Drew Pampanin
Cedar Grove,NJ
Summary
Performance-oriented Sales Leader offering exceptional record of achievement over 20 year career. Tenacious manager with strategic and analytical approach to solving problems, bringing in customers.
Overview
28
28
years of professional experience
Work History
Sales Manager-Multi Specialty
Capsule
12.2022 - Current
- Lead a successful sales team by providing motivational coaching and performance-based incentives.
- Develop 8 Practice Professional Managers throughout Metro NYC
- Conduct team meetings to reinforce goals and objectives and set clear expectations about policies and procedures.
- Conduct Field Visits/Targeting/Business Analysis/Training/Expense Reports/Interviewing/Performance Plans
- Implementation of field specific initiatives to maximize digital pharmacy growth
- Full EMR integration within the framework of practice/hospital settings to strengthen digital footprint
- Partner cross functionally with our account management and marketing teams to drive high revenue growth and doctor retention
- Build and manage teams pipeline to deliver accurate forecasting and define, track, and manage sales activities for team members
- SaaS implementation to streamline certain processes to improve end users experience in the digital space
- Managed key accounts with strategic planning and relationship building, resulting in increased customer loyalty and repeat business.
- Overcame objections from potential clients by addressing concerns effectively and offering customized solutions based on their unique needs.
Field Sales Trainer/Regional Manager-Oncology/Women's Health
Invitae NY/CT
10.2020 - 11.2022
- Field rides with all North East Team Members ensuring corporate communication is being maximised efficiently
- Educate Oncologists/Ob/Gyn's on Invitae's portfolio of products (Hereditary Cancer/Women's Health)
- Foster the development of all customers in the Westchester territory to understand Invitae's mission and our true patient centric approach
- Assessed training program effectiveness on regular basis and improved upon deficient areas.
- Grew the Westchester/Connecticut market 22% over quota for 2021
- Closed WPPA (OBGYN) which ranks #1 in Largest accounts in New York
Strategic Account Executive, Commercial East Region, US
Quest Diagnostics
07.2018 - 10.2020
- Report directly to the Executive Business Director of East Region
- Head of Strategic Partnerships with Riverside Medical Group(Oncologists/Primary Care/Ob/Gyn/Cardiologist)
- Design pricing structures for Accountable Care Organizations, Federally Qualified Health Clinics and Physician Owned Laboratories
- Leverage Bundle pricing Chronic Care Management for ACO's, FQHC's as well as POL's
- Negotiate lease terms/build outs for new Quest Patient Service Centers for optimum market penetration
- Leverage internal customers among all business groups
- Train and be accountable for 30 sales representatives across the region
- Guide each sales representative on how to pull through and manage any new negotiated contract
- Closed over 6 million in new business ranking 2 out of 11 Nationally
Field Sales Trainer/Manager
NATERA
07.2015 - 07.2018
- Responsible for leading 2 Regional Managers in the NorthEast Region
- Closed >5 million dollar contract in yearly revenue from Valley Hospital System(Ob/Gyn/MFM/Oncology)
- Hospital responsibilities for Products of Conception(POC)
- Conduct Field Rides with Representatives
- Conduct Field Coaching Reports/Interviewing/Compensation Plans
- Weekly meetings with marketing to openly communicate the competitions strategy and overall changes in the landscape
- Work closely with IT to create useful analytics for the field team
- Create and design educational materials for specialist's to seamlessly integrate into their offices to be viewed as a true consultative member
- Travel to the home office for new hire training
- Extensive leadership calls to be the voice of the team
National Trainer/Director
CORD BLOOD REGISTRY
01.2013 - 06.2015
- Responsible for growing 24 Large Group Practices Nationally comprising over 150,000 births per year
- Constructed special pricing for Lifeline Medical(40 Locations/~150 providers) for all Cord Blood/Cord Tissue
- Created sliding Fee Scale educational grant for all Lifeline locations
- Led 9 Regional Managers Nationally focusing on proper pull through and execution by hitting corporate directives within the Ob/Gyn/MFM space
- National Field Trainer for all incoming new hires
- Created pathway protocol from start to finish for Regional Managers to implement in their respective territories
- Daily cross functional responsibilities internally within CBR to ensure all sectors of the business are seamlessly aligned
- Proposed Individual Large Group Practice contracts internally to CBR for approval
- Presented and pulled through these contracts to all C-Suite level partners within Individual Large Group Practices >8 million in yearly revenue
Regional Field Trainer
CORD BLOOD REGISTRY
03.2012 - 01.2013
- Conducts field ride/field coaching reports/interviewing/compensation plan/conference call lead
- Large Group Practice lead for NJ(45 accounts with over 130 physicians)
- National Lead in creating current educational/pricing protocols that have been approved and adopted throughout the organization
