Sales Manager

LAURA M. NEY

**** ******* ****, ********, ** ****1

(C) 614-***-**** • *****@*******.***

Career Profile:

Achievement driven sales leader and account manager with multiple years of experience of increasing responsibility in sales management and clinical specialty sales. Adept at creating and implementing strategic business plans. Talent for working collaboratively with a wide array of physicians, medical personnel, hospitals, and medical centers. Track record of recruiting, training, and leading top-performing sales teams.

Specific areas of expertise include:

• New Product Launches • Strategic Plan Development • Flawless Execution • Start-ups & Turnarounds • Key Account Management • Change Management • Strategic Partnerships • Talent Development & Retention • Client Relations • Contract Sales Management • KOL Development • Performance Management • Hospital & Institutional • Specialty Sales • Managed Care • Training, Coaching & Mentoring • New Business Development • Turn-Around Representatives • Long Term Care

PROFESSIONAL EXPERIENCE:

Novartis Pharmaceuticals Corporation – East Hanover, NJ 4/91 – Present

Global multibillion-dollar healthcare firm focused on pharmaceuticals, vaccines, generics, & more.

Senior Portfolio Manager 1/99 –Present

Areas covered: Columbus, Cincinnati, Dayton, Zanesville, Chillicothe, Portsmouth, Mansfield, Youngstown, Lima, Marion, Cambridge, and Springfield, OH.

Lead team of 12-14 Primary Care and Specialty Sales Representatives in driving sales of eleven primary care and specialty products in state of Ohio, a $13M district unit. Develop strategies; establish and communicate clear goals to propel execution, and manage P&L accordingly. Planned and executed product launches. Educated top-tier physicians on product benefits utilizing clinical data and medical research. Promoted products in institutional (Ohio State) and managed care markets. Performed account management functions in long-term care facilities, infusion centers and large physician groups, i.e. COPC, MCO. Selected by numerous management development candidates to serve on their development team.

Therapeutic areas include: Internal Medicine, Urology, Cardiology, Endocrinology, Rheumatology, Obstetrics & Gynecology, Gastroenterology, Orthopedic Surgery, Podiatry, Nephrology, Infectious Disease, Dermatology, Neurology, and Psychiatry.

Recruited, hired, & developed over 24 Sales Representatives during course of career. (New Divisions)

Partnered with Cross Cultural Marketing on faith-based initiative through Columbus Hospital organization in Columbus, where 500+ people were screened for hypertension; and brand awareness was heightened

National & Regional Tactical Team member over the course of 12 years for Miacalcin, Zelnorm, Tekturna, and Exforge/HCT

2010, First year of eligibility, attained Master Club Award which represents top 5% of all managers at all levels within organization for achieving significant success in employee development and business results.

National Launch Contests Won: 1997:Diovan, 2002:Zelnorm, 2009:Exforge/HCT, 2011:Tekamlo/AMT, as well as over a dozen other sales and launch contests

2001, District Manager of the Year

2002, District Manager of the Year

2002, Impact Leadership Award

2003, Top Volume Zelnorm District in Nation (92 districts)

2005, District Manager of the Year-Top Growth District

2005, Nominated into the Cincinnati Region Hall of Fame (Superior Results)

Laura M. Ney – Page 2 (C) 614-***-**** • *****@*******.***

2006, Finished 4 /92 districts during Zelnorm launch and Lotrel promotion

2006, Impact Leadership Award

2009, After 30% downsizing and restructure, grew new district sales ranking from 53/58 to 28/58 in nine months in restrictive managed Medicaid market

2010, Finished 103% Goal Attainment (12/62 districts)

2011, After 45% downsizing and restructure, grew new district sales ranking from 28/58 to 14/58 within nine months (Maintained #1 ranking for Cardiovascular Portfolio in Region for entire year).

Cardiovascular Executive Sales Consultant Cincinnati/Dayton 2/97-12/98

Therapeutic areas included: Cardiology, Nephrology, and Endocrinology; Launched Diovan & Lotrel

1997, National President’s Club

Hospital Specialist/ Account Manager, Academic, & VA Accounts 8/92 – 2/97

Responsible for 17 teaching institutions including; Dayton VA Medical Center, Christ Hospital, Jewish Hospital, University of Cincinnati Medical Center, Children’s Hospital Cincinnati, Miami Valley, Good Samaritan, Bethesda Base, Group Health Associates and Wright Patterson Air Force Base.

Collaborated with field sales and management for pull through efforts. Developed Key Opinion Leaders for all promoted products which resulted in utilization of speakers by local sales representatives to educate local physician community. Collaborated with local management team and local sales representatives to support promotional program execution by securing speakers and national thought leaders for local market. Transitioned all residents in the Cincinnati and Dayton market to local primary care representatives.

Therapeutic areas included: Obstetrics & Gynecology, Neurology, Neurosurgery, Internal Medicine, Cardiology, Rheumatology, Orthopedic Surgery, Emergency Medicine, Oral Surgery, Psychiatry, Nephrology, Endocrinology, P&T Members, Heads of Departments, Chief Residents, and Departments Pharmacy.

Secured formulary availability for Lotensin (Hypertension) at University of Cincinnati Medical Center, Dayton VA Hospital, Christ Hospital, Miami Valley Hospital, Good Samaritan Hospital in Cincinnati & Dayton and Habitrol (Smoking Cessation) at Wright Patterson Air Force Base.

1993, National President’s Club

1994, Finished year ranked in the top 20% for product portfolio sales in territory.

1996, Achieved 100% of goal attainment covering field territory and hospital territory during colleague leave of absence.

Territory Representative 4/91-8/92

Therapeutic areas included: Internal Medicine, Obstetrics & Gynecology, Orthopedic Surgery, Rheumatology, Cardiology, Endocrinology and Nephrology ( Northern & Central Kentucky)

Promoted Lotensin (Hypertension), Estraderm (Osteoporosis), Voltaren (RA & OA)

1991 & 1992 National Circle of Merit Awards

Allergan Pharmaceuticals 5/89-4/91

Territory Manager

Called on Private Practicing & Academic Ophthalmologists in Cincinnati, Dayton, Lexington & Louisville

1990, President’s Club- #1 Ranking in Nation (Glaucoma Portfolio)

Laura M. Ney – Page 3 (C) 614-***-**** • *****@*******.***

Lanier Voice Products 8/87-3/89

Sales Representative

Sold telephone systems, fax machines and dictating equipment to the medical and legal professions in Greater Cincinnati area.

100% Commission sales

EDUCATION:

MBA, Business/Marketing, Capital University – Columbus, OH

Grade: 3.8/4.0

2005-2008

BS, Marketing, Miami University – Oxford, OH

Minor in Decision Sciences

Grade: 3.0/4.0

1983-1987

Delta Delta Delta Sorority- Pledge Class President, Social Chairman

Tennis Club (four years)

Pi Sigma Epsilon-Marketing Fraternity

Miami University Student Foundation (MUSEF)

Worked part time for SDS pizza delivery (made pizzas)

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