company. They had a new oncology launch coming up, and I shared some information about our EMR data that could support patient identification for that product. I shared some samples from the data in conversations with them, which ultimately led to the largest single deal in MMIT history. I was certainly proud to be a part of that, but I am looking forward to celebrating the team when that record is broken; I’m sure it will be soon!
What company principle resonates most with you?
I would definitely say resiliency, mettle, and grit. There will always be bumps in the road and challenging learning curves, but you’ve just got to keep going. I’ve been very impressed with the resiliency of the greater Norstella team, because we’re always able to rally together and overcome any hurdle we face.
What would you tell someone just starting their career with MMIT?
Soak in the knowledge of everyone around you! If you engage with the team, you’ll learn so much, not just about market access or a specific TA—you’ll also learn what it takes to be successful in our business. In my experience, the people here at MMIT are always happy to take some time out of their day to support you and answer your questions. I think that attitude and culture really makes our team stronger, because we all share knowledge with one another—and then one person’s strength becomes everybody’s strength.
What do you like most about working at MMIT?
I’d have to say the people. I think this team is amazing! Of course, our products are great, but the team we have here is what makes MMIT stand out. Everyone is super personable and helpful, smart, and driven. Our actual work is also meaningful for me, because it directly impacts patients. We help our clients get their products out there to the patients who are relying on them to extend and improve the quality of their lives. We might forget about that purpose sometimes in the day-to-day, but it’s important to remember the overarching goal.
What do you like to do outside of work?
I am big sports guy. I played hockey in college and still try to play when I can, although I do find myself on the golf course more than the ice now. I also love to watch football and go to games whenever possible. Go Bills!
