DEREK M. LAWRENCE
Winter Springs,Florida
Summary
Accomplished Sales Manager offering high performance leading development and implementation of superior sales strategy. Proven track record of identifying and creating profitable business opportunities, qualifying authentic prospects and cultivating strong partnerships. Demonstrated expertise in team leadership and development.
Overview
7
7
years of professional experience
Work History
Territory Manager
Axena Health
Orlando/Tampa
06.2023 - Current
- Company Overview: Leva Digital Pelvic Health System
- Launched Leva as the industry’s first biofeedback device in first line treatment for women suffering from Urinary Incontinence
- Main call points included: OBGYN, GYN, UROGYN, and Urology
- Relaunched Leva Pelvic Health System from a self pay model to a reimbursement model
- Partnered with Orlando Health to launch the first integrated DME prescription model in Epic so providers could prescribe Leva more efficiently
- Provide educational in-service dinner programs to increase product knowledge and grow business.
- Worked along side the market access team and providers to advocate to insurance companies for reimbursement
- Effectively grew the Orlando/Tampa territory from 40 Rx’s per qtr to 423 Rxs per qtr
- Over 30% increase in sales QOQ, 1st year in the territory.
- Conducted market research to determine customer needs and preferences within the region.
- Analyzed sales data to identify trends and opportunities for growth.
Diabetes Sales Specialist
Vanigent Biopharm
North Orlando
01.2023 - 05.2023
- Company Overview: Contract Pharmaceutical Role: Responsible for driving the sale and promotion of Vanigent products in the North Orlando Territory.
- This opportunity partnered with Eli Lilly and Boehringer Ingelheim promoting their Type II Diabetes medication Jardiance.
- Planned and organized the territory on a consistent rotation.
- Worked along side Lilly and BI team to ensure maximum coverage of territory and execution.
- Call points Primary Care and Endocrinology.
- Approached provider education from a patient first mentality.
- Meet and exceeded expectation for call activity for accounts in territory.
- Developed relationship with providers and staff to gain consistent access in accounts.
- Researched competitor offerings in order to stay informed about industry developments related to diabetes products.
- Helped grow North Orlando Territory from 98% to Quota in Q4 to 105% in Q1.
- Call points Primary Care and Endocrinology.
Territory Account Manager
Renovia
Orlando
06.2022 - 11.2022
- Company Overview: Leva Digital Pelvic Health System
- Represent Leva as the industry’s first biofeedback device in first line treatment for women suffering from Urinary Incontinence
- Main call points included: OBGYN, GYN, UROGYN, and Urology (Company lost funding in November 1 2022)
- Selling and servicing target accounts, preplanning and adapting the sales presentation to the individuals involved to achieve/ exceed sales goals for all promoted products
- Quickly grew the Orlando territory from one of the worst territories in RX and TX to top 5 in the country
- Top rep in the country in conversions of RX to quota at 45% in first month
- Projected to exceed quota at 115%
- Company Lost Funding
Senior Sales Executive
Medical Diagnostic Laboratories
Orlando
10.2019 - 05.2022
- Company Overview: Industry leader in diagnostic/molecular testing
- Represent Medical Diagnostic Laboratories as an industry leader in diagnostic/molecular testing to medical doctors across many different disciplines, including: OBGYN, Internal Medicine, Family Practice, Pediatrics, Urology etc
- Develop and present personalized sales presentations to professional audiences (physicians, laboratory staff, clinics and group practices); demonstrate how MDL's technical features and services could benefit the practice and help medical personnel provide quality patient care
- Continually Ranked in the top 5 sales reps in the country since 2020
- FY21: 367% to plan; Total Specimens Brought In; Sales Mentor For State Of FL
- FY21: 147% to plan; Non Covid Specimens
- FY20: 1380% to plan; Total Specimens Brought In
- FY20: 211% to plan; Non Covid Specimens
- Industry leader in diagnostic/molecular testing
Account Manager
Medical Diagnostic Laboratories
Orlando
03.2018 - 10.2019
- Grow client base revenues by presenting new test information, up selling and seeking out new sources of revenue from existing clients
- Oversee 70+ accounts in North Florida territory from Orlando to Ormond Beach
- FY19: 106% to plan
- FY18: 100% to plan
Education
Bachelor of Business Administration -
Florida Atlantic University
Boca Raton, Florida12.2017
Skills
- Sales presentation
- Sales expertise
- Account growth
- Territory expansion
- Cold-calling
- Sales Forecasting
- Lead prospecting
- Presentation Skills
- Territory Management
- Product positioning
- Build customer relationships
Timeline
Territory Manager
Axena Health
06.2023 - Current
Diabetes Sales Specialist
Vanigent Biopharm
01.2023 - 05.2023
Territory Account Manager
Renovia
06.2022 - 11.2022
Senior Sales Executive
Medical Diagnostic Laboratories
10.2019 - 05.2022
Account Manager
Medical Diagnostic Laboratories
03.2018 - 10.2019
Bachelor of Business Administration -
Florida Atlantic University
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