Darlene Lea
Ripon,CA
Summary
Consistently outstanding, result-oriented leader who achieves excellent results through strategic thinking, marketplace excellence, analytically organized planning, implementing key strategies and coaching sales representatives and account managers. Delivers consistent and accurate guidance, cost analysis, spends/trends and successfully oversees contracts in area of $1.5 billion in total vaccine spends ($558 million GSK). Detail-oriented in assessing contracts and mitigating risks. Experience includes negotiating various vaccine contracts, robust financial analysis, in depth knowledge of PBGs and GPOs, Buy and Bill, System and FQHC Account Management.
Overview
23
23
years of professional experience
1
1
Certification
Work History
Contract Manager
GlaxoSmithKline Vaccines
04.2023 - Current
- Manage financial aspects of GSK vaccine portfolio across various settings including systems, hospitals, FQHCs, and large independent customers.
- Conduct spend and trend analysis to identify opportunities for implementing cost-saving initiatives
- Create and delivering cost analysis presentations to customers
- Collaborate with local and national PBGs on GSK contracting programs, while also focusing on clinical and organizational advantages.
- Lead and provided specific feedback to field reps and account managers regarding financial opportunities, with consistent follow-up on accounts.
- Ranked in top 30% of national contracting team 2023
Immunization Specialist-Pediatric and Adult
GlaxoSmithKline Vaccines
01.2019 - 04.2023
- Successfully implemented strategies to optimize vaccination rates in the pediatric, adolescent, and senior markets through effective collaboration with accounts.
- Managed $17 million territory, leveraging clinical and organizational advantages of vaccine portfolio to drive business growth.
- Area Data Champion (Jan 2023-June 2023 while in specialist role) Effectively pulled, analyzed Area data comparing it to regional and nation performance for key brands, while proactively addressing growth opportunities
- Expert in CDC Pediatric vaccine schedule
Specialty Rep/Senior Exec. Sales Rep
GlaxoSmithKline Pharmaceuticals
08.2004 - 01.2019
- Consistently grew market share of portfolio accounts
- Expertise in disease states across various specialties such as Urology, Respiratory, Cardiology, Endocrinology, and Primary care
- Selected as Peer Educator by Leadership Team in 2018
- Area Product Trainer for Urology sales force
- Training mentor to 7 new hire/transfer sales representatives
- Successfully completed RDP 1&2 leadership programs
Unit Manager
Philip Morris U.S.A
San Jose, CA
09.2001 - 08.2004
- Led the management and training of a team consisting of 5 Territory Sales Managers and 5 Part-time merchandisers, driving growth in local market share across over 700 accounts.
- Managed key chain accounts for Walgreens, Costco, Bedrock Oil Inc, and Naser Wholesale Distributors at headquarters
- Created strategic plans to surpass sales objectives and enhance implementation of trade programs and new brand launches while leading sales team
- Effectively trained, motivated and developed employees for advancement
- Grew and maintained highest unit market share in Northern California section at 68.6 share points.
Education
Bachelor of Science - Business Administration
California State University, Chico
Skills
- Trade program negotiation and implementation
- Customer engagement
- Sales Leadership
- Buy and Bill
- Account Management
- Peer Educator/ Product Trainer
- Robust PBG and GPO knowledge
- Data analytics
- Business Plan development
- Vast disease state experience
- Strategic account/area planning
Volunteer Experience
- Vice president of Ripon Little League/Babe Ruth 2017-2019
- Ripon High School Sober Grad Committee non-profit organization 2021, 2022, 2023, 2024
Certification
- Completed Thayer Leadership Program 12-23
Affiliations
- Multiple "Tier award winner" at GSK 2006, 2009, 2010, 2014
- Top 20% of Sales force 2016, 2017, 2019, 2021
- Top 30% of National Contracting team 2023
Timeline
Contract Manager
GlaxoSmithKline Vaccines
04.2023 - Current
Immunization Specialist-Pediatric and Adult
GlaxoSmithKline Vaccines
01.2019 - 04.2023
Specialty Rep/Senior Exec. Sales Rep
GlaxoSmithKline Pharmaceuticals
08.2004 - 01.2019
Unit Manager
Philip Morris U.S.A
09.2001 - 08.2004
Bachelor of Science - Business Administration
California State University, Chico
- Completed Thayer Leadership Program 12-23
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