Michele Grunze
Waterford,WI
Summary
Award winning performance-oriented, multidisciplinary sales leader with over 15 years of combined Pharmaceutical/Biologic, Medical Device, B2B and B2C experience in multiple specialties and disease states. Documented record of success, consistently outperforming both district and nation. Experience calling on large IDNs, individual hospitals, surgery centers, offices and long-term care facilities resulting in multiple formulary wins and total hospital conversions. Rapidly promoted to higher levels of corporate representation to include management and training. Tenacious leader with strategic and analytical approach to problem solving. Talented in identifying and capitalizing on emerging market trends and revenue opportunities. Diligent in building and retaining accounts by providing exemplary customer satisfaction while driving revenue and sales. Strongest "soft" skills include communication, determination and innovation.
" As a medical doctor, I realize what it takes to be among the elite performers who transition from 'sales rep' to 'trusted resource' Michele Grunze has the attributes of those elite performers."
Dr. Denise Trinkl, Anesthesiologist
Overview
29
29
years of professional experience
Work History
Institutional Account Director
Ashfield Healthcare OBO Veru
08.2022 - 07.2024
- Established rapport and lasting relationships with C-Suite, Directors of Pharmacy, Infectious Disease, Critical Care and Emergency Medicine.
- Successful consultant in large IDNs including but not limited to Advocate Aurora, Ascension and University of Wisconsin
- Compiled and analyzed data to determine approaches to improve sales and performance attaining 100% + of goals and objectives.
- Collaborated cross-functionally with headquarters, regional and other teams nationally to maintain consistent message and experience while awaiting Emergency Use Authorization.
Regional Account Manager
AltaThera Pharmaceuticals
03.2021 - 06.2022
- Responsible for successful launch of IV Orphan Drug in multistate territory consulting KOLs in Cardiology and Electrophysiology
- Successful formulary additions in multiple major US hospitals and IDNs including but not limited to Mayo Clinic.
- Collaborated with Key Opinion Leaders to provide customer feedback and recommend operational changes to meet emerging trends.
- Identified new business opportunities through cold calling, networking, marketing, industry connections and prospective database leads.
Hospital Account Manager
AcelRx
09.2019 - 03.2020
- Managed sales plan activities and promotions for product launch resulting in expanded revenues and branding.
- Consistently achieved 100%+ performance goals and objectives.
- Used consultative sales approach to understand and meet customer needs, calling on KOL in specialties to include Anesthesiology, ENT, Plastics/Aesthetics.
- Develop network by identifying and pursuing new leads, attending industry events, and building rapport with IDNs, Hospitals, Surgery Centers and HCPs.
Therapeutic Specialist
Sunovion
10.2018 - 09.2019
- Orchestrated product launch of Novel combination Biological Therapeutic drug/device in both hospital and long term care space..
- Surpassed company expectations earning #1 ranking in district
- Established strong relationships with key decision makers and influencers at all organizational and departmental levels in each account
- Mentored team on effective launch techniques and strategic planning
Senior Hospital Account Manager
Mylan Specialty
12.2012 - 10.2017
- Worked with sales team to collaboratively reach targets, consistently meeting or exceeding personal quotas and consistently outperforming district and nation for 4 consecutive years ranking in top 10%.
- Used consultative sales approach to understand and meet customer needs in Anesthesiology, Cardiology, Oncology, Respiratory, Critical Care, Emergency and Plastics and Aesthetics.
- Reviewed historical records, current operational data and forecasting information to identify and capitalize on opportunities resulting in 49% growth in target accounts.
- Appointed by management to multiple leadership teams to include, recruiting, training and CRM
Airway Management Account Representative
KARL STORZ Endoscopy - America
04.2010 - 12.2012
- Rapidly established sizable customer base building territory from ground up gaining access in "no see" accounts.
- Renegotiated contracts accounts to continue relationships with current company clients.
- Consistently ranked among elite performers with achievements exceeding 281% to quota
- Responsible for selling, promoting, servicing and providing educational training for all Anesthesia and Emergency Medicine Products
Manager/Customer Service Training Manager
Midwest Airlines
10.1995 - 04.2010
- Managed entire airline operation, negotiating and closing contracts (contracted airlines and services)
- Managed team of 6 trainers on national and local level, creating training manuals and delivering training seminars for management
- Conducted orientation sessions and organized on-the-job training for new hires.
- Chairman of Employee Assistance Program, Quality Assurance and Recruiting Committees
Education
Master of Science - Pharmaceutical Outcomes And Policy - Managed Care
University of Florida
Gainesville, FL2024
Bachelor of Science - Business Management
Cardinal Stritch University
Milwaukee, WI12.1995
Skills
- Extensive Product Launch
- Account Relationship and Business Management
- Sales Process and Strategy
- Contract Management and Negotiation
- Leadership
- Corporate Training/Coaching
- Strategic Territory Business Development/Planning
- Customer Service
- Data Analysis
- Consultative Sales
- Presentation Skills
- Strategic Communications
- Collaboration
- Managed Care
Awards
- Presidents Club
- Dash Territory Growth Contest
- Regional Director Award
- Top 10% Team Award
- Fast Start Award
- Sales Blitz Fly High Award
Memberships
Academy of Managed Care Pharmacy (AMCP)
Timeline
Institutional Account Director
Ashfield Healthcare OBO Veru
08.2022 - 07.2024
Regional Account Manager
AltaThera Pharmaceuticals
03.2021 - 06.2022
Hospital Account Manager
AcelRx
09.2019 - 03.2020
Therapeutic Specialist
Sunovion
10.2018 - 09.2019
Senior Hospital Account Manager
Mylan Specialty
12.2012 - 10.2017
Airway Management Account Representative
KARL STORZ Endoscopy - America
04.2010 - 12.2012
Manager/Customer Service Training Manager
Midwest Airlines
10.1995 - 04.2010
Master of Science - Pharmaceutical Outcomes And Policy - Managed Care
University of Florida
Bachelor of Science - Business Management
Cardinal Stritch University
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