HEATHER A. JAMES
Summary
ACCOUNT MANAGER
Action-oriented, adaptable executive with extensive experience improving processes to expand operations and drive sales for education- and science-focused organizations. Dynamic leader who builds high-performing teams and forges strategic partnerships with customers. Passionate about developing data-driven programs to promote an efficient work environment.
Overview
9
9
years of professional experience
1
1
Certification
Work History
Pharmaceutical Sales Territory Manager
JOHNSON & JOHNSON
BAKERSFIELD, CA
01.2006 - 01.2012
- Managed sales in Bakersfield territory for PriCara line of pharmaceutical products, facilitating meetings and relationships with potential customers to expand into new markets
- Maintained resource allocation system and conducted related ROI and responsiveness analysis; integrated call planning and brand marketing strategies to improve sales
- Captured key gastroenterologist customers as part of effort to grow diverse customer base, presenting benefits of PriCara line with objective analysis.
Pharmacy Technology Program Instructor
SAN JOAQUIN VALLEY COLLEGE
BAKERSFIELD, CA
01.2003 - 01.2006
- Taught Pharmacy Technology Program courses, including Pharmacy Business, Anatomy, Physiology & Pharmacology, Drug Nomenclature, and other pharmacy-related subjects to students
- Developed effective teaching methodology, incorporating auditory and visual techniques to improve student performance and test scores
- Maintained educational records for and monitored status of ~40 students per session.
Business Development Regional Advisor
OF PHOENIX / APOLLO EDUCATION GROUP
BAKERSFIELD, CA
- B2B Sales
- Managed strategic plans to generate corporate and student leads for continued education and certification programs offered through University of Phoenix
- Led informational meetings with C-level executives and corporate leadership teams to present program options catered to company’s unique educational needs
- Established and maintained productive, sustainable community and corporate relationships through phone, email, and face-to-face communication
- Served as liaison between corporate customers and team in charge of curriculum development, ensuring both sides received accurate information
- Expanded into critical oil, gas, and sustainable energy markets in local territory, building Apollo’s customer base as company shifted focus to high-level corporate customer
- Monitored corporate contact database to meet and exceed monthly sales goals and quotas.
Education
Master of Business Administration - undefined
UNIVERSITY OF PHOENIX BAKERSFIELD
2014
Bachelor of Science - Organizational Management
UNIVERSITY OF LA VERNE
2006
Skills
- AUTOMATIC DATA PROCESSING RANCHO CUCAMONGA, CA
- MAS Upmarket GEO District Manager
- Maintain life cycle sales process in the surrounding Inland Empire Area
- Establish and maintain partnership with current clients to strategize business planning and recommendations
- Resolve client issues in a timely manner and monitor the outcome
- Streamline territory management processes and procedures
- Collaborate with colleagues, teams, management and third parties to formulate and execute monthly and annual goals
- Implement a sales strategy targeted at the decision-makers and business owners to build a network and capture new business
- Manage a book of business in the field within the Los Angles, Riverside, and San Bernardino Counties
- Select Achievements
- Exceeded sales goals and quotas
- Finished 120% of quota for fiscal year 2023
- COLLEGE ADVANCEMENT TESTING RANCHO CUCAMONGA, CA
- Director of Sales Operations
- Directed daily operations and strategic expansion efforts of company generating $6M in annual sales through ACT and SAT prep materials sold to school districts nationwide
- Managde ~30 sales representatives and annual budget of $12M, handling hiring, accounting, and prospecting to support sales team and ensure each representative exceeds quarterly quotas
- Oversaw cross-functional procedures in finance, administration, and communications, creating project timelines and sourcing resources required to achieve company’s evolving goals
- Established and maintain partnerships with school districts and school officials, attending career fairs and building marketing campaigns to advertise and sell prep materials
- Designed national growth programs and complete strategic business planning processes for expansion into new markets, conducting research on key locations to target
- Resolved major issues with merchants in timely manner and monitor sales team performance to remain on schedule and within budget
- Developed standard processes and improvement initiatives for core programs, operations, and business plans, routinely evaluating existing procedures to identify and resolve pain points
- Performed research on potential new customers to target offerings to school districts, designing unique solutions based on customer requirements
- Collaborated with company owner and key stakeholders to formulate and execute monthly and annual goals
- Expanded target market throughout United States, implementing marketing campaigns and building critical partnerships in key states to grow beyond starting market on West Coast
- Streamlined daily operations for sales team by establishing standard policies and procedures to ensure compliance during sales calls and other customer interactions
- Improved efficiency of overall sales process by transitioning obsolete customer filing system to digital, searchable database to better find and update customer information
- 2012-
- 2015
Certification
- Operations Management
- Human Resources
- Process Improvement
- Financial Analysis
- Budgeting
- Business Analysis Customer Relationship Management
- Sales Management
- Business Development
- Networking
- Sales Management Team Building & Leadership
- Key Account Management
- Strategic Partnerships
- Negotiation 2022- Present 2015- 2022
Timeline
Pharmaceutical Sales Territory Manager
JOHNSON & JOHNSON
01.2006 - 01.2012
Pharmacy Technology Program Instructor
SAN JOAQUIN VALLEY COLLEGE
01.2003 - 01.2006
Business Development Regional Advisor
OF PHOENIX / APOLLO EDUCATION GROUP
Master of Business Administration - undefined
UNIVERSITY OF PHOENIX BAKERSFIELD
Bachelor of Science - Organizational Management
UNIVERSITY OF LA VERNE
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