Human Resources

SHEILA METCALF

Charlotte, NC Area *****

**************@*****.***

Summary: Reliable leader who drives value and delivers results. I create exceptional

internal and external customer experiences and enjoy developing others.

Human Resources: Talent management, training, onboarding, coaching to performance management, employee engagement, events planning and corporate social responsibility

Customer Engagement: Exceed expectations in customer service and support, achieve sales/ profit targets

Operations: Forecasting, budgeting, expense tracking and management

Sales/ Marketing: Market & customer analysis, brand differentiation, compliance, account management

Education and Training

Professional Development Certificate, Human Resources Management, 2017

Villanova University Philadelphia, PA

Master of Science, Business Management, 2008

Nazareth College Rochester, NY

Bachelor of Science, Business Administration, Human Resources, and Marketing, 2000

State University Of New York At Buffalo Buffalo, NY

Experience

ELI LILLY Indianapolis, IN 2001 to 2017

Integrated Health Partners Division (Division Downsized)

Senior Sales Representative, Field Based Rochester, NY

Grew market share and revenue across 5 regions/territories in New York State for multiple brands in eight specialty areas. Actively interfaced with Medical Decision Makers and Pharmacists via sales calls, coordinated and planned educational programs. Forecasted and tracked monthly territory expenses and inventory, planned and managed $25K quarterly budget. Conducted customer and market SWOT analysis for account planning and targeted territory messaging and programming.

Management selected to assist in Field Based Human Resources needs, across divisions, throughout the NorthEast Area

Achieved high level adaptability, leadership, self-motivation and results through multiple reorganizations.

HR Talent Management and Recruitment: Management selected to assist, organize and attend career fairs. Screened applicants, participated in Management Interview Days. Assisted Area District Managers across divisions, in Time To Fill expectations for vacant territories. Demonstrated discretion with new hire offers and salary knowledge.

Onboarding Rep: Selected to mentor and coach new hire sales representatives from four Districts to hone operations and territory management, customer engagement via 2 way dialogue sales skills.

Employee Development: As Brand Product Champ for two pharmaceutical products, trained teammates via district meetings and conference calls on competitor differentiation, use of marketing materials and patient/product fit.

Created and Presented Workshops: Assisted Northeast Area Trainer at 3 and 9 month Sales ID Schools by presenting product launch dialogue workshops and addressing customer areas of concerns.

Accelerated employee engagement and corporate social responsibility: Coordinated annual Lilly Day Of Service volunteer events with Habitat For Humanity and Foodlink of Rochester, NY bringing together Sales Reps and District Managers across divisions.

Product Launch: Launched 6 multi-million dollar brands with 13 indications.

Averaged 10 face to face decision maker customer calls daily: Sold multiple products on a single call. Identified and developed strategic business relationships with 120-130 key prescribers per geography.

Won Presidents Council, Eli Lilly highest national award and achievement trip: Top 1% sales in the Nation, 113% to quota, sold 3 brands with portfolio rank #3 out of 515 sales representatives.

Consistently Top 10-15% in Nation in Neuroscience and Mens Health final 5 out of 7 years.

Territory exceeded Share of Market district growth by 2-3.5% and area growth up to 3% final 3 out of 4 years.

Customer leader and patient advocate: Implemented letter writing campaign with key prescribers to advocate for better patient access and managed care coverage with Blue Cross Blue Shield.

SUTHERLAND GLOBAL SERVICES Rochester, NY

Account Relationship Manager 2000 to 2001

Managed inside sales and provided customer service and support for accounts in 3 states: WI, MN and IA as the outsourced agent of WebMD. Cold called and developed relationships with decision makers and influencers in physician offices, clinics and hospitals. Sold 1 year membership subscriptions to WebMD Physician Portal and Medical Billing portal, via phone.

Online training: Led 300+ customer demo walk-throughs of website subscription via phone.

Created customer referral network, increased lead generation by 20% and subscription sales revenues.

Awards: Top 5% in monthly sales within first 6 months. 1st Place Sales Team Gold Medal Winner for the most 1-year subscription enrollments to WebMD Physician and Medical Billing portals.

Appointed program representative to client round table discussions: Led to winning new outsourced client Avaya.

Promoted to New Hire Trainer: Onboarded, coached and mentored new sales representatives.

Activities and Honors

Salvation Army Center For Hope Charlotte, NC Current 2018 Women and Children Shelter Volunteer

Kings Kitchen Uptown Charlotte, NC Current 2018 Dream Center Volunteer

Meals On Wheels Rochester, NY 2001 - 2017 Volunteer Driver

American Cancer Society 1st Annual Roc City Relay 2017 Event Planning, Marketing, Donor Solicitations

Breast Cancer Coalition Rochester, NY 2012 – 2017 Events Volunteer

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