New Market Development

Posted on: 2009-12-23

PROFESSIONAL EXPERIENCE Carrington House Meetings & Events April 2008 – Present North Carolina New Market Development Events Fulfillment Corporation serving Gaston Mecklenburg and Gaston Counties, Providing Rental Equipment for the various events. Local marketing and event management for government, school, churches, regional shopping mall, community agencies, community college, international artist and local author. Developed New Market through sales calls, web design and relationships; fund raiser and marketing strategy for the annual city-wide cultural festivals, Gastonia, Dallas and Charlotte, NC. First years sales increase $74,000. TAP Pharmaceuticals, a division of Abbott Laboratories 1990 to March 2008 Lake Forest, Illinois Senior District Specialty Sales Manager – Health Systems 2002 to 2008 Hospital Sales Manager.(New York – Virginia) Coached, professionally developed and promotion readied 10 Specialty Sales Representative selling to Hospitals (Teaching Institutions), Long Term Care, VA, DOD and Managed Care Organizations. KOL development. Developed training for northeast region’s office based Sales division in Hospital Selling. Received National Achievement awards for sales accomplish-ments and teamwork. New Hospital Sales Manager trainer. Responsible for creating Sales Analysis Reports using raw IMS data (National, Regional, District), Sales Incentive Task force. Pre-launch Disease State Awareness and Value Proposition to Hospitals and MCOs. National Achievement awards - Ranked #1 in sales for 4 consecutive years.; Winners Circle and Regional Awards, Management Advisory Council, Spirit of TAP Advisory Board, Kaizen Committee, Field Expert District Sales Manager – Specialty Division 2000 to 2002 Sales Manager, Specialty Sales Division (Maine – Ohio) . Chosen to head a “new” pilot Specialty Sales division covering the entire northeast region and selling to on OBGYNs, Pediatricians and Community Hospitals. Coached and professionally developed 12 Specialty Sales Representatives. National Achievement awards.- Ranked #1 in sales & Saiyushu award winner. Managed Care Executive 1998 to 2000 Account Manager and liaison to 9 Regional Managed Care Organizations, included managed Medicaid & Medicare. Developed both pull and push through strategies and developed influential relationships with the organization, Pharmacy Directors, Clinical Specialists, Medical Directors and KOLs in each therapeutic drug class. Negotiated formulary positioning based on the clinical merits, value and physician preference. Consistently maintain favorable formulary status for all products and received National Achievement award for 12 consecutive quarters of exceeding sales goals. Developed and trained over 100 office based sales representatives in managed care. National Achievement awards – Winner’s Circle Professional Sales Representative 1997 to 1998 Direct to physician, injectable Sales. Sold to Gynecologist, Urologist, Hematologist and Radiation Oncologist and Pediatric Endocrinologist Worked with customers to maintain proper inventory for varying injectable doses. Developed local KOLs and supported citywide Prostate Cancer, Precocious Puberty and Endometriosis support groups. Developed relationships with hospitalists, residents and related specialists, including medical society members, MCO physician consultants and hospital medical education departments. Exceeded goals in medical education program development and physician attendance. Exceeded all sales goals and continued customer relationships previously developed between 1992-1995 National Achievement award – Winner’s Circle Page 2 Hospital Account Executive 1995 to1997 Hospital based sales, formulary access and education to physicians, residents, fellows, directors of nursing, hospital pharmacists, Veteran’s Hospitals and Long-Term Care. Regional Trainer and Managed Care Representatives during new product launch of Proton Pump Inhibitor, co-promotion products and new GnRH indication launch. First in the Region to gain formulary approval of a new product, at a teaching hospital, within sixty days of launch, as a result of disease state awareness. Trained all Hospital Account Executives in hospital, managed care and long term care selling. Received Regional award for teamwork and formulary approvals. Regional Awards – Meeting Business Plan Objectives Medical Research Associate 1992 to1995 State of New Jersey Medical Liaison between hospitals, Institutional Review Boards, clinical research coordinators and patient recruitment - national multi center research protocol. Developed nationwide OBGYN surgical training program for physicians and residents which also generated income. Facilitated CME accredited training and observed more than 100 physicians in laparoscopy for the diagnosis and treatment of dysfunctional uterine bleeding, endometriosis and uterine fibroids. Training included satellite didactics and operating room training with renowned surgeons receiving temporary hospital privileges to complete these surgical trainings. Exceeded patient access goals for clinical research programs and gained support from six of eight IRBs to become a study site. Responsible for training sales representative in the state of New Jersey for all new products and quarterly clinical training courses as requested by Sales Managers. Received National Achievement Award for accomplishing clinical site goals, teamwork, education and physician training. No products in pipeline. Changed position to Hospital Account Exec. Regional and National Achievement Awards – OPI & Saiyushu Early Career Progression: Professional Sales Representative 1990 to 1992 CHRONOLOGICAL ACHIEVEMENT SUMMARY Excalibur (National) 2004, 2005, 2006, 2007 Sales Achievement Konishi (National) 2004 Overall Goal Achievement Regional “Bring It Home” Winner 2004 New Product Launch Sales –highest volume Senior District Manager Level I 2004 Goal Achievements Winner’s Circle Level II 2003 12 consecutive quarters goal attainment Winner Circle Level I 1998 12 consecutive quarters goal attainment OPI Award 1994 Physician Education Award Winner Circle National Achievement Awards 1993, 2005, 2006, 2007 Volume and Marketshare increase Saiyushu (Regional) 1992, 2001 Business Plan Objectives or Sales Regional Recognition Awards 1991, 1996, 2004 Sales Achievement EDUCATION Tennessee State University, Nashville, Tennessee B.S. - Speech Communications Tennessee State University, Nashville, Tennessee Masters of Business Administration Haub School of Business, Executive MBA St. Joseph’s University, Philadelphia, Pa Post Graduate Certificate – Pharmaceutical Marketing PROFESSIONAL MEMBERSHIPS CASA Volunteer (Children’s Advocacy Program) 1993 to 1995 Gastonia Chamber of Commerce 2008 to Present Charlotte Chamber of Commerce 2008 to Present Highland Foundation Board Member 2009 to Present United Way Women’s Initiative Committee 2009 to Present