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Click here or scroll down to respond to this candidateCandidate's Name , IL PHONE NUMBER AVAILABLE EMAIL AVAILABLE LinkedInAWARD-WINNING MEDICAL SALES LEADER & INFLUENCERPERFORMANCE IMPROVEMENT CATALYST CULTURE BUILDER REVENUE & PROFIT DRIVER A professional leader with a proven track record of transforming sales teams to maximize skills, exceed goals, and drive new growth opportunities within the pharmaceutical industry. Delivered significant sales volumes, leveraged market trends, drove product launches, and maximized ROI. Led culture-shaping initiatives through engagement, training, and development to enhance performance and retention. EXPERTISE that drives success in the delivery of SOLUTIONS Strategic Planning Business Development Sales Team Building & Leadership Talent Recruitment & Retention Key Account Management Product Launches Territory & Market Penetration Reimbursement Strategies Product Presentation & Education Brand Awareness Project Leadership Cross-Functional Collaboration P & L Management & Budgeting Revenue & Profit Growth Customer Relationship Management SALES LEADERSHIP EXPERIENCE & RESULTSSIGHT SCIENCES, Menlo Park, CAInnovative healthcare technology company focused on developing medical devices that will transform eyecare and improve patients lives. Strategic Account Manager 2023-2023Achievement Goal: Drive adoption and utilization of surgical glaucoma devices, OMNI & SION, within large healthcare institutions and teaching programs.** Position eliminated October 2023Sales ResultsSuccessfully gained approval and negotiated terms for OMNI & SION to be added or updated at 3 key institutional accounts in the first 6 months.Immediately impacted sales performance for OMNI & SION, achieving 128% to Q2 Quota. Leadership PerformanceEducate, train and certify attending physicians and residents on the OMNI and SION devices to ensure proper technique and successful patient outcomes.Prepare contracts and present to Value Analysis Committees to gain product approval for use and review reimbursement process to ensure proper billing and payment.Collaborate with faculty at teaching institutions to facilitate didactic learning on MIGS, as well as drive lab based and operating room experience with OMNI & SION for ophthalmology residents. ABB OPTICAL GROUP, Coral Springs, FLLeading distributor and manufacturer of the optical industrys foremost vision care brands & practice performance data and solutions. National Sales Director 2022-2023Achievement Goal: Lead National Team of Field Optical Sales Managers Direct Reports: 6 Front-Line Managers Sales ResultsCreated sales program to capture lost revenue due to covid-driven industry downturn, resulted in bringing back over 100+ accounts and increasing top-line sales revenue by $50 Million in H2 2022.Delivered additional $6 million in revenue in Q4 2022 through Abby, a new ecommerce platform.Led team to grow margin on custom lab products by $800,000 by implementing additional training and working with internal partners to increase communication and collaboration. Leadership PerformanceResponsible for all field sales team activity and performance resulting in delivering over $750 Million in annual sales revenue.Contributed to the design, training, and launch of Abby, a new patient & practice facing e-commerce platform for ECPs to utilize to effectively compete with online contact lens retailers.Collaborated with Strategic Accounts Team to create direction focused on improving customer experience and sales results within key national accounts and private equity groups.Worked with Executive Team to create, evaluate, and successfully implement complete sales organization restructure in Q1 of 2023.KALA PHARMACEUTICALS, Watertown, MAA biopharmaceutical company focused on the discovery, development, and commercialization of innovative therapies for diseases of the eye. Area Director 2020-2021Achievement Goal: Eysuvis Virtual Product Launch Direct Reports: 7 Front-Line Managers Territory: West Area Leadership PerformanceSpearheaded the launch of Eysuvis, a new treatment for the signs & symptoms of dry eye, including a virtual launch from concept to deployment, partnering with cross-functional business leaders to design and execute.Recognized as a company thought leader, serving on strategic leadership planning committees to identify opportunities and plan organizational success.Grew salesforce from 54 to 94, in 3 months, recruiting intrinsic sales skills and winning attitudes.Implemented sales