Manager Account
Resume:
LEO G. NICHOLL, R.Ph.
Ocean City, NJ 08226
609-***-**** (mobile)
********@*****.***
EXECUTIVE SUMMARY
AWARD WINNING KEY ACCOUNT MANAGER, BUSINESS SALES MANAGER and CLINICAL PHARMACIST desiring to leverage my extensive healthcare, sales and marketing, and managerial experiences, in an ambitious pharmaceutical company with a challenging work environment.
SKILLS/CORE COMPETENCIES
Sales Business Management
New Business Development Cross Functional Team planning Performance Management
Selling Expertise Tactical/Account Planning Leadership Principals
Market performance Business/Strategic Planning Conflict Resolution
Market intelligence Resource Planning Financial Management
Market penetration Contract Optimization Process Management
Market Expertize
Independent Medical Groups Integrated Delivery Networks Provider/Health Systems
GPOs Medicare/Medicaid Managed Care
PROFESSIONAL EXPERIENCE
Pharmacist-in-Charge/Staff Pharmacist
Tabula Rasa 9/2019-present
Shop-Rite Pharmacy 11/2018-present
Rollie’s Pharmacy/CPS 11/2016-7/2018
ACME/Sav-On Pharmacy 7/2015 -11/2016
CVS, Ocean City, NJ 8/2008-7/2015
Quality Control of all prescriptions in diverse delivery systems (Multi-dose blisters, drug pouch and vials)
Created all SOPs (Regulatory and Pharmacy) for inspections/licensing/services
Created and implemented inventory management procedures, resulted in drug cost reduction
Hired, trained and developed support personnel in all areas of the pharmacy space
Optum 7/2018-11/2018
Strategic Account Manager
Provided strategic direction to team outlining Optum’s overall business goals
Developed key internal/external relationships across cross-functional teams to develop customer centric account plans
Established direct reporting of tactical plans to identify key opportunities and barriers to market penetration goals and customer service metrics
Merck & Co., West Point, PA 12/1987-6/2008
Key Account Manager
PA Medicaid/HMO Account manager
Developed key customer relationships with PA Medicaid, identified drivers for success then leveraged internal cross functional teams to leverage assets
Presented to Medical/Pharmacy teams regarding product efficacy, pricing and benefits.
Results: Increase Mkt share for Vioxx from 3% to 30% 2 million is sales within 1 full year (2nd in nation)
VA Long term care Account Manager (new)
Newly created position selected by national executive management team with goal to identify key customers, identify business needs and leverage assets within company
Developed first ever national wide approved materials for this book of business (medical/legal/marketing)
Negotiated first ever Merck contracts with CEO’s CFO’s and directors of pharmacy regarding efficacy, safety and “spread” of Merck products This performance lead to Merck expansion and business entity
Results: Pepcid, Vasotec, Vaccines were placed as exclusive on formulary resulting in shares of over 90%
Aetna/First Priority NE Blue Cross Account Manager (new)
Successfully retained Zocor, Vasotec, Hepatitis B, added Fosamax and Pepcid to several formularies.
Results: Fosamax grew to market share of 3 % to 65% (top 5% of nation)
Geisinger Health Systems Account manager
Established placement of Fosamax on formulary as well the placement of bone density scans throughout the health system
Contracted Pepcid Flex program (first of its kind)
Results: Fosamax exclusive on formulary 90% market share. Pepcid jumped to 85% market share
Business (district sales) Manager
Consistently achieved top tier sales and market performance (top 5-10%)
Successfully launched 12 new product entries in addition to maintaining in-line business portfolio
Capitalized on diverse market segment opportunities by developing and integrating specific market strategies, development of approved materials and flawless implantation of tactical plans.
Developed national and regional approved materials with marketing and managed care teams
Managed districts across different sales divisions - resulting in above plan performance
Restructured low performing districts through clear performance management directives and tactical development and pull through--achieved top –tier performance in each district.
Optimized all resources and through innovation and calibration
Performed all company business in accordance with all regulations and company policies
National Certified Sales Trainer:
Hospital/Acute Care Professional Representative-
National Service Center Call Center account manager/pharmacist (start-up)
Medical Educational Coordinator
Information Scientist
EDUCATION
Bachelor of Pharmacy 1986
Philadelphia College of Pharmacy and Science
Licensed, PA, NJ good standing
ACHIEVEMENTS/AWARDS
Achieved above plan performance for FOSAMAX and SINGULAIR for 3 consecutive years and received Top Share award for product portfolio 4Q06
Maintained high share for FOSAMAX (60-70%) despite entry of two competitors and received an Award for Excellence from marketing team (2007)
Lead NJ region to unprecedented, double digit market share for SINGULAIR (2004-2007) and received an Award for Excellence from Regional Director
Achieved top 5% performance (1998-02), top 25% (2003), and top 10% (2004-05) and was a recipient of the prestigious TOP GUN award
Achieved #1 district /region in Arthritis market (2000-2002) and received TOP GUN AWARD and SHOOTING STAR award
Achieved formulary status for Fosamax, Pepcid for entire Geisinger system
Converted Zocor, Pepcid and Vasotec on formulary at First Priority NE Blue (removing Mevacor, Zestril and Zantac)
Retained Formulary status for Mefoxin at 13/17 hospitals among strong competition
Designed, developed and presented multiple prescriptive training programs, to all levels of the organization which resulted in positive performance results
Transformed low performing district into a top 10% performer (1998-2002, 2006-2008)
Proactively identified market opportunities and developed specific managed care/disease management materials to use in field such as the Formulary Grid.
Excelled in performance reviews: in 5/11 years, was ranked within the top 5 to 10% of Business Managers nationally.
Received LEADERSHIP and two PEER awards for outstanding teamwork and partnership.
Consistently received top-quintile scores in 360 performance surveys.
Served as regional point Business Manager for: multiple launch products; a customer satisfaction initiative; and selling through the use of Communities of Practice.
Served as Managed Care account manager with responsibilities for content development and training; focused on developing and executing managed care business objectives and territory analysis.
Recruited, interviewed and selected high potential employees. Trained, coached and developed sales professionals for successful placement of future growth positions.
Achieved high retention of employees (95% in 10 years as a Business Manager)
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