District Manager Sales Leadership

Sales Leadership Specialty Healthcare Innovation & Strategy

Accomplished and results-driven professional with 20 years of demonstrated success leading high-performing teams and driving sales within specialized healthcare sectors, including oncology and biologics. Proven ability to navigate complex sales environments, consistently exceeding sales targets and garnering industry recognition. Dynamic leader who can easily empower teams and cultivate lasting value-based partnerships. Passionate about fostering positive team cultures, delivering operational excellence, achieving business growth, and contributing to organizational success in competitive healthcare landscapes.

Proven Sales Leadership: Demonstrated a track record working 15+ years for UCB, driving sales results across multiple specialties and markets, including Rheumatology, Gastroenterology, clinics, hospitals, and academic businesses

Team Development & Empowerment: Oversaw entire employee lifecycle of a high-performing Clinical Account Specialist team from hiring and onboarding to training and succession planning, promoting several team members into leadership roles

Contact Management & Growth: Adept at overseeing 400+ stakeholders simultaneously as a District Manager, developing and executing business plans tailored to large-volume strategic accounts and navigating intricate healthcare landscapes

Awards & Recognitions: Achieved consistent recognition throughout various roles, including the prestigious SPOT award, five President’s Club achievements, three District of the Year awards, four Top Performer awards, and multiple Pinnacle wins

Successful Product Launches: Spearheaded various launches throughout career, including successful launch of CIMZIA for Rheumatoid Arthritis in 2009, followed by the triumphant introduction of Psoriatic Arthritis and Ankylosing Spondylitis in 2013

Strategic Innovation Leadership: Selected as one of three pioneers in UCB’s newly created Innovation and Strategy team, entrusted with a $10M budget to collaborate with leading hospital systems nationwide, including Mt. Sinai and Cedars Sinai

UCB AUG 2008 – OCT 2023

Advanced through a progressive 15-year tenure, starting as a Clinical Account Specialist before receiving various promotions, contributing to business growth and developing a broad skill set within the dynamic field of immunology and specialty healthcare

Immunology Specialty District Manager Mar 2020 – Oct 2023

Oversaw a team of eight Clinical Account Specialists (CAS) in specialty pharmaceutical sales, overseeing $10M+ in annual revenue

Executed total office calls, achieving comprehensive coverage and fostering strong relationships; cultivated a positive and inclusive team culture, driving results and earning recognition for achieving 2nd place in sales growth within the first year

Led CAS team in focused engagement with Rheumatologists, interfacing with 50 key stakeholders per territory, including MDs, PAs, NPs, RNs, and office personnel; scaled team’s client base with new product writers, increasing both breadth and depth

Successfully hired and onboarded diverse candidates, with two recipients winning the Pinnacle Trip within their first two years; consistently exceeded sales quotas, achieving 110% in FY2022 and 100% in FY2023, 4% higher than the national average

Developed resource utilization strategies, optimizing peer-to-peer programs, samples, patient assistance programs, and digital transformation; managed travel and entertainment budget effectively, maximizing impact on sales and team efficiency

Promoted a culture of growth and development, resulting in three CAS team members advancing to leadership roles; maintained high employee retention rates within the team, contributing to a stable and productive work environment

Innovation & Strategy Lead Jan 2018 – Mar 2020

Selected to spearhead strategic initiatives for a brand new role, helping to pioneer and establish the critical role from conception

Managed a $10M budget, allocating resources efficiently to drive innovative projects and initiatives; fostered collaborations with top-tier healthcare systems nationwide, including Mt. Sinai in NYC, Cedars Sinai in CA, and Partners Health in Boston

Developed and implemented innovative strategies to enhance organizational processes, drive efficiency, and improve patient outcomes; lead cross-functional teams in the ideation, development, and execution of initiatives, ensuring alignment with goals

Built and nurtured strategic partnerships with external entities, driving the company’s position as an industry leader; evaluated emerging technologies and trends, providing strategic insights to executives for informed decision-making

Kimberly Cosulich Page 2

Regional Partnership Lead, Ecosystems Solutions & Access UCB Jan 2016 – Jan 2018

Elevated customer engagement to drive collaborative solutions enhancing patient experience, population health, and outcomes across ecosystem stakeholders; devised strategic plans for 12 key national accounts, spearheading cross-functional PVT meetings

District Manager, Central Region, Clinical Nurse Educator Team UCB Jan 2015 – Jan 2016

Led and managed a dynamic team of six Clinical Nurse Educators responsible for the national promotion and clinical support of CIMZIA across indications such as Rheumatoid Arthritis, Psoriatic Arthritis, Ankylosing Spondylitis, and Crohn’s Disease

Strategic Account Lead UCB Jan 2013 – Jan 2015

Managed strategic accounts across three states totaling $20M+ in CIMZIA sales annually and ranking #1 in 2014 for volume and growth; partnered with matrix team to develop and execute large strategy implementation to boost patient access to CIMZIA

Clinical Account Specialist UCB Aug 2008 – Jan 2013

Demonstrated expertise in Buy and Bill marketplace, encompassing proficiency in ASP, CMS, CPT, DRG, and ICD-9 codes, coupled with an understanding of Contracting and Specialty Pharmacy Distribution for self-injectable and Buy-and-Bill biologics

Ortho Biotech Oncology Territory Manager Johnson & Johnson Jan 2002 – Aug 2008

Headed $12M institutional-based territory in Baltimore, driving sales in Oncology for PROCRIT in large hospital systems, physician clinics, and infusion centers; developed cost analysis tools to profile key accounts and identify opportunities for product positioning

Bachelor of Science: International Business & English (dual major) Fairfield University 2001

Immunology Scientific Training UCB 2023

Emerging Leader Program 2015

SPOT Award 2016

President’s Club Awards 2006, 2007, 2008, 2011, 2014, 2016

Top Performer Awards 2013, 2014, 2015, 2016

Peer Award 2014

District of the Year Awards 2011, 2012, 2013

Mentor UCBMentorship 2021 – 2023

Co-Chair (Product Launch) Incentive Compensation 2021 – 2023

Member & Fundraiser (Outreach Programs) Women in Leadership 2010 – 2023

Member HBA Healthcare Business Association 2010 – 2023

Chair Member New Jersey Arthritis Foundation 2009 – 2012

Various CRM Systems Microsoft Excel Microsoft PowerPoint Microsoft Word

Kimberly Cosulich

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