training initiatives for the bottom 25% of salesforce to enhance team skills, develop product knowledge, establish credibility, and improve the overall performance of Eysuvis and Inveltys products.Acquired imperative clinical and market insights from KOLs through formal marketing activities, ad board feedback, and informal conversations.Regional Sales Leader 2018-2020Achievement Goal: 118% of Quota in 2019 Direct Reports: 8 Territory Sales Managers (TSMs) Territory: Midwest Region Sales ResultsAchieved 16.4% branded steroid market share for Inveltys by Q4 of 2020, 2 years post-launch.2 TSMs achieved Kala Mauna Kea Club for 2019, including the TSMs Ranked #1 and #7 in the nation.100% goal attainment for 5 of 8 TSMs in 2019.Leadership PerformanceMaintained 100% team retention of key talent, with no turnover or performance issues for 24 consecutive months.Collaborated on designing incentive compensation plans to effectively drive business and reward sales performance.Developed surgical training workshops to facilitate high-level clinical discussions and improve staff knowledge.Executed plan to launch a new product, Inveltys, establishing a pathway to achieve launch performance targets. BIO-TISSUE/TISSUE TECH, Doral, FLA leader in innovative technologies using products derived from amniotic tissues for treating the ocular surface. Regional Sales Director 2016-2018Achievement Goal: 102% to Quota in 2017 Direct Reports: 11 Sales Managers Territory: Midwest Region Sales ResultsSkyrocketed annual sales volume from $3.25 to $6.04 million, growing the Midwest region by 90% in 2016.#1 of 6 regions, attained 102% of plan and awarded Region of the Year for 2017.3 of 10 Presidents Club Winning Account Managers on the Midwest team. Leadership PerformanceResurrected stalled region by uncovering immediate needs and hiring 2 vacancies and 1 expanding territory.Implemented staff development and retention initiatives to respond to leadership and staff turnover improving culture and creating a cohesive environment.Promoted buy and bill products including AmnioGraft Amniotic Tissue grafts and Prokera Corneal Biologic Bandage. BAUSCH + LOMB, Bridgewater, NJEyecare division of Bausch Health Companies Inc. and one of the world's largest suppliers of eye health products. Institutional Account Manager, Midwest 2016-2016 Leadership PerformanceForged working relationships with Key Institutional Accounts and Teaching Facilities throughout the Midwest, Including Rush University, Northwestern, Loyola University, University of Wisconsin, The VA System, and others.Responsible for IOL and Pharmaceutical product education to Ophthalmology Residents and Attendings. Partnered with Surgical Representative team to present full Bausch + Lomb surgical portfolio. Sales Manager, Detroit & Chicago Regions 2012-2016 Achievement Goal: 104% of Quota in 2015 Direct Reports: 10 Pharmaceutical Representatives Territory: Midwest Sales ResultsAveraged 6-product portfolio attainment of 104% of quota in 2015, ranked 7 out of 23.Improved region performance, growing Rx volume of 2 core products by 115% and 191% respectively 2015 over 2014.Elevated Detroit Region post-integration ranking from 23/23 to 2/23 by end of 2013. Leadership PerformanceForged internal department and external customer collaborative relationships to support product use.Interviewed, trained, and onboarded 5 new hires in the Chicago Region in 2014.Guided teams through successful post-merger integration and acquisition. Sales Manager (Optometric Specialty) 2010-2012Achievement Goal: Ranked #1 in the USA Direct Reports: 8 Pharmaceutical Representatives Territory: Midwest & Northeast Sales ResultsDrove the achievement of sales goals for the entire team across 13 states within the Optometric specialty.Ranked #1 through Q1 of 2012 in Northeast region, before realignment and #2 Ranking out of 4 regions 2011. Leadership PerformanceProduced 3 of the top 5 optometry representatives for the Northeast region in 2011 through coaching and development.Solidified high potential top performers, #1 Optometry Representative for 2010 and 2011. Senior Sales Representative (Ocular Specialty) 2008-2010 Sales Results#7 of 106 representatives, 2009 Platinum Club Winner.#19 of 97 representatives, 2010 Sales Leadership Award. EDUCATIONJuris Doctor, JOHN MARSHALL LAW SCHOOL, Chicago, IL 2011 Class Rank 20/119 GPA 3.6 Deans List Masters in Business Administration, UNIVERSITY OF ILLINOIS AT CHICAGO, Chicago, IL 2000 Bachelor of Science in Marketing, UNIVERSITY OF ILLINOIS AT CHICAGO, Chicago, IL 1996 |
