Professional Sales Representative/ Account Manager
Resume:
Ira Lipson
Aberdeen, NJ 07747 ********@***.***
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SENIOR PHARMACEUTICAL REPRESENTATIVE WITH INSTITUTIONAL EXPERIENCE
Extensive experience in sales within the pharmaceutical industry. Successful senior sales representative with an outstanding record and proven ability to increase sales. Selected to interface with and develop key opinion leaders. Calling on a broad range of physician specialties, hospitals, and HMO clientele.
Institutional focus Service oriented
Leadership Formulary process
Vendormate credentialed Opinion Leader development
Certified Medical Representative graduate Able to relocate
Experience
Abbott Laboratories/Kos Pharmaceuticals, Inc. 1998 to present
Senior Sales Representative CSS, Manhattan and The Bronx- March 2007 to present
Promote Niaspan, Tricor, Trilipix, Simcor and Advicor to Cardiologists and Endocrinologists based in private practice and hospitals.
Utilize relationships established with opinion leaders to help educate physicians about Abbott cholesterol products.
• Rank progressed to #2 in the region in Dececember 2010 by implementing a new business strategy.
• April 2010 appointed Hybrid Hospital representative. Worked with Regional Manager to obtain formulary status for Niaspan at NYU. Also covered Beth Israel Medical Center. Was selected to mentor representatives on hospital sales. Developed KOL’s throughout the healthcare continuum including physicians, pharmacists, cardiology fellows, dieticians, nurses, and nurse practitioners.
• Worked with Managed Care manager to obtain Simcor placement on HIP and GHI formulary 2008. through leveraging KOL relationships.
• Collaborated with Primary Care district manager to devise strategy to help penetrate the second largest volume zip code in the region.
• Ranked #1 in the nation for Tricor for June, August, September, and October in 2008.
• Ranked #2 in the nation for Tricor, July 2008..
• May 2007, awarded All Star recognition for 2006
• Achieved All Star ranking of 5 out of 68.
• Selected to attend 2008 ACC meeting in Chicago.
• Participated in the Advicor draft sales aid field testing.
Senior Cardiovascular Specialist- South Manhattan 2006 to 2007
• Medallion Club 2006
• Progressed from top 30% to top 6% during 2006.
District Account Representative- New York City District 2001 to 2006
• Worked Health and Hospitals Corporation (HHC) to develop opportunities for business and speaker development.
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• Spearheaded the pull through efforts for contracts with HIP. Developed strategy with district manager. Coordinated activities with 17 territory managers from 2 districts. Analyzed data for HIP targets and track performance. Developed and deployed speakers within HIP. Developed presentations on HIP.
Achievements
• Won formulary status for Niaspan at Queens Hospital Center in 2001.
• Won formulary status for Niaspan at New York Hospital Queens in 2002.
• Led the HIP effort to a combined 10% market share by December 2003.
• Played a major role in having the New York district be the recipient of the 2003 most improved district of the year award.
• Was selected to address the general session at the January 2004 National Sales Meeting to discuss the success of the HIP initiative.
• Based on Kos rebate claims data, HIP has shown an increase in Advicor and Niaspan from Q4 2003 to Q4 2004 respectively of 52% and 25%.
District Manager- New York City District 2000 to 2001
Dealt with a challenging state of affairs. Many members of the district had performance and work ethic issues. My role was to develop territory managers who demonstrated ambition, move the remaining territory managers to resignation or termination, and to hire replacements.
Achievements
• Received an “Outstanding” for Technical Skills and on 2000 annual appraisal.
Specialty Account Executive-New York City area 1999 to 2000
• Launch Niaspan, Mavik, andTarka to teaching hospitals and opinion leaders. Specific areas of coverage include endocrinology and cardiology fellows, lipid clinics, KOL’s, pharmacists, nurse practitioners, and physician assistants. Hospitals include Columbia Presbyterian, New York Presbyterian, Mount Sinai, NYU, Stony Brook, Manhattan VA, Bronx VA, Brooklyn VA, East Orange VA, and Northport VA.
• Develop opinion leaders as advocates and participants for and with Kos and its products which since entering this position include Niaspan for lipids and Mavik/Tarka for hypertension and CHF post MI.
Coordinated these opinion leaders for speaking programs with territory managers.
• Executed pull through activities for the Niaspan contract with the VA national formulary. Responsibilities for 5 VA sites plus associated teaching hospitals.
• Established successful relationships including speaker development and deployment with various lipid/hypertension opinion leaders.
• Conducted three opinion leader meetings at Kos headquarters in Miami.
• Achieved formulary status for Niaspan at 5 VA hospitals.
• Chosen to represent Kos at national conventions including AHA November 1999 at Atlanta and ACC March 2000 at Anaheim.
• Awarded “2000 National Sales Meeting Achievement Outstanding Sales Achievement”.
Territory manager-January 1998 to May 1999.
• Develop new Niaspan prescribers within cardiology, endocrinology, and internal medicine in New Jersey.
• Led a paradigm shift in cholesterol treatment from a sole focus on LDL to the inclusion of HDL in a market dominated by LDL focused drugs.
• Achieved success through penetrating an environment of limited access physicians through conducting frequent displays and breakfasts at St. Barnabas, Morristown Memorial, St. Clare’s Dover, St. Clare’s Denville, and Somerset Medical Center. Focused on cardiac catheterization labs.
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• Finished in the top 15% for sales volume June, September, October, and December of 1998.
• Awarded “1999 National Sales Meeting Rookie Award”
• Promoted to Specialty Account Executive in May, 1999.
Interneuron Pharmaceuticals, Lexington, Ma., 1996 to 1998
Medical Representative
• Achieved the top 16% for Redux market share in 1996.
• Developed a paradigm shift in how endocrinologists treat Type 2 diabetes through the treatment of obesity with Redux, an anorectic agent.
• Built a territory of institutional, office based, and hospital clientele from the ground up.
• Established Interneuron Pharmaceuticals as an key participant in the endocrine, cardiology, female healthcare, and bariatric markets.
Berlex Laboratories, Wayne, NJ 1990 to 1996
Senior Sales Consultant
• Sell Multiple Sclerosis medication, oncology products, cardiac antiarrhythmics, oral contraceptives to hospitals,.OBGYN’s, cardiologists, electrophysiologists, neurologists, and oncologists..
• Promoted to Senior Sales Consultant in 1994.
• Obtained top 7% of market share for oral contraceptives 1991 and 1992. Obtained 14% increase in 1992.
• Finished in the top 20% for Betapace in 1993. Achieved 184% of quota in the same year.
• In 1994, started at 92% of quota and finished with 114% of quota.
• Attained 131% of quota for Fludara in 1995.
Awards
Chosen as District Sales Representative of the Year, 1992 and 1994.
Winner of trip to Europe, 1991, 1992, 1993.
Education
State University of New York at Albany, Albany, NY
BA, Psychology Minor in Biology
Certified Medical Representative Institute. Graduate
Achieved certificate for concentration area in Business in Healthcare
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