Highly motivated and accomplished sales/ marketing professional with demonstrated expertise in all facets of account development, cultivation and management in the health care environment Excellent analytical skills; able to rapidly assess updated market reports and build, develop and implement strategic account plans Effective communication, presentation, organization, planning and sales skills Expert relationship building abilities and keen business acumen, established relationships and experience working with hospital administration, pharmacy, hospitalists, nephrologists, pulmonologists, cardiologists, surgeons, urologists, neurologists, endocrinologists, internists, family practice, residency programs, case management, respiratory therapy, hospital clinics and primary/specialty practices
07/2011 to Current
Health Systems Account ManagerForest Baptist Health System Health System － Winston-Salem Asheville Greensboro, NC
Lead GSK contact for large IDN's including Carolinas Healthcare System (Charlotte, NC), Wake Conducted business/contracting analysis and B2B reviews with appropriate hospital and IDN customers including pharmacy, physicians, clinical staff, materials management, VP and C-suite level (including vaccine and respiratory discussions).
Identified customers' explicit needs within acute-care facilities for offered value-added resources and coordinated those needs with internal stakeholders to provide these resources (vaccines, respiratory care educators, care management liaisons, medical scientist liaisons, VPs, etc.).
Completed quarterly assessments, simulations and strategic account plans Demonstrated GSK competencies and behavioral indicators including business acumen, scientific knowledge and customer engagement for quarterly appraisals and rankings, earning highest integrated rating score for region S2 2011, S1 2012 and S2 2012.
Solely responsible for sales of three critical care/ surgical pharmaceutical brands and two respiratory brands to major teaching hospitals, community-based hospitals and government health care institutions in NC/SC.
Job duties include thorough knowledge and comprehension of hospital account management including P&T formulary approval process, contracting/rebates, pre and post-operative patient care logistics, roles and responsibilities of hospital health care providers (including physicians, nurses, case managers, quality control managers, pharmacy personnel, purchasing agents, medical education, etc).
Consistently exceeded and achieved sales goals and performance measures over 18+ career with GSK including primary care, specialty and hospital account manager roles.
03/1997 to Current
GlaxoSmithKline Pharmaceuticals － Charlotte, NC
Ranked 8 of 76 System Account Managers for 2013 and ranked 3 of 81 for 2012 Launch With a Purpose" Award Winner Breo Ellipta Product Launch, September 2014 Promoted to Level 6 (Management Level) Health System Account Manager in September 2012 based on consistent high performance, highest promotable level for account manager at GSK.
Consistent, top- performer under new Patient First Incentive Compensation measurement 2012, 2013 and 2014.
Promoted to Health System Account Manager in July 2011 from successful work and accomplishments in Hospital Account Manager role Grew territory sales of Advair to $2.3 million in 2010 in a declining market; grew sales of Ventolin by 39% in 2010 and led implementation of full conversion at Carolinas Medical Center.
Grew sales of anticoagulation class by 22% to $2.44 million in 2010, responsible for Arixtra conversion at Iredell Memorial and Argatroban conversion at CMC - Northeast.
Grew Entereg sales by 252%, responsible for P&T approval and order set implementation at Carolinas Medical Center and CMC Mercy.
01/1993 to 03/1997
Sales/Operations ManagerFerguson Enterprises, Inc － Blacksburg, VA
Progressed through ranks of company from management trainee to inside salesperson to outside salesperson and finally, to sales and operations manager.
Consistently ranked in top 10% nationally for company for profitability.
Responsible for all functions of $1.5 million annual sales operation including inside and outside sales, sales management, operations, etc.
Effectively managed team of five inside sales and delivery people.
Authored and negotiated 5-year contract with Virginia Tech for purchases of applicable products, led branch to become "Satellite of the Year".
Business AdministrationWingate University － Matthews, NCGPA: GPA: 3.8Business Administration Earned Robert Paul Hoerning MBA Award for top MBA student of graduating class. GPA: 3.8 traditional classroom setting while working full-time).
Elected to Delta Mu Delta International Honor Society for Business Administration.
Virginia Tech (VPI & SU)
Bachelor of Science: Business - Marketing/Management double-majorBlacksburg, VABusiness - Marketing/Management double-major
Member of the American College of Healthcare Executives; Volunteer - Elevation Church (Usher and
Set-Up Team, 3-4 hours per week); Child Sponsor - Compassion International; Assistant Coach - 6U
GSK Winner's Circle Tier Winner (President's Club) 6 of last 9 years including 2012, 2010, 2008, 2007,
2006, 2005 and 1998. th