Sales Manager
Resume:
Theresa Loughrey
Mobile Phone: 267-***-****
E-mail: **********@*****.***
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OBJECTIVE
Seeking a position that utilizes all of my skills to their highest level
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WORK EXPERIENCE
Manager of Sales Operations
December 2007 - present
ViroPharma, Incorporated | Exton, PA
Biotechnology/Pharmaceuticals
Ensure sales operations are in compliance with Pharmaceutical Industry and Regulatory sales and marketing practices. Participate in the development of sales forecast quarterly and annually using a bottom-up build methodology. Develop and maintain detailed sales force expense budget Work with Vice President of Sales to develop monthly, quarterly and annual business reviews Process and analyze sales data reports providing detailed and top-line outcome information to commercial team members Prepare ad-hoc reports as needed by the commercial team by extracting and analyzing data, drawing conclusions where appropriate and presenting findings in a clear & concise manner Properly track and manage the incentive plan using all data sources available to accurately reflect performance versus target Manage the budget for the Sales and Corporate Account Director teams Meeting Planning and Execution including Location/Budget/Execution/Content. Work with internal and external resource to optimize sales force territories for optimal effectiveness from field based resources. Develop methodology for compensation programs that align to marketing strategies and tactics. Participate as needed in business development activities for new product acquisition. Participate in the development of strategic planning process for marketed brands. Develop and implement sales training programs to maximize the efficiency of the sales organization. Work with IT to implement necessary changes to applications systems to enhance reporting capabilities. Work closely with IT to develop, test and implement SFA applications. Provide ongoing training for the sales organization on the SFA tool. Vendor Management for IMS, Verispan, HMS.
Marketing Research Strategist
January 2007 - December 2007
ViroPharma, Inc. | Exton, PA
Biotechnology/Pharmaceuticals
In charge of Marketing Research Programs both Quantitative, and Qualitative primary and secondary analysis for the company’s main product as well as supported Business development in researching possible new therapeutic classes. Utilized IMS data, Verispan Data, Premier Hospital Data as well as researched various other vendors for patient level data as well as competitive intelligence data.
Client Service Manager
January 2006 - January 2007
MediMedia, Inc. | Yardley, PA
Biotechnology/Pharmaceuticals
Supported the top 10 US Pharmaceutical Companies in their Formulary data needs. Trained users on the use of the formulary data; created monthly and quarterly reports for all clients’ products and their tier status for various Managed Care Formularies. Assisted clients with explanations on Medicare Part D CMS data.
Sr. Business Analyst
August 2000 - January 2006
AstraZeneca Pharmaceuticals, LP | Wilmington, DE
Biotechnology/Pharmaceuticals
Test, implement, and update new and existing software for Marketing Research. In charge of training sessions on various applications, as well as, developing training materials, for Sales Analytics, Marketing Research, and Managed Markets Insights. Work with IMS Account Managers, Verispan Account Managers as well as NDC Account Managers to review and discuss new applications, upgrading existing applications, and data issues. Developed and budgeted for new applications, and upgrades to existing applications and data. Involved in accessing current business processes and updating those processes to meet specific needs of the department. In charge of managing and training summer interns. Designed manuals for all in-house applications including a newly developed Competitive Intelligence application used for gathering and disseminating competitive information to the field.
Sr. Sales Force Automation Specialist
August 1997 - August 2000
Wyeth-Ayerst Laboratories | Collegeville, PA
In charge of realignment issues for entire US Sales Force. Maintain Therapeutic file used by data vendors
Develop new reports utilized by field force. Aid in training of new sales representatives on various computer systems. Liaison between IMS ST Division and Wyeth-Ayerst for several representative data issues. Work with IMS Account Manager to create additional reports for current SFA system. Utilize MS Project as well as Excel, Access and Word on the Windows NT System. Train Sales Representatives on updated system environments. Manager Operations division of SFA with two reports.
Specials Data Analyst
February 1992 - August 1997
IMS America | Plymouth Meeting PA
Utilized several data retrieval languages to gain access to databases for the purpose of uncovering data for Situation Analysis. In charge of IPS Regional data reports using the HP Mainframe and networking system to gain value of sales initiatives. Proposals and analysis of all data using the HP Vectra, HP and Mainframe to clearly see changes in existing pharmaceutical markets, as well as possible trends toward new markets. Logged and downloaded patient-level data received from physicians via Excel, Borland C++, FTP, and TELNET for purposes of coding and analyzing. Diagnosis and medications related to specific Diagnoses. Aided in Prescription and ICD-9 coding. Quality controlled all information keyed by temporary staff for accuracy and
Call Reporting Statistical Analyst
January 1988 - February 1992
Rhone-Poulenc Rorer | Collegeville PA
Analyzed Sales Force detailing data for Bonus purposes and for marketing strategies; designed and implemented new policies and procedures manual for the utilization of the analyzed data for the sales force; trained sales professional on the use of their reports.
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EDUCATION
Some College Coursework Completed,
Graduate from Delaware Valley College BS Business Administration (May 2012)
Lansdale School of Business | Lansdale, PA
Associates Degree in Computer Science
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SKILLS
Microsoft Word Expert
Microsoft Excel Expert
Microsoft Access Intermediate
Microsoft Powerpoint Expert
Brio Beginner
Dataview Expert
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REFERENCES
Vincenza Krikorian
Director of IT- ViroPharma, Incorporated
Professional
********.*********@**********.***
Kirstie Hilty
HAE Sales Specialist – ViroPharma, Incorporated
Professional
*******.*****@**********.***
Karen Beck
Human Resource Manager – Ametek
Friend
*****.****@******.***
Len Marcinek
Manager Credit/Collections IMS America
Professional
Christopher Alizio
QA Manager QVC
*******@***.***
Professional
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