Sales Manager

HEATHER J GRAY

***** ****** ** **** *** Overland Park, KS 66210

Cell: 816-***-**** Email: *********@*******.***

SUMMARY

Medical Sales Professional with 17+ years' experience in pharmaceutical’s, specialty products, and vaccines. Specializing in direct to doctor/clinic sales, direct to State Department, VA, VISN 15, LTC, Pharmacy and Military base sales. Expertise in new and designated territory establishment, account management, HMO and PPO reimbursement management, client relations, market analysis, budgeting, personnel recruiting / training, networking, and marketing. Proficient in successful vaccine launches and producing multi-million-dollar sales annually. Excellent interpersonal communication and presentation skills adept at understanding and communicating highly technical information. Organizational leader with proven success managing business development and sales functions to identify new business opportunities, exceed set goals, and maximize market share.

PROFESSIONAL EXPERIENCE

NORDSTROM, OVERLAND PARK, KS 2013 – Present

Women’s Salon Shoes, 2017 – Present

Achieved Top Regional and Storewide Sales Ranking.

o2018 Pacesetter Award

oConsistently exceeding sales goals to be in top 10% in Region 5% Store

Responsibilities Include:

oDetail-oriented customer outreach to increase sales base

Maintaining personal sales book

oExcellent verbal and written communication

oOn-floor merchandising and stock maintenance

oAttention to safety and loss prevention guidelines

Developed sales knowledge with sales staff

Seasonal - Cosmetics: Beauty On Call, 2013 – 2017

Achieved top departmental ranking in sales

ANTARES PHARMACEUTICAL 2015

Rheumatology Specialty Account Manager (KS, IA, NE, MO)

Responsible for launching, managing, expanding and developing newly created territory in Iowa, Nebraska, Kansas, and Missouri

Prioritized key accounts by reimbursement potential and had consistent Rx growth by 5 – 10% per month

Identified routing and prior utilization and established relationships with key accounts

PFIZER (WYETH) 1997 – 2013

Vaccine Account Manager, 2001 – 2003 (OK, NE, AR, KS, LA, MO)

Positively met $50 M goal for budget / sales in pediatric vaccines in KS, MO, AR, NE, OK and LA state departments.

Managed Prevnar and FluMist formulary approval and reimbursement for KS, MO, AR, NE, OK and LA.

Secured Government Regulated Day Care Mandates in LA, AR, OK, KS and MO.

Effectively called on State Immunization Directors in KS, MO, LA, OK, NE and AR to ensure state approval of vaccine funding and pull through for Prevnar and FluMist.

Communicated reimbursement issues and information to HMO Medical Directors and Department of Pharmacy Directors to ensure proper immunization compensation for local Pediatric practices.

Liaison between doctors’ clinics and health plans. Built strong relations with Blue Cross/Blue Shield of KS, MO, AR, OK/LA, Aetna, Cigna, Tulane Medical Center and Ochsner Health System

by calling about immunization billing questions and receiving approvals for higher reimbursement fees.

Obtained formulary access for in / out patient in Barnes Jewish Hospital Mercy Hospital (MO), Veterans Integrated Service Network 15 (VISN 15) and Kansas University for Prevnar 13 Adult vaccine

Direct sales to teaching institutions (Kansas University, Barnes / Jewish Hospital St Louis, MO, Children’s Hospital, St Louis MO Tulane, LSU, Children’s New Orleans, University of Oklahoma and Oklahoma State University) and Military bases (Ft. Riley, Tinker Air Force Base, Vance Air Force Base, Reynolds Army Base and Fort Sill).

Served on Board of Directors Immunization Coalitions for Kansas City KS / MO, Oklahoma City / Tulsa, Oklahoma, Little Rock, AR and New Orleans, Louisiana.

District Coordinator / VAM 2006

Promoted position-Awarded over eight candidates-quarterly position

Increased sales team productivity

oTwo performance award winners in district

Trained and help develop eight colleagues to ensure field force effectiveness

Preformed all responsibilities of a district manager including coaching and performance appraisals.

Territory Representative, 1997-2000 (Kansas City, Kansas)

Representative of the Year Award 1997: Top 1% of company

Successfully launched Effexor XR, Allese, Sonata and Prempro.

Sold Premarin, Prempro, Naprelan, LoOvaral and Triphasil.

Managed psychiatry and internist accounts.

EDUCATION

MS Exercise Physiology

UNIVERSITY OF KANSAS-LAWRENCE, KS

Communication Degree BA

WILLIAM JEWELL COLLEGE-LIBERTY, MO

*Completed one semester at HARLAXTON College, Grantham England as required by degree

Program

PROFESSIONAL TRAINING / CONTINUED EDUCATION

Managed Care Symposium

Management Skills Development

Creative Problem Solving

Business & Strategic Planning for Healthcare Representatives

Advanced Selling Skills

Thinking Critically for Account Managers

Negotiations

Building Competitive Immunity

Influence I / II Collaboration Skills

Effective Business Writing

Assertiveness for Career and Personal Success

Time Management

Advanced Presentation Skills

Managed Care Symposium

Microsoft Excel, Word, and PowerPoint 2010

7 Habits of Highly Effective People

COMMUNITY INVOLVEMENT

AIDS Ride 2011- present

No More Homeless Pets KC 2011- present

Bloom- KC Free Health Clinic 2010- present

Good Samaritans Project- HIV/ Aids in KC 2010- present

Safe home Fund Raiser /Volunteer 2010

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