Responsible for leading, developing and coaching a team of Institutional Account Managers. Also, coordinate and facilitate collaboration among marketing, medical and sales team to advance and improve Televancin usage within the region.  Navigate hospital systems to gain access to key decision makers and understand how products are purchased, ordered and administered (i.e. formulary process and reimbursement policies) in targeted institutions/systems.

Responsible for leading a team of Institutional Sales Representatives as well as completing account calls to assigned Hospital Networks and Systems. Also utilize health economic data (HE) to present clinical and economic value to pharmacy directors, key decision makers and individuals responsible for making formulary and contracting decisions. Navigate hospital systems to gain access to key decision makers and understand how products are purchased, ordered and administered (i.e. formulary process and reimbursement policies) in targeted institutions/systems. Discuss pricing and contract terms while understanding how hospitals function as a business to manage profits and losses. Also perform business analyses and coordinates the activities of multiple disciplines to leverage company resources and enhance partnerships within the organization (e.g. Regional Account Managers, Clinical Specialists, Contract Operations Associates, etc.). Also:• Responsible for helping representatives develop and execute business plans for each territory under my control. • Responsible for training and developing Institutional Sales Representatives to communicate clinical information (including A&P, microbiology, and clinical data) to healthcare professionals. • Responsible for coaching representatives to develop account management plans designed to uncover general hospital policies/procedures, steps of the formulary process, key influencers on P&T committees, hierarchy and processes to influence decision making. Conduct field rides, coach and provide written and verbal feedback on behaviors and the performance of Institutional Sales Representatives

Primarily responsible for oversight/development of the Physician Relationship Managers in the region, in collaboration with the Regional Directors of Business Development (RDBD) and hospital Directors of Business Development. Also implement and/or develop tools to allow the organization to accurately evaluate performance and forecast emerging market trends for a successful nationwide Physician Relationship Program. Primary duties include: Lead Sales Training efforts for new Physician Relationship Managers (PRM’s) in the Region. This encompasses Core I and Core II Volume Building Training for the PRM’s, Outpatient Diagnostic Imaging Centers, Clinical Service Line Leaders, and Nurses. Ensure timely completion of Corporate Compliance, Physician Arrangement, Physician Contact Management, Expense Management, and other mandatory training modules. Foster and develop PRM’s. Mentor, coach, motivate, and work in the field with managers to improve the sales skill sets of the team and to build volume in Tenet hospital admissions and outpatient visits. Assist in the oversight and development of accurate Physician Target Lists, including territorial delineations, for PRM’s. Work with PRM’s on understanding, application, and use of all reporting analytics. Develop and administer Performance Improvement Plans (PIP’s) as needed and participate in PRM hiring and firing decisions.  Support includes, but is not limited to, coordination/alignment of hospital clinical service lines with physician practices, follow-up on physician requests for assistance, prepare communications and oversee support between physicians and hospital for issue resolution. Build and implement a successful sales strategy and subsequent tactics for physician practice business development. Partner and collaborate with senior leaders in the Region, Hospitals, and with Outpatient Services acting as the Internal Consultant to build volume and effectively on-board physicians.

Develop and implement sales strategies for the district that are consistent with corporate direction as well as recruit sales staff, develop and train sales representatives, coach, motivate, retain and mentor members of the district. Coordinate district sales efforts and monitor district sales performance against goals while managing a given budget. Accomplishments: Lead Hospital district to a #1 National rank for the 1st Semester 2011

Trained and developed new Eisai field sales employees and those that were new to the business unit on oncology products. Collaborated with the product brand teams to develop POA training sessions, and developed new training modules.

Helped to train new representatives and assisted DMs and Regional management in training tenured representatives.

I supported and grew Fragmin in the accounts that were assigned by using strategic sales aids and tactics to promote the value of the brand.Home Office Rotation (Training & Development

Managed Lovenox and Plavix business throughout the assigned accounts by convincing healthcare professionals in almost every medical specialty of the value proposition provided by both products. Served as District Sales Trainer for 2005-2006.

I convinced and influenced healthcare professionals such as doctors, nurses, nurse practioners, and pharmacist of the efficacy, safety, and ease -of - use of the product line-up by using sales materials provided by the company.

I was responsible for safe guarding the bank's and customer's funds through the underwriting process in the Community Development Dept.

I was a Commercial insurance underwriter working on accounts between $50K-$2MM in premium. I was routinely involved with coordinating other profit centers within the company to round out coverage on accounts.

Trained and worked as a commercial insurance underwriter.