LENORA MERKEY
Ellicott City,MD
Summary
Nationally awarded, goal-exceeding sales professional with over 20 years of pharmaceutical experience in the Baltimore-metro and Maryland area. History of success promoting a variety of medications in numerous disease states. Specialties include: CNS: Neurology, Psychiatry, Cardiology/Endocrinology, & Women's Health. Experience with specialty pharmacy, HUB/nurse educators, Buy & Bill, and Institutional/Account selling. Areas of focus & Formulary wins/pull through in: Veteran Administrations (VA), Academic Medical Centers (AMC), & Long-Term Care Sales (LTC). Results-oriented sales worker engages with customers to help establish rapport. Proven track record of building customer relationships and successfully closing sales. Committed to delivering exceptional customer service and exceeding sales goals. Organized and dependable candidate successful at managing multiple priorities with a positive attitude. Willingness to take on added responsibilities to meet team goals.
Overview
21
21
years of professional experience
Work History
Senior Therapeutic Specialist
Sumitomo Pharma America Pharmaceuticals, SMPA (Formerly Sunovion Pharmaceuticals)
2018.03 - Current
- Responsibilities include promoting Epilepsy and Parkinson's products to Epilepsy Centers of Excellence (C.O.E) in the Baltimore-metro area, neurologists, internal med doctors, and long-term care facilities
- Launched extension label of Aptiom during this time
- Team mentor trained 6 new hires from 2016 to present
- Institutional Formulary wins in 4 hospitals within my territory
- FY24: National AWARD: Region of the Year; awarded to #1 region within the Nation
- FY21: National AWARD: Region of the Year
- National Awards: 2015 President Circle of Excellence Award winner and ranked 4 out 118
- Prism Gold Award: Presented to the TOP 5% of representatives of the division
- 2018, 2015
- Prism Silver Award – Presented to the TOP 10% representatives in a division of 130
- 2019, 2017
- Culture Award: Going beyond for the Patient: 2017, 2016
- FY24: National Rank 38 out of 81
- FY23: National Rank 17 out of 78
- FY22: National rank 28 out of 89
- FY21: National rank 9 out of 92
- FY20: Q1 2020 scorecard earnings/rank: COVID paid out at 100%
- Q2 2020 scorecard earnings/rank: 90.48% (8 region, 36 area, 109 nation)
- Q3 2020 scorecard earnings/rank: 83.46% (4 region, 8 area, 28 nation)
- Q4 2020 scorecard earnings/rank: 106.11% (3 region, 5 area, 14 nation) (Top 25%)
- FY19: Annual Average Attainment: 105.65% 19/130 in nation
- FY18: 108% Goal Attainment, 10/130
Field Based Trainer
Sumitomo Pharma America Pharmaceuticals (Formerly Sunovion Pharmaceuticals)
2019.10 - Current
- Corporate trainer in conjunction with Sr Therapeutic Specialist responsibilities, I train new hires from the Northeast area during their Phase I, home study portion
- Assist with POAs and NSM facilitation of added information to multiple districts
- Volunteer One/two weeks to facilitate Phase 2; home office training of new hires at our corporate offices
- Created and Executed workshops for POAs, launches & National Sales Meetings.
Therapeutic Specialist
Sumitomo Pharma America Pharmaceuticals (Formerly Sunovion Pharmaceuticals)
2014.03 - 2018.06
- Launched Aptiom as well as label extensions
- Responsibilities include promoting Aptiom to Epilepsy Centers of Excellence in the Baltimore-metro area, neurologists, internal med doctors, and long-term care facilities
- FY17: 128% to Goal; rank 8/130
- 2017 Prism Silver Recipient
- FY16: 102% to Goal; rank 33/130
- FY15: 147% to Goal; rank 4/130 Gold Prism Winner
- FY14: 85% to Goal [launch year]
- Regional representative for the Compliance Advocacy Board 2015-2017
- 2016 Winner of the Culture aware for collaboration with customers, internal stakeholders and advocacy groups
- Regional representative for the Compliance Advocacy Board 2015-2017
- Academic Institutions Advisory Board FY2019 Appointment.
