BOB MALLOY
Allen,TX
Summary
- Experience spans several crucial customer-facing roles - Office-Based Clinic Sales (Gastroenterology, Hepatology, Cardiology and Psychiatry), Hospital Sales, and Corporate Account Director role
- Significant launch experience - 7 products over the past 15 years
- Strong collaborative experience within a matrix environment
Overview
23
23
years of professional experience
Work History
Key Account Manager - Rare Emergency Medicine
Serb Pharmaceuticals
12.2024 - Current
- Responsible for selling and differentiating the value of Serb's portfolio of antidotes (CroFab-snake envenomation, DigiFab-digoxin toxicity, Cyanokit-cyanide poisoning, Aurlumyn-severe frostbite) to Rare Emergency Medicine customer groups and individual decision makers
- Work closely with Inside Sales, Marketing, HR, Training and Sales Operations
- Establish and maintain professional relationships with targeted opinion leaders and hospitals, including pharmacy, surgeons and other critical medical staff
Corporate Account Director
Bioxcel Therapeutics
11.2023 - 11.2024
- Promoted to CAD as a result of Hospital sales experience and superior results as a Bioxcel Institutional Specialist
- Hybrid position combining Hospital sales, Long-term Care sales and Contracting
- Accountable for building targeted Health System and IDN system-wide awareness, advocacy, formulary access and pull-through for Igalmi (a sublingual film for the acute treatment of agitation)
- Collaborate cross functionally with Commercial Leadership, Medical Affairs and Market Access to profile large systems, identify access pathways, and develop business plans that open approval for Igalmi utilization
- Work with Director of Pricing and Contracting to initiate and pull through a Direct Tiered Pricing Program and GPO Pricing initiatives with hospital systems
Institutional Specialist
Bioxcel Therapeutics
04.2022 - 10.2023
- Responsible for navigating complex and multi-layered Hospital accounts for a start-up Biotech organization
- Utilized Account Management Skills to successfully launch and pull through a new medication, Igalmi (a sublingual film indicated for the acute treatment of agitation), to health care providers in multiple settings—IDNs, Acute Care Hospitals, Private Psych Hospitals and State Hospitals
- Engaged with staff and decision-makers in the Psychiatry Service, Emergency Dept, ICU, Hospital Medicine Dept, Residency Program and Pharmacy
- The entire salesforce was dissolved in October 2023
- Sales Results:
- 2023 Ranked 1 out of 70 No President's Club
- 2022 Ranked 3 out of 26 President's Club Winner
Senior Institutional Account Manager
Salix Pharmaceuticals
09.2017 - 04.2022
- Responsible for maximizing sales of life-changing Gastroenterology-focused products (Xifaxan for hepatic encephalopathy and Relistor for opioid-induced constipation) by partnering with decision-makers in key institutions and Specialty Clinics
- Accountable for changing the paradigm in the treatment of opioid-induced constipation. Engaged GIs/Hepatologists, Oncologists, Emergency Medicine, Hospitalists and Surgeons with Relistor (a subcutaneous injection that targets OIC)
- Accountable for developing Discharge Centers of Excellence for Xifaxan by engaging Hepatologists, Gastroenterologists, Emergency Medicine, Hospitalists, Surgeons, Residents/GI Fellows, Nurses, Case Managers, Clinical Pharmacists, and C-Suite executives
- Sales Results:
- 2021 N/A Portfolio Perf (Xifaxan, Relistor) President's Club Winner Rank 2/21 (Rating N/A)
- 2020 114% Portfolio Perf (Xifaxan, Relistor) Rank 12/21 (Exceptional Rating)
- 2019 105% Portfolio Perf (Xifaxan, Relistor) President's Club Winner Rank 6/21 (Excellent Rating)
- 2018 110% Portfolio Perf (Xifaxan, Relistor) President's Club Winner Rank 1/21 (Exceptional Rating)
Psychiatry Neuroscience Area Manager
Avanir Pharmaceuticals
03.2017 - 09.2017
- Responsible for providing complex and technical information to ensure appropriate use of Nuedexta for pseudobulbar affect to Psychiatrists, Psych NPs and other healthcare professionals in a Clinic setting
- Sales Results:
- 2017 Q3 (July-Aug) — Ranked 2/45
- 2017 Q2 — Ranked 16/45 (started 42/45)
Executive Cardiovascular Account Specialist
Lilly, USA
04.2014 - 03.2017
- Responsible for representing Lilly, USA, as an industry-leading cardiovascular disease state, market, and product specialist with key Hospitals and office-based cardiology specialists
- Maximized sales of Effient (a P2Y12 platelet inhibitor) in the hospital and office setting by managing patient, product, and dollar flow for the ACS-PCI market
- Supported Lilly-insulin hospitals with Diabetes resources. Helped to create discharge protocols designed to keep patients on humalog
- Accountable for developing action plans that linked to key account goals and priorities with appropriate overlap coordination
- Sales Results:
- 2016 Top 1/3 Portfolio Performance (Effient TRx, Insulin)
- 2015 Top 1/3 Portfolio Performance (Effient DDD, Effient TRx, Insulin)
- 2014 Middle 1/3 Portfolio Performance (Effient DDD, Effient TRX, Insulin)
Neuroscience Account-Based Sales Specialist
Lilly, USA
07.2002 - 04.2014
- Responsible for the launch of several CNS products (Zyprexa, Zyprexa IM, Zyprexa Zydis, Zyprexa Relprevv, Symbyax, Cymbalta, Strattera) in the Dallas Territory
- Added all products to hospital formularies
- Used a business ownership/Strategic Account Management focus to build productive relationships with Prescribers (Psychiatrists, ED Physicians, Psych Residents, Internists, PCPs, Geriatric Psychs, NPs, PAs), Treatment Teams, Community Mental Health Clinics, State Hospitals, Psych Hospitals, Community Hospitals, Teaching Hospitals, VA Hospitals and LTC Facilities
- Sales Results:
- 2013 Middle 1/3 Performance (Cymbalta, Zyprexa Relprevv)
- 2012 Top 1/3 Performance (Cymbalta, Zyprexa Relprevv)
- 2011 Top 1/3 Performance (Cymbalta, Zyprexa Relprevv)
Education
Bachelor of Science - Finance
University of Virginia
Charlottesville, VASkills
- Analytical Skills
- New Product Launches
- Strategic Account Management
- Hospital Sales
- Strategic Planning
- Collaboration
Work Prior to Pharma
Professional Baseball Player:
Montreal Expos, 1989-1990
Texas Rangers, 1987-1989
Timeline
Key Account Manager - Rare Emergency Medicine
Serb Pharmaceuticals
12.2024 - Current
Corporate Account Director
Bioxcel Therapeutics
11.2023 - 11.2024
Institutional Specialist
Bioxcel Therapeutics
04.2022 - 10.2023
Senior Institutional Account Manager
Salix Pharmaceuticals
09.2017 - 04.2022
Psychiatry Neuroscience Area Manager
Avanir Pharmaceuticals
03.2017 - 09.2017
Executive Cardiovascular Account Specialist
Lilly, USA
04.2014 - 03.2017
Neuroscience Account-Based Sales Specialist
Lilly, USA
07.2002 - 04.2014
Bachelor of Science - Finance
University of Virginia
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