Sales Representative Manager
Resume:
MELONIE KOTCHEY
*********@*****.***
Pain Management, Anesthesia & Hospital Account Professional
Experienced Sales Professional consistently a top performer with over over 14 years of pain
management experience, patient procedure experience as a consistent top consultative sales representative
and manager, always the sole representative in various roles & territories, hiring, training managing on a
system wide level to bring value to the organization. Adaptable, flexible, extremely high earning!
Salix –Midwest Region Jan 2014 ~ Present
HOSPITAL ACCOUNT MANAGER PAIN MANAGEMENT/GI/HEPATOLOGY/PEDIATRICS/UROLOGY
MIDWEST REGION
Key Accomplishments
Call points are all touch points in a hospital for pain management units, Transplant, OR, and most
units
Quickly built relationships in key Academic Universities with Chief of departments, Fellowship
directors and other KOL’s to implement a med to bed program I designed within systems
Grew 45% vs the nation at 13% in the past 4 weeks, highest sales in 12 years
Currently at 84% to goal (revenue) with Pediatric Procedure, also higher than nation sales goals
MDCO Midwest March 2012 ~ January 2014
SURGICAL CRITICAL CARE PAIN MANAGEMENT
Launching my 13th drug/procedure which was the first new IV Hypertension Drug since 1988 and
used in all areas of the hospital, OR, ER, ICU, PACU, SICU, IR, MICU. Global approach, I meet with
hematologists to detect rare blood coagulopathies for Recombinant Thrombin vs. Bovine Thrombin in
the hemostasis market
Key Accomplishments
KD Award Trip Winner 2012, currently in the running for the 2013 trip in May of 2014
Hired, trained and managed Hospital Representatives in LA & Nashville on the SCC team for
the most growth ( 350% )and revenue generated for Clevidipine before we were downsized
Currently Acquired Hemostasis OR Recombinant technology for UPMC, Case Western accounts.
5/40, most recognized by senior leadership, for 5 objective job measurements
NEUROGESX, San Francisco CA August 2009 ~ Feb 2012
REGIONAL DIRECTOR – (PAIN MID WEST TEAM & (PRIOR ) ACCOUNT MANAGER
Called on large Hospital Systems, Neurosurgery, Anesthesia, and Pain Management physicians, promoted to
a Regional Manager and viewed by my RBD as a team leader and confidant
Key Accomplishments
#1 Regional Director with the highest procedure sales sold in the USA and the #1 Area Account
Manager
#1 Account Manager Prior to I lead the Nation #1/40 in sales for the first 7 months of launching 2
hour hospital/office procedure. Promoted within less than 1 year with NeurogesX to a Regional
Director, 1 of 4 managers.
Solely hired, trained and managed 8 new sales representatives covering expansion called Midwest
Region
Report directly to the Vice President of Sales and the Senior Director of Operations
Finished Ranked #1 out of now 4 Regions for MTD sales, 2 for the year, recently downsized
CEPHALON BIOTECH Frazer, PA Feb. 2004 ~ August 2009
Specialty Hospital PC Sales Representative
Solely responsible for a sales territory in Pittsburgh of which I launched and sold 2.5 million dollars in new
product sales of Fentora and Actiq to Anesthesiologists, Rheumatology, Pain management specialists
PM&R and launched Amrix.
Key Accomplishments
Consistently in the top 15% of the Pain Care sales force, and ranked 6/110 YTD
Recently obtained 5 new formulary approvals for Fentora at Excella Health
Acquired 440% to quota for primary product and earned $95K in 2007 bonus alone
Successfully increased rank from 251/433 to 55/433 in 2005 and 21/100 in 2006, 13/98 in 2007
Launched 2 new products at Cephalon while responsible for a total of 4 including 1 buy and bill
Participated in the National Account Management Training Program in 2007, Area Trainer 2008
Averaged 40 50K in yearly bonus, which is twice the national average over the last 4 years
MELONIE KOTCHEY
ORGANON West Orange, NJ Oct. 2000 ~ Feb. 2004
Hospital Sales Representative
Held accountable for launching and managing a territory with a mix of both Hospital sales and Private
Practice Surgeons selling injectibles, Anesthesia, pain, OBGYN, Neurology, Oncology/Hematology,
Urology, and Psychiatry. Moved to the home office and served as a Sales Trainer for Anesthesia products.
