Douglas Harper
Las Vegas,NV
Summary
Proven and trusted Performance-oriented Senior Sales/Account Management Specialist, offering exceptional record of achievement over 35 -year pharmaceutical career (Over 20 years in Oncology/Hematology Account Markets). Understands importance of executing multi level sales account plans that incorporate multiple team members to achieve desired goals. Talented in identifying and capitalizing on emerging market trends and clinical opportunities across multiple brands, provider specialties, payor systems, and disease states. Experienced award winning professional owning accomplished skills in Sales processes, sales analytics, disease state knowledge, training, market focus, multiple tier customer applications and sales management. Excellent critical thinking, problem-solving and communication skills. Demonstrates track record of success in highly competitive market setting. High-level sales cycle knowledge and strong collaborative skills that produce optimal outcomes.
Overview
36
36
years of professional experience
1
1
Certificate
Work History
Senior Oncology Account Specialist
Novartis Oncology
01.2001 - 10.2021
- Consistently performed top 33% or better in goal achievement over 20 years.
- Focused primarily within the Oncology/Hematology marketplace with associated disease state specialties within a 7 state geography.
- Multiple job level promotions
- Contributed to annual sales goals with established products as well as many successful new product launches.
- Contributed to high performing account teams, many of which were top 10 nationally , including 3 National team awards.
- Built extensive knowledge base of disease/tumor types, not limited to Solid tumors (Breast, Prostate, Renal, Carcinoid, Bone Metastases) and hematologic malignancies (CML, Myeloma) to deliver impactful sales results.
- Provided extensive support in sales, technical and business areas to key accounts, within numerous provider specialties and disease states.
- Worked successfully to develop strategic business and account plans from Teaching Accounts/Hospitals to community based accounts and single provider offices.
- Delivered sales presentations, speaker education, product in-services and solutions to healthcare providers, account stakeholders, and other sales associates for demonstration, and practical application.
- Skilled at working both independently and collaboratively in a team environment
Senior Account Sales Representative
Novartis Pharmaceuticals
09.1994 - 01.2001
- Built relationships with customers and community to establish long-term business growth from existing products as well as new product launches.
- Developed extensive disease state knowledge in Cardiovascular conditions, Osteoporosis, and Alzheimer's disease, among others.
- Successful experience with related specialties, such as Neurology, Psychiatry, Rheumatology, Cardiology, Geriatrics, and others.
- Achieved sales goals and service targets by cultivating and securing new customer relationships. Finished top 5 in National rankings 4 different times.
- Applied knowledge of local, regional, and national commercial and government payor systems, to local market provider and patient benefits.
- Collaborated with other team members to implement continuous improvements and exceed team goals.
- Exceeded sales quotas and increased profitability through effective sales strategy and business planning In both the account/hospital setting, and community based single provider offices.
Sr. Special Markets / District Sales Manager
Novartis/Sandoz Pharmaceuticals
01.1988 - 09.1994
- Interacted with customers regularly to maintain and enhance relationships.
- Successfully managed large geography of teaching/influential medical accounts.
- Trained newly hired employees on company policies and procedures.
- Successfully managed district sales area with 8 representatives exceeding sales goals, with multiple product lines and medical specialties.
- 2 time MVP, top 10 in National rankings, 2 time area sales of the year.
- Achieved top regional award for team account sales.
Executive Hospital Sales Specialist
Novartis/Sandoz Pharmaceuticals
08.1986 - 12.1987
- Promoted teamwork and culture of mutual accomplishment within new sales fore.
- Successfully launched multiple new products and extended label changes. Both hospital and community based usage across multiple medical specialties (Surgery, Allergy/Infectious Disease, Neurology, Psychiatry, OB/GYN, Primary care, Cardiology, and GI)
- Created sales proposals and delivered presentations to high-level decision-makers.
- Took new account based territory to top 25% performer in 12 months.
- Proven ability to learn quickly and adapt to new situations
Pharmaceutical Sales Specialist
Novartis / Sandoz Pharmaceuticals
07.1985 - 08.1986
- Highly successful entry level sales associate providing positive face to face customer interactions.
- Covered large geographic territory with consistent daily customer engagements.
- Achieved top performer after 12 months, “Rookie of the year” award winner.
- Documented client interactions daily/weekly to generate consistent data flow for analyses.
- High performer with multiple products and medical specialties.
- Tracked company inventory in multiple databases and prepared and filed required clinical documentation and reports.
- Introduced, demonstrated and sold new products and systems effectively.
Education
Bachelor of Science - Human Resources Management
University of Kansas
Lawrence, KS12.1984
Skills
- Sales Promotions and Marketing Strategies, including buy and bill experience (provider administered products), from multiple tiered healthcare accounts, to single provider offices
- Experienced Sales professional across multiple disease states, product types (injectables and orals), provider tiers, and healthcare specialties
- Direct, face to face sales experience to multiple healthcare professionals, including physicians, nurses, pharmacists, and many other provider types
- Knowledgeable with many types of genetic / Bio testing, with or without companion diagnostics
- Experienced in navigating the local, regional, and National payer landscapes to tailor specific customer strategies
- Proven successful track record in multiple product launches, across multiple disease states
- Experienced in Sales Training development (area Trainer 4 different times)
- Highly experienced with Specialty Pharmacy engagement and product pull through
- Skilled in electronic platforms for call/data entry, expense management, and virtual communication platforms for customer engagement
- Proven ability to manage diverse/large geography sizes
Accomplishments
Trusted Sales/Account award professional.
Over 35 years successful sales, sales training, and account management experience.
Multiple job promotions and recognition (multiple Individual position level promotions, Hospital/Account Specialist, Special Markets, Oncology Account specialist, Sales Training and Management).
Multiple Successful Special Assignments ranging from direct face to face customer and colleague interactions, (teaching institutions, hospitals) to the design, implementation, and training of specific customer based sales platforms (community and account based outlets).
Numerous certifications completed in disease state, product knowledge, customer/account tier, genetic testing, and disease state education.
Multiple National Sales awards and achievements (Both team and individual awards).
Certification
Multiple Sales certification workshops:
- disease state knowledge
- account based selling
- advanced probing skills
-advanced sales presentation skills
Multiple disease state preceptorships:
- Medical College Pennsylvania (osteoporosis)
- University of Utah - Oncology (Sarcoma GIST, Advanced Beast Cancer and associated Bone Metastases.
- OHSU - Chronic Myeloid Leukemia
- Duke University Medical School (Basic oncology, breast cancer, Carcinoid syndrome, Pathology)
- Washington University St. Louis , Siteman cancer center
(Breast Cancer, prostate cancer, bone metastases, Genetic DNA testing, tumor pathology)
- MD Andersen - Houston- (Breast cancer, CM Leukemia, advanced solid tumors)
- UCLA School of Medicine - Multiple Myeloma, bone metastases
- St. Louis University - Neurology/Parkinson's Disease
Timeline
Senior Oncology Account Specialist
Novartis Oncology
01.2001 - 10.2021
Senior Account Sales Representative
Novartis Pharmaceuticals
09.1994 - 01.2001
Sr. Special Markets / District Sales Manager
Novartis/Sandoz Pharmaceuticals
01.1988 - 09.1994
Executive Hospital Sales Specialist
Novartis/Sandoz Pharmaceuticals
08.1986 - 12.1987
Pharmaceutical Sales Specialist
Novartis / Sandoz Pharmaceuticals
07.1985 - 08.1986
Bachelor of Science - Human Resources Management
University of Kansas
References
Available upon request
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