Summary
Overview
Work History
Education
Skills
Certification
Technical Skills
Timeline
Generic
Julie Gillespie

Julie Gillespie

Beavercreek,Ohio

Summary

Demonstrated expertise in analyzing, interpreting, solving problems, budgeting, buy-bill contracts, J-Code reimbursement ,speciality pharmacies ,distribution Hubs, negotiating contracts , consultative selling, operating room-surgery, hospital accounts , federal accounts , in-servicing , new product launch ,excellent verbal and written communication skills, very organized and a team player Seven years technical experience with extensive experience in the area of pharmaceuticals, biotechnology, hospital sales, pharmaceutical sales management training and sales training. Nine years direct pharmaceutical sales experience and specialty sales, strong concentration in CNS, Cardiology, Women’s Health/Ob Gyn, Medical Device, Rheumatology, Oncology, Hematology,,Pulmonology, Psychiatry, Pain Management, Orthopedics, Dermatology, Anesthesia, Endocrinology and Nephrology.

Overview

36
36
years of professional experience
1
1
Certification

Work History

Hematology Therapeutic Area Manager

GENENTECH INC.
Columbus
05.2021 - Current
  • Develop and execute strategic sales plans for hematology products, achieving a 109.5% to plan 12.9% increase in sales revenue
  • Establish and maintain relationships with hematologists, oncologists, and key decision-makers in hospitals and clinics
  • Conduct product presentations and demonstrations to educate healthcare professionals on the benefits and applications of hematology products
  • Analyze market trends and competitor activities to identify opportunities for growth and adjust sales strategies accordingly
  • Collaborate with cross-functional teams, including marketing and medical affairs, to ensure alignment of sales objectives with company goals
  • Provide exceptional customer service, addressing concerns and resolving issues to maintain high levels of client satisfaction and loyalty
  • Implemented targeted marketing campaigns and promotional activities to boost product awareness and drive sales growth
  • Monitored and reported on sales performance metrics, identifying areas for improvement and implementing corrective actions
  • Participated in industry conferences and seminars to stay informed about the latest advancements in hematology and network with industry leaders.

Clinical Account Specialist

RADIUS HEALTH INC.
Dayton
03.2017 - 05.2021
  • Launched a new Osteoporosis product (Tymlos injectable/IV) and new Biotech Start-Up company Radius Health
  • Executed sales performance that ensured sales forecasting to meet or exceed expectations
  • Used assigned budgets to drive therapeutic and territory expectations
  • Maintain current understanding of local markets, business model, key influencers to identify business opportunities
  • Responsible for educating physicians, nurses, pharmacist, residents and KOL on disease state of Osteoporosis
  • Extensive work with specialty pharmacies, distribution Hubs and manage care providers
  • Call points Endocrinology, Rheumatology OB/GYN, Orthopedic Surgeons, Internal Medicine, Hematology/Oncology and Nephrology
  • Experience in-servicing accounts to utilize (Tymlos injectable/IV) and worked closely with clinical educator in setting up patient trainings.

Northeast Area Field Trainer

RADIUS HEALTH INC.
03.2017 - 05.2021
  • Covering 16 states, supported the training effort in the field, pulled through national training initiatives, drive retention and comprehension of national delivered content
  • Contact for new representatives in the Area home study/pre-classroom training process, mentor using training guidelines, provided feedback to the trainee and communicate progress to training dept and Area Director
  • Certified all new hires prior to their live training and facilitated new hiring training workshops
  • In addition responsible for facilitating training workshops at Regional, Area and National Sales meetings
  • Part of the pilot program for Veeva Engage virtual remote meetings
  • Facilitated training and onboarding for 62 reps in the Northeast Area to train on utilizing Veeva Engage remote as a sales tool to engage providers during the pandemic received the “Bravo Award”.

Sr. Institutional Diabetes Care Specialist

NOVO NORDISK INC
Dayton
03.2013 - 03.2017
  • Marketed diabetes insulin (injectable/IV) products to hospitals, pharmacies, hospitalists gained formulary access and pulled through contracts with hospitals
  • Focused areas endocrinology, infectious disease, emergency medicine, acute care, cardiology, nephrology, pulmonology, nurses, C-suite level
  • In-servicing hospitals and recent new product launch Tresiba (Insulin Degludec injectable) Primary injectable products Novolog, Levemir, Novolog Mix, Levemir-Flextouch product launch
  • Hospital formulary/wins: Kettering Health Network, Premier Health, Wilson Health (Sidney), Grant Hospital (Columbus), Children’s Hospital, Kindred Hospital, Lifecare Hospital, Madison Health Hospital (Columbus)
  • Mentored, provided leadership and direction in achieving sales objectives, expanding the customer base, to the area primary care sales representatives
  • Introduced strategic marketing plans to increase the revenue levels of new product launch.

Clinical Specialist/TRS

ORGANOGENESIS
Dayton
02.2011 - 02.2013
  • Functioned as TRS/ Clinical Specialist (Including Academic Centers) in the areas of Vascular/General Surgery, Plastics, Oncology/Hematology, Emergency, Orthopedics, Dermatology, Wound Centers Operating Room, Federal Accounts Institution- Acute/Chronic care setting, Long term Care with, in-servicing consistent percentage to plan sales and sustainable business relationships major product Apligraf
  • Collaborated with purchasing, pharmacy and specific departmental directors to place products in preferred status on formulary and therapeutic pathways.

Medical Representative

ROCHE/GENENTECH
Dayton
09.2006 - 01.2011
  • Responsible for sales marketing and utilization of products in office-based physician setting, community hospitals, surgery centers in the metropolitan area
  • Physicians called upon: Internal Medicine, Pediatricians, OB/GYN, Orthopedic Surgeons, Rheumatology, Endocrinology, Hematology/Oncology, Hospital Accounts.

