Fred Sanchez
San Antonio,TX
Summary
Highly-motivated and accomplished Sales Specialist with 20 years of experience and demonstrated track record of success working in the medical field, bring an entrepreneurial leadership approach to pharmaceutical, medical business and molecular diagnostic sales. Skillful knowledge of oncology, disease specific medications, durable medical equipment and treatment medications. Excellent interpersonal, communication and presentation skills which allow for collaborative networking and partnership with health care professionals to drive better patient outcomes and improve overall customer experience. Recognized for leveraging both internal and external relationships through strategic account management and account-based selling.
Overview
26
26
years of professional experience
1
1
Certification
Work History
Sr. ONCOLOGY Product Specialist/Advanced Field Based Trainer
Myriad Genetics Laboratories, Inc.
02.2023 - Current
- Promoted to Sr. Oncology Product Specialist/Advanced Field Based Trainer due to multiple years of a successful track record
- Continue to support the Oncology Product Specialist Region with the additional responsibilities of training support.
- Work with training department to develop materials and strategies on product messaging
- Mentor new and tenured Oncology Product Specialists on the position
- Phase 3 deep dive training for Oncology Product Specialists team
- Work with Marketing to develop deep dive selling strategies, marketing materials and messaging for the Oncology business unit
- Provide overall Oncology Product Specialist Support for the Oncology Business Unit
ONCOLOGY STRATEGIC MANAGER
Myriad Genetics Laboratories, Inc.
04.2021 - 02.2023
- Responsible for increasing utilization and setting testing protocols for Myriad’s Oncology Portfolio within Medical Oncology, Surgery, Gynecological Oncology, Pathology, and Genetics by collaborating with Medical Directors, C-Suite, and KOLs at Academic, Large Institutions/Hospital Systems
- Active, area lead with consulting, project management and efficient implementation of processes within strategic accounts covering the state of Texas with a total of 7 Account Representatives
- Lead in the Texas Area for the overall development and implementation of strategy and coaching of 7 Account Representatives to effectively drive the success of the entire Oncology portfolio and exceed revenue growth goals
- Mastery of clinical knowledge of the Oncology portfolio product line, disease state and the mastery of selling ability to gain commitment allowing for process recommendations to fit efficiently into pathways for treatment decisions
- Inclusive approaches used but not limited to the Six Sigma/LEAN methodologies to drive process consistency with top-down support and staff pull-though of bottom-up changes
- End results yielding reliable, dependable processes that support physician behavior and impact patient outcomes
- Collaborate with Account Executives, Regional Medical Specialist, and Area Managers to target, plan, and drive test utilization within systems at the clinical, financial, and operations levels to achieve improved patient outcomes
- President’s Club Winner 2021,2022
- Lean Six Sigma Green Belt Certification
- OSM Mentor-3
- 12th Man Award 2020
STRATEGIC ACCOUNT SPECIALIST, Oncology BU
MYRIAD GENETIC LABORATORIES, Inc.
04.2019 - 01.2021
- Possess a specialty level understanding of Myriad tumor tissue products; MyChoice CDX and Endopredict
- Ability to deep dive into discussions on disease state, diagnosis, and treatments, to better understand the providers needs and prescribing habits
- Responsible for increasing knowledge of germline vs somatic molecular testing in different disease states
- Promotion of companion diagnostic tests, and leveraging societal guidelines; NCCN, ASCO, ASBcS, etc
- Increase business with medical oncology, gynecological oncology, surgical oncology and pathology
- Increase business in large hospital and academic centers, to include Genetic Counseling, Breast Imaging, and Surgery
- Played an active role in consultative selling and project management while leading the internal team members on the strategic pull-through initiatives
- Developing strategic relationships with societies and Key Opinion Leaders that are influential in creating change in your defined geography
- Understanding of EMRs and other electronic solutions used to identify, and manage patients with an ability to demonstrate demand to help integrate the right solutions to drive the risk stratifications to a standard of care within the health system, hospital or practice
- Collaborated with Account Executives, Regional Medical Specialist and Area Managers to target, plan and drive test utilization within large healthcare practices, hospitals, or healthcare facilities at the clinical, financial and operations level, to achieve improved patient outcomes
- Mastery selling ability, with a skill set that will provide substantial incremental sales results over and above that of the area sales representative
- The ability to sell to and close administrators, thought leaders, MD decision makers, and the c-suite
- Currently Ranked #1 Strategic Account Specialist
- Launched MyChoice CDX for Ovarian Cancer
- Ranked #1 percent to goal and overall volume for MyChoice CDX
- Lead the integration/implementation of virtual/electronic ordering of Oncology Tumor Products for the Texas Oncology Precision Team
- Completed the EMR system integration for Texas Oncology
- Helped to create and close the ordering process for MD Anderson
ONCOLOGY ACCOUNT EXECUTIVE, Oncology BU
MYRIAD GENETIC LABORATORIES, Inc.
