Joan Kiernan
Forest Park,IL
Summary
Seasoned Executive Sales professional with a proven track record at Medivant Healthcare, achieving a 104% generics goal at Cardinal Health. Expert in strategic account management and negotiation, I excel in driving revenue and fostering key account growth. Recognized for sales training prowess and adept at building robust channel partnerships.
Overview
25
25
years of professional experience
Work History
Executive Sales
Medivant Healthcare
02.2024 - 10.2024
- Grew sales at start-up 503B manufacturer of single dose generic injectable vials, Ophthalmology and GLP-1s prefilled syringes, by creating opportunities with Academic Institutions, Hospitals/IDNs, Clinics
- Prospect and increase penetration of sales based on hospital bed count and system coverage
- Cultivate relationships with key decision makers at target C-Suite, Hospitals/IDNs, Pharmacy contract negotiations
- Collaboration with cross functional team, marketing and inside sales team
- Multistate IDN management in IA, IN, IL, KS, KY, MI, MO, OH, SD, WI
- Onboarded 22 hospitals in first 6 months of employment
- Prelaunch of Semaglutide and Tirzepatide prescriber, clinic business development analysis
Pharmacy Business Consultant
Cardinal Health
Chicago, IL
04.2022 - 06.2023
- Consistently exceeded sales goals in $160M annual territory in retail independent pharmacies and alternate care, home infusion distribution accounts
- Ownership focused on territory management in account planning, strategic targeting of regional KOLs, sales process, post-sale implementation, deal economics, RFPs, contracting in a highly competitive market
- Proactive problem-solving approach to resolution of distribution issues to ensure patient access to critical medications
- New business growth from prospecting and deeper sales penetration in customer base of Brand and Source Generic product portfolio
- Drove value added solutions to improve pharmacy operational efficiencies, to support patient adherence to medications and to achieving positive customer service experience
- Source Generics Goal to Actual July - May 2023: 104%
- Retention Goal to Actual July - May 2023: 110%
- Appointed Leader of New Hire Cohort team to enhance collaboration with internal stakeholders on communication of strategic alignment, consistency in messaging and opportunity development in a highly competitive, dynamic market
Commercial Business Manager
Sandoz, Inc
Chicago, IL
02.2017 - 06.2020
- Demonstrated year over year growth in $96M territory from new product launches in biosimilar oncology market, inhaled anesthetic agents and brand/generic injectables across IDNs, C-Suite, Clinics and Academic Institutions
- Expertise in contract negotiations, pricing strategy, cross functional account management including Specialty Pharmacy, Anesthesia, Infusion Centers, Surgery Centers with strategic business acumen, account retention and best practices in internal matrix team management
- Ranked 8 out of 40 Q1, Q2; 11 out of 40 in Q3, Q4 2019 overall 116% total portfolio 2020
- Ranked 5 out of 40 Ziextenzo launch first trimester 2020 $453K, Fulvestrant 400% in 2019
- Increased sales of Desflurane and Sevoflurane anesthesia gases $113K in 2019
- Created Inhalational Anesthetic Agents training for field/telesales representatives including clinical education, competitive strategy, selling in Operating Room, Surgery setting with Anesthesia, Surgeons, Pre-Op, Post-Op, and Nursing
- Leader of field/tele sales training
Pharmacy Specialist
Baxter Healthcare
Chicago, IL
01.2007 - 03.2016
- Consistent $72M annual achievement of sales goals in Medication Delivery (premix frozen, antibiotic premix IV solutions, reconstitution devices), Nutrition Solutions, Compounder Pump
- Drove revenue in IDNs, Hospitals, C-Suite by successful product launches and growing base business
- Analyzed Pharmacy medication operational workflow efficiency to improve patient safety, decreased complications showing reduction in overall costs
