Direct and coach a specialty sales team in Northeast region. Analyze district’s actual vs. plan performance data to introduce changes. Supervise training, goal setting, recruiting, employee selection, and retention. Facilitate regional sales meetings and presence at major medical conventions.

Corporate Leadership / Strategic Planning Initiatives / Contract Negotiations / New Business Development / Institutional Marketing

Headed national team of 10 district managers and 103 representatives to drive sales of Naprelan, Rybix ODT, and Moxatag for company’s newly formed sales division. Re-engineered target strategy based on market trends and led sales training initiatives. Managed budgets of up to $25M, including travel, operating expenses, sales force, and access funds.

Collaborated with commercial and business development departments to analyze sales data and market trends, conduct primary and secondary research, and gather competitive intelligence. Led development of sales/marketing analytics and competitive intelligence tools to support business development and portfolio needs for products focused on pain, ADHD, asthma, head lice, and women’s health; managed budgets of $1.1M+. Interfaced with business development team in preparing proposal and executing projects for future opportunities. Prepared and presented monthly brand reports to sales and marketing leaders. Contributed to defining key performance indicators (KPIs) for commercial organization.

Directed 10-person sales team in Northeast region spanning from New Jersey to New Hampshire; held regional accountability for five brands (Allergy, Asthma, ADHD, Women’s Health and Head Lice). Analyzed district’s actual vs. plan performance data to introduce changes. Supervised training, goal setting, recruiting, employee selection, and retention. Facilitated regional sales meetings and presence at major medical conventions.

Oversaw sales training initiatives for three major accounts, leading team of 10 product trainers, selling skills trainers, regional training account managers, regional trainers, and district sales trainers. Drove programs focused on initial sales training, advanced selling skills, behavioral selling skills, and management development. Served as liaison between the team and sales management, marketing, operations, and other training specialists as well as advised leadership teams in product knowledge and selling skill sets.

Sustained formulary status for Levaquin, handling weekly and monthly financial presentations to directors and buyers. Contributed to training and mentoring new sales representatives. Pursued sales opportunities with pharmacies, hospitals, and physicians’ offices, handling follow-up as well as addressing customer requests, inquiries, and issues. Interfaced with peer leaders and physicians in each pharmaceutical specialty.