Highly accomplished, passionate, visionary, committed Biopharma Sales Manager with exceptional strategic organizational and implementation skills, delivering optimal outcomes in challenging healthcare environments.
Excel at Talent identification, Team building, Leadership development, and instilling loyalty, dedication and high performance in a culture of accountability. Proven ability to directly impact a company’s growth and bottom line, combining highly effective utilization of business analytics, decisive planning, and Team empowerment. Thorough knowledge of and effectiveness in gaining contractual agreements with Managed Market Customer Segments, Specialty Customer Buying Groups, Hospitals, Infusion Centers, Specialty Injectable Pharmacy and Wholesaler Trade Markets. Extensive experience in the Biotech/Pharmaceutical Injectable, IV and Small Device Markets. Keen ability to effectively collaborate with all Stakeholders, including External Clients, Internal Management, Peers and Sales Teams. Expertly negotiate with Decision Makers including C-Suites, Directors, Department Heads, Specialty Physicians and Surgeons, Pharmacy Managers, Formulary and P&T Committees, INDs / GPOs / Managed Care to gain consensus and positive outcomes. Specialties have included Infectious Disease including HIV/Hep-C, Immunology, Hepatology, Oncology, Nephrology, GI, Cardiology, among others. Extensive Injection, infusion, IV, Buy & Bill, Managed Care expertise in Hospital Systems, including Teaching and VA, Clinics, Infusion Centers, Physician Offices, and Federal, State and County Institutions.
To join and contribute to a dynamic Biopharma Company’s Sales Management Team, and utilize my revenue-driving Sales Management, training, selling and clinical skills to positively impact growth and market preeminence, while also furthering personal and professional career progression.
Merck & Company, Atlanta, GA 2008 to Present
Hepatology/Virology District Sales Manager, Southeast US
Retained during the Merck & Co. acquisition of Schering-Plough to manage the Southeast geography. Lead 11 Direct Reports, including 2 Medical Science Liaisons, 2 Managed Market Account Managers, and 1 Regional Medical Director, covering AL, TN, SC, and GA, in the Virology/ Hepatology/HIV market. Product Launches have included Victrelis (Protease Inhibitor) and Zepatier (Direct Acting Agent) for Hepatitis C, and Isentress HD/ Isentress for HIV.
* 2017 – Ranked # 3, 110% to MBO, 102% to Product Performance
* 2016 – Ranked # 4, 100% to MBO, 103% to Product Performance
* 2015 – Ranked # 6, 100% to MBO, 100% to Product Performance
* 2014 – Ranked # 6, 101% to MBO, 100% to Product Performance
* 2013 – Ranked # 5, 105% to MBO, 102% to Product Performance
* 2012 – Ranked # 4, 115% to MBO, 105% to Product Performance
* 2012 – Lead for sales and marketing for Victrelis (Protease Inhibitor) in Hepatits C totaling $20M.
* Directors Award 2010/2011/2012
* 2009 – Ranked # 6, $8M Peg-Intron
* 2008 – Ranked # 7, $5M Peg-Intron
Schering-Plough, Atlanta, GA 2004 to 2008
Specialty Care District Sales Manager, Southeast US
Appointed to newly created Division converging the Virology and Oncology Business Units of Schering-Plough, covering GA, AL, TN, and FL. Led 9 Direct Reports including 4 Medical Science Liaisons & 4 Managed Market Account Managers.
Amgen 1991 to 2003
District Sales Manager-New York/New England, New Haven, CT 1999 to 2003
Promoted to expansion District to grow business, oversight and support for Oncology Product Portfolio including Neupogen, Neulasta & Aranesp. Led 8 Direct Reports including 1 Clinical Sales Specialist, 1 Research Medical Liaison, 1 Government Economics Manager and 1 Corporate Account Manager. Liaison between Sales, Clinical Research and Clinical Support Teams.
* Lead for sales and marketing for Neupogen, Neulasta & Aranesp totaling additional $100 Million
* Ranked #1 in the Northeast Region from 2001, 2002, 2003
* Presidents Club Member 2001, 2002, 2003
Oncology Sales Specialist, Ocean County, NJ 1995 to 1999
Drove Neupogen and Neulasta sales to Oncologists, growing revenues from $850,00 to $8.2 Million.
* Presidents Club Member 1995, 1996, 1997, 1998, 1999
Dialysis Sales Specialist 1991 to 1995
Sold Epogen to Nephrologists, calling on Physician Offices and Dialysis Centers in Ocean County, NJ area.
Additionally, acted as District Clinical Trainer and District Computer Trainer.
* Grew sales from $420,000 to $4.2 Million
* Presidents Club Member 1994, 1995
G.D. Searle & Company, Ocean County, NJ 1980 to 1991
Territory Rep, OB/GY Specialist, Cardiovascular Specialist, Rheumatology Specialist, Hospital Specialist
Promoted multiple times, successfully selling Anti-Hypertensives & GI Products Aldactone, Aldactazide, Lomotil and Metamucil to Primary Care and Internal Medicine Physicians. Subsequently sold Intrauterine Devices, Birth Control Pills, and Antibiotics to Obstetrics and Gynecology Specialists. As Cardiovascular Specialist, sold Anti-Arrhythmic Agents and Calcium Channel Blockers Norpace, Norpace/CR & Verapamil/CR. As a Rheumatology Specialist, sold Prostaglandin Therapy Cytotec. As a Hospital Specialist, sold Antibiotics including Flagyl IV.
* Winner of numerous Awards over career
* District Sales Trainer
* 1981- Golden Digger Award
* 1980 – Rookie of the Year
Belmont Abbey College, Belmont, NC, B.S. in Biology