ELIZABETH K. HETLAND
Urbandale
Summary
Results-oriented, highly motivated professional with 20+ years in the medical sales industry. Proven performer with strong ability to build, develop, and lead through vision and strategies in a fast-paced and constantly changing medical sales environment.
Overview
32
32
years of professional experience
Work History
Senior Specialty Sales Representative
Endo Pharmaceuticals
2023.01 - Current
- COE winner first year in territory, 2023.
- Grew territory 34% in first year, 2023.
- Rookie of the Year 2023.
- Enhanced customer relationships through providing exceptional service and support, strong HUB-case pull through.
- Collaborated with cross-functional teams, ie. Marketing, Commercial Development, to develop innovative sales strategies to drive business growth.
- Expanded market presence by identifying and targeting new opportunities within the specialty pharmaceutical industry.
Key Account Manager
Galderma Laboratories
2022.05 - 2023.01
- Competitively positioned product features and benefits to aid in selecting best options for each individuals' needs.
- Built rapport with customers and assessed needs to make product recommendations and upsell.
- Clinically discussed product features to customers and utilized technical details to overcome objections and lock in sales.
- Successfully launched 2 new products in acne and rosacea markets
- Strong relationships with SP's and MCO's
- Left at 123% to goal of launch product
Musculoskeletal Business Manager
Flexion Therapeutics
2020.09 - 2022.05
- Created, managed and executed business plan and communicated company vision and objectives to motivate teams.
- Brought in new business connections and revenue generation opportunities by improving networking strategies.
- Grew territory 350% first year
- Well-versed in buy and bill business
- Experienced in specialty pharmacy and distributor segment
- Proficient in utilization of HUB services
Area Business Manager
Acorda Therapeutics Inc
2018.08 - 2020.09
- Track and analyze reports to determine where improvements in business can be made.
- Develop and update tracking spreadsheets using Excel.
- Develop team communications and information for POA meetings; chosen for leadership team.
- Finished first year in territory number 1 in region and number 2 in zone.
- Launched new product successfully in territory.
- Develop KOL’s and speaker platform for region.
- Exceeds expectations on year-end review resulting in merit increase and stock options first year.
Sales Specialist
Hologic, Inc, Diagnostics - Diagnostics
2013.12 - 2018.08
- Top representative educating and promoting women's health products.
- Developed sales strategies for revenue growth throughout territory and region while building relationships with the OB GYN customers.
- Successfully negotiated contracts for various product lines across multiple hospitals, IDNs, and GPOs.
- Finished #3 out of 102 representatives nationally.
- Consistently met and exceeded quotas for all products in portfolio.
- Finished 2017 # 12 out of 102 representatives nationally.
- Chosen for District Champion position 2016 and 2017.
- Chosen for lead on Salesforce integration.
- Consistent year-over-year merit increases, 3.8-4.2/5.0.
Women's Health Specialist
Quest Diagnostics, Inc
2011.09 - 2013.12
- Effectively managed relationships with 200+ OB GYN physicians to drive consistent sales revenue and growth.
- Implemented multiple strategies to differentiate from competition.
- Ranked #20 out of 92 representatives nationally for 2012 increasing territory rank from 81.
- 2012 Area MVP as top performer.
- QB team lead for 2012, 2013.
- Chosen by senior leadership to participate in Management Development Program and completed program.
- Regional Mentor and National Leadership Council member.
Senior Sales Representative
Ameritox Laboratories
2009.07 - 2011.09
- Responsible for promoting laboratory services to different specialties across the territory.
- Developed, managed and grew account one-on-one with every customer.
- Implemented 52 new accounts in 2010.
- Implemented 32 new accounts in 2011, prior to departure.
- Finished in top 25% of representatives prior to departure out of 98.
- Consistently attained or exceeded quotas quarterly 2009-departure.
RS Medical Equipment - Account Manager
2007.10 - 2009.07
- Responsible for promoting pain and rehab products to several specialties across the territory.
- Worked hands-on with patients, physicians and staff to grow business.
- 2008 Presidents Club.
- Consistently exceeded quota (106%-118%).
- Ranked in top 10% out of 52 at departure.
Healthcare Representative
Santarus Pharmaceuticals
2005.07 - 2007.10
- Successfully managed relationships with specialty and primary care physicians in the western half of Iowa.
- Built strategies to defeat the competition.
- Winner of "Quick Rx's" contest 2006.
- District Rep of 2006.
- District Rep of 2007.
- Grew market share from .2% to 2.3%.
- Ranked in top 10% out of 84 representatives regionally.
- President's Club 2006.
- Promoted to District Trainer.
- Chosen by senior leadership to participate in Management Development Program and completed program.
Healthcare Representative
Pfizer Pharmaceuticals
1997.12 - 2005.07
- Effectively promoted products in neurology and primary care markets.
- Consistently maintained all products over 100% of quota.
- Grew business across various product lines for many disease states.
- Circle of Excellence 2002.
- District Rep 2000-2004
- Passport to Paradise Winner 2001-2002
- Ranked #1 out of 103, Celebrex 2002.
- Ranked #1 out of 103, Zoloft 2000 and 2002.
- Promoted to District Trainer.
- Promoted to Product Manger.
Territory Manager
Rhone Poulenc-Rorer
1994.04 - 1997.12
- Product contest winner, trip to Cabo San Lucas, 1996.
- Consistently maintained all products over 100% of quota, Individually designed and implemented a strategic business plan to increase sales, used as a model for the team.
Medical Sales Representative
Ciba Geigy Pharmaceuticals
1992.01 - 1994.04
- Product launch #3 out of 114 regionally, Cataflam.
- Consistently maintained all products over 100% 1992-1994.
Education
Bachelor of Science -
Southwest Missouri State University
Springfield, MO1992
Skills
- Closer for business
- Strong ethics and values
- Market access navigation
- Buy and Bill expertise
- Specialty Pharmacy expertise
Timeline
Senior Specialty Sales Representative
Endo Pharmaceuticals
2023.01 - Current
Key Account Manager
Galderma Laboratories
2022.05 - 2023.01
Musculoskeletal Business Manager
Flexion Therapeutics
2020.09 - 2022.05
Area Business Manager
Acorda Therapeutics Inc
2018.08 - 2020.09
Sales Specialist
Hologic, Inc, Diagnostics - Diagnostics
2013.12 - 2018.08
Women's Health Specialist
Quest Diagnostics, Inc
2011.09 - 2013.12
Senior Sales Representative
Ameritox Laboratories
2009.07 - 2011.09
RS Medical Equipment - Account Manager
2007.10 - 2009.07
Healthcare Representative
Santarus Pharmaceuticals
2005.07 - 2007.10
Healthcare Representative
Pfizer Pharmaceuticals
1997.12 - 2005.07
Territory Manager
Rhone Poulenc-Rorer
1994.04 - 1997.12
Medical Sales Representative
Ciba Geigy Pharmaceuticals
1992.01 - 1994.04
Bachelor of Science -
Southwest Missouri State University
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