Manager Sales

Teresa Callands Hargrave

***** ****** ***** ***** ****: 301-***-****

Sandy Spring, Md 20860 Cell Ph: 240-***-****

Email: *************@*******.*** VM: 800-***-**** x7746

Summary of Qualifications

• Extensive experience in healthcare industry as a pharmaceutical rep; diagnostics, oncology, cardiology, and internal medicine.

• Extensive pharmaceutical sales experience calling on major academic centers, DOD facilities and large group practices in Washington D.C. & Baltimore.

• Significant training and knowledge of key accounts: IDNs and GPOs.

• Extensive knowledge of HCPCS coding, DRGs, HOPPS for hospital reimbursement and RBRVS for physician practice reimbursement.

• Extensive experience launching new products and gaining formulary approval, most recent launch in 2010.

• Strong collaborative, communication and presentation skills.

• Strong organizational and computer skills; excellent problem solver.

Education

Boston University-

Master of Science, Business Administration

University of Virginia-

Bachelor of Arts, Sociology

Biology, 30 hours

Professional Experience

Lantheus Medical Imaging 2008- present

(Formerly known as Bristol Myers Squibb Medical Imaging)

Cardiovascular Imaging Territory Manager

(Washington DC, MD, Northern Virginia)

• Conducts market analysis; identify opportunities for conversion and growth of Cardiolite & Definity, cardiac agents and Ablavar, MRA agent.

• Assesses hospital processes regarding patient flow; identify issues which need addressing to ensure successful use of products to improve patient care.

• Provides solutions to address lab needs regarding patient flow and effective use of technical and clinical resources within the department relative to product use.

• Provides reimbursement support/updates for Part A and Part B coverage.

• Fosters solid relationships with C-level executives and diverse staff members to ensure focus is on improving quality of care.

• Assesses hospital needs: recommending/providing appropriate training tools and resources to successfully implement using our products.

• Conducts business analysis presentation for administrators: demonstrating the benefit of appropriate contrast use; cost effectiveness and appropriate use of hospital resources.

• Presents product information to pharmacy professionals and product advocates to obtain formulary approval.

• Coordinate appropriate speaker programs & clinical site visits.

• Develops annual business plans to ensure success.

Bristol-Myers Squibb Company: 1990-2008

Cardiovascular Territory Imaging Manager: 2004-2008

(Washington DC, MD, Northern Virginia)

• Promoted the clinical benefits of Cardiolite, a cardiac imaging tracer, to physicians to improve patient management decisions and outcomes.

• Coordinated technical training and clinical site visits.

• Provided in-services and presentations for nuclear, cardiology and internal medicine staff for continuing education.

• Provided reimbursement information/updates for Part A & Part B coverage.

• Served as assistant District Sales Trainer

Territory Business Manager, Oncology: 2001-2004

(Washington DC, MD Eastern Shore)

• Presented information to oncology professionals regarding clinical utility of Paraplatin and Taxol, chemotherapy agents.

• Coordinated speaker programs to promote clinical utility of products.

• Provided reimbursement support for Medicare Part A & Part B coverage

• Provided patient support as needed: education, informational brochures and information regarding drug assistance.

• Analyzed market conditions and targeted accounts for optimal sales results.

• Developed annual sales forecast based on best projection of market opportunities.

• Developed local key opinion leaders to promote clinical utility of BMS oncology products.

Territory Manager: 1998-2001

(Washington DC, MD, Northern Virginia)

• Responsible for selling Innohep for treatment of DVT and Quadramet, treatment for metastatic bone cancer pain and Verluma for staging of small cell lung cancer.

• Sold benefits of all products to appropriate healthcare providers: oncologists, imagers and internal medicine.

• Provided in-service presentations to educate and train staff regarding the antithrombotic agent and deep vein thrombosis and cancer agents.

• Coordinated speaker programs to promote clinical benefits of diagnostic oncology agents for small cell lung cancer and metastatic bone cancer.

Sr. Cardiovascular Imaging Specialist: 1990-1998

(Washington DC, MD, Northern Virginia)

• Promoted the clinical benefits of Cardiolite for the detection and management of coronary artery disease cardiology professionals.

• Presented clinical information, training and support for nuclear medicine and cardiology professionals for IV Persantine, an agent that mimics exercise for patients who cannot exercise adequately.

• Promoted the clinical benefits of Coumadin, an anticoagulant for the prevention of heart attacks, strokes and clots to healthcare professionals involved in treating those patients.

• Coordinated technical training and clinical site visits for appropriate use.

• Provided in-services and presentations for nuclear, cardiology and internal medicine staff for continuing education.

• Presented information to pharmacy professionals and product advocates to obtain formulary approval.

• Provided Medicare reimbursement support/presentations/updates for Part A and Part B coverage for hospital and private practices.

• Served as District Reimbursement Specialist

PROFESSIONAL DEVELOPMENT

• Nuclear Cardiology for the Technologist, American Society of Nuclear Cardiology, 2003, 2004, 2006

• Nuclear Cardiology and Cardiac CT, ACC/ASNC, 2006, 2007

• Miller Heiman Strategic Selling, 2005, 2006

• Langevin “Train the Trainers 101” workshop, 2007

• “Communication Skills for Successful Management”, 2007

• Shapiro Negotiations Institute: Negotiating with The Power of Nice, Nice vs. Nasty, Listening for Negotiators, 2005, 2006

• American Society Of Echocardiography, 2009

• American Society of Critical Care Physicians, 2010

Accomplishments

• Awarded DBM SPOT award for: Leading Strategically, Building Alignments, Drives Performance, and Energizes Others, 2006, 2007 & 2008.

• National award winner for retention of high profile account strategic to overall success of district and territory sales, 2008.

• National partner distributor award winner, 2007

• Area Business Director STAR award winner, 2008

• Nominated for Leadership Council, 2006: #2 in District, #15 Nation

• BMS Honor Roll 2005, 2006

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