Sales Customer Service

Megan E. Byrd

***** ********* ***** . *********, ** 37934

865-***-**** . abkg54@r.postjobfree.com

Sales / Business Development

Seeking a Sales-Account Manager position

Goal-oriented Sales, Management and Marketing Representative with a proven

performance record of generating significant revenue and market share

increases in several healthcare markets. Highly motivated and results-

driven sales professional with attention to achievement of goals that lead

to professional success while building corporate value. Offering a strong

background of Sales, Sales Management, Account Management and Customer

Service.

Qualification

highlights include:

Influential Interpersonal Skills Analyzing Market and Industry Trends

Business Plan Development Needs Based Selling Approach

Account and Resource Management Mastery of complex Products and

Services

Achieving Goals within Budget Employee Hiring, Training and

Evaluation

Known for consistently delivering on commitments by setting clear and high

expectations and driving for continuous improvement. Shows strong

leadership, organizational, time management, and mentoring skills. Adept at

project management, determining return on investment and extensive

community relations.

Professional Experience

PFIZER, Knoxville, TN October 2005 - April 2009

Professional Healthcare Representative

Established a proven record of career growth and achievements with this

leading pharmaceutical company in areas including territory performance

improvement, top sales rankings and awards, prescription volume and market

share growth, managed care support, and district leadership. Responsible

for sales and service of over seven products to 200 doctors, with main

focus on top 100 prescribers. Introduced new products, maintained and

expanded existing business, educated medical staff on clinical applications

and set quarterly performance goals. Consulted with key decision makers,

followed up with clients and provided customer support.

. Territory Performance: Increased market share for products represented,

calling on a very rural population covered mainly by TNCare (Medicaid).

Developed sound and trusting business relationships by providing clinical

superiority of products, appropriate sample support and follow-up.

Increased territory ranking from lowest in the area #189 for overall % to

quota to #3 at 166% to quota.

. Top Sales Rankings and Awards: Utilized market knowledge to develop

targeting campaign for launch of Chantix, a smoking sensation product.

Utilized clinical data and patient benefit vs. cost factor for largely

cash product. Finished in the top 15% of entire U.S. in the Chantix

"Quest to Quit" sales contest ending in December 2006 for achieving 367%

to quota since the May 2006 product launch. Utilized clinical data of

over 400 clinical trials to increase Lipitor sales. Won the Lipitor 7.3

sales contest and the Lipitor Accelerate to 2.8 contests.

. Prescription Volume and Market Share Growth: Developed specific

promotional campaigns by determining needs of doctors, nurses and patient

population, providing specific clinical data to make informed decisions,

and continual follow-up to ensure business increase. Generated an 18%

increase in new Spiriva prescriptions. Maintained 39.6% market share for

Detrol LA in face of two new branded competitors. Generated 30.6%

increase in new Viagra prescriptions, resulting in 55% market share

(largely cash product).Maintained market share for Lipitor at 17% when

the national average had decreased 12% to 18%.

Managed Care Support: Chosen to by District Manager to conduct district

training programs on Medicare Part D,

Medicare Advantage Plans, formulary coverage of competitive products,

Medicare Doughnut Hole Coverage, Dual Eligible plans, and Pay for

Performance initiatives in healthcare.

. District Leadership: Chosen by Regional Manager and District Manager to

serve on Alabama/Tennessee Leadership

Team, responsible for reporting changes to local formularies,

questions posed by physicians and intelligence from the field.

Megan E. Byrd

Page 2

CARITEN HEALTHCARE (Now Humana), Knoxville, TN,

September 1999 - October 2005

Sales & Marketing Manager

Promoted and increased sales of Cariten Senior Health a Medicare

Advantage Health Maintenance Organization, by leading sales efforts and

coordinating marketing campaigns that "sold" individual/corporate clients

on coverage benefits, increasing total membership from 2,500 to over

25,000 from 1999 to 2005, generating over $25 million in annual Medicare

premium. Responsible for developing annual business plans, sales

representative management, department policies and procedures, market

analysis, annual benefit plan design based on market need, Centers for

Medicare and Medicaid site visits, community relations, and employer

group sales and service. In addition, serving on numerous committees to

ensure continuous process improvement including claims, customer service,

finance, compliance and appeals. Reported directly to Senior Management.

