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Sales Representative Medical

Orlando, Florida, United States
September 21, 2019

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Jane Thurston

**** ********* ****

Lake Mary, FL 32746



I have worked in the pharmaceutical industry for the last fourteen years. In that time, I have launched a new drug, two specialty pharmacies and introduced phase three clinical trials into the Florida market. I have called on top teaching hospitals in multiple states, educated nurses and doctors on effectively managing their patients' pain. My extensive sales background, unique skill sets, and Master of Arts Degree in Communication Management have helped me to continually meet and exceed sales goals. Ultimately, Experience and education have taught me how to build and maintain relationships, effectively convey medical studies and provide consultative selling to truly be a value add to my clients.

CAREER OBJECTIVE: Seeking a sales/marketing position with a company that will capitalize on my expertise in sales, marketing and training. To further my knowledge in the healthcare industry and to continue a profitable, productive, and successful career that allows for professional growth and advancement.


IQVIA, Durham, North Carolina: May 2018 – Present

Regional Referral Lead

Have the most successful trial based on US enrollment in the department. My trial is used and showcased to potential sponsors as a way of demonstrating the value of using Referral Networking Services as a strategy to enroll patients on their trial.

Educating physicians about the value of clinical studies of value and helping them identify appropriate patient referrals in their practice.

Knowledge of site and patient network services, including direct patient recruitment and retention experience.

Proficient with analyzing metrics to ensure activities and strategies are data driven, and as a means to identify the best sites to select, as well as HCPs with the highest enrollment potential.

Effective time management skills and ability to balance a full portfolio of projects and manage competing priorities involving multiple trials simultaneously.

Presenting and demonstrating a new web platform to HCPs, patients and PIs and internal customers to foster collaboration, enrollment and retention.

Leveraging human data science, IQVIA Core, Next Gen clinical development, marketing materials and journal articles to help clinicians identify ways to improve treatment processes and patient outcomes.

Gaining physicians’ commitment to refer via; follow-up calls, meetings, detail pieces, educational information, multi-media channels, physician referral networks.

Work on partnering activities within the company, health systems, medical and patient advocacy organizations, as well as within the community, in order to support patient needs, resources and treatment options.

The Medical Affairs Company, Kennesaw, Georgia: October 2017 – March 2018

Clinical Enrollment Manager (contract)

Responsible for day-to-day implementation and coordination of clinical trial recruitment.

Worked closely with the trial sponsor, research study sites, and clinical trial support staff to ensure successful clinical trial site engagement and operations with the ultimate goal of increasing trial accrual.

Trained site staff and oversee the execution of site-based patient recruitment tactics.

Worked within specific timelines and budgets for sites and tactics.

Interpreted and report findings with recommendations for action to relevant stakeholders.

Assisted in the implementation of site-based tactics.

Built relationships with site staff.

Provided overall support to ensure program success.

Coordinated and manage logistics.

Managed travel and local expenses in accordance with company policies.

Developed site specific recruitment plans.

Called on medical practices, health clinics, hospitals, and advocacy groups to generate patient referrals to help the sites achieve their enrollment goals.

Continuum Clinical, Northbrook, Illinois: March 2016 – March 2017

Clinical Outreach Specialist (contract)

Developed relationships with clinical sites, specialists and other medical professionals who treat patients with specific diseases.

Recruited patients who meet appropriate trial inclusions and exclusions by educating my doctors about specific trials criteria.

Identified and call on local advocacy groups, whose members are potential participants, in order to promote patient awareness.

Generated enough patient referrals to meet required number of enrollees for trial success.

Confidently and credibly presented scientific and medical information to medical community to help them better identify patients, in their practices, who could potentially benefit from the drug trial.

Created individualized marketing plans for each clinical site to help them achieve desired outcome.

Covered a four-state territory consisting of Florida, Virginia, North Carolina and California calling on teaching institutions consisting of VCU Medical Center, Carolinas Medical Center, UF Health Shands Hospital, Wake Forest Baptist Medical Center, Loma Linda, Tampa General and Broward General.

Prime Therapeutics Specialty Pharmacy, Orlando, Florida: April 2013 – April 2016

Outside Sales Representative

Responsible for driving sales and services to new and existing members. Generated almost $34 million dollars in sales in 2015.