Lead Executive Sales Representative
Merck & Co., Inc. [Formerly, Schering Plough]
2009.08 - 2013.02
- Responsible for the sales of Neuroscience products to psychiatrists, neurologists, and institutions
- Institutional experience: UMMC, Johns Hopkins, Sinai, Union Memorial, Howard General Hospital, MD General Hospital, and the VA
- Assisted district manager with interviews, field rides, and training representatives
- Peer to peer regional trainer for institutional sales
- Leadership Council – Liaison between the regional director and district coworkers.
Hospital Sales Representative
Merck & Co., Inc. [Formerly, Schering Plough]
2007.10 - 2009.08
- Internal Promotion to sell cardiovascular, respiratory and women's healthcare products to the following institutions: UMMC, Mercy, MD General, GBMC, St Joseph, St
- Agnes, Frederick Memorial, and the VA
- Multiple formulary wins for Asmanex and Foradil.
District Trainer
Merck & Co., Inc. [Formerly, Schering Plough]
2004.10 - 2007.10
- Developed curriculum for new employees which included: disease state, product and competitive information, computer software programs and corporate sales model
- Facilitated classroom presentation as well as one on one training sessions.
Professional Sales Representative
Merck & Co., Inc. [Formerly, Schering Plough]
2003.10 - 2007.10
- Responsible for the promotion of our cardiovascular and allergy products to Cardiologists, Endocrinologists, and Primary Care Physicians
- Implemented speaker programs, lunch & learns and Webinars
- Collaborated between companies to co promote products to increase growth.
Account Executive
ISEC Incorporated
- Collaborated with architects and laboratory planners in the creation of bids
- Sold laboratory equipment and casework to the Federal Government.
Education
Bachelor of Science - Secondary Education & History/Social Sciences
Towson University
Towson, MarylandSkills
- Territory, Account Development & Competitive Analysis
- Buy & Bill, HUB, Specialty Pharmacy
- Foundational Support & Volunteering
- Nursing Support Liaison within the HUB
- Business Growth and Retention
- CNS, Parkinson’s & Epilepsy
- Negotiation/ Persuasive Communication
- Team & Cross functional Collaboration
- Customer Relationship Building
- New Hire Training; Curriculum development and implementation
Awards
- Region of the Year 2021
- President Circle of Excellence, 2015
- Gold Prism Winner: 2018, 2015: Awarded to the TOP 5% of Sales Force
- Silver Prism Winner: 2017, 2018, 2019: Awarded to the TOP 10% of Sales Force
- Culture Award for collaboration with customers, internal stakeholders and advocacy groups: 2016
- National President Award winner, 2011
- Promotion to Senior Therapeutic Representative 2018
- Promotion to Speciality Representative 2009
- Promotion to Institutional Sales Representative, 2007
Accomplishments
Field Based Trainer: 2023 - 2024; 2019-2021
Senior Territory Representative Promotion: 2018 - present
Team Mentor 2014 - 2019
Regional Trainer: 2009 - 2013
Area Trainer: 2005 – 2008
Volunteer Experience
- MAPS: 2020-2023 Maryland Association for Parkinson’s Support
- Charlestown Retirement Community: 2023 - Present
- Lion’s Pride: Howard High School Boosters - 2020- Present
- Meals On Wheels: 2017- 2020
Timeline
Field Based Trainer
Sumitomo Pharma America Pharmaceuticals (Formerly Sunovion Pharmaceuticals)
2019.10 - Current
Senior Therapeutic Specialist
Sumitomo Pharma America Pharmaceuticals, SMPA (Formerly Sunovion Pharmaceuticals)
2018.03 - Current
Therapeutic Specialist
Sumitomo Pharma America Pharmaceuticals (Formerly Sunovion Pharmaceuticals)
2014.03 - 2018.06
Lead Executive Sales Representative
Merck & Co., Inc. [Formerly, Schering Plough]
2009.08 - 2013.02
Hospital Sales Representative
Merck & Co., Inc. [Formerly, Schering Plough]
2007.10 - 2009.08
District Trainer
Merck & Co., Inc. [Formerly, Schering Plough]
2004.10 - 2007.10
Professional Sales Representative
Merck & Co., Inc. [Formerly, Schering Plough]
2003.10 - 2007.10
Account Executive
ISEC Incorporated
Bachelor of Science - Secondary Education & History/Social Sciences
Towson University
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