BRIAN SUTTON
Erie,CO
Summary
Dynamic national and regional sales leader with over 22 years of proven operational excellence. Adept at setting strategic direction and fostering a culture of accountability, collaboration, and high performance. Expertise in thought leadership liaison and key account management enhances the ability to thrive in matrixed, cross-functional environments. Resilient and ethical, with a strong foundation in creative problem-solving, coaching, and relationship-building skills. Demonstrated success in strategic planning and competitive market positioning, highlighted by nine successful product launches across therapeutic areas including Rare Disease, HIV, Endocrinology, Cardiology, Spine, Neurology/Psychiatry, Nephrology, Rheumatology, and Oncology.
Overview
23
23
years of professional experience
Work History
National Business Director
Napo Pharmaceuticals
San Francisco, CA
04.2019 - 01.2026
- Revitalized financial state of the organization by increasing Net Revenue by 320% within 5 years.
- Exceeded national sales budgets (2021 – 2025).
- Increased Gross-to-Net from 23% to 87% (2021 – 2025).
- Increased Gross Operating Profit by 476% (2019 – 2023).
- Directed national sales execution, driving the creation of a new paradigm for screening and treating noninfectious diarrhea for HIV-enteropathy, a rare disease caused by the HIV virus.
- Full P&L responsibility for HIV and Oncology sales teams and Field Reimbursement Managers.
- Lowered 340b exposure 75% by migrating to LDN and creating a targeted execution strategy.
- Collaborated with cross-functional teams to align business objectives and operational strategies.
- Influenced cultural change within the organization by promoting open communication channels, encouraging employee feedback, and fostering a collaborative work environment.
Executive Cardiovascular Hospital Account Manager
Novartis
Hanover, NJ
11.2017 - 03.2019
- Built and executed institutional account strategies to spotlight Heart Failure business in key academic/institutional accounts while leading a matrix team consisting of Medical Affairs, Market Access, and Community Sales.
- Facilitated the creation of new hospital protocols and order sets for heart failure in hospitals and IDNs.
- Developed product champions and KOLs to support the protocol development and utilization.
- Ranked #1 in the nation at 480% to goal by converting the University of Colorado (2019).
District Business Manager / IBM
Bristol Myers Squibb
Princeton, NJ
06.2014 - 11.2017
- Directed the nation's largest HIV regional geography in the Central region, across nineteen states, valued at over $250M. Provided coaching, timely feedback, and mentoring to the sales team while managing the largest T&E budget in the nation.
- Conducted national data analysis for the VP as the foundation for the deployment of a new national sales strategy.
- Earned the 2016 Excellence in Leadership Award for sales analytics and strategic planning that accelerated national sales to exceed corporate goals.
- Improved District Sales Rank from #7 of 7 to #2 of 7.
Increased District IC attainment from 66.6% to 92.5%. - Monitored key performance indicators to assess effectiveness of initiatives, adjusting tactics as necessary for success.
- Led cross-functional teams to implement strategic business initiatives driving market growth.
Institutional Diabetes Care Manager
Novo Nordisk
Plainsboro, NJ
11.2010 - 06.2014
- Managed endocrinology hospital accounts for biologics in regional health systems and IDNs negotiating GPO biologics contract pricing, order set/formulary positioning, and pharmaceutical device training for metabolic disorders.
- Directed hospital team - 3mL Competitive Strategy team (2012-2013).
- Circle of Excellence Award Winner (2011).
- Converted the largest diabetes clinic with over 3,000 diabetes patients to Novo Nordisk's portfolio.
- Developed hospital GPO cost calculator that allowed institutions to run ad hoc cost scenarios.
- Managed process for driving contracting compliance with hospital and account buyers, Directors of Pharmacy, procurement, and Materials Management.
Executive Renal Consultant
Shire, Plc.
Wayne, PA
10.2009 - 11.2010
- Educated Nephrologists, Renal Dietitians, Social Workers, Hospital/Government Accounts, and High level Dialysis Chain Executives on the clinical nuances of phosphate binder therapy, managed care reimbursement, kidney disease, and treatment protocols.
- Converted the nation’s top Nephrology KOL to Fosrenol.
- Ranked #1 out of thirty in regional quota attainment (Q1-Q3 2010).
