Summary
Overview
Work History
Education
Skills
Community Service
Personal Information
Timeline
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Diana Backstrom

Denver,CO

Summary

Customer-centric sales specialist with extensive biotech/pharma experience. Strong understanding of buy and bill, distribution, manufacturing, and customer targeting. Proven track record of successful product launches across various medical specialties. Skilled at engaging with diverse customers such as private clinics, public health centers, hospitals, and pharmacies. Builds trusting relationships with physicians and their support staff by proactively resolving issues and providing education on solutions. Recognized for tenacity, team-oriented mindset, and systematic approach to achieving business goals. Consistently exceeds revenue and business growth targets, ranking in the top 25% nationally. Demonstrates deep biotech and pharmaceutical expertise spanning RSV, Oral Cancer Drugs, vaccines, and biologic sales; territory management; and logistical and clinical sales. Leverages a data-driven, practical approach to account management by analyzing customer needs and the market to refine business plans and messaging.

Overview

26
26
years of professional experience

Work History

Senior Clinical Account Manager

Sobi Inc.
01.2019 - 10.2024
  • Promoted May 2023 to hematology division to sell Vonjo (Pacritinib) and Doptelet (Avatrombopag). Sold MAB Synagis from Jan 2019 to May 2023.
  • Manage large territory to sell clinically and build relationships with existing accounts and customer-facing partners, including physicians, Oncology Nursing societies, managed markets, FRMs, and trade / distribution
  • Managed and grew 110 accounts across four states, 30% growth YOY
  • Successfully promoted Synagis (Palivizumab) for 23 years/three companies.
  • Continually met large quotas within accelerated timeframes, achieving top-5 revenue generation nationwide with season revenue of $7.5M
  • Grew business 32% YOY by analyzing historical, public health, and internally compiled data to refine sales strategies and messaging
  • Realized highest sales per patient with average of 5 vials administered per patient by working timely and logistically with collaborative partners
  • Collaborated with internal HUB and reimbursement support to ensure timely patient service by implementing processes within key accounts
  • Recognized among fastest in country for patient coverage turnaround time
  • Maintained a high level of industry knowledge by attending conferences, workshops, and other professional development opportunities.
  • Analyzed performance metrics regularly, identifying areas for improvement and implementing necessary changes to achieve desired results.
  • Used consultative sales approach to understand and meet customer needs.

Executive Biotech Sales Specialist

MedImmune / Astra-Zeneca
01.2000 - 01.2019
  • Retained and promoted following acquisition from MedImmune to drive sale of Synagis injectable monoclonal antibody to prevent RSV
  • Compliantly managed sales strategies to fuel growth across 3-state territory and 250 accounts
  • Fostered and maintained relationships with pediatricians, neonatologists, pulmonologists, and infectious disease physicians
  • Over 10-year period concurrently promoted FluMist intranasal flu vaccine
  • Collaborated with public health, Govt Affairs to cross-functionally to provide solutions and address customers’ needs
  • Hit or surpassed all sales goals for 16 out of 18 years despite fluctuating market conditions and limitations from main governing body (American Academy of Pediatrics) by identifying specific customers for growth and providing clinical and logistical education
  • Lauded as top representative among 180 peers for Synagis sales, working within rigorous compliance environment
  • Earned Top Representative Nationwide and Circle of Excellence in 2015
  • Generated consistent YOY expansion, delivering 85% territory growth within first year of launching Synagis
  • Launched and transformed FluMist into blockbuster product with 50%+ market share in pediatric community
  • Designated as FluMist captain for 2 years, assisting with training and interviewing as Denver District rep

Clinical Trials Manager / Director of Business Development

Medtrac Technologies
01.1999 - 06.2000
  • Created targeted marketing and promotional materials
  • Devised and implemented product sales strategy
  • Oversaw 60 phase III and IV clinical trial sites globally utilizing bespoke pulmonary compliance device in clinical studies

Education

Master of Healthcare Systems -

University of Denver
Denver, CO
06.1997

Bachelor of Business Administration - Marketing

University of Denver
Denver, CO
06.1986

Skills

  • Account Management
  • Data-Driven Business Planning
  • RSV
  • Vaccine & Biologics
  • Oral Cancer Drugs
  • Territory Management
  • Local/National Payer Dynamics
  • New Product Launches
  • Logistical & Clinical Sales
  • Vaccine Management
  • Buy & Bill
  • Customer Education
  • Cross-Functional Collaboration
  • Pediatrics
  • Infectious Diseases
  • Pulmonology
  • Pain Management
  • Rare Disease Hematology/Oncology
  • OB/GYN
  • Cardiology

Community Service

  • The Children’s Diabetes Foundation, Chair, Brass Ring Luncheon, 2010
  • Nathan Yip Foundation, Chair, Annual Gala, 2011, 2014

Personal Information

  • Total Experience: 30+ Years of Biotech / Pharma Experience
  • Title: Key Account Manager

Timeline

Senior Clinical Account Manager

Sobi Inc.
01.2019 - 10.2024

Executive Biotech Sales Specialist

MedImmune / Astra-Zeneca
01.2000 - 01.2019

Clinical Trials Manager / Director of Business Development

Medtrac Technologies
01.1999 - 06.2000

Master of Healthcare Systems -

University of Denver

Bachelor of Business Administration - Marketing

University of Denver

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Diana Backstrom