Brian McCain
Executive Sales Specialist
Highland Village,TX
Summary
Results-oriented executive institutional sales specialist with extensive experience in selling within the hospital ecosystem. Proven track record of building strong internal and external relationships that drive increased sales and market share. Skilled in selling to diverse healthcare providers across various specialties including Pharmacy, Cardiology, Hematology/Oncology, Critical Care/Pulmonology, Nephrology, Emergency Medicine, and Hospital Medicine.
Possesses a deep understanding of healthcare organizations' key metrics and priorities, enabling strategic business development and successful partnerships.
Recognized for outstanding performance with the Director's Cup award in 2016 Q4, 2017 Q4, and 2022 Q4, as well as the Janssen Pharmaceuticals President's Circle Award in 2015.
Overview
19
19
years of professional experience
Skills
- Key Account Development
- Care Pathways
- Product Knowledge
- Diversified Selling Skills
- Strategy Development
- Collaboration
- Product launch
- Peer Programming
- Competitive intelligence
Work History
Executive Sales Specialist, Institutional Sales
J&J Innovative Medicine - Cardiovascular(Janssen Pharmaceuticals)
Dallas, Texas
08.2011 - Current
- Successfully launched novel oral anticoagulant Xarelto within assigned territory gaining formulary addition in 100% of acute care hospital accounts
- Customer target focus: Cardiology, Hematology/Oncology, Hospitalists, Critical Care/Pulmonology, Emergency Medicine, inpatient Pharmacy, Care Transitions Coordination, and Case Management
- Developed and implemented business account plans to develop protocols and accelerate pull through of Xarelto on appropriate hospital floors/departments within targeted hospital accounts
- Generated strong territory Xarelto sales contributing to achievement of Plano Texas District Team Awards for 2012, 2013, 2016, and 2020
- Territory sales contribution of 104%-118% sales goal attainment
- Xarelto Brand Advisory Team (Regional Appointment) 2020-21
- Recognized for cross functional collaboration with THR Health System Manager and Cardiology Specialty Representatives to generate increased Xarelto sales leading to market share increase of 5.97% at Texas Health Resources Plano system account
- Worked effectively in collaboration with Janssen Oncology colleagues to achieve Xarelto DOAC preference amongst Hematology/Oncology specialists resulting in ~40% market share amongst key targets of this specialty
- Consistent national and regional recognition from management and sales brand teams for best practices, collaboration, and leadership
- Achieved Janssen Pharmaceuticals 2015 President’s Circle Award.
Medical Center Senior Sales Professional Cardiology
Sanofi-Aventis Pharmaceuticals
Dallas, Texas
11.2008 - 07.2011
- Generated sales growth and development of promoted products Lovenox Injectable and Plavix in North Dallas territory
- Hospital accounts included Presbyterian Hospital Dallas, Presbyterian Hospital Plano, Baylor Heart Hospital Plano, Medical Center of Plano, and others
- Product focus: Cardiology, Hematology/Oncology, Orthopedics, Surgery, Vascular Surgery, Hospitalists, and ED
- Facilitated hospital-wide implementation of promoted products in computer physician order entry systems
- Nationally recognized for enhancements recommended to Lovenox brand team of the HOME discharge program
- Recognized by Dallas/Fort Worth management team for effective teamwork and leadership amongst peers
- 2008 sales volume increase by 17% in acute care settings for primary product and a 29% change over YTD for secondary product responsibilities
- 2009 sales volume increase of 10% over year–to-date with index portfolio attainment of 111%
- 2010 product index portfolio attainment of 109%.
Medical Center Senior Sales Professional Metabolism
Sanofi-Aventis Pharmaceuticals
Dallas, Texas
07.2005 - 10.2008
- Successfully launched novel basal insulin Lantus
- Generated sales growth and conducted institutional initiatives of Sanofi-Aventis insulin products Lantus and Apidra in East Dallas territory
- Hospital accounts included Presbyterian Hospital Dallas, Medical City Dallas, Presbyterian Hospital Plano, Medical Center of Plano, Mother Francis Tyler, East Texas Hospital Tyler, and others
- Successfully launched rapid-acting insulin product Apidra leading to Apidra Top Ten Contest Winner 2008
- Customer specialty focus included Hospitalists, Critical Care/ Pulmonary, Cardiology, Surgery, Pharmacy, and Nursing
- Successfully facilitated implementation of the tight glycemic Lantus protocol at Medical Center of Plano, 2008. One of the first hospitals in the nation to do so.
- Spearheaded the adoption of a weight-based Lantus insulin order set at Medical City Dallas, 2008
- Developed and implemented plan of action for successful reversal of key hospital pharmacy department therapeutic interchange at Presbyterian Hospital of Plano, 2008
- Effectively developed and implemented specific account business plans to assist hospitals in transitioning from Lantus Vial to hospital-wide Lantus SoloStar Pen therapy
- Achieved multiple Sales Champion Jewelry Awards for sales attainment at or above 103% (Aventis Legacy Awards).
Education
BBA - Marketing
Texas State University
San Marcos, TXAccomplishments
Inspire Awards:
- Strong market share growth, 2024.
- Exceptional National Broadcast Educational Event, 2024.
- Strong presentation contributions, 2024.
- Strong yearly performance, 2023.
- Best Practise insights, SUMMER Boot Camp, 2021.
- Recognition from District Manager for "outstanding leadership and collaboration through this unprecedented global crisis", 2020.
- President's Circle, Janssen Pharmaceuticals, 2015.
Gallop Strength Signatures
- Achiever
- Individualization
- Responsibility
- Futuristic
- Relator
Timeline
Executive Sales Specialist, Institutional Sales
J&J Innovative Medicine - Cardiovascular(Janssen Pharmaceuticals)
08.2011 - Current
Medical Center Senior Sales Professional Cardiology
Sanofi-Aventis Pharmaceuticals
11.2008 - 07.2011
Medical Center Senior Sales Professional Metabolism
Sanofi-Aventis Pharmaceuticals
07.2005 - 10.2008
BBA - Marketing
Texas State University
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