09.2016 - 03.2019
- Develop relationships with oncology providers to help build a process that helps MD’s achieve their practice goals around cancer prevention
- Possess a deep understanding of hereditary cancer genetics, treatment options and societal guidelines in-order to educated customers about Myriad products
- Partnering with physicians and staff to integrate a process to assist physicians in patient identification and testing
- Develop and implement a territory level business planning around customer goals and personal skill development that results in the achievement of sales targets
- Building relationships between different disciplines across the academic and community network of health care providers to optimize an integrated multidisciplinary approach to the identification, diagnosis, and management of high-risk patients
- Collaboration with team members and Area Managers to target, plan and drive test utilization within healthcare practices, hospitals, or health system facilities at the clinical and sometimes at the operational level, to achieve improved patient outcomes
- #1 Rank for Endopredict
- 300% growth, #1 for overall volume; breast prognostic space
- Promoted to Strategic Account Specialist
DIABETES SALES SPECIALIST Level 3
ASTRAZENECA PHARMACEUTICALS
05.2015 - 09.2016
- Responsible for the selling, maintaining, and developing direct sales strategies to key accounts to promote the AstraZeneca Diabetes Injectable Portfolio
- Applied knowledge of health care industry trends, applicable laws and regulations, market conditions, current managed health care trends in order to analyze factors in the development of territory business plans and in daily execution of sales calls
- Developed and implemented territory business plans centered on primary care, and specialty customers
- Demonstrated a deep, clear and thorough understanding of the diabetes disease state, diabetes products, and relevant competitor products, including mechanisms of action, indications, efficacy and safety, etc
- Demonstrated effective territory management skills and exemplary selling competencies
- Developed and implement clinical sales presentations and discussions to groups of health care providers and personnel in office settings, medical meetings, and the general public health fairs
- Utilization of computer based tools; Matrix, Payer Potential, Veeva, etc., in order to analyze and identify crucial business opportunities
- Accomplished team effectiveness through sharing experiences, information, and best practices to drive market share and maximize sales performance
- Achieved Pharmacy Champion for my district
- Pharmacy best practices at local district level
- Product awareness, demonstrations, and packaging
- Coupon, co-pay, EMR issues
- Communicate with the Regional Retail Account Manager to pull-through strategies to pharmacy store level
- Achieved Managed Health Care Champion for district Injectable team
- Attend Regional teleconferences to obtain crucial information on managed care trends and relay them to the diabetes injectable team
- Become proficient in buyer opportunity and payer potential tools in order to answer team questions
- Won First Place Award for Clinical and Selling Excellence contest
- Won multiple employee Points in recognition for leadership
- Achieved fourth in the Region for the first Quarter and ranked 37 out of 446 in the Nation
- Candidate for the Circle of Excellence Award
BUSINESS DEVELOPMENT/PRINCIPAL
SACRED HEART HOME MEDICAL EQUIPMENT
02.2010 - 04.2015
- Distributed over 100 Durable Medical Equipment Devices/products across many brand name product lines to benefit patient quality of life
- Marketed to Health Care providers including area Hospitals, Home Health Agencies, Assisted Living facilities, Nursing Homes and Independent Physicians
- Handled Public Relations and Community outreach programs
- Conducted workshops and in-services with existing and potential clients
- Created a new business and increased sales
- Managed day-to-day operations
- Maintained office, sales, and service personnel
- Developed strategies to increase productivity and efficiency
- Concentrated on marketing plan to gain market share and develop sales staff
- Maintained an operating budget to ensure financial stability
- Completed financial documents for accounting purposes
- Managed all necessary national, state, and local tax reporting
- Maintained regulatory and compliance manual to comply with Medicare & Medicaid guidelines
- Establish Managed Care and Private Insurance contracts
- Negotiated contracts with various distributors, vendors, and wholesalers for procurement of medical equipment and supplies
- Maintained and tracked physical inventory
- Created a plan for employee training to meet accreditation guidelines
