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Sales Executive

Location:
Jacksonville, Florida, United States
Posted:
April 25, 2019

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Resume:

Susan Colavito Ponte Vedra, FL • 904-***-**** • ac87m5@r.postjobfree.com

KEY ACCOUNT MANAGER SALES EXECUTIVE

Cultivating strong relationships and creatively overcoming challenges to drive significant revenue growth. ü Persistent and consultative relationship builder with proven experience establishing long-term client relationships to achieve goals and create mutually beneficial value ü Approachable sales executive using in-depth clinical, pharmaceutical, and medical knowledge to synthesize complex information and persuasively explain how product will fill the need ü Organized leader adept at developing and executing strategic plans to identify key decision makers, optimize schedule of meetings, as well as launch and expand territories ü Growth driver building product awareness and guiding adoption to meet needs of a variety of doctors, including Dermatologist, OBGYNs, Pediatricians, and Primary Care Physicians ü Dynamic trailblazer with strong sense of urgency and exceptional communication skills launching new products, especially in the fields of dermatology and women’s health ü Enthusiastic, people-focused pharmaceutical sales specialist who thrives in fast-paced environments and is dedicated to propelling sales by quickly building rapport, securing customer loyalty, and consistently exceeding goals CORE COMPETENCIES

§ Sales and Revenue Growth

§ Product Positioning

§ Account Management

§ Cross-functional Collaboration

§ Sales and Marketing Strategy

§ Clinical and Medical Terminology

§ Customer Support and Success

§ B2B and Account-based Sales

§ Needs Assessment

§ Buy and Bill Experience

§ Account Base Growth

§ Pipeline Development

§ Cold Calling and Meeting Optimization

§ Training and Development

§ Customer Relationship Management

PROFESSIONAL HISTORY

2016 to Present: NALPROPION - SYNEOS HEALTH, Jacksonville, FL Biopharmaceutical company focused in the treatment of obesity offering the weight loss medication CONTRAVE® in the U.S. Specialty Account Manager

Drive revenue growth by spearheading account-based sales as well as buy and bill model from prospecting through contract closing by integrating a highly-individualized high-touch approach with medical spas and physician offices across central and north Florida. Cultivated strong professional relationships with Primary Care and Specialty physicians, including Endocrinologists, Psychologists, Cardiologists, and OBGYNs. Demonstrate a persistent, customer-focused attitude to identify and meet with key decision makers, applying a consultative approach to continuously exceed goals. Ø Established Lunch and Learns to maintain existing client base and generate awareness for new clients Ø Grew market share 3x greater than the three Account Managers in the role previously Ø Consistently exceeded sales goals each quarter, contributing to record-breaking metrics in 2017 and 2018 2014 to 2016: PROGENITY, Jacksonville, FL

Privately-held company providing complex molecular and specialized diagnostic tests to clinicians. Business Development Manager

Launched product offerings in new territory – north Florida and south Georgia – targeting Maternal Fetal Medicine (MFM) physicians completing genetic tests for noninvasive fetal medicine. Gained extensive technical knowledge to connect effectively with OBGYNs and other physicians using relevant medical terminology. Led the entire sales cycle, including prospecting, lead qualifying, cold calling, referral generating, meeting scheduling, and new account securing. Ø Earned a merit-based increase after only five months because of exceptional performance Ø Increased sales 213% through new partnerships with MFM doctors in 2016 Ø Surpassed forecasted goals by over 100% in 2014, with the specific breakdown including 136% of CF goal, 377% of SMA goal, 500% of FX goal, and 177% of NIPT goal

“Susan has always gone

above and beyond to

provide valuable

information effectively

while considering my time

and busy work schedule.

She is always well

informed, pleasant to work

with, and has earned the

respect from the physicians

and staff in our office.”

- Client (Physician)

Susan Colavito Page 2

2004 to 2013: ACTAVIS ALLERGAN (FKA WARNER CHILCOTT), Jacksonville, FL Warner Chilcott was a pharmaceutical company focused on the development, manufacture, promotion, and franchise of branded products for women’s healthcare, gastroenterology, urology, and dermatology. It was acquired by Actavis in 2013 to form a $11B conglomerate. Specialty Pharmaceutical Rep III - Women’s Health and Dermatology Promoted multiple times because of exceptional performance results to eventually direct women’s health subdivision and turn around territory. Tenaciously drove the entire sales cycle, identifying key decision makers and working tirelessly with physicians to encourage switch to new products, such as new birth control pill. Designed and executed innovative tactics to increase market share and brand awareness, including the transformation of physicians to become Key Account Leaders and speak at Lunch and Learns to influence other doctors. Delivered persuasive presentations, supported continued education, and gained extensive knowledge regarding the operations for healthcare facilities. Continuously exceeded goals and maximized returns by utilizing resources efficiency and maintaining adherence to ethical guidelines. Ø Boosted market share from 4% to over 25% against fierce competition (Bayer Yaz) Ø Maintained ranking in top 5% out of over 300 reps for multiple years and secured spots in the President’s Club Ø Attained unprecedented results, growing territory from 20 prescriptions weekly to 250+ Ø Trained and coached new Sales Representatives, instilling a culture of productivity and accountability Ø Drove multiple products to top ranking, including making Loestrin 24 and Lo Loestrin Fe the #1 prescribed branded oral contraceptive

EARLY CAREER

2003 to 2004: DICTAPHONE CORPORATION, Stratford, CT Healthcare Specialist

Sold dictation systems and communication recording systems in a B2B environment. Delivered persuasive presentations to Physicians, HIM Directors, Radiologists, Transcriptionist, and C-level Executives. Gained experience with needs-based sales methodologies, feature/benefit demonstrations, and engaging communications to consistently exceed goals. 1998 to 2002: CAVALIER TELEPHONE, Richmond, VA

Account Executive

Led sales of telecommunication products and services by collecting marketing intelligence, utilizing competitive analyses, and researching emerging trends. Generated $4.5M throughout tenure and earned multiple awards for high-performance activity. EDUCATION

UNIVERSITY OF KENTUCKY – Bachelor of Arts - Sociology TECHNOLOGY TOOLS

Salesforce

Microsoft Office Suite (Word, Excel, Outlook, and PowerPoint)



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