Sales Manager
Resume:
LISA WEALE
Mars, PA *****
724-***-**** cell
******@************.***
Executive Summary
A dynamic professional with 17 successful years of experience in account
management, business development, advocate development, sales management,
sales and human resources in the bio/pharmaceutical industry. Consistent
top performance and recognition for collaborative team work. Multiple
years of management experience in a variety of competitive markets and am
experienced in recruiting and hiring top talent. Additional experience in
management, joint ventures and business development outside the
pharmaceutical industry.
Professional Experience
Celgene 2008-
2010
National Account Manager - Physician Networks
Account leadership and management of US Oncology (USO) Physician Network.
Strategic and tactical lead for 1,300 oncologists in network. Quickly
developed a trusting and collaborative partnership with network decision
makers to maximize product access and sales. Orchestrated highly
integrated cross functional business plan and communication with sales,
customer care, regulatory, legal, and marketing to create and enhance
national physician access and performance. Demonstrated ability to
introduce new concepts and partnering opportunities.
* Obtained direct market feedback for corporate regarding competitive
updates which resulted partnership for an innovative electronic physician
access portal which provided product and corporate exposure and provide
patient support. Implemented in Q1 2010.
* Organized and conducted 7 physician advisory boards, 8 nursing advisory
boards, one mid level advisory board, 14 promotional programs, initiated
USO Physician Portal alliance, all in 18 months.
* Identified as national lead to develop corporate training program for
entire National Account Team.
* Updated, negotiated, and managed GPO agreement, Statements of Work and
Master Service Agreements to enhance physician network partnership.
Impact to 456 sites in 39 states.
* Excellent working knowledge of network pathways. Excellent pathway
positioning of products. Identified Pharmacy and Therapeutics Committee
members and Key Opinion Leaders for field impact.
Meda (formerly MedPointe)
2005- 2008
Area Sales Manager (2007 - 2008)
Implemented a strategic business plan for the specialty sales for pain and
allergy medications in 8 states: IN, OH, PA, WV, NY, MA, CT, RI. Area of
focus Ophthalmology, Allergy and Pain Management.
* Integrated business plans and resources for 5 Primary Care Managers and
10 skilled Specialty Representative direct reports.
* Face of Meda during national congresses. Responsible for networking and
new product information during sessions.
* Leadership confidant during corporate integration.
* Provided mentoring and development skills to new managers and management
candidates.
* First year in position area ranked # 3 of 7 Specialty Managers
nationally.
* 2008 nationally ranked #2 of 7 Managers.
* Sales representative to new brand task force.
District Sales Manager (2005 - 2007)
Led a team of 10 Primary Sales Representatives in NY, PA, WV, and OH.
Immediate impact in first year as the district moved from 28th/of 30
nationally to 11th. Hired 7 new representatives. Selected for PCI
Advanced Leadership Development Director evaluation, an intense evaluation
course for identification of Director readiness.
Lisa Weale 724-***-**** Page 2
Pfizer (formerly Pharmacia, The Upjohn Company)
1990 -2003
Sales Exit Manager Liaison (2003)
Reported to Human Resources. Demonstrated professionalism, composure and
confidentiality in an all-remote field separation process. Ability to
multitask in fast paced, highly emotional, hands on coordination of job
loss notification, asset retrieval, and regional business office closing.
National point for all specialty sales teams.
Institutional District Sales Manager (2001 to 2003)
Led the New Jersey Hospital Team in the following accounts: St. Barnabas
Health System, Hackensack, Robert Wood Johnson, University of Medicine and
Dentistry of New Jersey, etc.
* District achieved Platinum Award first year.
* 2001 performance of #3 of 36 national districts in 2001.
* Solid performance rank of #10 of 36 districts in 2002.
* Provided leadership for 10 Hospital Representatives and 1 Account
Manager. Developed 2 promotable District Manager candidates on the team.
* Exceeded sales goals in both 2001, 2002 under difficult market
conditions.
* Therapeutic interchange secured which doubled the low molecular weight
heparin business to 3.2M in 2001.
* Hired and trained 5 top performing Representatives and 1 Hospital Account
Manager.
* Selected to present platform field direction for Zyvox during national
sales meeting.
Regional Institutional Account Manager (2000 to 2001)
Institutional account management of hospitals in the PA and WV hospital
market. Developed and coordinated strategic business plans for the
University of Pittsburgh, Allegheny General Hospital/West Penn Hospitals,
Charleston Medical Center, and Ruby Memorial accounts. Area of focus was
with key opinion leaders in infectious disease, cardiology, critical care,
orthopedic surgery, and other surgical specialties.
* Ranked # 3 of 18 managers in newly created position during 1st year of a
new product
* Selected to provide leadership as interim District Sales Manager, which
led to promotion to Institutional District Sales Manager for New Jersey
* Organized, created and implemented KOL template and data base for
promotional use nationally in Infectious Disease
* Ranked #1 nationally for Zyvox (IV/oral antibiotic) in 1st year of
launch
Institutional Sales Representative (1997 to 2000)
Promoted hospital products and primary care products in the institutional
market. Products sold: Fragmin (sub-Q), Corvert (infused), and Gelfoam
(hemostatic). Products launched: Detrol and Pletal.
* Achieved formulary approval for all products in all targeted hospitals
* Won "Drive 4 Performance" contest (BMW)
* Won the Maui POD Detrol (overactive bladder) Cup
* Sole responsibility for the #1 national prescriber of Detrol
* Women's Health Product Launch (Estring) DepoProvera
Other sales positions: Primary Care Representative, Central Nervous System
Representative (1990 to 1997)
Education
Bachelor of Science, Mount Union College, Alliance, OH
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