Sales Manager

DEBBIE N MCMANUS

**** ********* ***** *****, **********, AL. 35242 C: 205-***-**** *************@*****.*** Executive Profile

Visionary innovator and Leader in Motivational Performance Management with a unique blend of clinical and business savvy. Strategic Financial Responsibilities, 31 New Product Launches/extensions, Cross-Functional Team Integration and Communications, Account Acquisitions, profit-generating, Pharmacy Benefit Managers, Key accounts, Key Medicaid ac- counts and regional health plans. Adept at building, defining individual and team needs, delivering and sustaining market growth, unprecedented sales producing multi-Presidents Club winners. Effective interpersonal skills collaborating with executive management to formulate and pull-through strategic guidelines. Spearheaded numerous "first-in-class" product launches and training forums. Unique skill sets with experience in Injectable, implants,IV,devices. Extensive experience in oncology, hematology and radiation oncology and all other specialties. Skill Highlights

Client account management Organizational Restructure and Change Budgeting expertise Organizational Skills

Negotiations expert ROI management

Market research and analysis Performance Analysis

Project Life-cycle Management Problem Resolution

ROI and Market Expansion Account Management

Regional Health Plans, PBM’s, IDN’s Cross-Cultural Communications Staff-Retention Customer Relations

Start-ups and Acquisitions Distribution Management Strategic Planning Event Management

Supply Chain Management Leadership Mentor

Team Leadership Market Analysis

Vendor negotiations New Business Development

Operations Start-up

Professional Experience

District Business Manager 11/2009 to 03/2016

Lupin Pharmaceuticals Gulf Coast Region

Produced 3 to 6 of the President Club winners every year! Mentored and coached teams to increase productivity 23% effectively resulting in a 32% TRX increase in Suprax Caps in a declining market.

Led Nation in sales of Alinia OS through extensive clinical training, winning MS Medicaid and specific targeting. Launched 5 new products leading the nation TRX of each in commercial pay markets. BCBS of AL, BCBS of MS, Recognized by management and peers for unique success stocking wholesalers, DME's and setting up pilot for direct to office sales and regional physician groups, PBM’s, Medicaid and Medicare. Awarded Gold awards for integrity, customer focus and empowerment. Led and directed the success of the top 2 reps in the nation in the Flagship product-Suprax Caps sales dollars year over year- by incorporating ER, Urologist and Oncologist Highest national stocking rates for new products being launched; Methylphenidate IR Chewables, InspiraChamber VHC, Suprax Capsules, Suprax Chewables, Suprax OS 500mg. Created market for 3 new products in three states with unique payor circumstances. Launched new device- InspiraChamber VHC managing DME's, Medicaid formulary additions, Commercial formulary additions, Wholesale stocking and pharmacy stocking. Presented and trained at National and Regional meetings on product knowledge and selling skills. Created complete onboarding procedure manual for the field sales force. Core competencies: Product marketing, recruiting, hiring, training, KOL development, competent managed care understanding, analytics, budgets, clinical knowledge, DME's, pharmacy stocking, in-service education, presentations, regulatory, wholesale stocking, customer satisfaction, account management, attend events, company Liaison, minimal turnover-less than 10% annually Clinical Business Manager 08/2008 to 11/2009

Cubist Pharmaceuticals Inc

Hospital Critical Care- selling IV antibiotics and TPA to Hospitals Call points hospital critical care, oncology, infectious disease and other specialties including those discharged to home infusion companies.

Won largest formulary approval in company with Huntsville Hospital replacing Primaxin with Merrem to equate to an additional $1 million in sales revenue in 2009. Established training for line-infections selling to oncologist. Won Gold award for new business contracts Awarded Gold Cube award for writing and developing the Cialdini Sales Training Seminar Certified in Cialdini Psychology of sales trained all new hires for region. Wrote new sales training model for Cubist Pharmaceuticals, Inc., based on the principles of influence rolled out nationally in April 2009.

1 ranked product growth with Cubicin in region 2009 1 ranked in Merrem sales for the region 2009 Achieved 100% formulary acceptance within 4 months!

Dominated KOL growth by establishing an average of 2 per month Achieved the highest productivity in region and area based on peer-to-peer programs and in-services Surpassed $4.2 million in sales verses previous year at $2.1 million. Regional Business Manager, Hospital Critical Care 01/2007 to 08/2008 PDL BioPharma/company closed AL, MS, LA, TX, OK, and A Won national Key Account Contest 4Q07 for market share growth for region in Cardene IV Grew Cardene IV market share from 20% to 29%!

Increased Cardene IV sales volume from 8.8M to 11.3M Top region - conversions of new Retavase accounts

Increased Retavase direct/indirect sales- achieving 70% market share, 32% sales increase Hired, Managed and Developed 9 acute critical care Neuro/Cardio nurses selling Cardene IV and Retavase Sales leader for Cardene IV market share within two months of hire Measured ROI and accurate expenditures for

$475,000.00 region educational account

Initiated operation “Helo inflight” establishing protocols with Retavase stocked on helicopter flights Regional Business Manager, Hospital Critical Care 01/2007 to 08/2008 PDL Biopharma, Inc

Spearheaded "operation Inflight", resulting in a 32% increase in Retavase revenue by getting helicopters to carry product.

