institutional account manager resume example with 9+ years of experience

Jessica Claire
  • , , 609 Johnson Ave., 49204, Tulsa, OK 100 Montgomery St. 10th Floor
  • Home: (555) 432-1000
  • Cell:
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  • New Product Launch
  • Rare-Disease, Ultra-Rare Disease/Orphan Drug
  • Strong Science Educational Background
  • Consultative Selling Approach
  • Oncology Oral and Infusion Sales
  • Neurology and Ophthalmology Infusion Sales
  • Buy and Bill: Oral and Infusion
  • Injectable Sales, Multiple Products
  • Maintains Existing Relationships Across Specialties
  • Reimbursement: Specialty Pharmacy, LASH
  • Patient-Focused Approach
  • Speaker Program Coordination
  • Teamwork/Collaboration
  • Major Account Development: Academic Institutions, Cancer Treatment Centers, Community Hospitals, Veterans Hospitals:
  • Education of: Resident and Fellows, Nurses, Pharmacists
  • Hospital Formulary, P&T, EMR protocols, REMS
  • Infusion Centers, Oncology & Neurology
  • Versatile Specialty Experience: Allergy and Immunology, Dermatology, Emergency Medicine, Endocrinology, Hospitalists, Infectious Disease, Nephrology, Neurology, Oncology, Ophthalmology, Otolaryngology, Pediatrics, Psychiatry, Pulmonary and Critical Care, Urology, Women's Healthcare: Obstetrics and Gynecology
Professional Summary

Accomplished, vibrant sales leader with established track record of delivering top results with notable experience in the Rare/Ultra-Rare Disease/Orphan Drug and Oral & Infused Neurology and Oncology spaces. Enthusiastic self-motivator with strong interpersonal communication skills. A penchant for uncovering new business opportunities and fostering solid relationships with customers for sustained business growth. Consultative selling approach with a focus on effective and strategic messaging, positively impacting sales.

Extensive science and leadership-based training. Patient-focused at the forefront of every business decision. Builds lasting customer relationships, irrespective of company or product.

Work History
Institutional Account Manager, 04/2020 to Current
Carrier Enterprise, , Chicago, IL

Grew historically underperforming territory to being ranked 2nd place Nationally.

Mapped prescriber network web using Aperture to assist in understanding the patient journey, clinical touchpoints, referral patterns and decision-making flow for patients with generalized Myasthenia Gravis and Neuromyelitis Optica Spectrum Disorder at the academic centers in Chicago to shorten time to proper diagnosis and treatment.

Facilitated and oversaw sales process flow from inpatient hospital admission with possible inpatient infusion, to bridging patient discharge and outpatient infusion.

Shortened time to proper diagnosis and treatment by educating customers on proper diagnostics, laboratory tests, and mechanism of the Complement Pathway.

Built new relationships from the ground up with Neurology, and Neuro-Ophthalmology prescribers, residents, fellows, and nursing staff at the large academic centers in Chicago.

Identified need and assisted in creation of EMR infusion protocols for large academic centers and home infusion pharmacies, making it easier for patients to gain access to drug.

Collaborated with with cross-functional partners in Strategic Account Liaison, Field Reimbursement Manager, Medical Science Liaison, Thought Leader Liaison, and Patient Navigator to drive sales and create treatment pathways at large academic centers.

Voted MVP in our Region by peers in 2021.

Multiple time SPOT Award recipient from colleagues, leadership for teamwork, appreciation and support.

Regional Business Manager, 01/2017 to 04/2020
Carrier Corporation, , Lexington, MA

Develop and engage in strategies to impact revenue results for recombinant parathyroid hormone within Takeda’s Rare-Disease and Orphan Drug division. Develop and maintain relationships with endocrinology and nephrology specialists in academic institutions and community-based practices to drive appropriate patient selection through disease-state education and peer-reviewed clinical data

  • Exceeded goals for both Start Forms and Patient Shipments, leading Region and Nation in New Patient Prescriptions at #1 and #5 respectively (as of 09/30 data)
  • Facilitated disease and product-specific education directly increasing customer confidence in proper patient identification, product initiation and ongoing product maintenance
  • Impacted Region-wide performance while acting as Interim Regional FLEX Trainer
  • Represented Shire/Takeda's GROW Initiative as the Regional Team Lead (Women in Leadership Business Initiative)
Clinical Oncology Specialist, 04/2011 to 08/2014
Guardant Health, Inc., ,

Consistently met and often exceeded targets for promotion of bevacizumab across several clinical indications. Managed key customers including medical oncologists, mid-level practitioners, infusion nurses, specialty pharmacists. Advised on drug applications and results.

  • Excelled while managing key regional accounts including major metropolitan healthcare systems, large regional cancer treatment centers (CTCA: Zion)Edwards Cancer Center, and multiple academic and community hospital accounts
  • Surpassed all goals in first year, achieving sales at 108.10% percent-to-plan and target incentive compensation achievement at 160%;
  • Continued strong performance with 103.93% percent-to-plan achievement in second year, securing top 6 out of 189 territory rank
  • Multiple year stock award recipient for consistent placement among top 20% of sales representatives within national Oncology Sales Division
Bachelor of Science: Biological And Physical Sciences, Expected in to Loyola University of Chicago - Chicago, IL
Additional Information

Evidence-Based Medicine Sales Training
Richardson High-Impact Selling Training

Multiple-Time/Multiple Company Field/Division Sales Trainer
Institutional, Federal, Managed Markets Sales Training

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Resume Overview

School Attended

  • Loyola University of Chicago

Job Titles Held:

  • Institutional Account Manager
  • Regional Business Manager
  • Clinical Oncology Specialist


  • Bachelor of Science

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