Medical Device Senior Sales

DIANA A. RIVERA - MOLINA

Tel. 787-***-**** Email: *************@*****.***

LinkedIn: http://www.linkedin.com/diana-rivera

SENIOR SALES, MARKETING & BUSINESS DEVELOPMENT EXECUTIVE

Territory Development / Management / Clinical Training / Product Management

PROFESSIONAL SUMMARY

Award-Winning senior sales, marketing, and business development executive with extensive experience that reflects continual advancement and a depth of valuable and diversified leadership. Recognized by consistent achievements in driving innovative, cost-effective sales and marketing strategies. Proven strengths in building relationships, directing all aspect of sales, marketing, and business model process, establishing multiple distribution channels, and negotiating in North America, Latin America (EMEA), European, and Caribbean market territories. Highly organized planner with exceptional capability in managing, concurrently running task. Strong analytical skills. Multicultural, and fully bilingual (English/Spanish) with solid communication, negotiation, and decision-making skills. Trustworthy and highly respected professionally at all levels within the industry.

QUALIFICATIONS

●U.S. North America, Caribbean, Latin America, and international markets.

●Proficiency developing strong customer relationships within and beyond departments.

●Experienced Multi Sales Channels Management (Wholesale, Retail, B2B, eCommerce, Direct, Distribution, etc.)

●Experienced negotiating VA/DoD Health Affairs, Public and Private Hospitals, OEM, GPO, IDN, and Kitter’s.

●Highly Knowledgeable in acute, alternate care, diagnostics, long term care, academic markets, capital equipment, medical devices, Pharmaceuticals and consumer healthcare segments.

●Proficiency and extensive clinical educational, and product training – ‘TRAIN the TRAINER’.

●Proficiency in the 4Ps of marketing (Product, Price, Place, and Promotion), and Business Model.

●Highly Knowledgeable of Global, Local and US Regulatory Regulations (GCP, SOP, HIPAA, CDC, 21 CFR, FDA 211, ISOGMP, FDA, DEA, OSHA, NIOSH, ONS, ISO 9001, USP Drug Classification & Schedule, US Pharmacopeia <800>).

●Proficiency in Salesforce CRM, Power BI, and Windows Office

WORK EXPERIENCE

CENCORA (AmerisourceBergen), CONSHOHOCKEN, PA 2022 - Present

Community Retail and Long term Care Sales Executive, Puerto Rico

Responsible for Business Development and Relationship Management within assigned territory existing primary and secondary retail and specialty pharmacies to include the sale of AmerisourceBergen, customer retention, contract compliance, overall contracting, as well as solution implementation.

●FYTD24 Total Revenue = $45.8M 121% GRx Metric Units = 123%

●FY23 Total Revenue = $43.2M 132.8% GRx Metric Units = 134.7%

●FY22 Total Revenue = $28M 128.40% Gross Profit = 117.65%

●Responsible for ensuring a high level of customer service excellence and experience, that they remain a uniquely differentiated, highly valued, customer resource by proactively and continually advancing their personal knowledge, skills and expertise in a way that separates them from the competition.

●Successfully ensure ongoing contract compliance from existing customers (such as generics penetration) by reinforcing the total value of the prime vendor agreement (PVA), and proactively addressing/resolving any reasons for non-compliance.

●Successfully renegotiate, Prime Vendor Agreements (PVA) with current customers increasing Total Revenue and resulting in continual retention of profitable accounts in the individual sales assignment.

●I’m responsible for taking secondary customers to primary by executing sales expansion using ABDC’s offerings, Programs and Solutions (Good Neighbors Pharmacy, Unsalable Returns, Elevate PSAO, etc.)

Diana Rivera Molina, Page 2

BECTON DICKINSON, FRANKLIN LAKES, NJ 2015 – 2021

Oncology and Vascular Territory Manager, Puerto Rico

Achieved assigned sales targets, government, and local contracting, maintaining profitable growth within territory, executing clinical training, product management, project management, and strategic corporate objectives.

