Professional Experience—GlaxoSmithKline
Senior Executive Critical Care Account Manager—Medical Center Sales July 2007 – July 2010
Achieved Diamond level Winner’s Circle first full year in the division (2008).
Worked with P&T, surgical key opinion leaders and Medical Executive committee members to successfully launch Entereg-a novel new medication indicated to accelerate GI function following bowel resection surgery.
Promoted critical care brands Arixtra and Argatroban in Baltimore area hospitals.
Triaged and resolved reimbursement issues, maintained and negotiated hospital product contracts
Partnered with Regional Medical Liasons to develop and deliver medical education programs to key opinion leaders and residents/fellows.
Managed accounts to ensure optimal product formulary access, influenced positive formulary decisions with key P&T members.
Senior District Sales Manager—Medical Center Representatives December 2005 – June 2007
Achieved Ruby Level Winner’s Circle in my first year as MCR Manager
Selected to lead the newly formed Medical Center Representative District encompassing medical centers in Delaware, Maryland, Washington D.C. and Northern Virginia. Major institutions include Johns Hopkins, University of Maryland, Georgetown and GW University as well as military accounts such as Bethesda Naval and Walter Reed Army Hospital.
Led a group of 12 Medical Center Representatives. Responsibilities included:
o Identifying and validating market opportunities and needs
o Deployment of appropriate resources to achieve objectives
o Developing and maintaining customer relationships with key opinion leaders and decision makers
o Establishing and managing area expense budgets to ensure appropriate return on investment.
Senior District Sales Manager--Respiratory and CNS Divisions February 2003 – November 2005
Assumed responsibilities for CNS district in December 2003.
2005 YTD sales through the Fall quarter have the district ranked 7/14 districts in the Region and 19 of 192 in the Nation which places the district in the 14th percentile YTD.
Selected by RVP as Emerging Leader Development program champion for the Region. Have successfully completed three Regional Development Center programs within the past year which have led to the appointment of four representatives to the ELD program.
Implemented unique programs adopted by the region as best practices. These included an Adherence program for Advair as well as a Panel Discussion program utilizing multiple specialties: Allergy, ENT and the RMS to address challenges in treating Asthma/Rhinitis co-morbidity. Also implemented the Women’s Health forum in 2005 focusing on multiple disease states. This was adopted as a best practice by the Sales Vice President.
District Sales Manager--Respiratory March 2000-February 2003
Successfully launched Advair attaining a Ruby level Winner’s Circle ranking for 2001, finished #2 DSM in region for 2001
Successfully staffed new expansion Hitchings sales team for DC Metro Area.
Was the lead DSM in identifying and coordinating the Advair Signature event (USS Sequoia) for the DC Metro districts. Worked with the Sales Analysis Department to show a 257% ROI on this event.
Implemented Advair Master Calendar and Customer tracking list for DC managers. Was recognized by Market Development Manager at regional meeting as Respiratory MDM “Above and Beyond “pick among all managers in the region.
Served on Special Assignment in the Respiratory Marketing Department to assist in the development of the “Milestones in Asthma” video, shown at all Respiratory speaker training events and eventually used in the field.
Led multiple training initiatives for the region which included Advair training for the Elion Division, as well as Flovent and Flonase training for the Pediatric Specialty division in RTP.
Selected by Regional Vice President to serve as a guest facilitator for “Coaching to Win” training for new DSMs.
Achieved “Exceeded Expectations” Annual Performance Rating in 2001.
Senior Executive Sales Representative, Therapeutic Area Specialist June 1997 – March 2000
Managed sales and promotional activities for ...
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