LANCE HERNDON

C.937-***-**** • adyfu5@r.postjobfree.com • https://www.linkedin.com/in/lance-herndon-60252a114/

Pharmaceutical, Medical Device, Executive Sales Specialist

Innovative, award-winning sales professional with 23+ years of experience offering outstanding experience and accomplishments in account management, pharmaceutical, or biologic sales. Maintain strong professional relationships with customers, retail, and distribution partners to achieve sales objectives while exceeding quotas and diligently pursuing and converting new prospects to enhance revenue. Utilize sales technologies, software, and CRM data to identify, analyze, and capitalize on leads, opportunities, and sales funnels, in addition to identifying emerging market trends and revenue opportunities.

Key Accomplishments:

Achieved significant market share growth for many blockbuster drugs, like Advair, Breo, Anoro. Recently Trelegy and Nucala, contributing to a revenue increase from 4 billion to 5.1 billion in 2022 for the Elipta portfolio.

Consistently achieved outstanding results, recognized in Glaxosmithkline winners' circle in 2007, 2008, 2011, 2012, 2014, and 2022.

Retained excellent client satisfaction ratings through exceptional service delivery, achieving the winner circle in 2007 and 2008.

Consistently achieved high sales performance, earning recognition in the Verizon President's Cabinet and Winner's Circle for multiple years (2003, 2004, 2005, 2006), surpassing 95% of metrics and achieving high data and contract add-ons.

Core Competencies:

Contract Management Market Development Customer Centric Strategies Product Launches/Promotions Account Management Technology/Device Training Pharmaceutical Sales Product Launch Sales Effectiveness Sales Operations Sales Management Business-to-Business (B2B) Business Development Continuous Improvement Customer Relationship Management (CRM) Marketing

Professional Experience

GLAXOSMITHKLINE Cape Coral, FL 2014 – 2023

Respiratory Specialty Senior Executive Sales Representative

Coordinated implementation of HAM and KO within hospital context, along with Long Term Care Organizations and GSK key stakeholders, such as PPV Account Directors, P and T members, and Nursing Home Directors.

Educated vital opinion leaders about GSK products for formulary recommendation agreements through coordination with Managed Medicaid Market, enabling quality patient care.

Developed process for delivering GSK360 training to multiple districts in Atlanta as part of GSK360 rollout, developing procedures for creating records, adding people to accounts, and utilizing the settings within GSK360 for smoother data processing.

Key Accomplishments

Successfully completed the Regional Development position, assuming multiple champion roles, a peer educator role, and an official job shadow trainer.

Developed and executed strategic business plans and tactical strategies, leading to the successful launch of three blockbuster drugs: Breo, Anoro, Trelegy, and Nucala.

Demonstrated adaptability in a rapidly changing environment, consistently ranking in the top 20% nationally and top 10% regionally for the elipta portfolio product launches.

Implemented a pilot program to train sales representatives and enhance growth and development for regional and district positions.

Initiated national programs by utilizing local and national KOLs based on solid relationships with previous and current healthcare providers, achieving top KOL usage in the region.

Neuroscience Specialty Senior Executive Sales Representative 2010 – 2014

Oversaw Dayton Area Neurologists and managed top Family Practice and Internal Medicine groups, exceeding objectives and generating new business in key markets.

Increased revenue through strategic thinking and account planning, exceeding corporate market goals for territory by changing strategic planning based on the customer engagement framework, integrating and applying business acumen.

Assisted Med Center Solutions Partners to increase patient compliance with appropriate therapies, getting Advair on the hospital formulary to improve patient access to Advair in Continuum of Care from hospital to community, working with MCS and Matrix counterparts.

Protected top-priority accounts by utilizing effective sales and marketing techniques and recognizing compound problems that affected upper-level management and business initiatives.

Key Accomplishments

Promoted to Senior Sales Representative in 2010 and further promoted to Senior Executive Sales Representative in 2013.

Maintained a top-ranking position in the nation's top 20% and the region's top 10% for sales performance.

Successfully developed and promoted over 13 individual programs/teleconferences targeting Key Opinion Leaders (KOLs) within a single week multiple times leveraging my relationship in order to plan and execute succecfully.

Cultivated strong business relationships with prospects, securing support from the P & T Committee for the existing portfolio of accounts.

Recognized for the successful launch of Horizant in Dayton and continued focus on driving Treximet growth.

Respiratory Sales Representative 2006 – 2010

Improved sales presentations by comprehensively understanding products, services, and competitors.

Created buy-in and ways of breaking down silos through one-on-one conversations and aligning IPO with Business Improvement Specialists across GSK Enterprises in Ohio.

Maintained strong relationships with clients and teammates through frequent contact and transparent communication to promote long-term growth.

Implemented complete sales cycle processing from initial lead generation through conversion and closing.

Key Accomplishments;

Supervised Dayton/Springfield Area Specialists in Urology, Allergy, Pulmonology, Internal Medicine, and Family Practice.

Retained excellent client satisfaction ratings through exceptional service delivery, achieving share grwoth and change. Consistently capitilizing on ROI. (return on investment)

Launched Veramyst successfully and spearheaded growth, gaining early adopters from two large allergist practices.

Developed business unit by calling on critical customers consistently and established key operational leaders who moved into the territory before starting in practice.

Achieved P & T Committee support for products and worked with the National Managed Medicare Department to gain access to formulary.

Earlier Work Experience

Senior Sales Representative • Verizon, Dayton, OH -Winner circle and presidents club 2003, 2004, 2005,2006

Education

Bachelor of Science, Health and Physical Education (GPA: 3.1/4.0) • Wright State University

Specialized Sales Skills

Extensive experience with salesforce software, leveraging its functionalities for efficient sales management and customer relationship management.

Highly skilled in Veeva, utilizing its features to optimize sales operations and track customer interactions.

Proficient in various outbound call management software, effectively managing outbound calling campaigns and maximizing productivity.

Technical Skills

Google Apps: Drive, Meet, Docs, Sheets, Slides, Form Microsoft Office Suite: Word, Excel, PowerPoint, Outlook, Teams

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