Sales Health

HELEN E. HORTON

*** ***** **** ****** ***** *** Blacksburg, VA 24060 540-***-**** ********@*****.***

QUALIFICATIONS SUMMARY

Ten years of experience in public health practice and management.

Top national vaccines sales performance within first year of eligibility with two Fortune 500 companies.

Generated over $4 million dollars in vaccines sales during my tenure with GSK and NVD.

Extensive experience in analyzing deficiencies and recommending feasible, cost effective changes in Public Health

Services at the local, state, and national level.

Research, design and produce documents ranging from Business Plans, Action Plans, Applications for Public and

Private Grants, Position Papers and Policy Updates to exact improvements in Public Health Services.

Provide recommendations and guidance to public health leadership nationwide in effective methods of modernizing

the Public Health Infrastructure.

Possess considerable skills in research and analysis. Adept at translating the results of research into applicable action

plans and presenting analyses to diverse audiences.

EXPERIENCE HIGHLIGHTS

Senior Vaccines Solutions Specialist, Blacksburg, VA 2009-Present

Novartis Vaccines and Diagnostics US Division

Prioritize and adapt sales calls based on business opportunities.

Successfully explain and promote vaccines features and benefits to key customers and stakeholders.

Elite Circle recipient in 2010 based on top national sales performance. Ranked in top 10% of sales force.

Exceeded performance goals with Novartis Vaccines and Diagnostics within 1 st year of vaccine launch.

Incentive Compensation Advisory Committee Member nominated by Executive Director.

Mid Atlantic District Most Valuable Person based on sales performance of Menveo.

Field Sales Supervisor 2011-Present

Novartis Vaccines and Diagnostics US Division

Selected by senior leadership to manage 2 sales representatives in the Southeast region.

Conducts field visits, territory analysis, and field coaching reports for sales representatives.

Completed M (management) training sponsored by the American Management Academy.

Works closely with leadership to develop strategic plans and business opportunities for the sales team.

Executive Immunization Specialist, Blacksburg, VA 2005-2009

GlaxoSmithKline US Vaccines Division

Performed over sales goals for 3 consecutive years and awarded Diamond Winner’s Circle Membership in 2006.

Developed business plans and action plans in order to surpass sales goals and increase pediatric and adult vaccine

market shares. Recipient of regional WOW award for largest pediatric growth in the area.

Analyzed various report data to understand the marketplace and decision makers in the territory.

Monitored and fostered relationships by performing pre-call planning and tracking the outcomes of each sales call.

Served as Regional Diversity Champion (2006-2009).

Served as Associate Immunization Account Manager and grew adult vaccine business in the region by 60 percent.

Graduate Research Associate, Blacksburg, VA, 2002-2005

Institute for Community Health, Virginia Polytechnic Institute and State University

Researched and analyzed cancer trends in far southwest Virginia and developed the “Far Southwest Virginia

Regional Cancer Report” for the Virginia Department of Health.

Developed community needs assessment to examine barriers to access healthcare for the Greater Richmond Area

Health Consortium.

Investigated and developed grant applications to address community health issues.

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Turning Point Assistant Coordinator, Richmond, VA, 2000 - 2002

Virginia Department of Health

Process facilitator and assistant coordinator of a Robert Wood Johnson and W.K. Kellogg funded multi-sector

strategic planning effort aimed at strengthening the public health infrastructure.

Served as the state representative and facilitator for 2 National Public Health Excellence Collaboratives:

Social Marketing and Collaborative Leadership.

Researched, consulted and advised on the use of programs and techniques frequently used in the private sector

to improve the public health infrastructure.

Advisor to the Virginia Center for Healthy Communities, a group comprised of 15 board members from

diverse backgrounds i.e. Virginia Legislators, Virginia Health Insurers, Health Care Providers, Faith Communities,

Academic Centers, Local Government and Private Consultants with the common goal of engaging the business

community in improving community health activities.

Major contributor in the creation of a training manual for Public Health Practitioners on Social Marketing.

Research Assistant, Philadelphia, PA 1999 – 2000

Drexel University

Conducted interviews with members of the HIV/AIDS community to facilitate policy change for the AIDS

Activity Coordinating Office (AACO), an entity of the Philadelphia Department of Public Health.

Prepared formal reports and made policy recommendations to the AAOC leadership to improve services while

maintaining cost effectiveness.