●FY21 Over Quota Focus Products - 131.3% FY21 Overall – 108.4%

●FY21 Region of the Year - 2nd Place

●Fiscal years 2016 through 2020 - 97.2% Quota Attained

●FY19 3rd Place (3/65) Vascular Care Contest “No Pain No Gain”

●2018 Vascular Access Region of the Year Award – 1st Place

●Managed entire sales process, contracting, and products position of a $3.2 million territory within acute care, alternate care, cancer centers, Cath-labs, operating room, distributors, dialysis centers, and pharmacies.

●Provided expert clinical, technical support, and education to technicians, clinicians, and distributor staff.

●Successfully created awareness of solutions, conducted sales presentations, introduced new devices and products in the market to key opinion leaders and health institution staff utilizing relevant scientific clinical literature and new product information.

●Product proficiency: Closed System Transfer Device, hazardous drugs safety, vascular access, vascular care; anesthesia trays, safety hypodermics, diabetic devices,, infusion therapy, infection control, and prevention.

INDEPENDENT CONTRACTOR – International Business and Market Development Consultant 2011 – 2015

Star Biodiagnostic – Houston, TX

Marketing / Business Model Consultant (Project duration: 5 months)

Specialized in matching clients with a comprehensive list that focuses on patient’s needs from toxicology, pathology, genetics, DME, and immunology testing plus therapy. The clients focused on were clinics, hospitals, physician offices, governmental organizations, and long-term care facilities.

José Ramírez, MD – Caguas, PR (Project duration: 4 months)

Business / Finance Consultant

Strong track record helping reduce costs for multiple projects. Consistently reduced budget by maximizing resources. Ensured compliance with all safety regulations and insurance requirements through excellent leadership and management skills.

Estern Medical CRO Group – Cambridge, MA (Project duration: 9 months 2013)

Hired as Global Business Development Consultant reporting directly to the President, Chief Medical Officer, and Director Clinical Operations for U.S. and Latin America. Joined as temporary consultant, to help develop, maintain sales, build business relations with current, prior, and prospective clients located in Europe, Latin America, and USA. Established new, and repeated clinical research project services provided by the company. Aggressively identified and qualified clients by establishing sales/business relationship to ensure active and continuous new and expanded business pipeline that exceeded strategic, long term annual and quarterly sales projections with Biotechnology company, Pharmaceuticals, and Medical Device manufacturers, ranging from Phase I, II, III, and IV.

●Helped close 3 accounts with total of $970,000 (Fix BID)

●Successfully forecasted over $8 million in clinical trial projects, and product registration for FY13 with clients in USA, India, Latin America, and Canada.

●Led and developed winning strategies, project plans, budgets, client interactions, proposal creation, presentations, closure sales opportunities, and contracts.

●Successfully established and reviewed strategic alliances with other Contract Research Organizations (CRO’s) developing strategic partnership.

Diana Rivera Molina, Page 3

Atlantic Pathology – Manatí, PR (Project duration: 24 months 2011-2013)

Hired as contracted Business Development Consultant and Marketing Expert to help maximize laboratory profit working closely with Executive Director and Chief Medical Officer. Managed all aspects of the business plan to capitalize on profitability and cost – efficiency. Identified, evaluated, and pursued potential business partners for the Pathology Department and negotiations agreements for laboratory Services in Puerto Rico and USVI. Successfully developed strategic relationship with partners and potential customers within Puerto Rico and Dominican Republic.

●Successfully designed Business Model and Marketing Plan increasing sales by 13.5 % on FY12 and forecasted an additional 15% for FY13 with an increase in net profit of $1.2M.

●Identified, qualified patients, and maximized profit establishing “FNA” procedure as part value added services.

Healthcare Technology Solutions - Yauco, PR (Project duration: 14 months)

Hired as Contract Product Manager Specialist to penetrate market and position products lines.

