Manager Sales
Resume:
Teresa Callands Hargrave
Home: 301-***-****
Sandy Spring, Md 20860
Cell Ph: 240-***-****
Email: abi0m0@r.postjobfree.com
VM: 800-***-**** x7746
Summary of Qualifications
. 19 years experience in healthcare industry as a pharmaceutical rep;
diagnostics oncology and internal medicine.
. 19 years pharmaceutical sales experience calling on major academic
centers, DOD facilities and large group practices in Washington D.C. &
Baltimore.
. Significant training and knowledge of key accounts: IDNs and GPOs.
. Significant training and knowledge of GPO contracts; strong
negotiation skills.
. Extensive knowledge of HCPCS coding, DRGs, HOPPS for hospital
reimbursement and RBRVS for physician practice reimbursement.
. Extensive experience launching new products and gaining formulary
approval, most recent launch in 2010.
. Strong collaborative, communication and presentation skills.
. Strong organizational and computer skills; excellent problem solver.
Education
Boston University-
Master of Science, Business Administration
University of Virginia-
Bachelor of Arts, Sociology
Biology, 30 hours
Professional Experience
Lantheus Medical Imaging 2008-
present
(Formerly known as Bristol Myers Squibb Medical Imaging)
Cardiovascular Imaging Territory Manager
(Washington DC, MD, Northern Virginia)
o Conducts market analysis; identify opportunities for conversion and
growth of Cardiolite & Definity, cardiac agents and Ablavar, MRA
agent.
o Assesses hospital processes regarding patient flow; identify issues
which need addressing to ensure successful use of products to improve
patient care.
o Provides solutions to address lab needs regarding patient flow and
effective use of technical and clinical resources within the
department relative to product use.
o Provides reimbursement support/updates for Part A and Part B coverage.
o Fosters solid relationships with C-level executives and diverse staff
members to ensure focus is on improving quality of care.
o Assesses hospital needs: recommending/providing appropriate training
tools and resources to successfully implement using our products.
o Conducts business analysis presentation for administrators:
demonstrating the benefit of appropriate contrast use; cost
effectiveness and appropriate use of hospital resources.
o Presents product information to pharmacy professionals and product
advocates to obtain formulary approval.
o Coordinate appropriate speaker programs & clinical site visits.
o Develops annual business plans to ensure success.
Bristol-Myers Squibb Company: 1990-2008
Cardiovascular Territory Imaging Manager: 2004-2008
(Washington DC, MD, Northern Virginia)
o Promoted the clinical benefits of Cardiolite, a cardiac imaging
tracer, to physicians to improve patient management decisions and
outcomes.
o Coordinated technical training and clinical site visits.
o Provided in-services and presentations for nuclear, cardiology and
internal medicine staff for continuing education.
o Provided reimbursement information/updates for Part A & Part B
coverage.
o Maintained significant key accounts in face of strong generic
competition.
Territory Business Manager, Oncology: 2001-2004
(Washington DC, MD Eastern Shore)
o Presented information to oncology professionals regarding clinical
utility of Paraplatin and Taxol, chemotherapy agents.
o Coordinated speaker programs to promote clinical utility of products.
o Provided reimbursement support for Medicare Part A & Part B coverage
o Provided patient support as needed: education, informational brochures
and information regarding drug assistance.
o Analyzed market conditions and targeted accounts for optimal sales
results.
o Developed annual sales forecast based on best projection of market
opportunities.
o Developed local key opinion leaders to promote clinical utility of BMS
oncology products.
Territory Manager: 1998-2001
(Washington DC, MD, Northern Virginia)
o Responsible for selling Innohep for treatment of DVT and Quadramet,
treatment for metastatic bone cancer pain and Verluma for staging of
small cell lung cancer.
o Sold benefits of all products to appropriate healthcare providers:
oncologists, imagers and internal medicine.
o Provided in-service presentations to educate and train staff regarding
the antithrombotic agent and deep vein thrombosis and cancer agents.
o Coordinated speaker programs to promote clinical benefits of
diagnostic oncology agents for small cell lung cancer and metastatic
bone cancer.
Sr. Cardiovascular Imaging Specialist: 1990-1998
(Washington DC, MD, Northern Virginia)
o Promoted the clinical benefits of Cardiolite for the detection and
management of coronary artery disease cardiology professionals.
o Presented clinical information, training and support for nuclear
medicine and cardiology professionals for IV Persantine, an agent that
mimics exercise for patients who cannot exercise adequately.
o Promoted the clinical benefits of Coumadin, an anticoagulant for the
prevention of heart attacks, strokes and clots to healthcare
professionals involved in treating those patients.
o Negotiated contracts for key products for top accounts strategic to
overall success.
o Coordinated technical training and clinical site visits for
appropriate use.
o Provided in-services and presentations for nuclear, cardiology and
internal medicine staff for continuing education.
o Presented information to pharmacy professionals and product advocates
to obtain formulary approval.
o Provided Medicare reimbursement support/presentations/updates for Part
A and Part B coverage for hospital and private practices.
PROFESSIONAL DEVELOPMENT
. Nuclear Cardiology for the Technologist, American Society of Nuclear
Cardiology, 2003, 2004, 2006
. Nuclear Cardiology and Cardiac CT, ACC/ASNC, 2006, 2007
. Miller Heiman Strategic Selling, 2005, 2006
. Langevin "Train the Trainers 101" workshop, 2007
. "Communication Skills for Successful Management", 2007
. Shapiro Negotiations Institute: Negotiating with The Power of Nice,
Nice vs. Nasty, Listening for Negotiators, 2005, 2006
. American Society Of Echocardiography, 2009
. American Society of Critical Care Physicians, 2010
Accomplishments
o Awarded DBM SPOT award for: Leading Strategically, Building
Alignments, Drives Performance, and Energizes Others, 2006, 2007 &
2008.
o National award winner for retention of high profile account strategic
to overall success of district and territory sales, 2008.
o National partner distributor award winner, 2007
o Area Business Director STAR award winner, 2008
o Nominated for Leadership Council, 2006: #2 in District, #15 Nation
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