Healthcare Sales Manager Strategist Top Performer Managed Care

MONICA M. LLANO

916-***-**** ● Sacramento, CA ● **************@*****.***

www.linkedin.com/in/monicallano/

CAREER PROFILE

Results driven District Sales Manager & Manager of Managed Markets with a strong track record of achieving

multi-million dollar sales and leading high level, cross-functional teams. Extensive leadership in driving sales,

creating and executing strategic visions, developing people and adapting to changing markets.

• Ranked #1 of 8 in US, Manager of Managed Markets, 2014. Recognized insights/strategies with

unique Managed Markets perspectives for building new business / market share differentiating

geographical access opportunities.

• Award winning Sales District Manager: Sent the highest number of Account Managers to President’s Club.

• Distinguished experience and success in Sales Management of hospital and physician office-based

products, contracts and Managed Care Markets.

• Built sales teams from the ground up and turned around underperforming teams.

• Proven track record in rapidly changing Managed Care Markets.

EXPERIENCE & ACHIEVEMENTS

Actavis Pharmaceuticals, plc, (formerly Watson Pharmaceuticals) Parsippany, NJ 2008 - 11/2014

Manager of Managed Markets, Managed Care Specialist (MCS) [2011- 2014] Corporate-wide restructuring

Recognized for team leadership and strong analytic/metric expertise, selected to implement pull-though Managed

Care Commercial, Part D, State & Managed Medicaid initiatives among CA, WA, OR, UT, AK, ID, CO. Drive sales

performance across multi-brand divisions and 7 districts. Primary Strategic Planning/Analytics Specialist .

Specialties supported include URO, OBG, DERM, GI, and INF.

• Ranked # 1 of 8 in Nation with 100 representatives, 7 District Managers and 5 Area Business

Directors. Responsible for $450M in sales in 2014.

• Account formulary access insights and partnered with RAM / NAMs: MCOs – United Healthcare,

Silver Script, and Regence; ACOs – Healthcare Partners and Heritage Provider Network.

• Achieved 2 #1 District rankings in 2014 by successfully leading 100 reps with Managed Care Pull-

Through.

• Exceeded product portfolio goals for Western Area by achieving 101% in 2013.

• Led nation in market share for United and WellCare Med D.

• Identified Silver Script Med D as a top tier profitable plan for Actavis via analytics. Created District

Workshops to maximize sales performance and achieved #1 District ranking in nation.

• Led ACO development in CA market and created multiple strategic resources to assist with pull-through.

• Created multiple TRX/NRX growth initiatives resulting in nationwide rollouts.

Regional Manager Specialty/Senior District Manager (2008--2011)

Executed the sales of Urology and Women’s Healthcare products in CA and adjoining states. Led and developed

9 representatives. Diseases include BPH, OAB, TRT, HRT, and OC.

• Rebuilt sales team from the ground up and jumped team rank from 12 to 7 of 16.

• Grew Tri-Luma volume by 23% with a final rank of #2.

Rehabilitative Sciences Medical International, Vancouver, WA 2001-2007

Regional Manager Southern California-Nevada (2003 – 2007)

Managed the sale of biomedical technology devices to physicians and sold directly to Orthopedic Surgeons,

Neurosurgeons, Pain Management Specialists and Physical Therapists.

• Award winning Sales Manager- sent highest number of representatives to President’s Club in nation.

Ranked #1 of 22 Regional Sales Managers.

• Launched new products to the marketplace. Exceeded BioniCare launch to 154%. #1 in dollar volume for

the company and consistently ranked as the top dollar region in the company.

Account Executive (2001- 2003)

• Successfully implemented the sale of biomedical technology devices to the Medical marketplace.

• Selected as Regional Trainer. Recognized as Top 10% of sales force of approximately 250 employees.

MONICA M. LLANO

916-***-**** ● Sacramento, CA ● **************@*****.***

www.linkedin.com/in/monicallano/

ADDITIONAL RELEVANT EXPERIENCE

Cardinal Distribution/Cardinal Health, Inc., Elk Grove, CA

Regional Health Systems and Alternate Care Sales Manager

Promoted to manage the sales team for the sale of pharmaceutical and OTC products.

Regional Retail Sales Manager

Promoted to manage the sales team of $375M in pharmaceutical and OTC products.

Regional Program Manager

Promoted to develop marketing strategies for all Cardinal Retail Programs, increased First Script by 41%.

Health Systems Sales Consultant

Successfully developed 174 accounts. Resulted in Top 5% National Sales Ranking for Specialty Product line.

Shield Healthcare Inc. Sacramento, CA

Area Manager

Managed the sale of $3.6M in home medical supplies, rebuilt sales staff.

Achieved Most Improved Shield Healthcare Center of the Year.

Parke-Davis Pharmaceuticals/Warner Lambert, San Francisco and Sacramento, CA

Sales Consultant /Group Leader

Managed the sale of $4.9M of primary care products (ace inhibitors, lipid regulators, Alzheimer’s products and

OTCs) to major HMOs and hospitals as well as retail pharmacies.

Promoted to Sacramento Sales Consultant – Group Leader for sales staff of 5.

EDUCATION & CERTIFICATIONS

Bachelor of Arts in Health, Saint Mary’s College of California, Moraga, CA

• CMR Institute program in urology completed, and enrolled in ASM and AMR programs

• Yukon Negations, 2013

• Actavis Interviewing and Hiring Team, 2013

• Coaching For Results, 2012

• Strategic and Integrity Coaching, 2011

HONORS/MEMBERSHIPS

• Achieved Finalist status in the Dale Carnegie Sales Talk Championship

• Saint Mary’s College Intercollegiate Tennis Team, Nationally ranked team

• CAPG – California Association Physician Groups

• Pinsonault- Managed Markets Summits

VOLUNTEER WORK

• Big Brothers Big Sisters Sacramento

• Sacramento Public Library Foundation- Major Gifts Chairwoman

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