Key Accomplishments
Top Sales Representative, 2004 Circle of Excellence regionally and nationally, 2002 & 2003
Achieved 11 hospital formulary additions for Tice BCG Bladder Cancer infusion, Arixtra buy
and bill injectibles for post surgery, Zemuron, and Raplon for Intubation in the OR.
Sold a total of 9 different products concurrently while changing territories, products, and divisions
12 times and launched 4 new products
VECTOR MARKETING Wheeling, WV Jan. 1998 ~ Oct.
2000
Branch Manager Sales Specialist
100% commission sales position cold calling, closing and gathering leads. Recruited, hired, trained and
managed 81 representatives to sell for Vector Marketing as a Branch Manager.
Key Accomplishments
70% close ratio, average sale $175, 30% higher than national average
Hired trained and managed a sales team of 81 representatives
Ranked amongst the top 5 branches in the country, 2001
Earned over 30,000 as a branch manager in college and financed 100% of my own education while
in college full time. Was promoted to a Regional Manager, but declined the offer
Active in Fundraising for Women’s Auxiliary Eagles Club, Mitochondrial Foundation, UPC
E D U C AT I O N A N D T R A I N I N G
INDIANA UNIVERSITY OF PENNSYLVANIA & PENNSYLVANIA STATE UNIVERSITY
B.S. Business Marketing
Allied School of Billing and Medical Coding (currently enrolled, web based)
B.S. Biology Pre Med coursework Pennsylvania State University
Proficient in all Microsoft applications, Apple, E Marketing, Website analysis
Professional References & Recommendations for Melonie Kotchey
(May be viewed live on Linked In)
Surgical Critical Care Manager-MDCO
Reference & Recommendation: Kees Polderman MD, Director Critical Care, UPMC Pittsburgh
I had the opportunity to work closely with Miss Kotchey in the course of the introduction of Clevidipine
in our unit. We initially met several times to discuss how best to handle this introduction and I was highly
impressed by the scope and depth of Ms. Kotchey’s knowledge and insights. I was even more impressed
by her efforts and skill to make the introduction run smoothly. She took the initiative to provide
education to our residents and nursing staff, not only during the daytime but also at night ; Ms.
Kotchey spent several nights in our unit to provide education for members of our nursing staff who work
mainly or only at night. In addition, she helped develop nursing protocols tailored to our hospital for use
of the drug, and worked with pharmacy and our nurse manager to develop order sets.
Over the years I have worked with many other sales representatives and product managers during the
launch of new treatments or devices, but I have rarely if ever seen this level of commitment. Miss
Kotchey worked to acquire a broad knowledge of neurocritical care, including on aspects that were
not directly related to the product she was helping to introduce, in order to allow her to better understand
our needs and the place of blood pressure management in the delivery of (neuro)critical care. I am the
medical director of the Neuro intensive Care Unit at the University of Pittsburgh Medical Center. I have
gotten to know Ms. Kotchey a few years ago when we decided to start using one of the drugs in her
portfolio, the antihypertensive Clevidipine, in my intensive care unit.
Contact: Kees H. Polderman, MD, PhD
Professor of Critical Care Medicine
Medical Director, Neurocritical Care Services
Department of Critical Care Medicine, University of Pittsburgh Medical Center
Phone: 412 – 864 2236 (work direct) or 412-***-**** (cell)
Email: ***********@****.***
Reference & Recommendation: Kevin Stout, Director Market Access, The Medicine’s Company
Managed Melonie at MDCO
“Melonie possesses the rarest combination of attributes- she is at the same time aggressive yet patient,
confident yet humble, and demonstrates a high degree of self-awareness in all situations. She is goal-
directed, impossibly positive, and seems to relish in putting in the work required to achieve her desired
outcome. However, if pressed for one word to describe Melonie, that word would be successful.