. Annual Business Plans: Developed annual business plans to achieve

enrollment goals utilizing available resources and allocated budgets.

Including advertising needs and forecasted ROI (return on investment).

Enrollment goals set based on historical data current market conditions,

and uncovered untapped markets.

. Sales Representative Management: Responsible for recruiting, hiring,

training, coaching, and developing outside sales representatives,

designing sales presentations, and monitoring sales presentation to

ensure compliance with the rules and regulations established by the

Centers for Medicare and Medicaid Services. In addition, handling

employee relations issues with human resources, including disciplinary

actions and conducting annual and quarterly employee evaluations.

. Departmental Policies and Procedures: Developed necessary departmental

policies and procedures within own department to ensure smooth

operations. Also coordinated with other departments including claims,

customer service and appeals on interdepartmental policies to meet both

regulatory and personnel needs.

. Market Analysis: Analyzed competitor benefit designs, service area

expansions, and marketing materials to aide in competitive edge.

Additionally, analyzed underserved populations in order to capitalize on

opportunities. Presented reports to Senior Leadership to keep them

abreast of market changes and plan needs.

. Annual Benefit Plan Design: Working with various departments including

compliance, finance, claims, appeals and pharmacy, participated in

preparation of annual plan benefit design adhering to the Centers for

Medicare and Medicaid Services requirements. In addition, served on

Medicare Part D development and implementation team working with Pharmacy

Director, Medical Director, and Operations implementation team.

. Community Relations: Accountable for product positioning, brand-building,

physician presentations, and community relationships. Established a

strong network of contacts with the entire Covenant Health System (senior

administration - including CEO, hospitals, member organizations, and

affiliates). In addition, forged strong relationships within the broker

community focusing on group and individual sales. Member of National

Association of Insurance and Financial Advisors (NAIFA) participated with

Healthcare 21 Coalition.

. Employer Sales and Service: Generated 800% increase in employer-sponsored

enrollment and 450% increase in total membership sales with the company's

two largest accounts. Personally serviced two largest accounts, Knox

County Government Retirees and Rohm & Haas. Coordinated and handled all

current employer renewals and prospective employer Requests for Proposals

with the various entities involved including, claims, member services,

appeals and pharmacy.

. Reporting to Senior Management: Reported directly to the Chief Operating

Officer and Chief Financial Officer. Responsible for reporting sales,

projections, market analysis, competitor information, service issues and

business plans. Represented Cariten Senior Health Sales & Marketing

through two scheduled site visit reviews by the Centers for Medicare and

Medicaid Services at the direction of Senior Management, during which

Sales and Marketing received exemplary marks.

BLUECROSS BLUESHIELD OF TENNESSEE, Knoxville, TN, July 1997 - September

1999

Sales Representative - Secured new business by calling on key decision

makers, promoting company value, and selling potential clients on the

benefits of individual health care coverage and Medicare-related

policies. Involved in initial start-up of first Medicare + Choice Plan

in East Tennessee.

Group Presentations: Conducted over 20 monthly group

informational seminars. Result: led to significant sales increases by

generating approximately 200 new qualified leads per month.

Sales Approach: Used needs-based selling approach during

presentations. Result: secured new accounts and increased my closing

ratio by improving ability to overcome objections.

Customer Service: Served as a source of information support and

problem solving to existing plan members. Result: generated substantial

increases in referral leads.

COMPANION HEALTHCARE (subsidiary of BCBS of South Carolina), Columbia, SC,

June 1996 - April 1997

Sales Representative - Developed valuable sales experience and healthcare

industry knowledge by interacting with health plan subscribers, group

administrators, and healthcare providers to promote medical insurance

plans and consistently achieve/exceed enrollment goals.

Education

Bachelor of Business Administration, UNIVERSITY OF NORTH FLORIDA,

Jacksonville, FL

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