- Responsible for managing 6 Regional Managers in the North East Region
Regional Hospital/Field Manager
CORD BLOOD REGISTRY
07.2008 - 03.2012
- 2011 ranked 4 out of 39 Cord Tissue Storage Growth of 38.49%
- Granted access in 2011 to an otherwise 'Locked Out' Hackensack Medical Center through doctor relationships, particularly in CBR's unparalleled Quality and Collection Procedures
- Conducts field ride/field coaching reports/interviewing/compensation plan/conference call lead
- 2010 'Going The Extra Mile' Award
- 2010 'Filling the Volume Funnel' Award
- 2010 ranked 2 out of 9 regionally and 8 out of 39 nationally
- 2009 ranked 1 out of 9 regionally and 6 out of 39 nationally
- 2009 Top Regional Manager Award in the Mid Atlantic Region for sales attainment
- 2009 Top Regional Manager Award in the Mid Atlantic Region for Top Regional Manager
- Q2 2009 Best ever goal attainment in the history of Northeast NJ Region 310 enrollments on a 283 objective
- Q4 2008 ranked 2 out of 9 regionally and 4 out of 40 nationally
- Demonstrates collection kit protocols/procedures in Hospital/Private practice settings
- Maintain existing customer base as well as negotiate new business through contractual processes
- Consistently chosen by Regional Director to provide quantitative as well as qualitative analysis of Mid Atlantic business and new strategies
Vaccine Specialist
MERCK & COMPANY
01.2006 - 06.2008
- Delivered 156% PPO YTD for Gardasil in 2007, ranked 6 out of 76 in entire northeast region
- In 2006 ranked 1 out of 9 regionally, 13 out of 76 in entire northeast region
- Pre launch phase: responsible for market development of HPV with national thought leaders
- Actively set up direct accounts as well as making business partnerships with over 115 Obstetricians/Gynecologists in Northeast
- Develop contracting pricing infrastructures with hospitals and Federally Qualified Heath Centers
- Collaborate with Acute Care and Pediatric representatives on predefined locations
Professional Sales Representative
MERCK & COMPANY
10.2002 - 12.2005
- In 2005 ranked 6 out of 22 regionally and 61 out of 203 in The Hudson River Region
- In 2004 ranked 4 out of 22 regionally and 42 out of 203 in The Hudson River Region
- 2004 Award of Excellence Recipient for Bronx/Harlem district
- Responsible for 19.5% growth YTD for Zocor
- Nation at 5.9% YTD
- 106% PPO YTD for Zocor, number 1 in Northeast regional business group
- Attained 42.3% market share for Vioxx in 2004, ranked 1 out of 9 in district and region for both rolling current quarter share change and PPO
- 2003 Managed Care Pull Through Award
- 2003 ranked 2 out of 9 regionally and 10 out of 189 in The Hudson River Region
Regional Sales Director/Production Supervisor
CAPCO ENTERPRISES, INC
05.1996 - 01.2003
- Created Distributor line for existing product line
- Managed 5 account representatives with over 1000 accounts
- Negotiated pricing strategies for all suppliers/vendors
- Achieved top 10% in sales force throughout the United States since 1998
- Cultivated $1.9 million in sales to over 5.7 million in four years
- Maintained client relationships/quality management as well as researching and qualifying potential clients
International Tax Associate
KPMG, LLP- INTERNATIONAL EXECUTIVE SERVICES
09.2001 - 09.2002
- Three month assignment to the Japanese Tax Practice where focus is placed on dual status, year of arrival, and departure returns
- Completed foreign national as well as expatriate tax returns for JPMorgan Chase's international high level executives
- Close contact with national executives from JPMorgan Chase in regards to the KPMG's information request process
- Worked closely with managers as well as partners in conjunction with new tax laws and their theoretical applications
Education
Master of Business Administration - International Business
Seton Hall University
South Orange, NJ05.2008
Bachelor of Science - Finance
Fordham University
Bronx, NY05.2001
Skills
- Verbal and written communication
- Resolution-oriented
- Decision-Making
- Sales Presentations
- Sales Targeting
- Competitor Analysis
- CRM Software
- Relationship Building
- Sales Coaching
- Motivational Skills
Activities
- Fordham University Varsity Football Team
- Seton Hall Debate Team
Timeline
Sales Manager-Multi Specialty
Capsule
12.2022 - Current
Field Sales Trainer/Regional Manager-Oncology/Women's Health
Invitae NY/CT
10.2020 - 11.2022
Strategic Account Executive, Commercial East Region, US
Quest Diagnostics
07.2018 - 10.2020
Field Sales Trainer/Manager
NATERA
07.2015 - 07.2018
National Trainer/Director
CORD BLOOD REGISTRY
01.2013 - 06.2015
Regional Field Trainer
CORD BLOOD REGISTRY
03.2012 - 01.2013
Regional Hospital/Field Manager
CORD BLOOD REGISTRY
07.2008 - 03.2012
Vaccine Specialist
MERCK & COMPANY
01.2006 - 06.2008
Professional Sales Representative
MERCK & COMPANY
10.2002 - 12.2005
International Tax Associate
KPMG, LLP- INTERNATIONAL EXECUTIVE SERVICES
09.2001 - 09.2002
Regional Sales Director/Production Supervisor
CAPCO ENTERPRISES, INC
05.1996 - 01.2003
Master of Business Administration - International Business
Seton Hall University
Bachelor of Science - Finance
Fordham University
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