Contact info: ********@*****.***
Regional Business Director- NeurogesX, Inc.
Reference & Recommendation: A. DiTonno Anthony, CEO, Neurogesx Inc
Hired Melonie at NeurogesX, Inc.
“Melonie is a self- starter who is goal driven and can make it happen. She was one of the first people we
hired and has already been promoted. I know other people who she has worked with in the past and they
can't say enough good things about her.” July 21, 2011
Reference & Recommendation: Trudy Vanhove, Vice President, Clinical Development, NeurogesX,
Inc.
Worked with Melonie at NeurogesX, Inc. Now VP Medical Affairs, Depomed
Contact Info: *****.*******@*****.***
“Melonie is passionate about bringing better pain medications to patients and instills this passion in the
people she manages. She is very knowledgeable about the pain field and together with her energetic
2012”
Reference & Recommendation: Raquel Jex, Director of Marketing, NeurogesX, Inc., now Therapeutic
Lead, Oncology Business Development, Abbott-worked directly with Melonie at NeurogesX, Inc.
Contact Info: ****@*******.*** 917-***-****
“I had the pleasure of working with Melonie to launch and build the Qutenza franchise in PHN. Melonie
first joined NeurogesX as a sales representative and quickly established a reputation as someone that
could embrace a company vision and translate that into sales with her customers. She was always
suggesting new ideas and implementing them to further the brand. This led to her swift promotion to a
Regional Sales Leader. As a direct partner to me in my role as Director of Marketing, I found Melonie
exemplified leadership. She truly led by example, always valued coaching of herself and to her team, and
did this in a continually changing environment. I'm pleased to provide a recommendation for her and hope
that our career paths cross again someday.” October 27, 2011
Reference & Recommendation: Jeffrey Tobias, Executive Vice President - Research & Development
and Chief Medical Officer, NEUROGESX, INC, now Executive Vice President- Research & Development,
Jazz Pharmaceuticals
Hired Melonie at NeurogesX, Inc.
Contact Info: *********@*****.***
“Melonie consistently demonstrated outstanding capabilities first in her role as Area Account Manager
and then as Regional Business Director. She had a very positive attitude and was a pleasure to work with
“Highly recommended.” October 26, 2011
Recommendation: Gary Lyons, Board Member, Neurocrine Biosciences-managed Melonie indirectly at
NeurogesX, Inc.
“Melonie is our highest performing sales manager at NGSX. She has outstanding people management
skill, is extremely goal and results oriented combined with a work ethic that leads to over achievement on
a consistent basis” December 23, 2011
Recommendation: Michael Markels, Senior Vice President, Commercial and Business Development,
NeurogesX, Inc.
Hired Melonie indirectly at NeurogesX, Inc.
“Melonie is committed to excellence and demands the same from her people. She exudes passion for her
work and is has the drive to be successful no matter the circumstances. We are lucking to have Melonie
on our team.” February 28, 2011
Position: Area Account Manager-NeurogesX, Inc.
Recommendation: Brian Ellis, Regional Business Director, NeurogesX, Inc
Hired and directly managed Melonie at NeurogesX, Inc, Colleague at NeurogesX
“Melonie consistently displays superior Judgment and acumen in managing her territory. She is a hands
on sales person who gets results and delivers on expectations routinely. She quickly became one of the top
area managers in the country. This success was the basis for her promotion to Regional Business Director
where she continues to excel. Melonie is a pleasure to work with.” January 20, 2012
Recommendation: Sam Allen, Associate Director, Medical Science Liaisons, NeurogesX
Worked with Melonie at NeurogesX, Inc.