- Used business and value-based judgment to determine process improvements as needed
- Helped build a business from ground up to gross over a million dollars
- Consistently increased total sales by 25% every year for last 3 years
- Managed to secure lucrative government (Medicare, Medicaid, Tricare), managed care (private insurance) and nursing facility contracts, in-order to increase and diversify business stability
BUSINESS DEVELOPMENT/PRINCIPAL
TEXAS BEST DURABLE MEDICAL EQUIPMENT
03.2011 - 02.2011
- Maintained office, sales, and service personnel to include recruiting, training, promotions, retirements, and various operational planning
- Applied knowledge of applicable national, state, and local employment laws and regulations
- Handled Public Relations and Community outreach programs
- Marketed to Health Care providers including area Hospitals, Home Health Agencies, and Independent Physicians
- Responsible for the distribution of various Durable Medical Equipment products designed to improve patient wellness
- Conducted and administered symposiums, workshops, and in-services
- Used business and value-based judgment to determine process improvements as needed
- Manage the Operational and Financial aspects of an S Corporation
- Developed a strategic business and marketing plan for continued production
- Created and maintained operating budget and financial documents for accounting purposes
- Managed national, state, and local tax reporting
- Adhered to all state and regulatory licensing requirements
- Maintained regulatory and compliance manual to comply with Managed Care and Private Insurance guidelines
- Responsible for establishment of Managed Care and Private Insurance contracts
- Negotiated contracts with various distributors, vendors, and wholesalers for procurement of medical equipment and supplies
- Maintained and tracked physical inventory, cost of goods sold, and asset disposition
- Responsible for formulation and implementation of Human Resources and employee development practices
- Built my first business from ground up to gross over $800,000
- Managed to build territories in San Antonio and Corpus Christi, TX
MEDICAL SALES REPRESENTATIVE
MERCK & CO., INC.
01.1999 - 02.2001
- Responsible for providing sales presentations for the promotion of OA/RA Acute Pain, Osteoporosis, Asthma/Allergy, and Gastroenterology prescription medications
- Marketed to Rheumatologists, Orthopedic surgeons, Pulmonologists, Gastroenterologists, Internal Medicine and General Practice physicians
- Delivered product messages on Vioxx, Fosamax, Singulair, Pepcid, and Propecia to fifty physicians per week
- Managed the allocation of yearly and monthly field and product budgets
- Performed seminars, tutorials, and office in-services to health care professionals
- Responsible for planning and execution of marketing objectives
- Maintained monthly expense reports, call reports, storage facilities, and monthly product inventory
- Achieved Award for Excellence for Highest Market Share in Texas Region for 3 products RCQ 10/99
- Achieved Execution Excellence Award for Top Market Share RCQ 04/00
- Won a Beat the Competition Award for lead product 01/00
Education
BA - Interdisciplinary Studies
University of Texas San Antonio
01.1998
Skills
- Business Management
- Sales Team Management
- Budgeting and Forecasting
- Oncology Product Sales; Germline and Somatic
- Strategic Planning
- Client Relationship Management
- Business Development
- Disease Management Protocols
- Medical Partnerships
- Business/Insurance Contracting
- Price Negotiation
- Insurance Billing
Accomplishments
Lean Six Sigma Green Belt Certification: January 2021
Largest Volume Specialist of the Year 2023
President’s Club Winner 2021 and 2022
Oncology Strategic Manager of the year 2022
Oncology Strategic Manager MVP 2021
Oncology Strategic Manager 12th Man Award 2020
Lead the Texas Oncology Precision Medicine project
Owned two Medical Equipment Companies
Certification
Lean Six Sigma Certification
Timeline
Sr. ONCOLOGY Product Specialist/Advanced Field Based Trainer
Myriad Genetics Laboratories, Inc.
02.2023 - Current
ONCOLOGY STRATEGIC MANAGER
Myriad Genetics Laboratories, Inc.
04.2021 - 02.2023
STRATEGIC ACCOUNT SPECIALIST, Oncology BU
MYRIAD GENETIC LABORATORIES, Inc.
04.2019 - 01.2021
ONCOLOGY ACCOUNT EXECUTIVE, Oncology BU
MYRIAD GENETIC LABORATORIES, Inc.
09.2016 - 03.2019
DIABETES SALES SPECIALIST Level 3
ASTRAZENECA PHARMACEUTICALS
05.2015 - 09.2016
BUSINESS DEVELOPMENT/PRINCIPAL
TEXAS BEST DURABLE MEDICAL EQUIPMENT
03.2011 - 02.2011
BUSINESS DEVELOPMENT/PRINCIPAL
SACRED HEART HOME MEDICAL EQUIPMENT
02.2010 - 04.2015
MEDICAL SALES REPRESENTATIVE
MERCK & CO., INC.
01.1999 - 02.2001
Lean Six Sigma Certification
BA - Interdisciplinary Studies
University of Texas San Antonio
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