Educated physicians, administrators and medical staff on new drugs and indications.

Collaborated with internal and external resources to meet performance metrics, as well as analyze and interpret business results and data. Exceeded first quarter goal of 2016 by 113 percent.

Executed provider penetration strategies with the sales and account management teams.

Developed and maintained contacts with referral sources including, but not limited to, social workers, nurses, physicians and key thought leaders in my territory.

Vitas Healthcare Corp., Maitland, Florida: August 2010 - April 2013

Hospital/Physician Representative

Increased the number of new patients admits in my territory by 150% within the first six months of being hired

Marketed benefits and services of hospice to five hospitals, cancer centers, dialysis clinics, cardiology, primary care, pulmonology, gastroenterology, rheumatology, neurology, pediatrics, infectious disease, and internal medicine practices throughout Seminole County.

Educated the medical community about Medicare hospice benefits and how to identify hospice appropriate patients based on all chronic end stage disease criteria.

Conducted CEU classes for nurses and pharmacists on topics such as Pain Management, as well as lunch and learns and dinner programs for my doctors and hospitalists.

Planned and executed events for Nurse Appreciation Week, Social Workers Week, Breast Cancer Awareness, American Heart Month, Relay for Life, and health fairs.

Held mini workshops with Emergency Departments and hospital nursing units to discuss changes in Medicare reimbursement and partnering with Vitas to establish a Continuity of Care Model for patients.

Martin E. Janis & Company, Inc., Orlando, Florida: September 2008 – July 2010 Research, Marketing and P.R. Consultant

Researched and assessed emerging micro-cap biomedical and pharmaceutical companies to determine media appeal and the most effective forms of media to utilize.

Initiated strategies that fostered new collaborations between Asian and American companies.

Determined public relations and marketing opportunities to position new companies for review with potential investors.

Prescription Management Organization (PMO), Orlando, Florida: August 2006 – August 2008

Territory Manager

Opened-up the state of Florida for a new specialty pharmacy calling on organ transplant hospitals, nephrology and ID offices, dialysis clinics, health departments and HIV/AIDS clinics.

Brought in over 400 new patients and took the pharmacy from $0 to over $2.4 million in revenue by the end of the second fiscal year. Consistently met my quota by 100 percent.

Highly successful in getting an out of state delivery pharmacy to be utilized by every transplant hospital, as well as large case management offices like Hope and Help, Metropolitan Charities, 70 percent of the county health departments.

Created marketing tools such as Spanish brochures, prescription order forms, blister packs and manuals for new transplant patients to be more service driven and competitive.

Established Memorandum of Agreements with Ryan White Part B counties and Heart of Florida United Way.

Conducted daily presentations, in-service meetings and exhibited at local and national conferences.

Cardinal Health/Romark Pharmaceuticals Partnership, Orlando, Florida: August 2004 – January 2006

Pharmaceutical Specialty Representative

Launched Alinia, a new GI anti-infective.

Ranked 2 0ut of 8 in total volume of tablets sold.

Worked with P & T committees to gain formulary status.

Collaborated with education coordinators at my hospitals to set up Grand Rounds and lunch and learns with the Gut Club and Better Breathers.

PDI-Inc. /Glaxo Smith Kline contract, St. Louis, MO and Orlando, FL: June 2003 – August 2004

Pharmaceutical Sales Representative

Ranked #3 in district sales and top 10% for market share.

Sold a Beta Blocker (Coreg) to cardiologists and a SSRI (Paxil CR) to OB/Gyns, psychiatrists and general practitioners.

My territory's sales numbers outperformed the nation by 5.5%.

Analyzed sales data and developed a routing plan that would optimize time management, ensure top 20% of my writers were consistently called on and territory was being adequately saturated.


Southwest Missouri State University, Springfield, MO Master 0f Arts Degree Communications Management

Awarded Graduate Assistantship, Graduate Advisor for Student Union Southwest Missouri State University, Springfield, MO

Southwest Missouri State University, Springfield, MO Bachelor of Science Organizational Communications/Public Relations

President of BACCHUS (Boost Alcohol Consciousness Concerning the Health of University Students). Solely planned National Alcohol Awareness Week events for SMSU and wrote kick- off speech for the Mayor of Springfield.

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