Sales Operations Account Management
Resume:
Suzy Fleming, MBA
Director of Sales
************@*****.*** • 240-***-****
http://www.linkedin.com/in/suzyfleming
Senior leader experienced in establishing and directing strategic sales initiatives, market expansion, and operational excellence: Start- up to Fortune 100 companies
Seven product (7) launches with successful market penetration: orphan drugs, devices, and rare/ultra-rare product lines. Adeptly aligned sales operations with corporate objectives, enhancing sales performance, expanding global reach, and increasing shareholder/corporate value(s). Led KOL relationships and initiatives. Skilled in negotiating multi-million-dollar contracts across disparate disciplines Areas of Expertise
Key Account Management
Infusion
Rare/Ultra Rare Disease
Product Launch and Positioning
Pricing, Planning, and Implementation
Strategies
Buy & Bill
Hospital Engagement
KOL Development & Engagement
Cross-Functional Development
IDN, Hospital, GPO, and Cancer
Centers
Contract negotiations
Key Career Highlights
Increased revenue by $130MM: U.S. & European markets, driving a 55% increase in product monetization via Sales/KOL partnerships. Managed large & small sales teams, national, regional & local in scope, including cross- departmental personnel: Marketing, and MSLs’
Highly effective at recruiting and training employees, leading to high retention
Specialized expertise in Oncology (12+ Years), Urology/OB-Gyn (17+), Ophthalmology (9+), Pain Management, Allergy/ Immunology (9+), and Infectious Disease (11+), driving significant advancements in complex and disparate therapeutic areas
Extensive experience working with Infusion Centers, Nephrologists, Neurologists, Neuro-Oncologists, Maternal-Fetal Specialists, Perfusion/ Cardiothoracic Surgeons, Infusionists, and Dialysis Centers
Implemented market access strategies for assigned accounts (IDN, HS, and Dedicated Cancer Centers)
Facilitated introductions to medical affairs team members to the Health Economic Outcome Research (HEOR)
Multiple product launch experiences, including one from conception to launch
Supported patient access and field reimbursement for all products and all account management
Collaborated with department heads to implement product/corporate strategies
SOP Development and Implementation Support
Led and conducted regular reviews with inter-departmental teams Page 2 2
Professional Experience
Leadiant Biosciences, Rockville, MD
Director of Sales
2015 — 2024
Led a high-performing national sales force focused on multiple distinct drugs, including three with orphan status. Developed and implemented innovative strategies for existing products and pipeline drugs, collaborating daily with CEO and each department head. Enacted soft launch plans for product re-introduction, including Oncology, Nephrology, Ophthalmology, Infectious Disease, and Immunology.
Unprecedented growth for each product through sales-driven market analysis: positioning vs. competitive sets, strategic pricing adaptation, negotiations *Negotiated corporate account contracts nationwide
• Key societal organization liaison (ASCO, AAO, AUA)
• Led KOL US and EU outreach *Assisted in the development of a white paper in the Oncology space
• Created and developed Oncology Advisory Board * Product Pricing Committee Chair; WAC, ASP, and Commercial
• Oversaw all field reimbursement * Implemented market access strategies for IDNs, Hospital Systems, and GPOs.
rEVO Biologics, Framingham, MA
Senior Account Manager
2013— 2015
U.S. start- up specializing in recombinant orphan drugs for rare diseases. Worked directly with executive leadership to develop strategic partnerships and expand international distribution channels, significantly influencing sales team strategy and revenue growth during critical expansion phases
$4MM in revenue, 90% increase
Developed newly formed relationships: Perfusionist and Cardio-Thoracic Surgeons, Maternal-Fetal Physicians
Secured multi-million-dollar contracts with major hospital systems
Pharmacy and Therapeutics (P&T) reviews to aid in ENDO Pharmaceuticals, Chadds Ford, PA 2006-2012
District Sales Manager
Urology & Oncology drugs & devices
Exceeded corporate Territorial revenue goals, achieving $8.4M in revenue, 31% annualized growth
Served as the sales liaison for introducing a new product launch in the Urology/Oncology community. worked closely with: the CEO, National Sales Director, marketing teams, district sales managers, and sales representatives to optimize launch success
INDEVUS PHARMACEUTICALS, Waltham, MA 2004-2006
District Manager
Urology start-up. Increased territory revenue by 128% annually and was promoted to District Manager. Led a team of 10 representatives
Education
Master of Business Administration (MBA), Executive Pharmaceutical Marketing Saint Joseph University, Philadelphia, PA
Bachelor of Science (BS), Education Secondary Education, (MS) University of Tennessee, Knoxville, Tn
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