Managed and increased expertise in 9 hospital critical care cardiovascular/neuro Nurse representatives in seven state region selling Cardene IV and Retavase Injection. Generated new business through formulary exclusivity negotiations at Tulane, UMC, USA and LSU. Managed sales team launching new products, defining call plans and success metrics.Call targets include Oncologist, OBGYN, Infectious Disease, Urgent care, Allergist, Urologist, Pediatrics, Residency programs and primary care.

Regional Sales Manager 05/2006 to 12/2006

Avanir Pharmaceuticals/company closed Great Lakes

First Manager hired for a new startup company to hire, train and create sales team. Managed Hospital inpatient and out-patient representatives selling Fazaclo and preparing the market for first in-class Neurodex.

Developed Neurology KOL's and NOL's for new product "first in class" for IEED Ranked #1 in Nation 200 Represented company at the International Academy of Psychiatrist meeting, Canada 2006 Created niche market structure for sales reps and district managers Chosen to mentor new managers and establish business systems Field Award-Led the Great Lakes District from Alabama with the highest field days of any manager Pioneered strategic initiatives for national district requirements for sales representatives Initiated and implemented training guides for new hires on selling in the schizophrenic market place. Sold National and Regional thought leaders, early use programs. Specialty District Manager 02/2002 to 05/2006

Biovail Pharmaceuticals, company closed Multiple

Created New District in '04 covering AL, GA, NC, SC and FL. Created Gulf Coast District in '05 covering AL, LA, MS, GA and SC. Recruited 39 representatives and 3 managers in expansion. Ranked #1 in nation 2002,2003 -Realigned 2004, number #2- 2005 Led nation in direct sales of Zoladex Injectable (Oncology and OBG)-successfully dealt with reimbursement and coding across region.

Created national tactical plans for launch of Ultram ER® District manager of the quarter Q102, Q302, Q402, Q103, Q403, Q104, Q204(last company award)

President Club WINNER 2003,2005

Area sales leader in all promoted, newly launched products for sales volume-Cardizem LA®, Teveten® and Zovirax®

Selected for numerous task force -including Incentive Comp Task Force, National Territory Optimization Group, 360 feedback, Teveten® Launch Advisory Board, and Zovirax® Market Meetings, Management Training Task Force, Ultram® Training Advisory Board, Cedax® Trainer. Business Manager 08/1997 to 01/2002

Merck & Co., Inc Birmingham, Alabama

Managed and Developed 10 representatives-CV, Oncology Women's Health, Derm.,Rheum., and Ortho. Trained region on strategies to grow share despite new market entries to OBG, Rheum and primary care. Created derm and CV districts -hiring and training expansion -representatives and managers. Consistently received regional monthly awards for leading products market share growth. Received an Award of Excellence for the success of the 2001 Vioxx® sales meeting for the representatives and managers.

Received an Award of Excellence for leading the Atlanta region Fosamax® 2000 share change. Received an Award of Excellence for leading the Atlanta region Singulair® 2000 share change. Instrumental in having all products placed in favorable positions with Blue Cross Blue Shield. Participated and developed tactical plans for the launches of Maxalt®, Singulair®, Vioxx®, Pepcid® RPD, and Propecia® and Fosamax once-weekly.

Achieved outstanding sales results rewards - all products: Singulair®, Vioxx® and Fosamax®. Held three RBG/Region point manager positions that involved development, training, tactical pull-through and ROI for over 18 managers and 200 representatives.

Developed eleven representatives for promotion.

Promoted to District Manager in 1995 08/1991 to 08/1997 Janssen Pharmaceutica, Inc Richmond, Virginia

Primary care, Military and Hospital reps

Presidents Club Winner!

Sales leader winning 2 trips to Paris

Lead senior team from 64th to 2nd nationally!

Captured 100% formulary coverage approvals with managed health care plans in East Virginia. Hospital Representative 08/1991 to 06/1995

Janssen Pharmaceutica, Inc MS,AL LA

Anesthesia and Oncology District Representative of the Year 1994 for the Atlanta Hospital District Regional Representative of the Year 1994 for the Southeast Region, Initiated orphan drug oncology studies at LSU.

Selected as one of eighteen nationally trained military representatives. Product Team for Duragesic and National trainer at Launch Hospice and Oncology responsibilities

Education

Pre-Med. and Psychology

The University of Mississippi Oxford, MS.

GPA: 3.2/4.0

Interests

President-Delta Sigma Pi Business Fraternity, Rho Lambda Panhellenic Leadership Honorary, Committee of 82 Legislative Delegate for Hinds County, Sorority -Most Outstanding Nu Beta, Vice-President, Pledge-Trainer, Social President, Public Relations President, Regional and National Delegate. Numerous other activities. Pharmaceutical Managers of America University of Mississippi Alumnae society Nu Beta of the Year Honor, speaker and mentor to college students ASPCA Samaritans Purse Selected as a member of Who's Who of America 3/2009 Presentations

Benefit - Feature Selling" Motivation" Goal Setting" Group Selling" The one-minute sell" Emotional EQ" Storming Teams" Conflict Management" Managing Diversity" Productive Self-Management" The true cost of drugs" Pharmacy Selling" Hospital Pull-Through"

Skills

Core competencies: Product marketing, recruiting, hiring, training, KOL development, excellent managed care understanding, analytics, budgets, clinical knowledge, DME's, pharmacy stocking, in-service education, presentations, regulatory, wholesale stocking, customer satisfaction, account management, company Liaison, account management, budgets, business systems, contracts, critical care, customer satisfaction, inventory management, management training, mentor, presentations, coding, promotion, sales, strategic thinker.

Contact this candidate