Douglas Seamas Coveney
Summary
Extensive Leadership experience with a diverse background in field sales. Results driven leader responsible for over $200M Revenue within the IDN/Health System segment. Ability to effectively solve complex problems. Consultative selling with rigorous business analysis to foster enduring client relationships. Cultivating high-impact sales teams and executing market strategies. High degree of business acumen, cross functional leadership and collaboration.
Overview
28
28
years of professional experience
1
1
Certification
Work History
Director, Strategic Account Management
Sanofi Vaccines
01.2018 - Current
- Lead 8 Strategic Account Managers responsible for both private and public sales within; IHN's, Regional Health Systems, Physician Buying Groups, State VFC Grantees, FQHC's
- Customers include Medical, Contracting, Procurement, Population Health, Value Based HealthCare, Infectious Disease, Pharmacy, and Finance
- Co-lead a Field Contract Specialist team focused on Pricing, CI and Cost Calculator
- Worked with Leadership team to stand up the new Account Management team that combined Public Health and Account Management Managers into one sales team
- Responsible for contracting across the entire portfolio including Adult and Pediatrics
- Strong communication with internal Sanofi stakeholders and external matrix Teams (Regional Sales, National Sales, Area Business Managers)
- Develop strategic partnerships with external customers to understand and anticipate business needs
- Identify business opportunities, communicate and activate internal teams to help co-create solutions with our customers
- Utilize business analytics, marketing insights, and customer knowledge/observations to provide insights internally to help create strategy
- Train the managers in brand/segment strategy and tactics, product knowledge, contracting and pricing platforms, market insights, and executing sales model
- Region included 60+ Health Systems with $125M+ Non-Flu vaccines and $75M+ Flu
- Consistently achieved/exceed Sales and Marketing objectives across the nation
Head of National Sales
VaxServe
01.2014 - 01.2018
- Responsible for Field Sales, Tele-sales, Sales Training and Customer Service (50+ Employees)
- Created strong collaboration between VaxServe and Sanofi Marketing and Sales Training departments
- Participated in a 2-year project to commercialize a new vaccine (PR5I/Vaxelis) and VaxServe sales force expansion
- The project plan scope included Field Sales, Account Management, Communications, Analytics, Finance, HR, and Customer Service within Merck Vaccines
- Created standard recruiting and hiring processes including interviewing, training, mentoring
- Worked with HR and Senior Management on several employee retention and morale initiatives
- Improved selling and clinical selling skills of the Field sales teams
- Elevated the role from a Distributor Sales Rep to a Specialized Vaccine Representative
- Created a Leadership Development Program that involved Sr Leadership with a focus on future division sales managers
Senior Division Sales Manager
Sanofi Vaccines
01.2013 - 12.2013
- Led a team of Vaccine Specialists calling on Pediatricians, FP/GP, IM's, Hospitals and Public Health
- Consistently met and exceeded sales quotas through excellent implementation and utilization of product strategies and tactics
- Worked with area Account Managers to secure business with some of the larger organized customers
- Established high performance standards and accountability metrics to manage performance
- Utilized data and field observations to identify market opportunities and challenges
- Communicated field insights through communication, business reviews, and business case development
- Collaborated with internal and external customers to continually advance sales and market share
- Extensive mentoring of numerous employees (Tele-sales and field sales) focused on selling skills and people management
Director Tele-sales (Rotation)
Sanofi Vaccines
01.2012 - 12.2012
