Sales Manager

TERI HEIMANN, MBA

**** ******** ***** *** **** Richey, Florida 34654

Office: 727-***-**** ? Cell: 727-***-****

abl6j3@r.postjobfree.com

CAREER PROFILE

Award winning strategic business partner with proven experience in

developing opportunities that maximize company revenue and market position

across multiple product lines. Manage large, complex accounts in all

aspects of pharmaceutical promotion, including: leading multidisciplinary

teams and projects, managing promotional budgets, and fostering a positive

corporate image within the medical community. Diverse therapeutic areas to

include biotech agents with complex reimbursement issues. M.B.A. graduate

who troubleshoots to provide solutions to business issues.

Areas of business expertise include:

Strategic Planning Contract Negotiations Team Leadership

Program & Account Tactical Execution Strategic Alliances

Development

Project Management Value Added Tools & Managed Markets

Projects Insights

PROFESSIONAL EXPERIENCE

MEDA PHARMACEUTICALS INC., Somerset, N.J.

2009 - present

Business Development Specialist

Responsible for developing the sales and marketing presence for a new

Oncology-focused, specialty, sales operation. The lead product introduces

new technology, for pain management, in the Oncology setting.

. Introduce REMS (Risk Evaluation and Mitigation Strategy) program to

health care providers

. Provide guidance to senior leadership, as well as sales teams on

Oncology-related topics related to reimbursement, contracting,

partnerships, business development, and access

TARGANTA THERAPEUTICS CORPORATION, Cambridge, Ma. 2008

- 2009

Regional Director, Southeast (Commercial operations eliminated and

company sold, downsized)

Responsible for developing a highly effective and cohesive sales team to

drive sales growth for new, biotechnology products. The lead candidate is a

novel IV antibiotic, currently under FDA review.

. Build and execute market developmental plans

. Provide guidance to senior leadership on all topics related to the

commercialization of proprietary products; i.e. compensation plans;

strategic marketing plans; supply chain distribution; pricing and

contracting

Roche Laboratories, div. Hoffmann-LaRoche, Nutley, N.J.

1990 - 2008

Regional Account Manager, Florida (2001 - 2008)

Responsible for identifying marketing opportunities, then developing

strategic alliances and contractual relationships with key healthcare

systems to efficiently leverage company product portfolio. Key therapeutic

areas: Oncology; Transplantation; Anti-infective; Anti-emetic; and prepared

to launch new ESA competitor

Significant Accomplishments:

. Consistently rated as "Superior" or "Very Superior" in performance

evaluations, throughout career

. Won "Special Achievement Awards" demonstrating excellence among

peers, eleven out of 15 years

. Manage cross-functional account teams to maximize sales

opportunities.

o Achieved 181% of goal in 2007, a sales increase of 45.9%;

achieved 151% of goal in 2006

o Nationally Ranked #1 in Rocephin goal achievement for 2003 -

increased sales for 2003, by +27.4% over 2002

. Developed and secured contractual agreements which provided revenue

and enhanced corporate partnerships - highlights include:

. Adventist Health System (Florida Hospital) - 1st system

agreement - provided > $8 MM revenue 1st year

. BayCare Health System > $8 MM new revenue Rocephin & Kytril

. HCA Florida > $5 MM in new revenue Rocephin & Kytril

. Shands Healthcare - Secured $2 MM Transplant portfolio

. Jackson Memorial Healthcare - $ 2 MM Transplant Portfolio

. Tampa General Healthcare - regained lost business - market

impact > $5 MM Transplant Portfolio

. Auxilio Mutuo - $1 MM Transplant Portfolio

. Developed and led business-building projects for customer and

community leaders:

o In 2007, developed a Pandemic Planning Workshop pilot, in

partnership with the Florida Hospital Association, which is now

being used Nationally

o In 2004 piloted a "Guideline Implementation Workshop" which

became a model for similar workshops run Nationally

. Anemia product launch - National Market Advisor 2006/2007

. Co-founded "WIL" - Women in Leadership committee, which identifies

networking & leadership opportunities for Roche employees

. Roche "Insights" Customer Marketing Program National Advisor in

2005/2006

. Mentorship Program developed a structured program to match new

account managers with more experienced peers, in 2005/2006

. Troubleshoot provider problems with promotion, reimbursement, &

contract management

. Develop influential customers into advocates - Infectious Diseases,

Anemia, Hepatitis C, HIV, Transplantation, Oncology

Business Solution Manager, Florida (2001 - 2002)

Provide innovative business solutions to healthcare providers, hospital

systems, managed care organizations and distributors. Focus on Roche

biotech products in Oncology, Hepatitis, HIV, Transplant, and Dermatology.

. Provided leadership to account and sales teams on

contracting & reimbursement issues

. Facilitated development of DME MAC licensed providers for

Xeloda distribution - example: key account, Florida Cancer

Specialists, in W. Florida continues to generate revenue of

> $3Million

. Developed corporate account strategic & tactical plans -

the Florida pre-launch strategic plan for Pegasys, for

Hepatitis C

Division Sales Manager, Tampa, Florida (1998 - 2001)

Manage a diverse team of primary care and specialty sales representatives.

Responsible for training personnel to apply business skills to territory

management.

. Successfully led the launch of new products: Xenical; Tasmar;

Posicor; and Tamiflu

. Managed the National Nolvadex (tamoxifen) co-promotional project

for breast cancer prevention

. Managed the #1 Sales Division, in Tasmar Rx's in '98 - 1st year

post-launch

. Managed an annual operational budget > $1.5 Million

. Developed each sales representative's skills to maximize career

potential - facilitated eight promotions in 3 years - to advanced

sales and division management positions

. Regional Appointments:

o Management Development Advisor in 1999/2000

o Tasmar market advisor in January 1999

o Business Information Systems advisor in June 1999

o Business Operating Committee in 1998

o Regional product task forces: Xenical;Rocephin;Tamiflu;

Demadex; Nolvadex

Oncology/Virology Specialist, Tampa, Florida (1994 - 1998) Biotechnology

products in Oncology, Virology, Dermatology

Primary Care Representative, Tampa, Florida (1990 - 1994) IV Antibiotics,

Anesthesia, Critical Care

. Planned and executed a highly successful launch of Invirase, the

first Protease Inhibitor for HIV

. Developed a Roche Laboratories/H. Lee Moffitt Cancer Center

cooperative agreement which provided advanced Oncology training for

Roche Oncology Specialists at Moffitt in 1998

. Ranked #1, regionally, in 1996 Invirase & Cytovene sales goal

attainment

OTHER EXPERIENCE

Pasco-Hernando Community College (1998)

College Instructor - Course Title, Business Communications

EDUCATION

Master of Business Administration, August 1997

Saint Leo College, Saint Leo, GPA 3.8/4.0

Bachelor of Science in Business Administration, May 1990

University of South Florida, Tampa, Florida, GPA 3.2/4.0

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