Heidi Mendez
Fresno,CA
Summary
Highly motivated and results oriented Specialty Account Executive with 17+ experience in the pharmaceutical industry. Driven Sales Leader with vision, strategic business planning experience, and organizational skills demonstrated by a record of successfully delivering results. Experience with multiple product launches with top sales and market share growth. Highly proficient at managed care, access, pull-through and working with specialty pharmacies. Extreme focus on satisfying customers and effectively taking care of their needs. Excellent teamwork and communication skills with the ability to build and foster relationships with customers, office staff, and management at all levels.
Overview
18
18
years of professional experience
1
1
Certification
Work History
Account Executive, Women’s Health
Myriad Genetics
Salt Lake City, UT
07.2021 - 11.2023
- Drives sales revenue and overall market share for the Women’s Health Portfolio
- Develops a territory business plan with specific goals and objectives to meet sales goals
- Establishes and maintain ongoing relationships with accounts including OBGYN, family practice, and internal medicine physicians, nurse practitioners, physician’s assistants, medical assistants, and office staff
- Assists accounts with ongoing customer service, workflow solutions, and problem solving throughout the sales process
- Communicate the company’s differentiation and value proposition to increase sales
- Ranked 50 for MyRisk, Hereditary Cancer Genetic Test, 72 for Prenatal Screening, out of 122
- YTD 102% MyRisk, 114% Prenatal
- Consistently hits and exceeds goals for the Women’s Health Portfolio, for hereditary cancer genetic testing and prenatal screening
- Consistently meets and exceeds KPI
- Builds strong relationships within accounts, providing value for the provider, the practice, and most importantly, the patients
- Total office call for all touch points of the sales process
- Patient-centric focused selling using case-studies, engaging questions, and specific medical management for patient discussed
- Gaining commitment for an action on each call
- Pre-call and post call planning using various reports (PAR Report, Gainers/Losers Report, New Prescribers Report/Qlik View), and uses various sales pieces, tailored to each call for each office to support sales message on every call
- Develops a quarterly territory business plan/routing by analyzing data on an ongoing basis
- Launched various large Adventist Health Accounts, that have incorporated Myriad as a standard of care for routine testing in both hereditary cancer and prenatal screening
- Chosen to represent Myriad at ACOG Symposium, engaging conversations with providers and educating on hereditary cancer, genetic testing, and the Myriad portfolio
- Meets individual office needs with case management to help streamline testing and patient care with high levels of external and internal communication
- Collaborates regularly with Regional Medical Specialist (Genetic Specialist), Strategic Account Manager, National Account Manager, Oncology Account Executive, and external Cancer IQ counterparts to grow usage of testing in accounts
- Strategically planned Speaker events to educate offices on the importance and impact of hereditary testing.
Virology Specialty Senior Executive Representative
Merck Sharpe & Dohme
Kenilworth, NJ
11.2015 - 01.2021
- Drive Sales Revenue and overall market share for the virology portfolio
- Develop a territory business plan with specific goals and objectives to meet sales goals
- Establish and maintain ongoing relationships with accounts, including Infectious Disease and Gastroenterologist physicians, medical assistants, office staff, local organizations, and pharmacies
- Communicate the company’s competitive differentiation and value proposition to increase sales
- Ranked in the top 10 percent of sales team for Pifeltro/Delstrigo with 15% market share, nation at 4%
- Maintained positive market share for all products despite the challenges of COVID by adopting new ways of working with online customer meetings, telephone calls, and emails
- Built and maintained strong relationships within accounts, providing value for the provider, the practice, and the patients
- Developed a partnership with the local ASO (AIDS Service Organization), The Living Room, to help assist patients and case workers with education and resources, and to bridge the gap between providers and their patients outside of the clinic setting
- Established relationships with key specialty pharmacies to ensure providers to prescribe company HIV products for their patients
- Assisted them with vouchers and how to access the Merck Assist Program
- Executed strategic Merck Medical Forums to help connect providers and help them learn more about the treatment of Hepatitis C and HIV
- This included how to provide their patients with solutions to meet their individual needs
- Compliance committee member for 2020 to ensure team is knowledgeable and informed on safety and compliance
- 2019 105% to plan for combined products, Doravirine/Isentress/Dificid
- 2018 115% to plan for Zepatier, highest rank on NW team
- 103% to goal for Isentress
- Earned Directors Recognition Award for driving results for Zepatier and for maintaining strong market share for Zepatier in a highly competitive and ever-changing market
- HCV point person for Northwest team in 2018
- 2017 100% to plan for all products
- Served as the Managed Care point person for Northwest Team in 2016 and 2017
- Successfully launched Zepatier in new territory with new customers
- Grew market share for Zepatier on specific managed care plans and collaborated with specialty pharmacies to get medications approved.
Pharmaceutical Sales Representative
Daiichi Sankyo, Inc.