- Managed, coached and mentored several tele-sales managers in their current roles but also assisted with their transition to new roles within the organization (DM, Sales Training)
- Worked with numerous departments including Legal, HR, Sales Comp, VaxServe, etc.) to transform tele-sales into two separate groups
- Worked closely with HR on numerous initiatives including expansion, recruiting, training, BSR Department changes, end of year review/merit process
Sales Force Effectiveness Project Mgr (Rotation)
Sanofi Vaccines
01.2011 - 07.2011
- Worked directly with VP of Sales to analyze, develop reporting, and created training focused on increased SP footprint with rep targeted accounts
Division Sales Manager
Sanofi Vaccines
01.2001 - 12.2010
- Led a team of Vaccine Specialists calling on Pediatricians, FP/GP, IM's, Hospitals and Public Health
Brand Marketing (Rotation)
Sanofi Vaccines
01.2007 - 12.2007
- Gained experience in product marketing, strategy development, organizational processes, and tactics to drive sales
Manager, Tele-sales
Sanofi Vaccines
01.1999 - 12.2001
- Responsible for 15 internal tele-sales reps focused on selling travel vaccines and BCG (Bladder Cancer Treatment)
Vaccine Field Specialist
Sanofi Vaccines
01.1997 - 12.1999
- Territory covered Hoboken to New Brunswick NJ calling on Pediatricians, Family Practice, Public Health Clinics, and smaller hospitals
Education
MBA -
Villanova University
BS - Business Logistics
Pennsylvania State University
Skills
- Analytical
- Professional Curiosity
- Strategic Thinking
- Agility
- Project Management
- Results Drive
- Work Transversally
- Resilient
- Strong Communication
- Leadership
- Strategic Planning
- People Management
Accomplishments
Awards
- Customer Champion: Trip to Paris - Top 1% Globally 2012
- Hall of Honor National Sales Award : 2012, 2011, 2009, 2005
- Peak of Excellence: (Peer Nominated) 2012, 2011, 2009, 2006, 2005
- Top 5 Sales Scorecard Award: 2012, 2011, 2009, 2008, 2005
Awards
- Global Customer Champion, Top 1% Trip to Paris (2012)
- Hall of Honor National Sales Award (2012, 2011, 2009, 2005)
- Peak of Excellence, Peer Nominated (2012, 2011, 2009, 2006, 2005)
- Top 5 Sales Scorecard Award (2012, 2011, 2009, 2008, 2005)
References
Upon Request
Skillsets
- Analytical
- Professional Curiosity
- Strategic Thinking
- Agility
- Project Management
- Results Drive
- Work Transversally
- Resilient
- Strong Communication
- Leadership
Certification
- Wharton School - University of Pennsylvania: Executive Negotiation 5- Day Workshop
Timeline
Director, Strategic Account Management
Sanofi Vaccines
01.2018 - Current
Head of National Sales
VaxServe
01.2014 - 01.2018
Senior Division Sales Manager
Sanofi Vaccines
01.2013 - 12.2013
Director Tele-sales (Rotation)
Sanofi Vaccines
01.2012 - 12.2012
Sales Force Effectiveness Project Mgr (Rotation)
Sanofi Vaccines
01.2011 - 07.2011
Brand Marketing (Rotation)
Sanofi Vaccines
01.2007 - 12.2007
Division Sales Manager
Sanofi Vaccines
01.2001 - 12.2010
Manager, Tele-sales
Sanofi Vaccines
01.1999 - 12.2001
Vaccine Field Specialist
Sanofi Vaccines
01.1997 - 12.1999
MBA -
Villanova University
BS - Business Logistics
Pennsylvania State University
Similar Profiles
Ryan CottrellRyan Cottrell
Director, US Health System Strategy & Solutions at Sanofi Vaccines (Vaccines Division of Sanofi)Director, US Health System Strategy & Solutions at Sanofi Vaccines (Vaccines Division of Sanofi)
Thiruvengadam Muni SanjeeviThiruvengadam Muni Sanjeevi
Medical Science Liaison at IQVIA - SANOFI VaccinesMedical Science Liaison at IQVIA - SANOFI Vaccines
MARIA LIELA MALVAR PENALOSA, MDMARIA LIELA MALVAR PENALOSA, MD
Medical Affairs Manager at Sanofi Pasteur, IncMedical Affairs Manager at Sanofi Pasteur, Inc
Robert PollioRobert Pollio
Director, Strategic Account Management at TravelportDirector, Strategic Account Management at Travelport
ANNICA NILSSONANNICA NILSSON
Sr. Director Account Management, Strategic Accounts EMEA at IDeaS Revenue Management SystemSr. Director Account Management, Strategic Accounts EMEA at IDeaS Revenue Management System