Odetta Joseph
East Brunswick,NJ
Summary
A seasoned National Sales Director at BioRidge Pharma, I leveraged my expertise in business development and negotiating to exceed sales targets by fostering key account relationships and driving market intelligence strategies. With a knack for influencing and cross-functional collaboration, I successfully transformed territories, achieving a notable 25% annual sales increase.
Overview
24
24
years of professional experience
Work History
National Sales Director
BioRidge Pharma
Florham Park, NJ
01.2019 - Current
- Worked with RFP team and responded to all RFP's from Specialty Pharmacies and IDN's
- Work with Corporate Accounts, IDN's, Universities, Oncology Centers and SP pharmacies selling specialty generics
- Developed sales strategy based on research of consumer buying trends and market conditions.
- Exceeded targets by building, directing and motivating high-performing sales team.
- Negotiated and closed agreements with large customers and monitored and analyzed performance metrics.
- Attended events, training seminars and manufacturer product showcases.
- Worked closely with executive management team on strategic initiatives related to increasing revenue growth.
- Prepared monthly, quarterly and annual sales forecasts to effectively plan sales strategies.
- Negotiated contracts with vendors and distributors to optimize supply chain processes.
- Supported sales team members to drive growth and development.
- Maintained sales volume and selling price by keeping current with supply and demand.
- Researched and identified potential customers and new market opportunities on continuous basis to maintain sustained revenue growth.
Director of Account Management
Asembia Healthcare / Armada Healthcare
Florham Park, NJ
09.2012 - 01.2019
- Identified prospective customers through generation of referrals, organization membership, and conference/trade show attendance
- Prepared, reviewed and oversaw execution of sales contracts
- Developed trusted advisor relationships with key pharmacy executives
- Sold all Armada Portfolios, resulting in success of 385 Accounts in Specialty and Retail Pharmacies opened
- Worked with stakeholders throughout organization to identify opportunities for leveraging company data to drive business solutions and customer value.
- Developed business plan and sales strategies to convert competitive GPO business to Asembia
- Maintained up-to-date knowledge of industry trends, technologies, best practices and competitive landscape.
- Provided guidance and support to Account Managers on complex client issues or disputes.
- Supported sales team members to drive growth and development.
Business Development Manager
Gen-SourceRX
Carlstadt, NJ
10.2010 - 12.2011
- Transformed territory generating less than $200k annual sales to $3 million within two years by bundling package deals to attract and keep new customers
- Built strategic roadmap that was adopted by managers of East Coast and Midwest territories
- Maintained intimate understanding of industry and competitive environment through regular customer-facing engagements
- Attended Trade show engagements to reignite pharmacy members of presence and solutions for all their pharmaceutical and contractual needs
- Developed and implemented favorable pricing structures balancing firm objectives against customer targets.
- Collaborated with marketing team members to design promotional materials.
- Fostered long-term partnerships with key industry players to enhance market presence.
- Attended tradeshows and conferences to network with potential clients.
- Collaborated with cross-functional teams including marketing, operations, finance.
- Used change methodologies to increase sales and led projects for increased productivity.
- Participated in weekly meetings with executive leadership team members to discuss progress toward goals.
Senior Account Manager
Managed Healthcare Associates
Florham Park, NJ
12.2006 - 11.2010
- Contacted regular and prospective customers to demonstrate products, explain product features, and solicit orders
- Delivered sales presentations and pitches to clients, upper management and junior sales associates for demonstration.
- Cultivated productive relationships with business representatives and consulted closely to uncover needs and match to available solutions.
- Grew revenue 65% through customer education for business solutions and product offerings.
- Collaborated with VP and Directors to determine company goals and translate goals to individual client needs.
- Handled high-profile accounts worth up to $100M while overseeing team of 3 employees.
- Cross-sold additional products and services to increase profitability within accounts.
Inside Sales Manager
Hanger Prosthetic and Orthotic
West Orange, NJ
03.2005 - 12.2006
- Monitored customer preferences to determine focus of sales efforts
- Resolved customer complaints regarding sales and service
- Prepared pricing strategies for current customers to enhance sales and increase profitability.
- Updated accounts and maintained long-term relationships with clients.
- Set and exceeded inside sales goals by establishing ambitious targets and motivating sales representatives
- Surpassed sales goals by 25% annually with implementation of diverse sales tools and strategies
- Liaised with clients via email or phone to identify and address needs, growing existing accounts through cross-selling
Office Manager
Summit Medical Group
Summit, NJ
03.2001 - 01.2005
- Directed/coordinated supportive services department of Scheduling department
- Prepared and reviewed operational reports and schedules to ensure accuracy and efficiency
- Explained policies and procedure to patients and all new employees
- Set goals and deadlines for department
- Conducted classes to teach procedures to staff
- Established workflow processes, monitored daily productivity and implemented modifications to improve overall performance of personnel.
- Managed office operations while scheduling appointments for department managers.
- Managed front desk operations including greeting visitors, answering questions or directing them to appropriate personnel.
- Maintained confidential records relating to personnel matters.
- Managed office budget to handle inventory, postage and vendor services.
Education
Business Administration And Management
University of Phoenix
Jersey City, NJSkills
- Sales and Marketing
- Negotiating
- Account Acquisition
- Business Development
- Key Account Management
- Bid Request Management
- Customer relationship management
- Cross-functional collaboration
- Client management
- Upselling strategies
- Influencing skills
- Problem-solving aptitude
- Consultative and relationship selling
- Market intelligence
Timeline
National Sales Director
BioRidge Pharma
01.2019 - Current
Director of Account Management
Asembia Healthcare / Armada Healthcare
09.2012 - 01.2019
Business Development Manager
Gen-SourceRX
10.2010 - 12.2011
Senior Account Manager
Managed Healthcare Associates
12.2006 - 11.2010
Inside Sales Manager
Hanger Prosthetic and Orthotic
03.2005 - 12.2006
Office Manager
Summit Medical Group
03.2001 - 01.2005
Business Administration And Management
University of Phoenix
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