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Sales Manager

Thousand Oaks, California, United States
August 27, 2018

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James Grayson

Newbury Park, CA LinkedIn 805-***-****

Medical Device – Biotech Sales Veteran


ward-winning Sales Professional with a unique complement of clinical experience – hospital account management – and sales team training. Promoted rapidly throughout career; frequently selected by senior management for key roles developing new markets, launching new products and establishing their corporate brand.

Among sales accolades ~ achieved 5 President’s Awards – Amgen.

Selected by the CEO of Amgen to role of Manager New Employee Training.

Secured critical formulary approvals and established vital KOLs.

Career signature: create and manage customized account development strategies which generate record sales and long-term customer relationships – regardless of the economy or competition.

Gallup Strengths: Empathy, Learner, Maximizer, Positivity and Developer

Areas of Expertise

New Product Launches

Sales Innovation

Building Great Sales Teams

Clinical Product Knowledge

Creating Innovative Sales Solutions

Buy & Bill / Medicare Part B

Professional Profile

Astellas Oncology, Los Angeles 2018

Senior executive Oncology account manager

Promote Xtandi (Enzalutamide) to oncologists and urologists in teaching hospitals and community accounts

Solve clinical and reimbursement issues in all accounts

Horizon Pharma, Los Angeles, CA 2016 – 2017

Specialty Account Manager

Promoted Krystexxa® to hospitals, HMOs, IPAs and VAs in greater Los Angeles.

Markedly strengthened Buy & Bill account base and revenues.

Performed role of team clinical trainer.

Select Achievements:

Ranked Top 3 Specialty Managers – West Region.

Gained critical formulary approvals for Krystexxa®.

UCB, Thousand Oaks, CA 2008 – 2016

Senior Executive Immunology Sales Specialist

Executive Sales Specialist – Immunology

Developed San Fernando Valley, Thousand Oaks, Bakersfield, Central Coast, Fresno markets.

Successfully launched Cimzia® within established rheumatology markets.

Promoted from Executive Sales Specialist to Senior Executive Immunology Sales Specialist, 2014.

Consistently eclipsed market share growth goals for buy & bill accounts.

Stories to tell: on achieving success by customizing sales strategy for each account.

Select Achievements:

Received Presidents Club Award (individual award) – 2013.

Representative of the Year Award – 2013.

Earned President’s Club (team award) – 2010, 2011, 2012 and 2013.

Eisai Co., Ltd. (MGI Pharma), Thousand Oaks, CA 2003 – 2008

Senior Territory Manager

Senior Oncology Sales Specialist

Served greater Los Angeles medical markets, including teaching hospitals, managed care groups and HMOs.

Launched Aloxi® and Dacogen® to oncology - hematology markets.

Gained critical formulary approvals.

Promoted to Senior Oncology Sales Specialist – per exceptional sales performance with Buy & Bill accounts.

Selected to clinical trainer role.

Among select MGI Pharma sales team retained when Eisai Co., Ltd. Acquired MGI Pharma in 2007.

Select Achievements:

Earned Eagle Award – Eisai’s highest sale award – representing Top 10% national ranking for oncology sales: 114% for the Pacific Region.

Achieved 131% to quota for Dacogen® launch year 2007.

Personally developed numerous $1M+ large academic accounts.

James Grayson

Newbury Park, CA LinkedIn 805-***-****

Amgen, Thousand Oaks, CA 1990 – 2003

Senior Professional Sales Representative

Manager of New Hire Training

Led development of greater Los Angeles and Chicago teaching hospitals (list available) and select major accounts.

Pioneered the Amgen Regional Visiting Faculty Program – which became a corporate sales standard and entailed peer mentoring and development of KOLs.

Promoted Epogen® to nephrology markets.

Led the launches of Neupogen® (GCSF) to Oncology markets and Infergen® (Consensus Interferon) to Hepatitis C markets.

Led launch of Kineret® and re-launched Enbrel® to Rheumatology markets – leading to Chairman’s Circle Award, below – Amgen’s most prestigious sales award.

Promoted by Amgen CEO Kevin Sharer to Manager of New Hire Training in 2nd year of tenure. In this role, trained over 150 new hires within select clinical areas, e.g. GI, Rheumatology, Nephrology, Oncology.

Select Achievements:

Earned 5 President’s Awards.

Earned the Chairman’s Circle Award – Top 10% national ranking for Enbrel® and Kineret® sales.

Established Amgen’s #1 largest Buy & Bill oncology account in Chicago.

Summary of Previous Roles: worked for Bristol-Myers Squibb for two years as a Field Sales Representative serving the Beaumont/Port Arthur, TX area. Then served Schering-Plough Research Institute for three years as an Oncology Sales Specialist – calling on hematology/oncology market – Chicago teaching hospitals. Established expertise in account management (especially teaching hospitals), new product launches and transitioning rapidly from “sales rep” to “trusted resource” with customers and colleagues alike. Established corporate reputation for exceptional sales leadership, earned sales accolades and awards.

Education, Training & Interests

Texas A&M University, College Station, TX

Bachelor of Business Administration (BBA), Marketing major.

Member: the Track team, Fellowship of Christian Athletes,

Bon Fire First Aid Team and the Marketing Society.

Training Includes: ICD 10 Coding, Regulatory Compliance,

Large Account Management, Dealing with Difficult People

Interests Include: Golf, bass guitar, classical guitar, and gardening.

Volunteer: serve as track coach for Thousand Oaks Flyers Track Club.

Select Quotes

“Jim, you work an academic medical center better than anyone I’ve ever seen.”

– Regional Director, Amgen.

“I need you to teach other sales people how to do what you do.”

-Amgen CEO Kevin Sharer – after working the day with Jim.

“I would hate to compete against you!”

-DM at UCB on Jim’s performance evaluation.

“You make me feel like I’m the only rheumatologist you have.”

-One of Jim’s clients.

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