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Territory Business Manager Resume Example

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TERRITORY BUSINESS MANAGER
Summary

An expansive Specialty Sales Representative with over 14 years of Pharmaceutical/Biotechnology/Device experience who is persistent in complex markets to deliver sales results. Recognized for driving sales expansion through strategic business planning, building and fostering business relationships, and innovative sales initiatives. A tactical negotiator with entrepreneurial vision and leadership skills that has developed new business opportunities.

Highlights
  • Hospital
  • Long Term Care Sales
  • Infusion Centers & Wound Care Centers
  • Buy and Bill
  • Presidents Circle Awards
  • Leadership Awards
  • Formulary Wins
  • New Product Launches
  • Antibiotic, Analgesic, Anti-coagulant, Anti-Psychotic and Biologics
  • Critical Care, Infectious Disease, Cardiovascular, Gastroenterology, Neurology, Orthopedic, Pain Management, Psychiatry, Pulmonary, and Rheumatology
Experience
Territory Business ManagerAug 2019 to Current
Nabriva Therapeutics － Cleveland, Canton, Akron, Youngstown & Toledo, OH
  • Start-up biopharmaceutical company.
  • Launched first-in-class antibiotic for antibiotic IV and Oral formulation.
  • In the top 15% in Xenleta, lefamulin sales.
  • Formulary requests by physicians in 3/4 of my top Health Systems
  • SPOT Award Q1 2020 for Demonstrating the Nabriva Value of Results Driven contributions.
  • Selected as Region Journal Club Lead.
  • Buy and bill pharmacy and specialty pharmacy sales.
  • Collaborated with cross functional teams such as Managed Market & Reimbursement Manager, Team colleagues and Medical Liaisons to identify potential customers or for customer solutions.
  • Virtual Sales and Programs to continue driving for results in untraditional sales climate.
  • Targets: Infectious Disease, Pulmonologists, Hospitalists, Critical Care, Emergency Medicine, Clinical Pharmacists, Hospital Committees, Primary Care Physicians, Nurse Practitioner & Physician Assistant.
Account Specialist, Anti-InfectivesApr 2017 to Jun 2019
Allergan Pharmaceutical － W. Cleveland/Akron/Canton, OH
  • 2018 Dalvance Sales 150%.
  • 2018 increased Teflaro sales 125% which was a1,042% increase from LYQ3 an 8-year-old antibiotic.
  • 2018 Increased Avycaz sales LYQ3 by 20%.
  • 2017 Finished #42/176 Nationally overall - top 30%.
  • 2017 Ranked #8/176 in Dalvance IV infusion.
  • 2017 Ranked in top 30% in Vraylar.
  • Won Formulary wins with Avycaz and Dalvance.
  • Nominated 2017 Rookie of the Year.
  • Experienced with Buy and Bill IV infusion with Dalvance in Infusion Centers, Wound Care Clinics, Emergency Rooms and Physician Offices.
  • Market Dalvance (dalbavancin) for injection antibiotic to Wound Centers, Infusion Centers, Home Infusion, Emergency Rooms and Physician Offices in the North West Cleveland, Akron and Canton.
  • Customer focus: Infectious Disease, Surgery, Vascular Surgery, Podiatry, Hospital Medicine, Pharmacy Directors & Buyers, Case Management, Facility/Hospital Administrators.
  • Market Avycaz (ceftazadime avibactam IV) and Teflaro (ceftaraline IV) antibiotics within the Hospitals, Infusion Centers and Long-Term Care Facilities some of which are: Summa Health System, Cleveland Clinic Akron General Hospital, Western Reserve Hospital, Aultman Hospital, Mercy Medical Center, University Hospital St. John Medical Center, University Hospital Elyria Medical Center, and Mercy Regional Medical Center.
  • Customer focus: Infectious Disease, Pulmonology, Critical Care, Surgery, Hospital Medicine, Infection Control, Microbiology Labs, Pharmacy, Case Management, Home Infusion, and Hospital Administrators.
  • Gained Avycaz non-formulary use at Western Reserve Hospital, University Hospital Lorain, Select Specialty Hospital and Amherst Specialty Hospital.
  • Marketed oral Anti-psychotic, Vraylar to Hospitals, Behavioral Medical Centers and Psychiatrists.
  • Use analytical analysis, market knowledge and business acumen to develop a business plan to maximize account management, customer access and resource utilization.
  • Independent continuous technical skill development through attending medical conferences, reading journal articles, company training tools and customer interactions.
Institutional Sales RepresentativeFeb 2015 to Mar 2017
Merck Global Human Health/ Cubist Pharmaceutical － Akron/Canton, OH
  • Merck/Cubist Merger relocated to Columbus Territory 12/2017
  • 2017 top 15% Zerbaxa sales in Region Columbus (The Ohio State University Wexner Medical Center, Ohio Health System, Mount Carmel System)
  • 2016 Ranked 11 in sales for newly launched Zerbaxa
  • Produced 4 formulary wins with Zerbaxa and 3 more wins finalized 1 month after I was relocated from my old territory into new territory, Columbus, OH
  • Launched Zerbaxa successfully with product use in 7 out of 10 targeted hospitals
  • Marketed Zerbaxa (ceftolozane and tazobactam) and Cubicin (daptomycin) to : Summa Health System: Akron City Hospital, Barberton Hospital, Western Reserve Hospital, Cleveland Clinic Hospital System: Akron General Medical, Aultman Hospital and Mercy Medical Center
