David Randall
Fullerton,CA
Summary
Results-oriented District Sales Manager with 18 years of success in the pharmaceutical industry. A dedicated leader passionate about driving transformative changes in territory sales and nurturing the development of sales professionals. Proven ability to align sales and marketing strategies, influencing buying decisions through a data-driven approach. Adaptable to dynamic and competitive landscapes, adept at understanding customers needs, and delivering optimal solutions.
Overview
26
26
years of professional experience
Work History
West Coast DSM Orthopedics
Ferring Pharmaceuticals
Parsippany, NJ
06.2020 - Current
- Led, coached and directed 7 reps and 1 KAS across CA, NV, HI, AK, OR, WA, ID and MT for a Medicare B, bioengineered buy-and-bill injectable.
- Achieved a 19% increase in Euflexxa district sales over the past 3 years, equivalent to 8,417 boxes.
- Selected to participate in the 2024 Euflexxa brand planning session collaborating with marketing, market access, analytics and NSD.
- Worked alongside 3 Circle of Champions Award winners by providing coaching and feedback on their business plans and tactics.
- Maintained a high team engagement score of 4.63 out of 5 in Gallup surveys (Top 10% Percentile Rank).
- Collaborated monthly with the National Account Director to discuss updates and changes to the managed care landscape.
- Improved team performance by providing regular coaching, training, and mentoring.
West Coast DSM Gastroenterology/Urology-Oncology
Ferring Pharmaceuticals
Parsippany, NJ
05.2012 - 05.2020
- Led, coached and directed 8 reps across CA, NV, UT, AZ and HI to launch Prepopik (2012), Clenpiq (2018), Nocdurna (2018) and Ortikos (2020).
- 2013 - District generated 10,168 TRx's in Q4 vs 1,859 TRx's in Q1, resulting in Prepopik growth of 82% and 6% market share.
- Achieved a result of 181% to goal for the launch of Clenpiq.
- District ranked #2 out of 8 for the launch of Nocdurna.
- Led, coached and directed 8 reps across CA, NV, UT, AZ and HI for a Medicare B, buy-and-bill injectable within the Urology/Oncology space (2016 to 2020).
- District finished at 115% to goal (2017) and 114% to goal (2018) respectively with Firmagon.
- Maintained high team engagement scores in Gallup surveys (Top 25% Percentile Rank).
- Worked alongside 4 Excellence Club Award winners and 1 Rookie of the Year by providing coaching and feedback on their business plans and tactics.
- Provided direction and support around sales strategy, call planning, reach and frequency, market share productivity and execution of territory business.
Sales Specialist Orthopedic/Urology-Oncology
Ferring Pharmaceuticals
Los Angeles
09.2005 - 04.2012
- Successfully launched a new bioengineered, buy-and-bill orthopedic/rheumatology device in 4th quarter of 2005.
- Built annual sales from launch in 2005 to over $2 million in 2011.
- Received the Achievement Award for 15% sales growth Q2 2011 vs Q2 2010 and Q3 2011 vs Q3 2010.
- Successfully launched Firmagon, a new FDA approved buy-and-bill hormone therapy in 2008.
- Recognized with 2 Orthopedic/Urology Excellence Club Awards in 2008 (Ranked #3) and 2009 (Ranked #10).
- Recognized with 2 Orthopedic Masters Club Awards in 2010 and 2011.
- Selected to participate in the 2009 Orthopedic/Urology marketing advisory board.
- National Field Trainer from 2010 to 2011 (Trained 4 reps, which exceeded their initial sales goal).
Sales Engineer
Air Purification Company
Denver, CO
04.1998 - 08.2005
- Developed a new Colorado/Wyoming territory.
- Ended the 2004 year with a gross sales volume of $1.6 million.
- Produced 28% gross profit margin becoming 2nd in sales.
- Sold multiple products, including mechanical components and systems to major commercial accounts.
Education
Bachelor of Science - Health And Sports Science
University of Oklahoma
Norman, OKSkills
- Team Leadership and Development
- Coaching
- Cross-Functional Collaboration
- Market Analysis and Launch Strategies
- Buy-and-Bill
- IDN and LOA Contract Negotiation
Timeline
West Coast DSM Orthopedics
Ferring Pharmaceuticals
06.2020 - Current
West Coast DSM Gastroenterology/Urology-Oncology
Ferring Pharmaceuticals
05.2012 - 05.2020
Sales Specialist Orthopedic/Urology-Oncology
Ferring Pharmaceuticals
09.2005 - 04.2012
Sales Engineer
Air Purification Company
04.1998 - 08.2005
Bachelor of Science - Health And Sports Science
University of Oklahoma