deborah williams

Phone: 850-***-**** Email: ac84an@r.postjobfree.com

PROFILE: MEDICAL SALES AND BUSINESS DEVELOPMENT LEADER

Competitive Analysis • Sales Team Training • Marketing Strategy • Strategic Partnerships • Contract Negotiations • Budget Management • Sales Cycle Management • Sales Reporting • Community Presentations and Tradeshows • Product Training • Continuing Education Presentations • CRM Systems

More than 15 years of achievement in sales and business development within diversified industries with 3 years of success exceeding revenue targets for pharmaceutical sales and medical services.

Reputation for transforming underperforming sale regions through high impact marketing and outreach strategies that increase corporate value and account loyalty throughout hospitals and private physician offices.

Apply consultative sales approach to articulate value proposition through product education and presentations to executive leadership and medical decision makers.

Grow existing client base and build new business by continuously communicating with client representatives to address and remedy product and customer service issues.

Execute innovative sales approaches that address the unique needs of the healthcare industry and healthcare business drivers and consistently increase market share.

PROFESSIONAL SALES EXPERIENCE

Hospice Speicalist/ Emerald Coast Hospice FL/ AL March 2018- February 2019

Responsible for all community outreach and hospice education. Devloping relationships with key community organizations and contacts. Active member of two Chamber of Commerce, including ambassador duties. Provide in service on hospice services on monthly basis for several groups and accounts. Trained in Dementia Virtual Tour and provide training for local community.

Marketing Representative Vitas Healthcare Inc. – FL • 2014 – 2018

VITAS operates 49 hospice programs and employs 11,438 professionals who care for terminally ill patients, primarily in the patients’ homes, but also in the company’s 34 inpatient hospice units as well as in hospitals, nursing homes and assisted living communities/residential care facilities.

Manage a territory encompassing 2 large hospitals and approximately 80 community physicians. Partner with physicians, nurses, hospital administration, nursing facilities’ management, discharge planners, and case managers to promote Vita’s hospice services. Revitalize a struggling territory by highlighting Vita’s industry differentiators in a highly competitive market. Revamp sales and business development strategy including sourcing and enlisting company “sponsors” within the medical facilities to advocate for Vitas. Network with other healthcare representatives that provide complimentary services for co-marketing. Deliver value added in-service presentations and participate in community events to market Vitas services including quarterly trade shows and presentation of CEU material for RN’s continuing education.

Penetrated a key account that Vitas had previously been unsuccessful in securing. Increased Vitas’ referrals with the account by by enhancing communication and streamlining the referral process. Pursued personal introductions with critical physicians, nurse, social workers and administrators within the hospital. Identified previous barriers to success in the Vita’s relationship and created a specific communication protocol for the account so referrals were executed promptly and efficiently. Also incorporated monthly in-services with the nursing team to increase relationship value.

Executed a strategy when assuming leadership of the region that included researching physician type and practice potential, referring history with Vitas and competitor, and identifying an average number of expected referrals in order to effectively target high potential accounts.

Account Manager CenturyLink Inc. – Panama City, FL • 2010 - 2014

American multinational communications company providing communications and data services to residential, business, governmental and wholesale customers.

In charge of 200 large business accounts encompassing hospitals, universities, utility companies and government institutions. Applied consultative sales strategies to executive leadership to promote highly customized data, voice and cloud based solutions in a variety of business environments. Oversaw full sales cycle from initial proposal to successful delivery. Increased billed revenue by proposing add on services for improved efficiency and performance. Developed new business accounts through one-on-one meetings and by participating in diverse networking events such as trade shows, Chamber of Commerce meetings and the Economic Development Counsel.

Consistently exceeded sales quota and ranked in the top 15-20% of nationwide account managers.

Incorporated a marketing strategy that was leveraged across the region as a best practice standard. Researched, gained insight, and analyzed customer needs, buying habits, and budget process in order to present selling strategy around ways CenturyLink products could solve client’s “hot button” issues.

Secured the largest annual sale in the southern region, a $300,000 network and equipment solution for a 4 location utility company.

Business Owner and Instructor Lifestyle Pilates Studio Inc. – Panama City, FL • 2005 - 2010

Built a successful Pilates business offering private instructional and personal training services.

In charge of all aspects of business operations including business plan development and execution, financial management, marketing, and vendor management. Delivered private instruction on the mat and apparatus to a large client base.

Incorporated a unique and highly effective marketing strategy, which involved partnering with local chiropractors and community physicians to serve as a referral for exercise training focused on the mobility needs of patients. Provided valuable feedback to doctors on patient’s flexibility progression.

Pharmaceutical Sales Representative Ventiv Health Inc. – Panama City, FL • 2003 - 2005

Provides clinical, communications, and commercial services to the pharmaceutical and biotech industries. A competitively priced outsourcer for Big Pharma, Ventiv positions itself as a one-stop shop for small- and mid-sized businesses by cross-servicing the entire life cycle of a drug.

Utilized consultative sales approach to sell COPD medication and an allergy spray to approximately 150 pulmonary, internal medicine physicians, and cardiologists in hospitals and private physicians offices throughout Panama City and Pensacola. Built long-term relationships and promoted Ventiv services through respiratory class presentations and one-on-one meetings.

Territory market share consistently exceeded regional targets and national growth trends.

Secured a high volume COPD medication prescriber who had previously ceased business with Ventiv by uncovering and remedying unaddressed customer services issues the physician was experiencing with the manufacturer.

Pharmaceutical Sales Representative Schering Plough Inc. – Panama City, FL • 2002 - 2003

Former manufacturer of pharmaceutical drugs, the most well known of which were the allergy drugs, Claritin and Clarinex, an anti-cholesterol drug Vytorin, and a brain tumor drug, Temodar.

Recruited to serve in a speciality representative role to expand market share with high profile accounts across 2 regions. Developed routing, strategic access plan, and physician targets in primary care, pulmonary, internal medicine and dermatology. Faciliated respirtatory classes highlighting product benefits and designed networking programs with community physicians and staff to increase customer access and drive brand awareness.

Recognized in the top 20% out of 50 representatives for sales achievement. Region ranked in the top 20 nationally for market share.

Early career experience includes 10+ years of sales leadership with BellSouth. Promoted 4 times throughout career with BellSouth with final role as an Account Manager directing a team of 6 Account Executives and developing and implementing sales training curriculum.

EDUCATION AND TRAINING

Master of Science, Exercise Physiology, University of South Alabama, Mobile, AL

Bachelor of Arts, Communications and Marketing, University of South Alabama, Mobile, AL

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