Sonal Gupta, Pharm D
Chicago
Summary
Accomplished healthcare sales leader with 15+ years of experience as a pharmacist and commercial strategist. Proven track record managing a $1B employer book of business, leading cross-functional initiatives, and driving consultative sales across medical and pharmacy benefit landscapes. Deep understanding of health data ecosystems, formulary and UM strategy, and payer-client-member dynamics. Skilled at navigating complex stakeholders and aligning internal resources to deliver value. Well-positioned to bring this expertise to life sciences clients seeking real-world, data-driven solutions.
Overview
16
16
years of professional experience
Work History
Enterprise Client Executive
CVS Health
06.2021 - Current
- Own and manage client portfolio of $1B with multiple strategic national employer organizations, including CVS
- Establish relationships to influence key stakeholders within employers, consultants, and internal leadership
- Successfully negotiate agreements involving multi-stakeholders, leading to mutually beneficial outcomes
- Educate clients on marketplace trends, cost drivers, drug utilization history, and trend mitigation strategies
- Own sales cycle from finalist meetings, to client implementation, to ongoing client management and renewal
- Develop sales strategies based on deep understanding of client needs and product offering
Strategic Account Executive
Aetna, A CVS Company
07.2018 - 05.2021
- Manage $250M client portfolio, including pharmaceutical and healthcare clients, with 100% retention rate
- Previously managed up to 150 clients with 95% retention rate
- Effectively collaborate with clinical, financial, operational teams and leadership to deliver value to client
- Head negotiations to formulate and secure contracts; develop and execute profitability strategies for various commercial accounts
- Responsible for overall client communication, client satisfaction, retention, and product up sell
Clinical Advisor
Aetna
02.2015 - 06.2018
- Leverage real world client and book of business data to develop and promote strategies that enhance quality of pharmaceutical care in cost effective manner to establish competitive advantage for Aetna
- Collect and integrate data from multiple sources which helps support decision making for clients
- Use clinical knowledge and emerging industry trends to integrate financial, marketing, and clinical concepts in assisting C-suite leadership to make informed decisions about their organization
- Anticipate and respond to diverse needs of both internal and external clients; Primarily working with clients that vary in size from 100 up to 10,000 lives
Clinical Pharmacist, Medicare STARS
Coventry Health Care, An Aetna Company
10.2012 - 02.2015
- Served as project lead for developing, implementing, and managing a program for conducting over 10,000 pharmacy medication reviews for Special Needs Plans
- Developed effective end-to-end clinical programs to achieve appropriate drug use and improve health outcomes for Medicare members
- Evaluated patient histories to assess medication compliance and spot issues such as doctor shopping or excessive usage. Subsequently, conducted member, pharmacy, and provider outreach to initiate change in medication prescribing, dispensing, and use in effort to comply with clinical guidelines and improve health outcomes
- Developed clinical and educational outreach material for improving Medicare STAR quality measures
- Team lead for mentoring interns and new hires
Managed Care Pharmacy Resident
The Ohio State University Health Plan
07.2011 - 07.2012
- Successfully completed the following longitudinal rotations: Program Development, Medical Information, Outcomes & Analytics, Formulary Management, and Teaching in a didactic setting
- Evaluated appeals and escalated pharmacy benefit related issues and communicated response to appropriate party in a timely manner
- Conducted research which evaluates global utilization patterns of statins based on the FDA simvastatin safety label update with the intent to implement an educational program for prescribers and patients
- Revised and made recommendations to an interdisciplinary team for utilization management programs such as, prior authorization, step therapy, and quantity limit criteria
- Developed and presented lectures to 1st and 3rd year pharmacy students on various topics related to managed care
Staff Pharmacist
Walgreens
05.2009 - 07.2011
- Coordinated pharmacy workflow, engaged in and provided direct patient care, obtained prior authorizations, made therapeutic recommendations to physicians, supervised technicians, administered immunizations, conducted diabetes, blood pressure, and cholesterol screenings, verified prescriptions, conducted product reviews, and compounded medications.
Adjunct Professor
Prairie State College
05.2010 - 08.2010
- Taught a class of approximately 20 students pursing licensure in CPhT, prepared and presented lectures, conducted labs, administered quizzes, exams, and final grades to students.
Education
Managed Care Residency -
The Ohio State University Health Plan
01-2012
Doctor of Pharmacy -
Midwestern University
2009
Pre-Pharmacy -
Benedictine University
2005
Skills
- Consultative Sales Solution Development
- Healthcare Data & Clinical Strategy Alignment
- Client Retention Contract Negotiation Stakeholder Engagement
- Payer, PBM, and Employer Market Expertise
Accomplishments
President's Club Award 2020, 2021
Timeline
Enterprise Client Executive
CVS Health
06.2021 - Current
Strategic Account Executive
Aetna, A CVS Company
07.2018 - 05.2021
Clinical Advisor
Aetna
02.2015 - 06.2018
Clinical Pharmacist, Medicare STARS
Coventry Health Care, An Aetna Company
10.2012 - 02.2015
Managed Care Pharmacy Resident
The Ohio State University Health Plan
07.2011 - 07.2012
Adjunct Professor
Prairie State College
05.2010 - 08.2010
Staff Pharmacist
Walgreens
05.2009 - 07.2011
Pre-Pharmacy -
Benedictine University
Managed Care Residency -
The Ohio State University Health Plan
Doctor of Pharmacy -
Midwestern University