Catherine Henry Summerlin
Little Rock,AR
Summary
Supported sales initiatives in biotech and pharmaceutical sectors by leveraging biologics and vaccine expertise. Assisted in navigating buy and bill reimbursement processes in hospital and clinic environments. Contributed to market knowledge and territory analysis to enhance territory growth.
Overview
32
32
years of professional experience
Work History
Senior Biotech Sales Specialist II
MedImmune
01.2006 - Current
- Responsible for the promotion and achievement of assigned sales goals for Synagis and FluMist. The Biotech Sales Specialist II provides clinical/scientific/managed care expertise to clinics, hospitals, NICU’s, and CVICU’s in the territory. (Arkansas) Effective promotion of products requires extensive efforts in customer relations and education, relationship building, managed care and product knowledge, effective communication and analytical problem solving as well as knowledge of reimbursement issues and solutions.
- 2015-16 Season Synagis: 138% to goal
- 2014-15 Season Synagis: 116% to goal
- 2014-15 Season FluMist: 102% to goal
- 2013-14 Season Synagis: 109% to goal
- 2013-14 Season: FluMist: 100% to goal
- 2012-13 Season Synagis: 111% to goal
- 2012-13 Season: FluMist: 114% to private goal
- 2012-13 Season: FluMist: 100% to overall goal (private and public)
Vaccine Account Manager II
MedImmune
05.2009 - 01.2012
- Arkansas and Oklahoma Territory: managed the influenza business for two states from a public health perspective
- Responsible for obtaining and increasing VFC Flumist order for OK and AR
- Ensure that State orders within HD’s and providers have appropriate market share and coordinated pull-through efforts in the public and private sector
- Coordination and development of strategies with the ID sales force, RAM, GAM, MSD, and Marketing teams
- Development and execution of school programs in AR and OK AR has a state wide school program that represents 80% of State VFC order
- Coordination between OK DOH and Access Companies to develop school programs that can be sustainable. Helped ensure that vaccine was available to both the private and public sector, addressed reimbursement and logistical challenges, and assisted with the implementation of their 3rd party billing system.
- Assisted AR with their 3rd party billing program. AR generated 1.4M off of Flu in 2010-11.
- 2009-10: 88% to goal: VAM transition mid season
- 2010-11: 138% to goal: (ranked 3 of 13 in area)
- Promoted from VAM I to VAM II
- Awarded Salary Merit Increase and LTI Grant
Biotech Sales Specialist
MedImmune
05.2006 - 05.2009
- Flumist:
- Responsible for clinically selling physicians on the multiple advantages of Flumist vs. TIV. Clinically educated physicians on efficacy, safety, new ACIP recommendations, early administration, and reimbursement process.
- Implemented multiple school vaccination programs in Sherwood, North Little Rock, and a city wide program in Conway that consisted of 24 participating public schools and 3 pediatric clinics. Worked closely with the public school board, superintendent, and board of directors to get the program approved and implemented.
- Directly involved with obtaining the approval for FluMist to be added to the VFC program in Arkansas by utilizing my KOL’s in my community to advocate for Flumist based on efficacy, safety and superiority of the product.
- Generated a 12,235 VFC dose pre-book order in 6 weeks from my territory in 2008. Total pre-book for the entire state of Arkansas was approximately 25,000.
- Flumist Annual Performance:
- 2007-08: 214% to goal (ranked 24 of 269) Annual Performance Rating: 4
- 2008-09: 158% to goal (ranked 8 of 200) Annual Performance Rating: 4
- 2009-10: Private pre-book goal: 6054 doses
- Doses pre-booked: 8310 doses-137% to goal (before VAM position)
- 2009-10: 88% to goal: (new to position) Annual Performance Rating: 4
- 2009-10: VAM transition mid- season; Annual Performance Rating: 3
- 2010-11: 138% to goal (ranked 3 of 13) Annual Performance Rating: 4
- 2011-12: 114% private goal; 100%;Total Annual Performance Rating: 4
- 2012-13:114% private goal: 100% Total Annual Performance Rating: 4 (after adjustments)
- Promoted from VAM I to VAM II 11/15/2011
- Awarded Salary Merit Increase and LTI Grant
- Synagis:
- Responsible for establishing and maintaining relationships with physicians and Synagis coordinators to ensure that they have all the necessary information to appropriately identify and provide Synagis to their patients. This requires extensive clinical selling, logistical management, detailed patient identification systems, and education for appropriate reimbursement policies.
