Sales Consultant Territory Manager

Yvonne Handel

** ****** ****** ***** • Penfield, NY 14526

Mobile: 585-***-**** • Email: ************@**********.*** • LinkedIn MEDICAL/PHARMACEUTICAL SPECIALTY SALES CONSULTANT

Best fit: Healthcare Services Medical Supplies/Consumables Pharmaceutical Medical Equipment/Devices Medical Aesthetics Medical Technology Dental Ophthalmology Professional Profile

Career pharmaceutical sales representative with transferable skills, a documented record of sales success and diverse experience across multiple specialties, including dermatology, esthetics, endocrinology, cardi- ovascular, ophthalmology, urology, gastroenterology, internal medicine, primary care and women’s health. Skilled at product launch, product planning, go-to-market strategy, buy and bill, and client service. Adept at developing rapport with providers; working multiple channels including purchasing, supply chain, con- tracts, GPO and IDN; consultative selling in competitive lines of business; and managing and maintaining relationships that lead to revenue. Open to a new challenge enabling me to apply skills in client engagement, market development, consultative sales and account service. Areas of Expertise

SALES EXPERIENCE: PHARMACEUTICAL • SPECIALTY PHARMACY • BRANDED/GENERIC PRODUCTS HOLISTIC HEALTH • PROFESSIONAL SERVICES • PRODUCT LAUNCH • BUY AND BILL Business development: Skilled at developing account strategies and tactics customized to each customer, market or specialty.

Consultative selling: Strong situational sales skills, including research, assessment, diagnosis, recommendation and account service whether on a commodity product or specialty pharmaceutical. Product launch: Successfully played a lead role in launching more than 20 different products across various specialties, including cold calling, account development, inside sales and/or field sales. Goal driven: A consistent and predictable top producer with a documented record of success in meeting or exceeding all sales quotas.

Listening and discernment: An empathic listener skilled at translating client requirements and deriving creative solutions that serve the patient while supporting the provider as a trusted business partner. Managed care: Astute to what it takes to compete in a formulary-driven world to capture market share— understanding the big picture and developing approaches and solutions to enable sales. Disease states: Broad knowledge of many disease states and a quick study on others. Confident and comfortable working collaboratively with physicians, support staff and office staff. Select Career Highpoints

Market development. Educated doctors on the correct prescribing pattern behind promoting:

• A topical and oral dermatology drug—driving referrals to the company’s specialty pharmacy. The results: Grew the territory to 16% market share within the first year.

• An oral branded acne drug—again driving referral to the specialty pharmacy. The results: Goal attainment at 100% in less than a year in a heavily generic market. Product launch. Launched two injectables to the diabetes market in a two-year period. The results: A number five ranking out of 125 sales representatives in the western region. Technology sales. Working for a specialty pharmacy marketing a software solution and various products, closed approximately 50% of the targeted physicians—earning buy-in through client education, transparency and service.

Professional History

UNITHER PHARMACEUTICALS, Business Development Manager [10/21-Present] Rochester, NY Recruited for position creating a new market in ophthalmology products employing blow-fill-seal (BFS) technology—a product with strong market presence in Europe but with little recognition in the U.S. Trained for two months to learn the fine points of the science with the goal of working to increase market awareness for the company and this emerging technology as a new CDMO in North America. Target oph- thalmology startup companies (as part of a long-sales-cycle process) as well as small, medium and big pharma prospects in the launch phase. Manage three key accounts in North America. Yvonne Handel, page 2

Mobile: 585-***-**** • Email: ************@**********.*** • LinkedIn SINGLECARE, Independent Contractor [1/21-Present]…part time Rochester, NY Appointed to interim role working as a 1099 contractor for this provider of prescription discounts redeemable at pharmacies—a pharmacy discount program. Core responsibilities include calling on doc- tors, dentists, veterinarians and other providers to educate each and provide locations with promotional materials. Serve as a liaison to providers and staff. Accepted position during COVID-19 to gain additional experience and keep a foothold in the market while searching for a professional position. PHILRX, Strategic Account Manager [11/2019-5/2020] Rochester, NY Referred for position calling on dermatologists to help launch a specialty pharmacy driven by a technology platform. Implemented a software as a service (SaaS) product designed to save patients on prescription drugs and facilitate prior authorizations. Developed the target market, pitched and presented solutions to prospects, and closed sales to high-value practices in short order. Position eliminated due to poor business conditions associated with COVID-19.

CONTRACT SALES POSITIONS IN DERMATOLOGY WHILE IN JOB SEARCH MODE [1/18-10/19] Helped market CBD products for a local company. Assisted another in the launch of a medical device in the dermatology market—implementing buy and bill. Completed assignment, accepted specialty pharma position. PRUGEN PHARMACEUTICALS, Territory Manager [7/2015-8/2017] Rochester, NY Recommended for position marketing a specialty pharmacy to physicians with the goal of reducing out-of- pocket costs for patients—a zero copay program in the dermatology market. Leveraged many long- standing prior relationships in dermatology to helping the company fast track market share growth. Position eliminated in workforce restructuring—a move that preceded the closing of the company. Noteworthy achievement: Captured 16% of the market share in the first year. ACTAVIS PHARMACEUTICALS, Senior Professional Sales Representative [2/2014-7/2015] Recruited for position promoting products to dermatologists in Western New York. Worked with area pharmacies to promote Actavis products. Position displaced with the sale of the company to Allergan. Noteworthy achievement: Delivered at 100% over quota for two different flagship products. INNOVO SPECIALTY COMPOUNDING SOLUTIONS, Specialty Sales Consultant [10/2013-2/2014] Recruited by former manager to develop a presence for the company in Rochester as well as educate providers on the use of and marketing of specialty compound products for the treatment of pain and wound care. Company discontinued operations due to the failure to earn formulary status. FERRING PHARMACEUTICALS, Senior Territory Sales Consultant [9/2012-10/2013] Rochester, NY Recruited for position promoting a first-in-class product to OB/GYN physicians. Created demand and developed new market applications. Left to follow former manager to opportunity requiring less travel. Noteworthy achievement: Launched a new bowel preparation product to gastroenterologists. AMYLIN PHARMACEUTICAL, Senior Territory Manager [4/2005-5/2009] Phoenix, AZ/Rochester, NY Recruited by a former competitor. Launched first-in-class medications for diabetic patients. Trained Certified Diabetes Educators, nurses and medical assistants on injectables. Left to relocate closer to family. Noteworthy achievement: Ranked #5 out of 125 in the region for sales. Earned Amylin Elite 2007. PFIZER INC. (Pharmacia) [10/1999-4/2005] Phoenix, AZ Cardiovascular Health Care Specialist [5/2003-4/2005] Assigned to important metropolitan geography (372 physicians) to increase market share for Caduet, Inspra, Lipitor, Norvasc and Viagra. Ranked #1 out of 12 in the district. Winner’s Circle Award 2004. Endocrine Care Sales Specialist [7/2002-5/2003] • Female Health Specialist [10/1999-7/2002] Noteworthy achievement: Ranked #4 nationally & #2 regionally for Somavert sales in 2003. Achieved 150% of goal for Genotropin.

Early Career History

PARKE-DAVIS, Sales Consultant [10/1997-10/1999] Rochester, NY WYETH-AYERST, Female Health Specialist [9/1993-10/1997] Rochester, NY Education

Rochester Institute of Technology, Bachelor of Science, Marketing

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