GRANT GUNKEL
Chandler,Arizona
Summary
Collaborative Key Account Manager with demonstrated success in relationship building, negotiating and developing new business within targeted and assigned accounts. Strong analytic, quantitative and technical aptitude with great attention to detail. Self-motivated, driven and adaptable with proven track record of exceeding goals.
Overview
30
30
years of professional experience
Work History
Key Account Manager
Ocular Therapeutix
Phoenix, AZ
08.2023 - Current
KEY ACCOUNT MANAGER/HOSPITAL ACCOUNT MANAGER
Rayner Surgical
01.2022 - Current
- Rayner Surgical, Inc purchased Omeros Corp. Sales force and Omidria (1.1.22)
- Sell Raypro EMV, Aspheric and Spheric Intraocular Lenses and Omidria to Hospitals/VA and Key Accounts in the West Region, which consists of 13 states...AZ, CA, NM, CO, WY, MT, UT ID, WA, OR, NV, AK, HI
- Conduct in-surgery and class room training sessions with staff and surgeons to provide education on products and proper usage
- Assist providers with reimbursement support and processes, while providing quarterly updates regarding Medicare fee schedule changes
- Also assist with providing customer updates towards rebate tiers and goals
- Collaborate with eight surgical reps and coordinate with reps on field assignments, customer communications, and visits
- Set up and execute speaker programs via Zoom or in-person meetings
- Have become efficient in cold calling and discovering key players in hospital settings
- Assist with field rides and training with surgical sales reps.
- Secured high-value accounts through consultative selling, effective customer solutions, and promoting compelling business opportunities.
- Built and maintained strong client relationships to drive business growth.
- Facilitated strategic meetings with key stakeholders to understand customer needs and develop action plans.
- Developed thorough understanding of key clients' needs and requirements to prepare customized solutions.
- Achieved or exceeded company-defined sales quotas.
NATIONAL REIMBURSEMENT MANAGER
Omeros Corp
08.2018 - 01.2022
- Promoted to NRM after 17 months with Omeros
- Assisted ambulatory surgery centers and hospitals in resolving complex coverage and reimbursement issues that create barriers to payment
- Consulted with Ambulatory Surgery Centers (ASC), hospital c suite, administration, billing supervisors and clearing houses in 13 Western States to include, AZ, CA, NM, CO, WY, MT, UT ID, WA, OR, NV, AK, HI
- Supported eight surgical reps and one hospital rep for Omidria and coordinate with reps on field assignments, customer communications, and visits
- Educated surgery centers and their billing staffs on reimbursement processes and claims submissions procedures of payer organizations (regional payers, government payers, etc.)
- Evaluated Medicare fee schedules and sequestration rates quarterly to provide updates to accounts and reps
- Knowledge of CMS 1500 claim form/UB04 claim form and revenue codes
- Working knowledge of Novitas and Noridian MACs, Medicare, Medicare Advantage, Medicaid, VA, and other private payers
- Instructed and developed staff on proper billing and coding techniques in conjunction with reimbursement of Omidria from Medicare, Medicaid, VA, and other payers, to ensure a smooth billing and reimbursement process
- Developed successful customer relationships to form partnerships
- Organized claims with providers and patient reimbursement program.
- Observed strict data confidentiality procedures to protect patients' information.
SURGICAL SALES REPRESENTATIVE
Omeros Corp
03.2017 - 08.2018
- Increased sales by 596% over the previous year, increasing sales rank from 34 to 15 in Q4
- Promoted Omidria by developing new business visits in ASC, hospitals and doctor offices and presenting clinical data and coordinating surgeries for product trial
- Led and delivered presentations to C-level account executives
- Partnered with a cross-functional team, including patient assistance liaisons, payor leads, and marketing
- Generated 3- 4 new accounts monthly
- Trained each new account, which includes ASC, hospital, surgical staff and the surgeons on the proper use of Omidria and set expectations by sitting in on surgical cases
- Trained surgeons by conducting trials before agreeing to purchase
- Coordinated a smooth and complete process with surgery centers beginning with insurance verification, proceeding with surgery technicians to nurse and close with the billing staff
- Maintained 15 accounts in ASC and Hospitals
- Increased sales by 776% in Q2 of 2017, raising vials sales from 84 to 642
- Achieved award for number 1 in the nation for the largest total number of vials sold in 2017
- Ranked 3rd in Q4 of 2017 for growth increase nationwide
- Developed and maintained business throughout Arizona
- Promoted to National Reimbursement Manager.