- Total account management focus with Anesthesia, Pharmacy, Pharmacy Buyers, Materials Management, Nursing, Infusion Centers, Surgery Centers
- Drove revenue by signing major Chicago teaching hospital to $1.2M 2011 exclusive contract which grew to $2M by 2015
- Achieved 165% of goal in Nexterone premix amiodarone launch in 2014
- Leader of C-Suite IDN contract negotiations and field level pull through at member hospitals including Centegra Health, Northshore University Medical, Northwestern Medicine and Presence Healthcare
- Secured $560K in Novation GPO contracts (Medication Delivery and Nutrition portfolio) in October 2015 securing revenue until December 2018
- Distinguished Sales Club 2015, ranked Top 3% of sales force
- Sales Incentive Trip Winner 2015
Multisource Territory Representative
Baxter Healthcare
Chicago, IL
01.2003 - 01.2007
- Exceeded annual sales goals for brand and generic injectables portfolio for 4 consecutive years
- Leveraged Pharmacy and Anesthesia relationships backed by clinical acumen in a highly competitive marketplace
- Demonstrated superior sales skills in communicating product value beyond price
- Utilized Independent Purchase Agreements and marketing initiatives to grow base business
- Ranked Top 10% sales force in 2006 for total product portfolio performance
- First in nation Propofol launch exceeded goal 160% in 2005 - $150K first quarter of launch
- Managed Advocate Health and Resurrection/Provena IDN competitive contract negotiations, pricing strategies, clinical education, pull through, inventory distribution, customer service
- Sales Incentive Trip Winner 2006, Cherry Hill Portfolio award 2005
Anesthesia and Critical Care Representative
Baxter Healthcare
Chicago, IL
10.1999 - 01.2003
- Achieved sales goals of inhalational agents, vaporizers, Post-Op transdermal patch, and cardiovascular medications
- Utilized extensive clinical knowledge of multiple disease states in Anesthesia, Surgery, Cardiology, ICU, CVICU to grow business through value beyond price sales strategy
- Consistently exceeded sales goals 2000 − 2003 in Anesthesia and Cardiology portfolio
- Achieved 125% goal in sales of Suprane inhaled anesthetic agent by converting Advocate Christ Hospital, University of Chicago 2001
- Central Region Coach, Anesthesia and Brevibloc trainer 2002 − 2003
Education
Bachelor of Science - Business Administration
John Carroll University
Advanced Sales Training, 4 Zones of Customer Engagement Training
Mercuri International
Sales Management Certification
Richardson
Strategic Account Management Certification
Effective Sales Presentations
Microsoft 365 (Excel, PowerPoint, Word)
Salesforce CRM
Skills
- IDN/Hospital Systems
- Pharmacy
- Drug Delivery
- Sterile Injectables
- Anesthesia
- Strategic Account Management
- Contracts
- Distribution
- Key account growth
- Upselling strategies
- Negotiation expertise
- Revenue generation
- Competitive analysis
- Sales pipeline management
- Go-to-market strategies
- Sales training
- Sales analytics
- Channel partnerships
Professional Development
- Mercuri International Advanced Sales Training
- 4 Zones of Customer Engagement Training
- Richardson Sales Management Certification
- Strategic Account Management Certification
- Effective Sales Presentations
- Microsoft 365 (Excel, PowerPoint, Word)
- Salesforce CRM
Timeline
Executive Sales
Medivant Healthcare
02.2024 - 10.2024
Pharmacy Business Consultant
Cardinal Health
04.2022 - 06.2023
Commercial Business Manager
Sandoz, Inc
02.2017 - 06.2020
Pharmacy Specialist
Baxter Healthcare
01.2007 - 03.2016
Multisource Territory Representative
Baxter Healthcare
01.2003 - 01.2007
Anesthesia and Critical Care Representative
Baxter Healthcare
10.1999 - 01.2003
Bachelor of Science - Business Administration
John Carroll University
Advanced Sales Training, 4 Zones of Customer Engagement Training
Mercuri International
Sales Management Certification
Richardson