Successfully researched and developed a Process Improvement/Cost Containment plan for enhancing HIV/AIDS

health services for the City of Philadelphia, which was adopted without revision.

Intern, Philadelphia, PA 1999 – 2000

Philadelphia Department of Health- Community Behavioral Health

Worked closely with the former Philadelphia Health Commissioner at a not-for-profit government agency that

provided mental and behavioral health services.

Researched and analyzed emergency medical services and made policy recommendations to enhance the

interrelation between physical and behavioral health providers.

Developed and delivered a strategic plan to significantly reduce costs by tracking patient care, reducing

unnecessary visits to both mental health and physical health facilities, evaluating expenditures per patient.

Created a working relationship between physicians and behavioral health providers ensuring a holistic patient

treatment plan.

Case Manager, Philadelphia, PA 1999

Concorde, Inc.

Managed military personnel patient care and reviewed patients’ medical information to ensure eligibility for

entrance into the military and/or special programs within the military.

Extensive collaboration with physicians, patients and program administrators required in managing each case.

Customer Service Representative

Provided information to client companies of an occupational health management organization that supplied

substance abuse testing, physical examinations and Worker’s Compensation case management to companies such

as Conrail, Bell Atlantic, and AT& T.

Maintained a database of clients’ employees who had undergone drug screening.

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EDUCATION

Doctorate of Philosophy- Health Policy and Planning, Expected December 2013

Virginia Polytechnic Institute and State University -- Blacksburg, VA

Dissertation: “The Threat of Un-Preparedness: Power, Public Health, and Emergency Preparedness

Advisor: James Bohland

Golden Key International Honor Society (Fall 2007) first graduate cohort inducted at Virginia Tech

Phi Kappa Phi National Honor Society (Spring 2004)

Elected Student Government Representative

Presenter at the American Public Health Association Conference 2004 “Public Health and the Environment”

Master of Public Health,

Drexel University School of Public Health – Philadelphia, PA 1998 – 2000

Concentration on Health Management and Policy Development

Thesis: “Medical Assistance Recipients with Disproportionate Hospital Emergency Room Services:

A Case Study of Community Behavioral Health Enrollees”

Earned The School of Public Health’s Excellence in Communication Award -2000

Bachelors of Arts-Biology, University of Virginia – Charlottesville, VA 1993 - 1997

Elected Student Government Representative

ACTIVITIES AND AWARDS

Elite Circle recipient 2010 for top sales performance with Novartis Vaccines and Diagnostics. Ranked 7 th in the

nation.

Diamond Winners Circle Member awarded in 2006 for top national vaccines sales performance with Glaxo Smith

Kline Vaccines. Ranked number 1 in the nation exceeding sales goals by 250%.

Awarded GSK Spirit Awards for my contribution as Diversity Champion and for converting accounts in the AIM

Higher regional challenge.

Appointed by Regional Immunization Sales Director to the Associate Immunization Account Manager (2007)

Recognized by GSK Vaccines Senior Management as a Summer of Heroes recipient for top sales performance with

new vaccines.

Recipient of regional WOW award for sales performance on newly launched vaccines

Awarded GSK Spirit award for top pediatric sales performance in the area Pediatric Growth contest.

Awarded Most Valuable Person for Mid Atlantic District based on sales performance and demonstrated leadership.

Recognized nationally for largest Menveo sales in a single office for 2010.

Appointed by the Governor of Virginia, Timothy Kaine, to the Council on the Status of Women. The Council

reviews issues that concern women in the Commonwealth and offers recommendations to the General Assembly.

While serving on the Council I participated in the Governor’s 1 st Annual Caregiver Award ceremonies which

acknowledged women across the Commonwealth that serve as caregivers.

Member and team leader of the Management Academy of Public Health at the University of North Carolina. Role

in the academy was to develop a business plan to institutionalize the CLAS (Cultural and Linguistically

Appropriate Services) mandates in all state and local public agencies. Business plan was implemented by the

Virginia Department of Health and the Northern Virginia Area Health Education Center in 2002.

Researched, wrote and submitted an application for a Public Grant from the Centers for Disease Control for a

Diabetes Control Project to reduce the incidence of diabetes through education and social marketing. Grant was

awarded in September 2001 and refunded in 2004.

Trained in social network analysis and proficient in Microsoft Word, Access, Excel, Power point and SAS, SPSS,

UCINET

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