EXECUTIVE SALES SUMMARY

Consistent Top Performer in the Pharmaceutical Sales Industry with 20+ years in multiple therapeutic areas and territories. Roles have included District Manager and Executive Sales Representative. Proven history of achieving and exceeding business performance objectives. Expertise in creating Customer Value, Business Plan Development and Execution, Analysis of Key Market Trends and Data, recruitment/development of top talent, sales training, and presentation/sales skills. Brand Management Competencies include Market Research, Segmentation, and Message Development. Consulted on Managed Care and Organization Restructuring. Regarded as a reliable, disciplined, trustworthy advisor, and influential communicator.

PROFESSIONAL EXPERIENCE

Eli Lilly & Company 06/1996 – 03/2017

Executive Sales Representative, Specialty and Primary Care, PHBU/IHP 07/2013 – 03/2017

Promoted products Cialis for ED and BPH symptoms, and Axiron for low T in largest Atlanta metro centers for men’s health, including top urology practices. Drove year on year prescription growth in formerly underachturnieving territories by identifying early gaps in perceived efficacy and coding for correct diagnosis. Provided service and support to get patients better access to medications. Developed and coached systems to increase district capabilities across key business topics, including payer and PA formulary process, IHS/EMR/Rx flow, clinical science and brand pull thru.

Achievements:

Achieved a tenure % to Quota average of 101.5%

2014-2016: Named Lead Payer Reimbursement Champion

2014-2016: Recipient of Sales Achievement Trip for two consecutive years. Qualified eligible in 2016 paid out in cash due to company restructure..

District Sales Manager, Women’s Health/Musculoskeletal Division 01/2010 – 07/2013

Led high-performing sales by creating a “winning culture” that was customer focused and accountable. Call points included pain specialists, rheumatologists, neurologists, endocrinologists. Grew Cymbalta double digit TRx % growth by better influencing use for its underutilized indication, Pain. Grew Forteo and Evista for bone health and osteoporosis by significantly streamlining processes that supported physicians and staff to get patients better access to these medications. Selected, Developed, and Retained top talent to perform quickly and effectively as a team. Led teams through two organizational restructures.

Achievements:

2010-2013: Achieved a tenure % to Quota average of 100% with a Portfolio including Cymbalta, Evista, Cialis, and Forteo

2010-2013: Achieved a tenure Ranking of average of 14/56

2010-2013: Named Champion Lead for Area: Cymbalta, Program/Speaker Development, and Customer Value Six Sigma Initiative

2010, 2012: Sales Achievement Trip eligible, paid out as cash rewards due to company restructures.

Specialty and PCP Sales Manager/DSM Neuroscience Division 01/2005– 12/2009

Responsible for CNS products, including Cymbalta and Zyprexa. Met district sales targets by effectively leading employees, selecting and developing top talent, coaching to tailored customer focus, solutions, and effective business ownership. Was selected as Area lead for Six Sigma project to increase customer value. Districts covered 10-15 territories calling on Primary Care and Psychiatrists across west and central Georgia and southeast Alabama markets.

Achievements:

Consecutive top 1/3 rankings thru launch of Cymbalta

2005-2009: Achieved tenure ranking average of 19/60

2009: National Recruiting Award for leadership at HBCU

Named Area Lead for Customer Value Six Sigma Initiative, Program/Speaker Development and Strattera

Hospital Accounts Regional Manager/Critical Care/Acute Care/CV Division/Hospital Division 07/1999-12/2004

Created team for successful launch of Novel Critical Care Medicine, Zigris, for treatment of severe sepsis. Recruited 100% of representatives for territories including, but not limited to IL, MO, KS, NE, IA, TN, and AR. Developed and led sales team in sales of Reopro, utilized within the IC Cath Lab of Key Hospital Accounts. Coached representatives to embrace concept of total hospital management, by developing key relationships and penetration of accounts across Clinical/Interventional Cardiologists, Critical Care Physicians, Radiologists, Pharmacists, and Administrators, both in and beyond the Cath Lab, ER, and ICU/CCU. Negotiated preferred product status on hospital system formularies through protocol development and/or contracting. Achieved qualitative objectives, District operation plans through account planning and targeting, call frequency, and physician-to-physician interventions. Established strong relationships with Regional and National Thought Leaders in sepsis, CV and critical care. Directly influenced Brand Director and Marketing Team on message development for CV Division. Active leadership as Peer-to-Peer Advisory Team Manager, directly influencing Brand Director and Sales Leadership on development and execution of initiatives for Critical Care Division.

Achievements:

1999-2004: Consistently ranked in top to top 1/3 of Division

2004: Recipient of District and Divisional Sales Achievement Trips

2003: Achieved 113% to Quota

2001: Recipient of the President’s Award

2001: Team Excellence Award -- Acute Care Division

1999-2000: Sales Achievement Trip for two consecutive years

Marketing Analyst Prozac Market Research 10/1997 – 06/1999

Achievements:

Achieved President’s Award for Message Development project for Managed Care Segment

Managed Care/Organization Consultant Business-to-Business 12/1996 - 09/1997

Achievements:

Achieved “Quality Advocate” Award

Fellowship, Certified Managed Care Executive, AAMCE

EDUCATION

University of Texas at Austin,

MBA, Concentration in general management, marketing, consumer brands and decision support systems.

Washington University in St. Louis

BA, Concentration in Economics

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