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Sales Management

Location:Washington, DC, United States (Anywhere)

Education level: Masters
Education field: Business
Years of experience: more than 5
Attributes that best describes:
Strong analytical skills
Good communicator

In each of my last three (3) years as a Business Manager at Merck I finished between 100% - 111% to plan for in-line products. My sales and market share Power Rank performance put me in the top 10% of similarly situated managers from across the nation (7/81) and I was recognized for my contributions with a coveted Director’s Award. I also had six (6) team members of my team win top honors. To get there I worked with my team and managed markets to identify key P&T members, utilized “Communities of Practice” data to inform educational resource allocations and increased the team’s selling effectiveness.

Based on performance evaluations from my direct reports and leaders I demonstrated solid people management skills. For example, I have effectively used “Clear Coach” to help my associates/representatives self-assess their development and performance gaps and then to find workable solutions to improve performance. I use closed loop planning to set clear expectations/stretch goals and to communicate the priorities and vision. I work with my teams to monitor progress using quantitative and qualitative information and then adjust, if needed, leading back to expectations and goal setting.

My most recent role was as an Operations Director at AmerisourceBergen where I collaborated with clients in the rare disease and specialty space on their commercial access strategies, co-pay and patient assistance offerings and specialty pharmacy network structures. I also worked with clients on continuous improvements in their processes. For example, for one client in a highly competitive market, we reduced time-to-therapy by 20% and drove their market position ranking from 6/8 to 3/8. For another client, I improved direct contribution by 120% by using an enhanced forecasting model. I have worked cross functionally with IT, HR, legal, contracting, finance and clinical teams to create successful product launches.

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