●Successfully designed business and marketing plan generating leads, and future closed deals in (Puerto Rico, and the Caribbean). Forecasted $5.4M in projects for FY13.

●Developed new business opportunities as distributor representing full product line manufactures as GEHC, Medlink, TXR, EDAN, SIUI, and Bayer Radiology and Interventional.

●Focused on market radiology/cardiology interventional, ObGyn, Oncology, Anesthesiology, Primary Medicine, Internal Medicine, Urology, ICU/NICU, ER, and academic markets.

ADDITIONAL EXPERIENCE

BAYER HEALTHCARE RADIOLOGY & INTERVENTIONAL INC. (Medrad, Inc) – Warrendale, PA

Caribbean Regional Manager 2005-2010

Provided leadership and direction to a $3.2 million dollar region selling diagnostic radiology accessories (CT, MRi, CVA & PETs), and interventional cardiology/radiology products, to hospitals, radiologists, nuclear medicine, and cardiologists. Effectively positioned products as #1 through the Caribbean. Developed and coordinated physician training programs and practice enhancement in-services. Successfully worked closely with MULTI sales and marketing channels OEM’s (GEHC, Siemens, Philips, and Toshiba), Contrast Media companies, and distributors located in Puerto Rico, Caribbean, and Latin America to position product line.

●Awarded in 2006 “Rookie of the Year”

●Over Quota Award in 2005, 2006, 2007, 2008, 2009, 2010

●Best Team Award in 2007 and 2008

●Exceeded CT division by 200% of market share growth and ranked as #1 sales rep across the Americas in 2006.

●Designed and developed business marketing plan for region focusing on product management.

●Propelled market by expanding from 20 customers to over 125 exceeding market-share.

CLENDO REFERENCE LABORATORY & TOXICOLOGY, Bayamón, PR

Senior Sales and Marketing Executive 1998 - 2005

Joined #1 market leader in Puerto Rico reference and toxicological laboratory to develop and implement operational sales and marketing strategies. Executed sales strategies to acquire sales targets and profit objectives. Contacted potential customers (hospitals, psychiatric institutions, clinical labs, government agencies, and private companies) while mastering sales presentations. Collaborated with customer service and operations to assure high customer satisfaction.

●Sales Executive of the Year Award 2003 and 2004

●Awarded FY99 and FY01 Entrepreneurial Performance

●Awarded Sales Rookie of the Year

●Boosted net profits 20% within the first year and grew sales from $800K to $1.6M obtaining a growth over 100%.

Diana Rivera Molina, Page 4

GLAXO-SMITHKLINE PHARMACEUTICALS, INC., Div. of Consumer Healthcare, San Juan, PR

Medical Representative, Contract – Central East 1994 - 1997

Recruited by the world’s 3rd largest global pharmaceutical, and consumer healthcare company with headquarters in United States to serve in area with difficult access to high-potential customers. Repeatedly accessed no-see physicians, such as, ObGyn, GPs, Hospitals, Psychiatric Hospitals, Gastroenterologist, Cardiologist, Dermatologist, Pediatrician, Internal Medicine and Pharmacies through resourceful approaches, persistence, and genuine rapport-building.

●Positioned #1 Brand Sales Panadol 500mg, Ecotrin 81mg, and Gaviscon in the region.

●Reversed and repositioned territory ranking from bottom 10% nationally to top 5% nationally in 24 months.

●Launched and positioned Denavir as #1 cream antiviral medication used topically for the treatment of recurrent cold sores on the lips and face, associated with the herpes simplex virus.

●Successfully served as trainer and mentor to new reps.

EDUCATION

(MBA) Master Degree in Business Administration – Major in Marketing 2005

University of Phoenix, Puerto Rico Campus

(BSC) Bachelor Degree in Science – Major in Biology and Minor in Medical Sales 1994

Inter American University of Puerto Rico, San Juan, PR

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