Basking Ridge, New Jersey
05.2008 - 11.2015
- Drive Sales Revenue and overall market share for the Daiichi Sankyo portfolio
- Develop a territory business plan with specific goals and objectives to meet sales goals
- Establish and maintain ongoing relationships with accounts, including Cardiologists, Pain Management, Internal Medicine, and Primary Care physicians, medical assistants, office staff, local organizations, and pharmacies
- Communicate the company’s competitive differentiation and value proposition to increase sales
- 1 on team for Movantik, and consistently in the top ten for the Pacific Northwest since launch
- Consistently ranked in top third of the company while selling in highly competitive market
- Chosen to represent Daiichi Sankyo along with AstraZeneca at PainWeek in Las Vegas, 2015
- Educated providers on opioid-induced constipation and the benefits of Movantik for patients
- Coached other sales representatives on thorough pre-call planning on weekly conference calls
- Successfully launched Savaysa and Movantik in February and April 2015
- Initiated participation & represented Daiichi Sankyo at Dr.Nelson’s Cardio Metabolic Symposium in Fresno, March 2011, 2012
- Initiated participation and represented Daiichi Sankyo at Fresno-Madera 30th Annual Central Valley Cardiology Symposium on Nov 2010
- Highest coupon redemption rate in the West area in Visalia territory in 2010
- Launched Effient in August 2009 & sold to cardiologists & primary care
- Influenced key cardiologists to get Effient on formulary at Kaweah Hospital
- Attended & completed ACC training at the Swedish Hospital in Seattle, WA
- Attended lectures, dissected pig’s heart, watched live PCI, & reviewed case studies & EKG’s
- Contest Winner, September 2009 Race to the Finish, for highest growth for Benicar & Azor
- 2nd place in district for “Drive the 5” contest, new Azor writers 2009
- BeniGrow I Contest Winner in 2008
- Led various presentations for district at regional POA’s
- Well-trained on analyzing data, targeting & tracking physicians
- Proficient in Excel and Powerpoint.
Pharmaceutical Sales Representative
Reliant Pharmaceuticals Inc.
Liberty Corner, New Jersey
08.2005 - 03.2008
- Drive Sales Revenue and overall market share for Reliant Pharmaceuticals portfolio
- Develop a territory business plan with specific goals and objectives to meet sales goals
- Establish and maintain ongoing relationships with accounts, including Cardiologists, Internal Medicine, Primary Care, medical assistants, office staff, local organizations, and pharmacies
- Communicate the company’s competitive differentiation and value proposition to increase sales
- 2007 President’s Club winner
- Ranked #1 for 1st quarter of 2008 in the West Region
- Nationally, top 10% for Lovaza and 25% for DCR
- Finished 4th quarter of 2007 8th in the West for Lovaza QTD and 2nd place in the West for DCR
- 1 in my District for both products
- Nationally, finished in the top 8% for Lovaza and 7% for DynaCirc CR
- Successfully grew new territory, earning 1st place in District for both products from 4th quarter of 2006 to 4th quarter in 2007
- Selected by Regional Director of West for the SMART DynaCirc CR Sales Advisory Team to collaborate directly with marketing team to brainstorm ideas and strategies for product growth
- Earned “Regional Sales Achievement Award” for numerous quarters of 2007 & 2008
- Finished in 4th place in the West Region in 2006
- Selected to represent Reliant Pharmaceuticals at American College of Cardiology national conference in New Orleans, March 2007
- Appointed to lead various presentations for Lovaza and DynaCirc CR for district at regional POA’s
- Successfully launched Omacor, the fastest growing triglyceride lowering agent on the market
- Sold within a single person territory as a new representative.
Education
Bachelor of Arts (BA) - English Communications with concentration in professional writing
Armstrong Atlantic State University
Skills
- Territory Management
- Business Planning
- Product Launches
- Managed Care
- Selling Skills
- Analytical Skills
- Building Strong Relationships
- Sales Presentations
- Organizational and Time Management
Certification
- Certified Pharmaceutical Sales Representative
- CPR Certified
Accomplishments
- President's Club Winner 2007
- Ranked in top 10% of newly launched Pifeltro/Delstrigo with 15% market share, Nation 4%, 2019
- Director's Recognition Award for driving results for Zepatier 2017
- Regional Sales Achievement Award - numerous quarters in 2007 & 2008
Timeline
Account Executive, Women’s Health
Myriad Genetics
07.2021 - 11.2023
Virology Specialty Senior Executive Representative
Merck Sharpe & Dohme
11.2015 - 01.2021
Pharmaceutical Sales Representative
Daiichi Sankyo, Inc.
05.2008 - 11.2015
Pharmaceutical Sales Representative
Reliant Pharmaceuticals Inc.
08.2005 - 03.2008
Bachelor of Arts (BA) - English Communications with concentration in professional writing
Armstrong Atlantic State University
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