- Worked as a liaison between the providers and Specialty Pharmacies to ensure proper identification, approval, and timely distribution to clinics and patients
- Synagis Annual Performance:
- 2006-07: 110% to goal (ranked 37 of 269) Annual Performance Rating: 3
- 2007-08: 90% to goal ( ranked 176 of 269) Annual Performance Rating: 4
- 2008-09: 126% to goal (ranked 26 of 205) Annual Performance Rating: 4
- 2008-09: CEO Winner
- 2009-10: 116% to goal when I moved to VAM position
- 2010-11: VAM Position; see sales above
- 2011-12: 114% Private goal; 100%; Total; Annual Performance Rating:4
- 20012-13: 111% to goal (ranked 17/192) Annual Performance Rating: 4
- 2013-14: 109% to goal (ranked 45/192) Annual Performance Rating: 4
Marketing Representative and Registered Nurse for Home Health Services
Intrepid USA Healthcare Services
08.2003 - 01.2006
- Responsible for marketing for skilled nursing, physical therapy, occupational therapy, speech therapy and nurses aides to physicians, nurses practitioners, nurses, case coordinators, social workers, and discharge planners.
- Continually met or exceeded sales quotas and goals and increased census by 200% in the last 36 months.
Registered Nurse- BSN
Arkansas Children’s Hospital
Little Rock, AR
09.2000 - 08.2003
- Cardiovascular and Neonatal Intensive Care
Children’s Medical Center of Dallas
Dallas, TX
08.1999 - 08.2000
- One year Critical Care and Trauma Internship
Executive Director for the state of AR
Cystic Fibrosis Foundation
Little Rock, AR
01.1996 - 01.1997
- Responsible for statewide fundraising and fundraising events
- Responsible for statewide staff and budget
Account Executive/Special Publications Account Executive
Arkansas Business Publishing Group
Little Rock, AR
01.1994 - 01.1996
- Established and maintained corporate accounts in Little Rock and Northwest Arkansas territories
- Negotiated contracts
- Formulated marketing strategies
Education
Bachelors of Science - Nursing
University of Arkansas for Medical Sciences
Little Rock, AR05.1999
Bachelor of Arts - Psychology
University of Arkansas
Fayetteville, AR05.1994
Skills
- Relationship building
- Client relations
- Customer service and care
- Upselling and cross selling
- Team collaboration
- Performance tracking
- Relationship selling
- Territory management
- Sales analytics
- Sales closing
- Customer relationship building
- Complex Problem-solving
- Customer retention
Foreign Study
- Participated in a program of study involving travel to England, France, Italy, Switzerland and Spain, including interaction and communication with diverse cultures.
- Attended Escuela de Idiomas in Nerja, Spain for 2 months of intensive Spanish. Classes included 6 hours a day of grammar, in-class communication, and outside community communication.
Timeline
Vaccine Account Manager II
MedImmune
05.2009 - 01.2012
Biotech Sales Specialist
MedImmune
05.2006 - 05.2009
Senior Biotech Sales Specialist II
MedImmune
01.2006 - Current
Marketing Representative and Registered Nurse for Home Health Services
Intrepid USA Healthcare Services
08.2003 - 01.2006
Registered Nurse- BSN
Arkansas Children’s Hospital
09.2000 - 08.2003
Children’s Medical Center of Dallas
08.1999 - 08.2000
Executive Director for the state of AR
Cystic Fibrosis Foundation
01.1996 - 01.1997
Account Executive/Special Publications Account Executive
Arkansas Business Publishing Group
01.1994 - 01.1996
Bachelors of Science - Nursing
University of Arkansas for Medical Sciences
Bachelor of Arts - Psychology
University of Arkansas