Carla D. James
Houston
Summary
Dynamic and results-driven pharmaceutical sales professional with over 20 years of experience in various disease states and biotechnology. Recognized for achieving exceptional sales targets and honored with multiple Presidents Club and MVP awards. Adept at building long-term relationships with healthcare professionals, including Oncologists, Neurologists, Rheumatologists, Cardiologists, Psychiatrists, Endocrinologists, Orthopedists and Gastroenterologists. Proven ability to engage C-level executives and clinical staff, driving revenue-enhancing initiatives that exceed expectations and provide the greatest return on investment Team Leadership & Development | New Business Development | Sales & Marketing Strategic Partnerships | Strategic Planning | Lead Generation | Budgeting & Sales Forecasting Biotech Devices | Contracts & Negotiations | Client Relationship Management Biotech Devices Sales Strategy | Cross-Functional Communications | Account Management | Buy and Bill
Overview
22
22
years of professional experience
Work History
Senior Neurological Sales Specialist
Eisai Inc
Woodcliff Lake
07.2019 - 05.2023
- FY2021 year-end attainment of 102.7%
- FY2020 year-end attainment of 103%; LTI Award Recipient, top 20 among team
- Chosen as Taskforce member of Payer Market Liaison Team to collaborate with Market Access
- Invested time interacting with advocacy groups, patients, and caregivers within the epilepsy community District Technology Champion 2021 & 2022 (participated in pilot programs and trained district members on updates and current systems)
- Achieve sales goals and drive appropriate utilization of assigned products through effective use of the challenger sales model, creating and maintaining an effective plan, and precise execution of sales and brand strategies, including effective and compliant utilization of available resources (i.e., Approved sales aids and materials, educational lunches, speaker programs).
- Collaborate with the neurology integrated care manager (NICM) team, as well as other field-based and home office personnel teams to proactively develop strategies that address customer needs within the epilepsy disease state, local market dynamics and trends, and support brand and corporate objectives within assigned geography. Includes participating in initiatives to support sales success as assigned (e.g., Participate in industry related congresses, local and regional meetings and medical conferences).
- Develop deep knowledge of epilepsy industry, local and regional market trends, disease state, product, and competitor knowledge. Leverage expertise and knowledge to anticipate and effectively manage business opportunities and challenges with physicians in assigned geography.
- Ensure individual compliance with Eisai policies and procedures.
Account Territory Business Manager /KAM
Purdue Pharma L.P.
Stamford
01.2008 - 12.2018
- Worked strategically and collaboratively across the existing sales teams to develop and execute unmet needs and territory business plans within Houston Metro/Medical Center. Focused on large structured local provider accounts across the district to achieve annual sales goals for promoted brands within district.
- Optimized key provider accounts for entire district accounts by networking and engaging with senior (C-Suite) and mid-level (D-Suite) customers.
- Maximized sales of various disease states in the pain market and products related to pain medicines.
- Provided management and territory planning, placing a strong focus on the needs of medical customers.
- Converted accounts from competitive products and upgraded base customers.
- Developed relationships with Key Opinion Leaders (KOL) and clinical staff.
- Implemented marketing strategies which resulted in 12% growth of customer base.
- Streamlined the goals and direction with 12 district representatives, building expertise in local market access, managed markets and key payer segments.
- Effectively utilized account selling strategies to achieve goals through building relationships with and meeting the needs of all members of the long-term care (LTC) resident’s care team (PharmD, MD/NP/PA, LPN/RN).
- Tailored and expanded mutually beneficial relationships within key secondary provider accounts and accounts within the parent network: ACOs, IDNs, health care systems, long term care facilities, cultural provider groups, professional healthcare societies, academic medical centers and military treatment facilities.
- Trained and effectively worked with district representative, using the Challenger Sales Model in achieving company goals, while pursing and cultivating business relationships to affectively partner internally and externally.
- Maximized goals by influence mapping and referral network mapping in provider accounts, in alignment with goals of RBM (2016 122% to goal, 2017 135% to goal).
- Executed plan to improve satisfaction and quality ratings with key provider accounts, achieving competitive advantage within the therapeutic area/market.
- Successfully introduced to market various medical products to include but not limited to: Butrans, Hysingla ER, and Symproic (Top 25% (Symproic launch 2017) and Top 13% (2018), by quickly getting approval at top academic facilities in MD Anderson Cancer Center).
Professional Sales Representative II
Reliant Pharmaceuticals/GlaxoSmithKline
Liberty Corner
01.2001 - 01.2008
- Promoted products for cardiologists, gastroenterologists, internal medicine practitioners, family practice physicians, and community hospitals in North Houston and Houston West Area. Developed a successful book of business by consistently expanding accounts.
- Eagle Club winner (2006), Team player of the year (2001 and 2002), Focus of the Challenge Winner (2002), MVP (2002, 2004, and 2006), President Club Winner 2002 and 2004.
- Presented with Region Top 10% Portfolio Sales award, District Ranked #2, and top 20% Nationally, grew entire sales portfolio market share as single rep territory 11/115.
- Maintained +.51% market share growth Q4/Q3 while statin market -.22%.
- Individually ranked 11th nationally for 'Focus on the Challenge', Lescol XL market share for 2002.
- Launched continuing education program 'Science Sells' designed to increase districts product knowledge and application of applicable scientific studies during sales calls.
- Established 'Product Experts' for each product, weekly Journal Clubs within territories and moderated conference calls when DM not available.
- Re-launched Axid (H2 blocker), Lescol XL, Innopran XL, DynaCirc CR, Rythmol SR and co-promotion of Cardizem LA and Teveten.
- Launched 1st and only FDA approved Omega 3 'fatty acid', ranking #1 in region.
Education
Master of Science (MS) - Biological Sciences
Prairie View A&M University
Prairie View, TexasBachelor of Science (BS) - Biology, Chemistry
Grambling State University
Grambling, LASkills
- Team Leadership & Development
- New Business Development
- Sales & Marketing
- Strategic Partnerships
- Strategic Planning
- Lead Generation
- Budgeting & Sales Forecasting
- Biotech Devices
- Contracts & Negotiations
- Client Relationship Management
- Biotech Devices Sales Strategy
- Cross-Functional Communications
- Account Management
- Buy and Bill
Websites
Training
- Completed RMRR (Management Training), 2006
- Train the Trainer (Challenger Sales Model)
- Completed CMR courses (Advanced Certified Medical Representative), 2018
Accomplishments And Awards
- Honored with President Council for back-to-back top 15% out of 600 representatives
- Awarded District Trainer (2013, 2014, and 2015)
- Awarded President Club 2012 & 2013
- Ranked among the top 15% throughout career
- Interim manager (07/01/15 - 12/31/15)
- Named National Product Sales Leader of the Year 2012
- Regional Product Leader 2013
- Won 'Rocking and Stocking Contest' for Hysingla ER Launch
- District Leader (2012, 2013, 2014)
- MVP 2014, 2015, 2026 and 2017
- Sales/Marketing Advisory Council (SMAC) 4 years
- Regional Director Award (2016 & 2018)
Timeline
Senior Neurological Sales Specialist
Eisai Inc
07.2019 - 05.2023
Account Territory Business Manager /KAM
Purdue Pharma L.P.
01.2008 - 12.2018
Professional Sales Representative II
Reliant Pharmaceuticals/GlaxoSmithKline
01.2001 - 01.2008
Master of Science (MS) - Biological Sciences
Prairie View A&M University
Bachelor of Science (BS) - Biology, Chemistry
Grambling State University