Real Estate

Sales and marketing for a National Specialty and Home Infusion Pharmacy, BioTek reMEDys. Territory includes Southern California cities. Calling on specialists who prescribe immune globulins, infusion medications and/or biologics for their patient population.

At Kedrion, I contributed to YOY revenue growth by building a strong sales and marketing structure for my territory. This included leading product knowledge trainings, executing resource maximization plans, and introducing sales best practices for my teams. Here, I was also involved in successful re-launch of a previously short product in a competitive market. As the only territory manager country-wide who closed $MM military contracts, my other achievements included: - Ranked #1 nationwide for securing the highest sales volume for Gammaked 2017 - Ranked #1 nationwide for the highest sales volume RhoGAM, 2016 and 2017- Received Pinnacle Award 2016 for Territory Manager of the Year- Received the BIVIGAM Product Champion Award 2016- Exceeded a “Gold Standard” product sales quota for each quarter of 2015 by 300%- Ranked 1st for RhoGAM and 4th for Gammaked sales nationwide 2015Sales for the Southern California and Hawaii territory representing life saving plasma derived therapies. RhoGAM, Gammaked, Koate and coming soon to the rabies immunoglobulin space, KedRAB. Sales and marketing of plasma products including RhoGAM, MICRhoGAM, Gammaked, BIVIGAM, Koate, and KedRAB for a worldwide pharmaceutical manufacturer. Territory parameters: Southern California, Bakersfield to San Diego and Hawaii. Immunoglobulin product focus for Gammaked 10% IVIG/SCIG sales to hospital in-patient pharmacy departments, specialty/home infusion pharmacies, physician outpatient infusion centers, Neurologists, Immunologists and HEMONC physicians. BIVIGAM 10% IVIG sales focus on specialty pharmacies and Immunology space. Detail of private practice OB/GYN’s and hospital staff in the blood bank, lab, L&D, Chief OB, purchasing and pharmacy departments on RHIG product differentiation and the “Gold Standard” product RhoGAM/MICRhoGAM. Launch of the product KedRAB (rabies immunoglobulin). Introduction and roll out to select territory hospitals for February 2018 availability.

During my tenure at Walgreens, I received a career promotion from an infusion account manager to a regional sales manager in less than 2 years. During my latest appointment, I managed $14M sales operations for my division. The main challenge I faced here was gaining patient trust for specialized products. For this purpose, I built strategic stakeholder networks. One of my initiatives included finalizing 340B contracts with UC Davis for the first time that directed all of UC Davis’s patients to Walgreens. I also invested in building a patient support system that aimed at giving back to the community. For this purpose, I partnered with multiple chronic active disease foundations such as the HFNC, HHF, HASDC, CCHF, and HCC and arranged education programs, fundraisers, and children’s camps.As a result of my efforts, I was not only recognized as the Hemophilia Association of San Diego County Volunteer of the Year for 2013 but also received 1 congressional, 2 Senate and 2 legislative awards.Sales and marketing for the Hemophilia and Bleeding Disorder division of Walgreens Infusion Services. Promoted from Account Manager on the Core Infusion side to RSM for the National Bleeding Disorder team. Territory: California and Hawaii. Sales of bleeding disorder therapies to include all contracted brands of Factor as well as Stimate/DDAVP, Amicar and in certain situations Lysteda to HTC’s (Physicians, RN Coordinators and SW staff), outlying potential prescribers (HEMONC’s), and outlying hospitals and the staff that follow and manage Hemophilia A, B and VWD patient populations. Involved in many aspects of the Hemophilia community: Outreach and education programs, foundation event fundraisers and the Bleeding Disorder children’s camps in California (Camp Hemotion and Camp Pascucci). Educated payors, Managed Care Plans and Medical Groups on the Walgreens BD program within the California territory.

Core Infusion Sales Manager: IV Antibiotics and Anti-fungals, Enteral therapy, TPN, IV Pain Management, and specialty infusion drugs such as IVIG, Factor and Alpha 1 therapy.Infusion sales and marketing for one of the largest pharmacy systems in the United States. Sales of core infusion and nutrition therapies to physicians, case managers, and managed care organizations. Utilized creative approach to reach targeted referral sources. Established and maintained relationships with hospital discharge and utilization management departments as well as area hospitalists, physicians and staff. Managed relationships with territory hospices, home health agencies, and medical groups and managed care organizations. Biological sales experience with specialty pharmaceuticals such as IVIG and Factor. Actively involved with hospital foundation systems, local Chamber of Commerce entities and various Southern California medical non-profit organizations to promote the Walgreens name and brand.

