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Click here or scroll down to respond to this candidateCandidate's Name EMAIL AVAILABLE LinkedIn URLFranklin, MA Street Address PHONE NUMBER AVAILABLERegional Sales ManagementAccomplished professional with extensive experience in group sales, business development, care contracting, and team leadership. Goal-oriented professional with strong verbal/written communication skills and ability to communicate across multiple levels of stakeholders and platforms in the business space. Competent at establishing and maintaining appropriate linkages within accounts. Ability to function well in highly matrixed and geographically varied corporate environments. Possess in-depth working knowledge of MS Excel, Word, Outlook, PowerPoint, CRM, Tableau, and Microsoft 365. Proven record of developing teamwork model with actionable steps for overcoming common roadblocks and developing cohesive, productive field sales teams.Areas of Expertise Business Development Project/Program Implementation Operations Management Contract Negotiations Data/Sales Management Revenue Growth Customer Relationship Management Team Training & Leadership Market Share ExpansionAccomplishments Propelled specialty sales by achieving regional health system contract with Trinity Health of New England (CT), driving monthly revenue from $765K to 1.1M securing top line accounts from an underperforming territory in the Connecticut market. Increased infusion sales by acquiring regional health system agreement with Baystate Health (MA) from $635K to $815K, resulting in 128% monthly revenue growth expanding market share throughout Western, Central MA, and Worcester County. Generated core therapy sales by signing ancillary pharmacy services agreement with Miller Drug, LLC Retail Pharmacy (Maine) from $97K to $179K, achieving 185% Month over Month revenue growth in Antibiotics therapy and 125% in TPN nutrition therapy, while supporting ASOC facilities (First Atlantic Healthcare) and aligning first-call provider status. Yielded $2M+ in annual pharmaceutical revenue by expanding patient census of chronic illnesses, complex medical and biological conditions within targeted practices Allergy/Immunology, Hematology/Oncology, Neurology, and GI including, prescribers' consent to join the registry of a Clinical Trial Study and approving screening enrollment of eligible specialty patients that adhere to IRB review protocol. Support individual contributors through key account management analysis, evaluate alliance and partnership trends while managing internal technical and operational coverage including, administrative functions relative to business planning, contact activity and customer data reporting, training assignments, sales presentations, along with access to industry conference events. Build a business reference database creating a network of new growth opportunities in each market territory extending beyond a standard CRM business objective, by implementing a consultative strategy with emotional intelligence in client activity that is consistently aligned to a sales cycle process. Career ExperienceDirector Sales (RI & MA), Amerita Specialty Infusion Services 2022 present Developed and refined business strategies aligned with care and service programs that transform a vendor to an innovative and reliable partner. Demonstrated proactive leadership skills in establishing value proposition, integrating a result and goal- oriented culture, by identifying/recruiting talent capable of executing an aggressive growth strategy. Optimized consultative strategy practices with a focus on functioning as an effective advocate, while creating embedded market-based relationships with regional health systems that build provider partnerships and a competitive advantage. Supervised, coached, and supported field activities to consistently drive productivity/performance goals, while assessing pace, presence and adopting a growth mindset with a sense of urgency, conviction, and follow-through. Developed quarterly business plans, as well as tracking performance against forecasts and budget. Implemented sales growth strategies to supplement business development opportunities, while adopting tactical business approach to advance personal and professional growth, that serves to identify and develop future leaders. Established credibility though value-added programs to develop ancillary provider relationships, while negotiating contractual fee schedule issues and expanding pull-through opportunities with regional health plans. Regional Sales Manager (MA, CT, ME, & NH), CVS (Coram) Specialty Infusion Services 2010 2021 Elevated business growth by achieving top ten revenue performance rank. During pandemic, facilitated re-engagement and continuation of patient bedside teaching / virtual teaching tools by assisting team of 13 healthcare professionals. Encourage succession planning by coaching individual contributors to become professional consultative sellers and future leaders. Focus on delivering value to expand referral prospects with greater patient volumes by developing field sales plan to drive specialty growth across all therapy product lines, while supporting product managers and monthly therapy emphasis. Cultivated a team culture through combination of knowledge, skills, abilities, and behaviors that contribute to a successful performance while, supporting team members aspiring to alternative or high-level positions, and promoting individual achievements including, (2019) Dietitian of the Yr/MA Mkt; (2020) Dietitian of the Yr/CT Mkt; (2019) 2 members top-5 Clinical Liaison of the Yr/MA Mkt; (2020) top-5 Territory Mgr of the Yr/CT Mkt; Strategic plan to broaden regional CMO, CNO and Director partnerships by reducing clinical variation across network/systems including, lowering costs and resources in streamlining a Transition Coach Program focused on 30-day surveillance of discharged patients preventing re-admission, extending care and service compliance, that enhances patient experience and overall satisfaction. Managed team growth and development via individual coaching by coordinating one-to-one field activity, advising tactical changes to instill accountability and how to compete on value including, promoting a disease state management strategy to enhance productivity and improve performance results. Signed Immunoglobulin Program payer agreement, as a single IVIg/Alpha-1 resource with Fallon Drug Management Services for members requiring specialty therapies at home to improve adherence to care, clinical outcomes, and cost savings that meet patients' therapeutic needs. Influenced market share and identified regional pull-through growth opportunities through effective program/product adoption including, Pharmacy Nutrition Agreement with Tufts Univ-Cummings School of Veterinary Medicine.Territory Manager (MA & RI), Coram Specialty Infusion Services 2006 2010 Optimized communication, streamlined access, and maximized utilization by placing a pharmacist as a primary contact for hospital-based ID aggregators and community-based ID group practices. Enhanced brand visibility by synchronizing expansion of community engagement initiatives within healthcare communities we care and serve. Achieved Presidents Club award for Territory Manager of Year in 2011. Additional ExperienceCo-Founder, VP Business Development / Managed Care Contracting, Sleep Management Services, Inc., (Total Sleep/ Trusted Life Care) Canton, MAAccount Manager (Metro West, Worcester County, Rhode Island), Coram Healthcare Corporation EducationBusiness Communications, Univ. of Massachusetts, Boston LanguagesPortuguese: Fluent |
