Christina Wullenweber
Cincinnati,OH
Summary
Results-driven pharmaceutical sales professional with 15+ years of experience in the hospital and healthcare industry. Proven track record in increasing sales revenue, expanding market share, and building lasting partnerships with key stakeholders. Extensive clinical expertise in CNS/Urology/Neurology, Psychiatry, Post-Acute and Long-Term Care/Primary Care.
Overview
22
22
years of professional experience
1
1
Certification
Work History
Senior Territory Sales manager
Sumitomo Pharma America, inc.
01.2021 - 06.2024
- Finished 134% to goal in FY2023 which ranked in the top ten percent of sales force of forty
- Finished 146% to goal in FY2022 which ranked me in top ten percent off salesforce
- Finished 125% to goal which ranked me top twenty percent of forty in FY2021
- Successfully promoted and sold urological pharmaceutical products to healthcare professionals, including urologists, physicians, and long-term care facilities, resulting in a 36% growth in market share
- Continually focusing on growing SMPA product market share base by closing for new business in both new and existing accounts
- Knowledge of market access formulary positioning, including pull-through and push -through with the new launch of product
- Cultivating strong, long-term relationships with key pharmacy representatives through education of current product knowledge
- Conducted detailed presentations and product demonstrations to highlight the features and benefits of urology medications, resulting in increased sales and market penetration
- Utilize effective communication and negotiation skills to build and maintain strong relationships with healthcare professionals and key decision-makers
- Collaborated with cross-functional teams to plan and execute marketing and promotional strategies to maximize the impact of urology product sales
Regional Vice President of Business Development
StoneMor Partners L.P.
04.2018 - 01.2020
- Served as a member of the senior leadership team contributing to high level decision making, assisting with implementation and organization-wide strategic planning and team activities
- Controlled the use of marketing budget dollars to assure optimal exposure and maximum efficiencies
- Coordinated planning and use of marketing budget dollars to create shared efficiencies in media
- Worked with the National Sales Manager to expand partnerships with corporations, foundations, governmental agencies, and other organizations to diversify and leverage resources
- Expanded market penetration for services and created new business development opportunities through marketing and other outreach methods
- Supported with the development of marketing strategies and materials that align with service delivery strategies, as well as assist with external and internal branding execution
- Managed staff and support the development of program goals and objectives, defining performance metrics, monitoring progress, reporting on results, and analyzing Sales Metrics
- Strengthened and completed the marketing plan and budgetary process for the region
- Partners with the marketing team in the development and modification of short and long-range organization's marketing plans and budgets by providing competitor information, data, and feedback
- Developed sales plans to support the budget and achieve desired objectives
- Monitored marketing and sales performance expectations
- Assessed the skills and abilities of sales staff and coached, trained, and motivated as appropriate to achieve success
Business Development Director
Brookdale Senior Living
04.2012 - 04.2018
- Responsible for achieving annual sales and profit objectives for defined territory by influencing customers (e.g., orthopedic geons, dialysis centers, critical care facilities, neurologist, emergency rooms, cardiologist, and physician based in hospitals) through education on assigned products
- Provide strategy, support and vision to the Director of Sales & Marketing in Specified Market Area to achieve sales and occupancy goals through effective Business Development efforts
- Contributed to the launch and introduction of innovative products in the orthopedic industry promoting CCJR Educating clinical staff on Population Health Interventions with services offered through Brookdale
- Educated physicians and therapists on reimbursement procedures among insurance companies through the bundling process
- Created, pitched strategic sales presentations, and overcame objections and rebuttals to close sales
- Created and maintained KOL events calendars for the Market Area
- Developed and organized Market Area events to meet and exceed established monthly goals
- Responsible for building mutual partnerships with the Tri-Health organizations to promote return rate of 95% Reached max occupancy levels for 4 out of the five communities 2013
