East Region Field Sales Manager Resume

SUMMARY:

Experienced sales executive with track record of managing, training, and coaching Sales Executives to exceed sales goals across geography and product.
Maximizes revenue by establishing a vision, identifying opportunities, and executing on strategy.
Tenacious leader, inspiring development and implementation of creative approaches to penetrate markets and increase sales.
Success managing through the changing healthcare environment, with laser focus on actions with the most impact on bottom line results.
Over 3 years managing, training, and coaching Sales Executives with success at exceeding sales goals, leveraging over 10 years of award - winning healthcare sales experience with up to five concurrent products and a $65M territory covering up to 8 states.
Turned around an underperforming sales team and in one year exceeded team sales goals.
Drive team execution of launch strategies.
Analyzes data trends and engages sales team with vision and tactical account plans to exceed performance objectives.
Trains and manages team of Account Executives with a $2B book of business and services that cover 40 products.
Clinical acumen, subject matter expert on over 14 disease states.
Track record of quick access to hospital and physician network decision makers.
Skilled at presenting to large audiences at varying technical levels including physicians.

TECHNICAL SKILLS:

Microsoft Office: Word, Excel, Outlook, PowerPoint

CRM: Salesforce, Saleslogix (now Infor CRM)

Data Analysis: Tableau

PROFESSIONAL EXPERIENCE:

Confidential

East Region Field Sales Manager, Atlanta, GA

Responsibilities:

Therapy portfolio includes Multiple Sclerosis, Primary Immune Deficiency, Alpha-1, HAE, Auto Immune, PAH, and Cystic Fibrosis
Region includes ME, MA, RI, NH, CT, NY, NJ, PA, NC, SC, and GA
Turned around an existing underperforming sales team and in one year exceeded team sales goals.
Ranked #1 Field Sales Manager for designated therapies nationally 2016 and #2 for the entire Specialty Sales Division while concurrently managing the integration of Coram sales associates with different compensation packages and adding four new therapies as a result of the merger.
Increased sales by $161M and hit 107% of performance goals in 2016 by optimizing financial resources.
Maintained track record of exceeding sales objectives in 2014 and 2015 by 110% and 104% respectively.
Improved adoption of Specialty Connect branded services by 30%through coaching of Account Executives.
Prepared launch strategies for the new Cystic Fibrosis drug (Orkambi) and exceeded sales goals by 100%.
Significantly increased leads nationally as a result of optimizing the region’s conference budget of $45k.

Confidential

Field Sales Manager

Responsibilities:

Collaborates with Marketing to create original branded marketing collateral, leveraging understanding of customers, therapies, and trends.
Analyzes data trends and engages sales team with vision and tactical account plans to exceed performance objectives.
Increased awareness of sales team’s value to internal and external stakeholders by developing and facilitating custom presentations.
Aggregated feedback from key customers and operational teams to enhance strategies and procedures.

Confidential

Account Executive, Seattle, WA

Responsibilities:

Presented to the leadership team by Management as Top Talent, the designation for top performers.
Recognized by corporate executives for mastering consultative selling, gaining quick access to decision makers, and closing appointments with key stakeholders.
Appointed Trainer and Mentor for the Western Region.

Confidential, Seattle, WA

Account Executive

Responsibilities:

Closed business with 40 new accounts in 2 years and ranked #5 out of 93 representatives in 2010.
Led the nation in converting clients to online enrollment (65%) using the newly launched web portal.
Selected as one of the few nationally designated trainers for new hires due to account success.
Invited by neurology and cardiology chiefs as promotional speaker and educator at physicians meetings.

Confidential

Executive Cardiovascular Specialty Representative, Seattle, WA

Responsibilities:

Achieved President’s Club Award for exceptional top 10% sales performance 2007.
Awarded Confidential Scholarship for Confidential MBA for demonstrating leadership potential.