Birmingham, Alabama, United States
Experienced sales leader with a track record of exceeding sales goals and objectives through my teams. I am comfortable managing large teams across multiple geographies. I have managed a wide portfolio of pharmaceutical products and addressed multiple medical specialties. My experience includes launching new products, building and managing sales forces and leveraging the support of contract sales organizations. I am a consistent coach to my teams, utilizing analytics to help guide the development of sales plans and objectives. Track record: • Consistently guided teams to #1 position. • Built several sales teams from the ground up. • Recognized as highly analytical and metric driven. • Innovator with my sales teams adopting new tools and technology. • Designated trouble shooter to solve territory performance issues across the division. • Effective across multiple medical specialties and product lines.
SMITH & NEPHEW BIOTHERAPEUTICS is uniquely committed to advancing the science and innovation of wound care. Each and every one of our employees is committed to innovation in the prevention and treatment of chronic wounds. Our unparalleled experience and devotion keep SMITH & NEPHEW BIOTHERAPEUTICS at the forefront in the research, development, and marketing of wound care biotechnology that enhances the body’s natural ability to heal. All of our technology is developed with our patients, and the healthcare professionals who treat them, in mind. Sales and marketing efforts are focused on meeting the needs of healthcare professionals including nurses, physicians, and surgeons in hospitals, nursing homes, home health agencies, and office-based practices. Sales and marketing activities are enhanced by a responsive Customer Care organization; a dedicated Healthcare Systems group ensures product availability and access in all distribution channels; a professional Medical Education team coordinates continuing medical education to practitioners; and a Research and Development organization has an untiring dedication to bring new products to those in need.
Developed a greenfield region covering 10 states with 10 representatives and turned in into the top performing team in the nation. Team topped the national leader board for 30 consecutive weeks. Developed strategies to work directly with pharmacies to ensure greater product availability and in-stock positions. Implemented marketing strategies to reduce patient out of pocket costs to drive revenue growth. Restructured sales strategies to compensate for the loss of Medicaid business by refocusing team and objectives on commercial business. Collaborated cross functionally on the development of market analytics to help guide sales strategies and tactics. Collaborated with national and independent retailers on the refinement of product supply to more effectively support the field sales organization.
Led a team selling diagnostic devices in the gastroenterology specialty selling to individual practices and health systems Managed 8 representatives covering a total of 16 states. Restructured sales team by adding 5 new representatives. Increased direct business by over 27% and lab business by 33%. Improved sales team performance through coaching, increasing quota achievement by 50%. Worked directly with regional and national Centers of Excellence Institution to drive trial and adoption. (Cleveland Clinic and Mayo Clinic)
Rapidly promoted to a national sales role as we launched a new national product line Worked with 14 regional sales managers leading 140 representatives. Developed individual sales plans and tactics based on data analytics. Managed all administrative, budgeting and training for the teams. Developed customized individual incentive compensation plans for sales representatives.
Managed 8 sales representatives in the women’s health, OB/GYN market. # 1 District for seven straight quarters. Rebuilt sales team with 8 new representatives. Developed and implemented hiring standards.