“In her role as an Area Account Manager at NeurogesX, Melonie was always a professional and reliable
colleague. She was able to manage her territory and interact with Health Care Providers in a way that
made her stand out from most of her colleagues on the commercial side of the business. I would certainly
recommend her for this or a similar role any time in the future.” January 3, 2012
Reference & Recommendation: Corey Pauline, Senior Sales Representative, NeurogesX, Inc, now DM,
Vertos Medical
Hired by and reported to Melonie at NeurogesX, Inc.
Contact Info: ********@*****.*** 443-***-****
“Melonie has not only a great clinical mind but she also knows more about reimbursement than anyone
I've ever met. She knows how to get the most out of her team by allowing personnel autonomy while also
being an educational resource when needed and expecting accountability.” December 27, 2011
Reference & Recommendation: Thomas Whitten MD, Director, Westmoreland Pain Management
Center. Works directly with Melonie at multiple companies, including NeurogesX, Inc.
Pain Care Sales Representative & Regional Trainer, Cephalon, Account Manager, Organon
Contact Info: 724-***-**** **********@***.***
“Melonie is probably the most intelligent sales representative I have ever worked with. I have known and
worked with her for over 7 years. She is a charming and engaging professional, always inquisitive and
attentive, striving to expand her knowledge base and accommodate her clients' needs. It is a unique
pleasure to work with Melonie.” December 23, 2011
Recommendation: Bart Gripenstraw, Sales Representative, NeurogesX, Inc.-worked directly with
Melonie at NeurogesX
“Melonie is truly one of the best people I have had the pleasure of working with in my career. Her sales
numbers place her in the top 5% and she does it with class and an upbeat professionalism. She is a great
team player but also isn't afraid to speak up and do what she believes is the right thing. Any company
would be fortunate to have Melonie in a sales or management position. She is one of the best out there!”
December 23, 2011
Position: Sales Representative, Area Trainer- Cephalon
Reference & Recommendation: Randy Spokane, Area Sales Manager, Cephalon, Now National Sales
Director, Pain Care Division, Teva
hired and directly managed Melonie at Cephalon
Contact Info: ********@************.*** Cell: 724-***-****
“I had the pleasure of hiring and managing Melonie for her first 4 years at Cephalon. Shortly after joining
Cephalon, she quickly was viewed as a leader among her peers due to her hard work, success in the field,
and willingness to always improve. She assisted in multiple workshops at POA meetings, always
exceeded sales goals, and was willing and eager to share her strategies and tactics with her peers. Melonie
has a strong work ethic, stays focused on the task at hand and never loses sight of her ultimate goals. No
matter the challenge, I am confident Melonie will experience success.” December 2, 2010
Reference & Recommendation: Joe Caminiti, Vice President, Sales & Marketing Operations and
Effectiveness, Cephalon
Managed Melonie at Cephalon, now President BQ6 Media
Contact Info: *********@********.***
“Melonie is one of those individuals that you come to expect high performance from and with her energy
and drive she always manages to exceed your expectations. She is bright and accomplished and you walk
away from any encounter confident that good things will happen.” February 28, 2011
Reference & Recommendation: Jeff Robinson, Biotech Sales - Sales Specialist, Cephalon-worked
directly with Melonie at Cephalon
Contact Info: ****************@**.***
“Melonie is a gifted individual and an exceptional professional. She always has a creative, positive
outlook and she is great at organizing and bringing people together. I consider myself fortunate for having
worked with her and would recommend her work to anyone and everyone...without hesitation.”
December 4, 2011
Reference & Recommendation: Kate Reedy, Manager, Sales Training & Development, Cephalon now
Product Manager, Nuvigil- Teva Worked with Melonie at Cephalon
Contact Info: ******@**.***
“During her tenure at Cephalon I knew Melonie as a first-rate, customer- centric individual, focused on
maximizing her sales performance goals. She holds herself to high standards, and exudes enthusiasm to
succeed.” March 20, 2011
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