Leah Lustig-O'Connor Email & Phone Number

Western Region

Responsible for launching new Immunology AbbVie products (Skyrizi and Rinvoq) into the market for dermatologists and rheumatologists. Launches exceeded sales expectations. #4 salesperson for Rinvoq and top 25% for Skyrizi. Products launched in 340b hospitals, federal hospitals, academic institutions, large clinical practices, for profit and non-profit hospitals, and large integrated delivery networks (IDNs) across Colorado, Wyoming, and New Mexico. KEY RESPONSIBILITIES • STRATEGY DEVELOPMENT: Coordinate with internal and external managed care personnel to secure product positioning on both commercial and federal health care plans. Drive and implement strategic initiatives across healthcare networks focused on population health management. Develop local and national key opinion leaders. • STRATEGIC PARTNERSHIPS: Collaborate with business/hospital administrators, pharmacists, and physicians within practices and hospitals to identify and implement programs that promote better patient care, improve cost effectiveness, increase understanding of health care reform, improve office efficiencies, and drive Humira sales. • CROSS-FUNCTIONAL COLLABORATION: Collaborate with internal partners including all immunology sales teams, marketing teams, clinical partners, managed care partners, and patient ambassadors to develop strategic and innovative business actions which impact both short and long term sales growth. • TRAINING & DEVELOPMENT: Collaborate with gastroenterology, rheumatology, and dermatology patient organizations, pharmacy organizations, hospital organizations, and group practice organizations to deliver programs focused on disease state knowledge and the changing healthcare landscape.

Provided focused direction, motivation, coaching, skill development, product knowledge development, industry, and competitive knowledge insights and performance management for 20 sales representatives working in the Texas, St, Louis, and Kansas City regions. KEY RESPONSIBILITIES • SALES TEAM LEADERSHIP: Responsible for training all Humira gastroenterology sales representatives within seven Western districts. Implemented and communicated sales plan and vision for each district and tracked progress towards the plan and vision. Maintained a diverse and motivated sales teams. Partnered with regional and district managers to mentor and develop GI sales representatives. • TRAINING & DEVELOPMENT: Lead Trainer for Humira GI Initial Sales Training Class (ISTC). Facilitated and coordinated Humira GI “Train the Trainer” programs for annual national sales meetings.• STRATEGY: Identified opportunities and threats based on market forecast and developed plans to address them.

Managed, developed strategy, and designed product-based curriculum for the Humira US GI sales team. KEY RESPONSIBILITIES• CROSS-FUNCTIONAL COLLABORATION: Partnered with and acted as the point of contact for Humira GI marketing and sales leadership to understand and prioritize all training initiatives. Initiated and managed approval process with medical and regulatory group. Facilitated, maintained, and proactively sought input from Humira GI cross-functional teams. Developed, designed, and implemented all pre- and post-training for the Humira Crohn’s indication approval. • PROJECT MANAGEMENT: Managed all training projects with respective internal resources (marketing, sales, medical) and vendors to ensure quality development, implementation, and pull through across US sales force. • BUDGETING: Managed and maintained $500K GI sales training budget.

Developed and implemented marketing and sales training programs to increase product knowledge, competitor knowledge, analysis of clinical trials, selling skills, and coaching skills for Humira, Kaletra, Synagis, and Zemplar. KEY RESPONSIBILITIES• CROSS-FUNCTIONAL COLLABORATION: Worked closely with and performed product knowledge research within cross-functional teams such as commercial, AI marketing and medical teams, and country affiliate marketing and medical teams, in efforts to enhance training programs. • CURRICULUM DEVELOPMENT: Worked with domestic and international marketing teams in the development and implementation of promotions and training. • TRACKING: Developed and facilitated Sales Force Effectiveness program.

Developed marketing plans and sales promotions by streamlining product messaging and developing network of affiliates throughout Latin America. Tactics generated sales growth 9-12% over projections for Depakote, Lexapro, and Avonex. KEY RESPONSIBILITIES • STRATEGIC PARTNERSHIP DEVELOPMENT: Developed and maintained excellent relationships with 13 Latin American affiliates. Collaborated communication with cross-functional teams including regulatory, medical, and licensing.• EVENT MANAGEMENT & PLANNING: Developed key opinion leaders to lecture on Abbott products. Created and organized advisory board, medical symposiums, and speaker tours targeting Latin American psychiatrists, neurologists, and general practitioners. • EXPANSION OF PRODUCT KNOWLEDGE: Sustained patent protection and adequate pricing in Latin American countries. Assisted in filing new indications and formulations for medications.

Bachelor Of Science - Bs, Liberal Arts And Sciences/Liberal Studies

Activities and Societies: Study Abroad University of Regensburg Regensburg, Germany 1999-2000

Liberal Arts And Sciences/Liberal Studies