  • Targeted Customers: Infectious Disease, Critical Care Specialists, Infusion Centers, Long Term Care Facilities and Home Health.
  • Promoted Buy and Bill IV Infusion for Cubicin (daptomycin) antibiotic to Infusion Centers, Hospitals, Long Term Care Centers, and Home Health
  • Target Customers - ID and Critical Care Physicians and Pharmacy
  • Marketed to Specialty Pharmacy for retail pharmacy stocking for Sivextro PO
  • Targeted customer: Primary Care Physicians, Wound Care Physicians, Podiatrists, Surgeons, Infectious Disease, Vascular Surgeon and Hospital Medicine
  • Solid experience with selling within the managed markets - commercial, Medicare & Medicaid
  • Collaborated with cross functional teams such as Managed Account Executives and Reimbursement Manager to identify potential customers for new opportunities that crossed over other divisions and to strengthen brand.
  • Technical sales skills and account management experience.
Executive Institutional Sales SpecialistJun 2000 to Aug 2013
The Janssen Pharmaceutical Companies of Johnson & Johnson － Akron/Canton/Cleveland, OH
  • 2012 Launch Xarelto 107% Goal Attainment.
  • 2010 & 2008 - Root Builder Award - peer nominated.
  • 2009 National Women's Leadership Award.
  • 2008 Presidents Club.
  • 2008 Top 5% sales in the nation for 3 out of 4 products.
  • 2006 Ranked 35/364 for Dermabond, co-promotion with Ethicon.
  • 2002 Launched and Ranked #7 Ultracet.
  • 2002 Ranked #2, Top 5% for Ditropan XL Q4 Contest.
  • Ranked #1 Nationally % sales retained for Duragesic.
  • Awards - several District and Region Representative.
  • Launched successfully Doribax, Xarelto, Nucynta, and Ultracet.
  • Won over 18 formulary reviews, secured new contracts and exceeded contract performance milestones with institutions.
  • First sixty days won 4/7 targeted accounts formulary reviews and 6/7 in first year.
  • Cross pollinated territories and customers to increase access to gain new business by collaborating with different divisions of Johnson and Johnson companies.
  • Managed a portfolio of an average of 10 healthcare institutions accounts.
  • Promoted IV and oral Antibiotics, Transdermal and oral Analgesics, IV Biologics and Medical Devices.
  • Targeted customers: Infectious Disease, Critical Care, Pulmonologist, Head/Ear/Nose, Dermatology, Cardiology, Rheumatologist, Neurologist, Pain Management, Gastroenterologist, Urologist, Emergency Medicine, Clinical Pharmacists, Hospitalists, Surgeons, Psychiatrists, Primary Care Physicians, OBGYN, Medical Residents/Fellows.
  • Marketed Doribax (doripenem IV), Levaquin (levafloxacin IV/PO) to MetroHealth, Cleveland Clinic Hospital System: Marymount, Akron General Medical Center, Medina and Union Hospital; University Hospital System: St. Vincent Charity Hospital, Parma, Bedford, Richmond, Geauga, and Portage Medical Center, Samaritan Medical Center; Summa Health System; Aultman Hospital, Mercy Medical Center and LTC: Select Specialty, Regency, Aultman Specialty, Mercy Select and Regency Hospitals.
  • Collaborated with National Account Executives to penetrate new accounts, identify potential customers and coordinate product sales presentations to grow brands.
  • Led strategy meetings with sales team to prospect and qualify potential customers within assigned geographic territories.
  • Region Mentor and Trainer.
  • Marketed products - BioPatch (chlorhexidine device), Dermabond (surgical device), Ditropan XL (oxybutynin xl), Doribax (doripenem IV), Duragesic (fentanyl patch), Elmeron (pentosan polysulfate sodium), Levaquin (levafloxacin IV/PO), Ultram (tramadol), Ultracet (tramadol and acetaminophin), Nucynta (tapentadol), Remicade (infliximab), Xarelto (rivaroxaban).
  • Marketed Levaquin (levafloxacin IV/PO) and Ultracet (tramadol) within Cleveland Clinic System: Cleveland Main Campus, Hillcrest Hospital, and South Pointe Hospital; University Hospital System: St. Vincent Charity Hospital Hospital, Bedford Hospital, and LTC: Select Specialty, Regency, Aultman Select and Mercy Select Hospitals.
  • 2002 Promoted from Senior Territory Representative to Hospital Representative.
Education
BBA, Marketing & ManagementKent State University － OH
Community Service

Aurora School District - 

Orchestra Association - Board Member2018/19

PTO Fundraising Committee 2018/19


The Church in Aurora - 

Future Planning Committee - 2018/19 

Christian Education Committee - 2018/21

Sunday School Educator 2010 - current 

Group Cares, Missions Work Camp Youth Leader 2015 - 2018





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Resume Overview

Companies Worked For:

  • Nabriva Therapeutics
  • Allergan Pharmaceutical
  • Merck Global Human Health/ Cubist Pharmaceutical
  • The Janssen Pharmaceutical Companies of Johnson & Johnson

School Attended

  • Kent State University

Job Titles Held:

  • Territory Business Manager
  • Account Specialist, Anti-Infectives
  • Institutional Sales Representative
  • Executive Institutional Sales Specialist

Degrees

  • BBA , Marketing & Management

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