Pharmaceutical Sales Representative

Toni S. Callahan, M.Ed.

Jacksonville, FL ***** 904-***-**** ***************@*****.*** Linkedin.com/in/tonicallahan Well-versed in creating business plans and offering value propositions to expand customer pipeline and achieve profitable goals.

Experienced in promoting hospital service lines, medical and pharmaceutical products. Extensive track record of success in the continuous development of long term business partnerships and program delivery with physicians, providers, hospitals, clinics, and non-profit organizations. Focused on learning the needs of the business to most effectively develop projects and initiatives to meet patient and physician goals. Proven experience collaborating with C-Suite to conduct strategic planning in order to support organization goals.

Core Competencies

Profit & Revenue Growth

Territory Management

New Leads Generation

Strategic Planning & Execution

Team Leadership & Development

Cross-Departmental Collaboration

Opportunities Capitalization

Client Relationship Management

Process Improvement

Quality Customer Services

Salesforce

Project Management

Professional Experience

Hospital Corporation of America (HCA) March 2017 – Present Physician & Provider Relations Director of Behavioral Health (Business Development Director) – Jacksonville, FL Utilize CRM system and Salesforce daily to determine operational barriers, track business opportunities, and draft monthly reports while furnishing updates to the leadership team for informed decision-making. Facilitate comprehensive discussions regarding market trends, staff performance, and on-going activities by scheduling and chairing face-to-face meetings with the physicians, and providers. Train and coach physicians and providers on facility services offered and processes to expand patient growth. Structure, negotiate, and secure reimbursement rates with psychiatrists on favorable terms. Design short- and long-term annual growth plans. Create literature offering inpatient and outpatient service lines consistent with hospital service lines. Converse the vision of Memorial Hospital behavioral health services to community partners. Form mutually beneficial alliances with physicians and providers to attain objectives and goals in due time.

Exceeded behavioral health division goals and expectations by 120.9% over 2021 budget.

Promote hospital service lines to physicians and providers

Develop and execute strategic plans to grow hospital volumes, inpatient admissions, outpatient services and patient cases.

Engage and serve as the liaison between hospitalists, case management, contracted physicians/providers, physician offices, skilled nursing facilities, assisted living facilities, and mental health therapists in Northeast Florida.

Evaluate market data for service lines to identify priorities, target lists, call cycles, and develop sales plans.

Conduct consultative sales meetings with physicians and providers to gain a thorough understanding of physician and patient needs and requirements.

Implement solutions for gaining and retaining business.

Execute sales strategies and monitors effectiveness of sales plan based on measurable results. Brookdale Senior Living May 2014 – March 2017

Director of Business Development – Jacksonville, FL Demonstrated strong administrative competence in conducting patient health assessments, overseeing 8+ move-ins weekly and unveiled downsizing presentations on a daily, monthly, and quarterly basis. Streamlined all facets of sales management while examining sales reports, developing sales strategies, elevating marketing service standards, and collaborating with community stakeholders as per company mission, vision, and values. Discovered and addressed processes and quality gaps by appraising current performance and actions effective business solutions.

Delivered active assistance to communities in stimulating networking functions, including Dine & Dash, Ribbon Cuttings, Cake decorating, Paint the Town, CEU’s, etc...

Generated revenue growth over budget by 104.3% in 2014, 107% in 2015, and 112.2% in 2016

Planned networking strategy and relative operations by eliminating communication barriers with senior management and Brookdale leaders.

Exponentially marketed company solutions to attract physicians, hospitals, realtors, skilled nursing facilities, clubs, and community organizations.

Apria Healthcare, Inc. October 2010 – May 2014

Senior Sales Representative – Jacksonville, FL

Accelerated overall sales of durable medical equipment and healthcare services, namely CPAP/Bi-Level, Tube Feeding, Oxygen Cylinders, Nebulizers, Negative Wound Care Therapy, and asthma medications across hospitals, respiratory doctors, pulmonologists, ENTs, oncologists, cardiologists, neurologists, internal medicine physician offices, critical care providers, general surgeons, and managed care departments. Located referral prospects as well as removed redundancy and errors within data to carry out the validation process by referring to company reports and pertinent details. Empowered and influenced referral sources on the extensive utilization and application of company products and services by dispensing useful tips and instructions. Deployed valuable insights to drive sales growth by interfacing with branch staff members.

Established and administered new and existing business by getting the best of referral sources in the medical community and coordinating sales calls on a regular basis.

Grew territory above plan by 15%

Achieved optimum levels of customer satisfaction with increased client retention rates by resolving potential concerns and following up on client issues in a timely manner.

Educated referral sources by disseminating Medicare guidelines, private insurance procedural instructions, and product/pricing information.

Additional Experience

Director of Student Services Keiser University Jacksonville, FL

Pharmaceutical Sales Professional InVentiv Health, Inc. Jacksonville, FL

Pharmaceutical Sales Representative Athlon Pharmaceuticals, Inc. Jacksonville, FL

Professional Sales Consultant Pitney Bowes, Inc. Jacksonville, FL

Sales Representative Verizon, Inc. Jacksonville, FL

Executive Pharmaceutical Recruiter Ivel, Incorporated Jacksonville, FL Education

Voorhees College

Bachelor of Science (B.S.) in Biology, Minor in Chemistry University of Phoenix

Master of Arts in Education (M.Ed.) with a concentration in Curriculum/Instruction

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