Dana Henry
Summary
Experienced sales leader known for motivating teams to achieve top sales performance. Skilled in cultivating patient advocates who champion represented brands. Successful track record in pharmaceutical/device and medical services industries, including product launches. Proficient in sales management across various medical specialties, training reps in rare disease states. Expert in access management for retail/specialty drugs and negotiating contracts with hospital networks. Collaborative team player focused on delivering exceptional customer service.
Overview
22
22
years of professional experience
Work History
Regional Sales Manager- Pacific Northwest
CSL
11.2015 - Current
- Spearhead a Pacific Northwest team of 7-8 sales professionals by building enthusiasm, empowerment, listening to feedback and implementing strategies to ensure we exceed our sales goals and growth objectives.
- Actively monitored key performance metrics and coached to improvement to meet representative and company goals.
- Recruit and train team members while adhering to all company and FDA/OIG guidelines.
- Actively served on leadership compliance committee
- Coach team performance daily by using proven behavioral based coaching, motivation and management methodologies.
- Recognized for growth and 2021 sales performance leading team to year end finish of 3/17 districts
- Recognized for growth and 2022 sales performance leading team to year end finish of 5/14 districts
- 2021 sales performance yielded 2 Pinnacle Award winners
- 2022 sales performance yielded 2 Pinnacle Award winners
- Recognized with long term incentives each performance year to date
Nephrology/ Rare Disease
Territory Account Manager - Arizona
- Territory consistently ranked in top 25% for total patients starts each year since launch
- Sales achievement 2016 175%; 2017 113%; 2018 86%; 2019 115%
- Successfully collaborate with cross functional partners within RAM, NAM, FLM and MSL teams as well as district, regional and national teammates
- Introduced Nationally recognized KOLs to the organization that have been key to product success
- Territory outperforms the Nation and Region year over year in NRX/TRX volume testimony to collaborative partnership with FLM
- Key lead on local hospital and IDN product education for inpatient and outpatient utilization which now has Veltassa as first choice for patients discharged post hyperkalemia admit
- Instrumental in providing education for LDOs on product protocol for appropriate patients
Regional Sales Manager- West
CSL Seqirus
11.2015 - Current
- Responsible for the build out of the expansion team for the Pacific Northwest for Flu vaccines
- Provide leadership and coaching for a sales team of 10 vaccine sales specialists in 8 states
- Collaborate with internal & external stakeholders to provide vaccine solutions to shared customers
- Provide training and coaching for team around account management for small IDNs, FQHCs, public health departments, private and large pediatric and multi-specialty clinics.
Regional Sales Manager
Fresenius North America
01.2013 - 05.2015
- 2014 successfully launched new medication in competitive renal market with no managed care coverage
- Cultivated new business relationships for KOL development
- Ranked in top 10% each year for home dialysis machine sales direct buy and bill sales
- Became team lead for managed care issues within the region
- Met or exceeded sales quota for Veltporo each quarter since launch
- Achieved national recognition for K@Home machine sales ranked 5th in nation for 2014
- 2014 yearend performance @ 100% to quota ranked 2nd in region, 16th in nation for Veltporo
- 2015 performance Q1 @ 109% to quota ranked 2nd in region , 10th in nation
- 2015 performance Q2 @ 103% to quota ranked 3rd in region
Regional Sales Manager
Acell
01.2012 - 01.2015
- Surgical cellular matrix sales to local hospitals, surgical centers and physician offices
- Responsible for reintroduction of product to surgeons and hospital systems
- Direct sales / buy and bill to physicians and surgery centers
- Increased access and utilization of device within the Abazo and VA Health care systems
- Education provided to wound care centers, surgical centers and hospital wound care and surgery teams
Account Manager
Hill-Rom, Batesville, Indiana
09.2009 - 01.2012
- Account Manager, Promoted to Medical Account Management Services 2011 Arizona/Las Vegas/El Paso
- 2013 Performance @125% to quota ranked 2nd region, 7th in nation
- 2012 Performance @109% to quota, ranked 2nd region, 9th in nation
- Responsible for contract negotiations, presentations to targeted GPOs/IDNs, C suite, clinical and nonclinical decision makers within acute and post acute hospitals for capital equipment sales and rental decisions
- Territory Sales Manager, Respiratory Division 2009-2011 Missouri/Kansas
- 2011 sales performance Home Care Quota 112% vs. Nation @100%, Home Care Revenue 126% vs. nation @99%, Acute Care Revenue 113% vs. Nation @ 101%, YTD ranking 17/80
- Educate hospital’s discharge planners, pulmonary, cardio-thoracic surgery groups on airway clearance and lung expansion solutions
- Collaborate with hospital administrators, asset management teams on cost effectiveness of therapies and protocols
- Assisted with developing improved airway clearance protocols for VA vison 13 critical areas within hospitals critical care teams
- Increased sales within the local vison for VEST therapy by 200%
- Successfully gained entrance and product acceptance into key accounts that had been dormant for more than 5 years
- 2010 Sales performance initiated more than 11 new long term contracts with large hospitals within first 12 months
- Increased revenue b 22% within existing accounts
Regional Sales Manager
Astellas Pharma US, Deerfield, Illinois
10.2003 - 09.2009
- Regional Sales Manager for Primary Care/Urology Sales Division
- Consistently performed at or above 100% sales attainment for all products as RSM and sales representative
- Promoted from Healthcare specialist to Regional Sales Manager April 2005
- Mentoring, coaching and developing a diverse team of representatives across multiple states and markets
- Hired and assisted with development of several representatives to promotional opportunities within organization
- Guest trainer at multiple training sessions both as a representative trainer and as RSM
- Successfully developed a regional training program that was adopted as best practice nationally
- Successfully collaborated marketing strategies and sales activities with multiple co-promotion partners within 4 markets
Education
Bachelor of Science - Management/Accounting
Park University
Parkville, MissouriSkills
- Sales team leadership
- Sales performance
- Active Listener & clear communicator
- Individual development and coaching
- Contract Negotiation
- Cross collaboration
- Strategic thinking
- Customer Relationship Management
- Sales team management and support
Timeline
Regional Sales Manager- Pacific Northwest
CSL
11.2015 - Current
Regional Sales Manager- West
CSL Seqirus
11.2015 - Current
Regional Sales Manager
Fresenius North America
01.2013 - 05.2015
Regional Sales Manager
Acell
01.2012 - 01.2015
Account Manager
Hill-Rom, Batesville, Indiana
09.2009 - 01.2012
Regional Sales Manager
Astellas Pharma US, Deerfield, Illinois
10.2003 - 09.2009
Nephrology/ Rare Disease
Territory Account Manager - Arizona
Bachelor of Science - Management/Accounting
Park University