Senior Territory Sales Manager

ORGANON PHARMACEUTICALS
Dayton/Springfield
06.2000 - 09.2006
  • Responsible for sales in the private practice physician office and hospitals
  • Physicians called upon include: Internal Medicine, Family Practice, OB/GYN’s, Pain Specialist, Nephrology, Anesthesia, Hospital Accounts, Psychiatrist in area hospitals, retail and hospital pharmacists.

Area Director/Scientific Division

CBS Personnel Recruitment Firm
Dayton
02.1998 - 06.2000
  • Responsible for managing current/prospective client base by outside and inside sales by generating sales leads, sales calls, cold calling, telemarketing, sales marketing, and networking
  • Developed the Scientific Division and maintained an excess of 1.3 million in revenue the first 8 months with the firm
  • Created and managed account plans, negotiated contracts, probed and identified all growth opportunities, built customer relationships, and developed an in-depth understanding of the competition
  • Trained account executives in their prospective territories as well.

Operations Manager/Sr. Account Executive

On Assignment Inc. Recruitment Firm
Calabasas, California
02.1995 - 02.1998
  • Daily operation and management of perspective territories, understanding the clients and business climate in various markets
  • Determined a plan for profitability, developed a plan of action
  • Assessed the skills of account executives, generated leads, managed and maintained the existing client base, and developed the highest growth, revenue, and quality possible
  • Determined a plan to profitably grow perspective territories.

Technical Specialist/Assistant Grp Leader

Pharmacia & UpJohn Pharmaceuticals
Franklin, Ohio
05.1991 - 02.1995
  • Responsible for laboratory training of chemists & technicians on wet chemistry and instrumental analyses
  • Developed and modified procedures for use in the product development of Heparin
  • Analyzed both raw materials and finished products utilizing IR, HPLC, GC, AA, NMR, Electrophoresis, Karl Fischer, and USP Potency
  • Method development for analytical instrumentation, writing and revising SOP's, certified in cGMP'S
  • Traveled extensively to UpJohn Pharmaceuticals to troubleshoot the Heparin process
  • Responsible for the daily operation of the laboratory and supervised in the manager's absence
  • Worked with all regulatory agencies-FDA, EPA, and OSHA.

Research Scientist

Wright State University School of Medicine
Dayton, Ohio
06.1989 - 05.1991
  • Researched Z-Protein one of the fatty acid binding proteins found in the liver in the treatment of gastrointestinal disorders and diseases
  • Utilized cell and tissue culturing, electrophoresis, column chromatography, elisa testing, wet chemistry, and instrumental analyses
  • Published work: 'The New England Journal of Medicine' 1987 Z-Protein.

Education

BS Biological Sciences -

Wright State University
Dayton, Ohio

Skills

  • Data Analysis
  • Budgeting and buy-bill contracts
  • J-Code reimbursement
  • Specialty pharmacies
  • Distribution hubs
  • Negotiating contracts
  • Consultative selling
  • Infusion centers
  • Injectable products
  • Hospital accounts
  • Federal accounts
  • In servicing
  • New product launch
  • Excellent verbal and written communication skills
  • Detail-Oriented Organizer
  • Collaborative Team Member
  • Hospital sales
  • Pharmaceutical sales management training
  • Sales training
  • Specialty sales
  • Account Management
  • Cross-functional collaboration
  • Ecosystems
  • Customer Engagement
  • Recognized for leadership in training and management development, improving team performance by 82% to 111% of the annual sales plan within a 12-month period
  • Supervised and managed team representatives by setting clear goals, providing training, and ensuring adherence to industry regulations and company policies
  • Analyze sales data to track performance provided coaching, and optimized team resources to exceed sales goals by 35% while implementing strategies to drive revenue growth
  • Fostered team collaboration, motivated individuals, and offered guidance to help them meet targets while supporting strong relationships with healthcare professionals and key stakeholders

Certification

Certified Medical Representative (CMR) 2009/2010 completed Diabetes Management, Pharmaceutical Management, Cytology

Healthcare Businesswomen's Association (HBA) 2024 Leadership, Critical Thinking, Management

Technical Skills

  • Windows
  • MacOS
  • Microsoft Office Suite
  • Outlook
  • Google Workspace
  • CRM Systems
  • Salesforce
  • 360 CRM
  • Veeva Systems

Timeline

Hematology Therapeutic Area Manager

GENENTECH INC.
05.2021 - Current

Clinical Account Specialist

RADIUS HEALTH INC.
03.2017 - 05.2021

Northeast Area Field Trainer

RADIUS HEALTH INC.
03.2017 - 05.2021

Sr. Institutional Diabetes Care Specialist

NOVO NORDISK INC
03.2013 - 03.2017

Clinical Specialist/TRS

ORGANOGENESIS
02.2011 - 02.2013

Medical Representative

ROCHE/GENENTECH
09.2006 - 01.2011

Senior Territory Sales Manager

ORGANON PHARMACEUTICALS
06.2000 - 09.2006

Area Director/Scientific Division

CBS Personnel Recruitment Firm
02.1998 - 06.2000

Operations Manager/Sr. Account Executive

On Assignment Inc. Recruitment Firm
02.1995 - 02.1998

Technical Specialist/Assistant Grp Leader

Pharmacia & UpJohn Pharmaceuticals
05.1991 - 02.1995

Research Scientist

Wright State University School of Medicine
06.1989 - 05.1991

BS Biological Sciences -

Wright State University

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Julie Gillespie