At Lifecare Solutions, I managed a sales territory that comprised of South Bay, Long Beach, and the North Orange County. I established payer contracts while competing against industry giants by collaborating with IPAs, managed care groups, and workers compensation organizations. The other main role that I played there was providing clinical education to local nursing agencies. I did this by collaborating with clinicians, staff pharmacists, and the director nursing on my team. By conducting these infusion protocol and related emergency management trainings, I was able to expand agency exposure to improved clinical practices.Infusion sales and marketing for a Southern California regional Infusion pharmacy/RT/DME provider. Territory includes South Bay, Long Beach and North Orange County. Sales to include infusion therapies and enteral nutrition. Worked in conjunction with clinical RN and RD staff to provide education to SW, RD, RN and CM’s within territory. Established payor contracts and maintained relationships with key IPA’s, Managed Care Groups and Workers Compensation companies.

When I joined Coram as a territory manager, I was given a stagnant sales territory with few stakeholder networks. I took initiative to revamp my territory by building a strong referral network with 37 hospitals, deploying a detailed geographical sales plan, and providing CEU in-services. My efforts resulted in a 70% increase in revenue from $300K-$1M and transition of 37 key hospitals to Coram products in less than 2 years. Sales and marketing for one of the largest Home Infusion pharmacies in the United States. Management of relationships and referrals from hospitals in the Eastern Los Angeles area, including USC Medical Center and Long Beach VA Hospital. Established and maintained relationships with hospital discharge and utilization management departments as well as area physicians and staff. Managed relationships with territory hospices, home health agencies, and medical groups and managed care groups. Planned, scheduled and executed CEU in-services in conjunction with Coram dietitian and clinical colleagues. Analyzed hospital core referral data to prepare and manage tactical plans for key hospitals within my territory. Biological sales experience with specialty pharmaceuticals such as Alpha 1 therapies and IVIG, including Vivaglobin. Ability to manage a large territory effectively by creating and following a strategic geographical sales call plan.

At Innovatix, I was responsible for growing my product market share across 15 Western States. I took some key initiatives including converting customers to contract-specific products, presenting competitor pricing analysis, and providing cost-effective product solutions. As a result, I: - Exceeded sales quota by 30% (Q1-Q4 | 2007) and 11% (Q1– Q2 | 2008). - Won the Innovatix Regional Sales Manager of the Year (2007) among 45 sales managers nationwide.- Secured $35.5M in revenue for 2007 by managing a large contract portfolio (218 contracts)As the regional sales manager, I also consolidated my territory by allowing contract access to LTC closed-door pharmacies through enrollment in the PBM network. For this purpose, I identified partners that would benefit most from the program and educated them on contract management practices. Sales for the second largest LTC (Long Term Care)/Infusion pharmaceutical group purchasing company in the nation. Management of regional territory comprised of the 15 western states, including Alaska and Hawaii. Accountable for the implementation and management of all activities related to contract portfolio, including pharmaceuticals, medical supplies and additional ancillary contracts for 218 pharmacies. Recruit new business through analyzation of current pharma and non-pharma usage. Determine contract penetration opportunities for current members. Conduct pricing analysis against competitive intelligence. Educated and enrolled LTC closed door pharmacies to Innovatix PBM network. Provide information, educational tools, resources and advocacy services to enhance the delivery of quality patient care. Educate pharmacies and members to navigate corporate website, run and decipher individual usage and rebate reports. Provided consultative services to help manage the complex system of purchasing and supply chain management.

Sales and Marketing of Home Infusion and Specialty drugs in the Northern California territory. Service to local territory physicians and hospital discharge planners from Sacramento to the Oregon border. Coordination of product distribution, displays, advertising and proper merchandising. Planned, scheduled and executed CEU in-services to nursing and discharge planning staff at territory hospitals. Obtained new sales opportunities in difficult hospital markets. Represented CCS at REACH, a non-profit group of Home Infusion pharmacies and Home Health agencies in the Northern CA area. Remained well informed on current Infusion and Home Health regulations.

Infusion services billing and coding.