- Provide CEU presentations to social workers and case management monthly
- Delivered effective sales presentations to physicians and healthcare professional which increased referral base to 45%
- Increased total referrals sources to 204 which resulted in 72 sales for 2016
- Educated Managed care facilities on the services Brookdale provides to the patient in assisting with Chronic illness management
- Implemented the Bundled payment for Care improvement in two out the four communities
- Gathered data on quality metrics and outcomes and delivered information to increase referrals Brought Key medical professionals into agreement to serve as a medical director, enhancing the credibility and influence of the communities
- Resulted in 100% revenue growth
- Delivered effective sales presentations to primary care physicians which increased referral base by sixty and resulted in forty-five sales in quarter one
- Partnerships with hospital network which resulted in forty-five new referrals from psychiatrists, psychologists, social workers, and other health care professionals
Area Sales Director
Brookdale Senior Living
05.2006 - 04.2012
- Assisted key staff members in identifying appropriate patient populations for referral
- Liaison between our nursing staff and key account staff
- Maintained occupancy in three of the five cluster communities
- Managed sales metrics for cluster activity
- Motivated and educated sales team on latest sales strategies
- Streamlined communication between sales staff, key account staff and facilities for smooth transition of care
Sales Manager
Brookdale Senior Living
05.2002 - 05.2006
- Maintained occupancy at 95% average over tenure as Sales Manager
- Managed sales process by understanding prospective residents' needs and educating them about the community's services and programs
- Coordinated and completed all activities needed for sales, including visiting prospects' homes, conducting initial assessments or sales presentations, and ensuring all required forms completed prior to move-in
- Increased community awareness through participation in outside events, professional groups and local community involvement Create and update competitive analysis on a quarterly basis
- Serve as the main contact for all competitive issues that would affect communities
Education
Bachelor of Arts - Gerontology
College of Mount St. Joseph
Cincinnati, OH01.2002
Skills
- Results-oriented team leader
- Relationship building
- New Business Development
- Sales Strategy, Execution, & Metrics
- Partner Acquisition and Development
- Account Management
- Brand Development
- Cross-Functional Facilitator
- Microsoft and Salesforcecom
- Team Collaboration and Leadership
- Product launch
- Physician relations
- Contract negotiation expertise
- Account development
- Sales Presentations
Certification
Certified Dementia Practitioner 2014
Accomplishments
- Finished 134% to goal in FY2023 which ranked in the top ten percent of sales force of forty. Finished 146% to goal in FY2022 which ranked me in top ten percent off salesforce. Finished 125% to goal which ranked me top twenty percent of forty in FY2021.
- Contributed to the development and implementation of a strategic sales plan that resulted in eight of the nine communities achieving 100 percent occupancy.
- Created a new Strategic Marketing plan for Advance need Selling for Service Industry which increased inquiry to presentation by 20%.
- Brought Key medical professionals into agreement to serve as a medical director, enhancing the credibility and influence of the communities. Resulted in 100% revenue growth.
- Delivered effective sales presentations to primary care physicians which increased referral base by sixty and resulted in forty-five sales in quarter one.
- Created partnerships with hospital network which resulted in forty-five new referrals from psychiatrists, psychologists, social workers, and other health care professionals.
- Partnered with behavioral health professionals to assist those with depression, schizophrenia and bipolar disorder.
- Circle of Excellence recipient in 2016
- Circle of Excellence recipient in 2012
- Alzheimer's Association Chair 2003-2012
- Parkinson's Delay the Disease 2016-2017
Timeline
Senior Territory Sales manager
Sumitomo Pharma America, inc.
01.2021 - 06.2024
Regional Vice President of Business Development
StoneMor Partners L.P.
04.2018 - 01.2020
Business Development Director
Brookdale Senior Living
04.2012 - 04.2018
Area Sales Director
Brookdale Senior Living
05.2006 - 04.2012
Sales Manager
Brookdale Senior Living
05.2002 - 05.2006
Certified Dementia Practitioner 2014
Bachelor of Arts - Gerontology
College of Mount St. Joseph
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