Territory Manager

Lauren Anderson, B.HSc, CCPE

•

HIGHLIGHTS Achieved 100% of sales objectives for all months on territory promoting

Xarelto® with Bayer

• Territory earned Top Performer status for all products in 2008, 2009, 2010

with GlaxoSmithKline

• Consistently partnered with Brand and Marketing teams to provide sales

and strategic marketing functions; recognized for leadership, motivation,

passion and clarity.

PROFILE An accomplished Pharmaceutical Representative with recent experience promoting

pharmaceuticals at the Doctor and Specialist levels in London-based territories.

Particular assets related to the position include evidence-based communication

skills, strong presentation skills, successful business-to-business experience, ability

to deliver exceptional customer value by tailoring the experience to suit customer

needs. A recognized thought leader and creative thinker with ability to build

relationships and work with cross-functional teams.

BAUSCH AND LOMB, Southwestern Ontario Jun 2014 – Jan 2015

Territory Manager – Optometry and Ophthalmology, Pharmaceutical Sales

Promote Pharmaceutical portfolio (Lotemax®, Alrex®, Liposic®) as well as Ocular Nutritionals

(Preservision AREDS2®, Ocuvite®) to Optometrists and Ophthalmologists in Southwestern Ontario.

Responsible for developing new relationships quickly, in order to turn around the business in a previously

under-performing territory. Have successfully leveraged my experience in physician detailing, and

business-to-business selling in order to directly improve sales in both portfolios.

Accomplishments:

• Quickly developed strong relationships at the Ivey Eye Institute, executed preceptorships and

planned CME evenings for 2015 in order to ensure strong product launch

• Successfully identified gaps in the competitor’s tactics and strategically executed efforts where

most needed in the territory, leading to quick uptake of market share

• Consistently recognized for strong leadership and team work (filling in for colleagues in other

territories where needed, attending evening and weekend conferences and trade shows out of

town, leading Eastern Pharmaceutical Team teleconferences, etc.)

BAYER, London, ON 2013 – 2014

Territory Business Representative; Cardiovascular Portfolio

Covered a one-year maternity leave in Southwestern Ontario, promoting the new oral anticoagulant,

Xarelto®, to doctors, as while as coaching pharmacists on patient counseling. Responsible for growing

the N.O.A.C. market and driving Xarelto® market share through increasing Customer confidence with this

highly technical product. My success has been founded on the trust and credibility I have built with my

Customers by keeping the patient at the core of our discussions and by emphasizing the unmatched

breadth and depth of Indications, as well as the safety and efficacy, of Xarelto® in each of the appropriate

patient profiles.

Accomplishments:

• Successfully leveraged strong mastery of robust clinical data as a vital tool to differentiate

Xarelto®, achieving sales 117% to target to-date

• Seamlessly transitioned into a high performing team, contributing innovative ideas to Business

Planning and exploring new ways to connect with physicians

• Developed a new relationship with a key Long-Term Care physician leading to improved access

for the team and ongoing opportunities to partner

• Recognized for enthusiasm and willingness to learn new things, taking a patient-centric approach

to calls, using “Persuasion Rx” to successfully influence behavior ethically and asking sound

questions to uncover Customer needs

GLAXOSMITHKLINE PHARMACEUTICALS, London, ON 2008-2013

Territory Specialist; Respiratory, Diabetes Portfolios

Sold in the Respiratory and Diabetic portfolios, promoting Advair®; Avamys®; Valtrex® Patient Assistance

Program; Avandia®. Responsible for delivering exceptional customer value through effectively targeted

sales calls, constantly refining the business plan to suit evolving Customer needs, thereby increasing

product market share and growth.

Accomplishments:

• Selected by Avamys® Brand Team to be a member of Avamys Field Intelligence Team to

feedback territory successes/challenges, contribute to marketing projects, help refine selling

messages

• Designed innovative tactics such as quarterly (Advair ®) and seasonal (Avamys®) product

“blitzes”, leveraging daily pollen count, LHIN data and team support, directly improving sales

results in the respiratory portfolio

• Consistently called upon by Advair® Brand Team and Ontario Leadership Team to lead monthly

brand teleconferences and Call To Action closing messages at Regional and National Sales

Meetings; recognized for passion and clarity

• Initiated a COPD Boot Camp for Thames Valley Family Health Team in order to add value and

build trust with FHT Nurses and Nurse Practitioners

• Successfully delivered numerous Respiratory Educator Program days to Key Customers in order

to support early diagnosis, progressive treatment strategies and improved patient compliance in

COPD patients

• Created and implemented innovative role for self as Regional Energy For Performance Champion

to build on GSK’s investment in employee wellness program

• Trained and mentored new and transitioning reps on territory

SERVIER CANADA PHARMACEUTICALS, London, ON 2007-2008

Medical Representative; Cardiovascular Portfolio

Directly improved company profits by growing market share growth in the field of Cardiology, promoting

the ACE Inhibitor, Coversyl®; secondary product was Diamicron MR®, a sulphonylurea for Type II

Diabetes.

Accomplishments:

• Achieved Coversyl® record sales for territory in October 2007

• Independently restructured call frequency strategy in order to achieve optimal activity efficiency

• Delivered consistent market share growth while ACEi market declined

• Exceeded company objective for both products, earning full bonus in first full sales cycle

• Developed strong relationships with local physicians and support staff, leading to consistent

access which resulted in a successful call average

CINTAS THE UNIFORM PEOPLE, London, ON 2005-2007

Facility Services Sales Representative, Key Account Manager

Successful commission based business-to-business sales in a highly competitive environment. Signed

new business agreements for five-year minimum terms to business owners and grew business with

existing customers, including contract renewals and new products for their growing needs.

Accomplishments:

• Used persuasive selling techniques to increase sales in all consecutive years by focusing on new

and existing restaurants, small businesses and large executive office buildings with a need for

personal branding

• Known for consistently exceeding quarterly company targets

• Signed a National Account agreement with a major fast-food restaurant franchise, resulting in

deal with all locations across Canada

EDUCATION AND PROFESSIONAL DEVELOPMENT

Ethical Persuasion in Pharmaceutical Sales, Excellerate; Jill Donahue 2013

Evidence-Based Communication, GlaxoSmithKline Performance Excellence 2011

Customer Focused Selling, GlaxoSmithKline Performance Excellence 2010

Council for Continuing Pharmaceutical Education Accreditation 2009

Bachelor of Health Sciences, University of Western Ontario, London, ON 2002

ADDITIONAL SKILLS AND INTERESTS

• Strong change management skills; stay focused and motivated in quickly changing

environments

• Collaborative, innovative and solution-focused

• A self-motivated professional who works well independently, but also thrives in a team

environment

• Computer skills include Microsoft Word, Excel, Lotus Notes, Power Point, Siebel Database

system, Salesforce and Quick Base

Contact this candidate