EXECUTIVE SPECIALTY REPRESENTATIVE/SENIOR TERRITORY MANAGER
Allergan, Inc
03.2000 - 02.2017
- Developed successful relationships with surgeons, administrators, and technicians to generate sales of ophthalmic medications to hospitals, surgery centers, and ophthalmic clinics
- Developed and maintained 175 accounts across Phoenix, Tucson, and Las Vegas
- High-level knowledge of various disease states, glaucoma, dry eye, surgical therapeutics, and external diseases
- Increased Restasis sales by 107.2% and Combigan by 102.2%, exceeding sales target for major product lines
- Successfully lead and launched the development of a top ten glaucoma markets across the U.S
- Generated revenue growth annually and increased volume by throughout various territories of North and South and North Phoenix, Tucson, and Las Vegas
- Achieved overall ranking of 16th, 26th, and 41st out of 100 national representatives for top sales and growth consecutively for 3 years
- Recognized as the 2nd leading producer in the Combigan share, and the 16th leading producer in the Lumigan share in the country
- Developed effective business plans by analyzing market data to identify efficient company resources.
TERRITORY SALES MANAGER
Eli Lilly and Co
03.1997 - 03.2000
VETERINARY ACCOUNT MANAGER
Hill's Pet Nutrition
05.1995 - 02.1997
SALES MANAGER
Thomas Laboratories Animal Health
05.1994 - 05.1995
Education
Bachelor of Science - Biology/Pre-Med
Grand Canyon University
Skills
- Surgical Sales
- Territory and Account Management
- Product Knowledge
- Decision-Making Strength
- Training and Mentoring with Team Members
- Negotiations Expertise
- Financial and Business Acumen
- Ambulatory Surgery Center Understanding
- Staff Training
- Customer Rapport
- Account Presentations
- Revenue Generation
- Prospecting and Cold Calling
- Reimbursement - Medicare and Commercial
Additional Information
- Omidria Award of Excellence for #1 Growth in Nation (2017) Best Team Award (2014, 2015) Certificate of Excellence for #5/100 YTD Sales Ranking (2003) Leadership Council Award Winner (2002, 2003, 2005, 2006) Four-Time Award of Excellence Winner (2003, 2006, 2007, 2012) Phoenix Award for Largest Positive Territory Growth (2010) Ironman Challenge Award Winner for Lumigan Growth (2004)
- 4 Year Scholarship Award Winner and Captain of Division 1 Baseball Team
Timeline
Key Account Manager
Ocular Therapeutix
08.2023 - Current
KEY ACCOUNT MANAGER/HOSPITAL ACCOUNT MANAGER
Rayner Surgical
01.2022 - Current
NATIONAL REIMBURSEMENT MANAGER
Omeros Corp
08.2018 - 01.2022
SURGICAL SALES REPRESENTATIVE
Omeros Corp
03.2017 - 08.2018
EXECUTIVE SPECIALTY REPRESENTATIVE/SENIOR TERRITORY MANAGER
Allergan, Inc
03.2000 - 02.2017
TERRITORY SALES MANAGER
Eli Lilly and Co
03.1997 - 03.2000
VETERINARY ACCOUNT MANAGER
Hill's Pet Nutrition
05.1995 - 02.1997
SALES MANAGER
Thomas Laboratories Animal Health
05.1994 - 05.1995
Bachelor of Science - Biology/Pre-Med
Grand Canyon University
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