- Grew territory to #4 in the U.S. from #60 of 60 (2010).
- Led POA training on Renal Disease, CMS, and Managed Care Reimbursement.
- Monitor institution contract compliance to ensure utilization benchmarks were met.
Senior Medical Device Consultant
Synthes Spine
West Chester
03.2008 - 10.2009
- Managed surgeries to address spinal cord injuries, all hospital spinal hardware pricing negotiations, and MTF Allograft contracting in Nevada.
- Negotiated multi-million-dollar hospital contracts and developed a hardware exchange program, resulting in multi-million-dollar purchases.
- Only rep out of four hundred to win the National Quota Award (2008).
- Exceeded sales quota by 185% (2008).
- Ranked #10 out of four hundred in Sales Growth (2008).
- Developed and implemented training programs for clinical staff on new medical technologies.
District Business Manager
Cephalon, Inc.
Frazer, PA
01.2006 - 01.2008
- Launched the first-in-class monthly Buy-and-Bill injectable for Addiction Medicine in Psychiatry and Primary Care. Prospected, qualified, and accelerated growth in all market segments, including correctional healthcare, VA, DoD, and tribal health.
- Ranked #1 out of 125 nationally in Vivitrol sales (2007).
- Managed a top-performing sales team while maintaining the #1 sales territory in the nation.
- Managed the #1 sales district in the nation (2007).
- Developed a business strategy that moved the territory and district to #1 in the nation.
- Partnered with the state government to build a groundbreaking DUI program that placed Vivitrol as the backbone of court-ordered treatment for repeat offenders. (2006-2009).
- Founding member of Governor Ritter’s Addiction Task Force (2006-2009).
- Mayor’s Task Force on Substance Abuse (2006-2009).
District Business Manager/Executive Sales Rep
Ortho McNeil Neurologics
Raritan, NJ
03.2003 - 01.2006
- Developed district business strategy that elevated the district to the top of the nation while managing ten Neurology / Rheumatology representatives across five states.
- Consistently ensured sales compliance, call execution, adherence to marketing brand strategies, and flawless tactical execution in the epilepsy, migraine, and pain disease spaces.
- Conducted field rides, provided coaching, and partnered with each rep on the development and execution of territory business plans.
- Managed district budget, performance plans, and coordinated all administrative duties.
- District ranked #3 nationally and #1 Western Region (2005).
- Completed the Johnson & Johnson Management Development Program (2005).
- 1 of 13 reps out of eight hundred nationally to earn the Eagle Award (2004).
- District Sales Representative of The Year (2004).
Education
Johnson & Johnson Management Development Program
Raritan, NJ03-2005
Master of Science - Information Systems Engineering
The CHUBB Institute
Springfield, PA02-1999
Bachelor of Science - Marketing
Pennsylvania State University
University Park05-1992
Skills
- Outstanding verbal, written, and people skills with the ability to influence others
- Excellent analytical skills and exercises judgment to make prudent business decisions
- Deep working knowledge of managed care organizations, health systems, IDNs, and Specialty Pharmacies coupled with extensive sales experience
- Expert-level clinical knowledge, budget management, leadership, and client relationship skills
- Entrepreneurial and adaptive, navigating ambiguity and complex rapid growth environments
- Emotional intelligence, empathetic, and inspirational leadership that puts people first
- Innovative strategic thinker who collaborates cross-functionally with key stakeholders to create efficiencies and scalable solutions
Websites
Timeline
National Business Director
Napo Pharmaceuticals
04.2019 - 01.2026
Executive Cardiovascular Hospital Account Manager
Novartis
11.2017 - 03.2019
District Business Manager / IBM
Bristol Myers Squibb
06.2014 - 11.2017
Institutional Diabetes Care Manager
Novo Nordisk
11.2010 - 06.2014
Executive Renal Consultant
Shire, Plc.
10.2009 - 11.2010
Senior Medical Device Consultant
Synthes Spine
03.2008 - 10.2009
District Business Manager
Cephalon, Inc.
01.2006 - 01.2008
District Business Manager/Executive Sales Rep
Ortho McNeil Neurologics
03.2003 - 01.2006
Johnson & Johnson Management Development Program
Master of Science - Information Systems Engineering
The CHUBB Institute
Bachelor of Science - Marketing
Pennsylvania State University