Karie Bernal
Lenoir,NC
Summary
Assertive, process-driven, creative sales professional that is capable of over-coming adversity, pivoting quickly in changing sales environments and producing top performance while driving growth and revenue. Strong business acumen as well as a strategic approach to analyze the market has aided in my demonstrated success. Expertise includes
Overview
20
20
years of professional experience
Work History
Regional Sales Manager
Genomind –Pharmacogenomics
02.2023 - Current
- Consistently #1 Sales rep in country- 2023 and 2024
- Implemented LTC process growing revenue almost 400% in 2023
- 2023 - 146% to Quota
- 2024 – 152% to Quota YTD
- National Mentor to Sales Team
- National Sales Trainer
- Proof of concept in multiple specialties for product launch
- Acts as a liaison between Sales and Multi-Departmental Leadership for process improvement
- First to market with pilot programs/sales leadership projects
- Primary Call Points – Long Term Care Facilities, Primary Care, Neurology, Geriatrics, Pediatrics, Psychiatry, Mobile Provider Groups, ACO’s and I/DD Teams selling pharmacogenomic testing
- Expert ability to take a company goal and apply a process, implement it in territory, grow it to a scale to be reproduced company wide and specialty wide
- Entrepreneurial approach to territory resulting in outstanding growth, ethical processes, and maximizing potential to build on opportunities
- On-Boarded several Mobile Provider Groups through C-Suite selling to implement large scale testing of patients across over 100 facilities
- Executed multi-faceted collaboration of Clinicians/Facility Medical Directors/EHR Integrations/Marketing/Patient-Centered Results to provide a significant Clinical and Economical Value to all parties involved
- Clinician focused to provide on-going education and support, increasing their ability to be successful and confident in Results Interpretation and Clinically Actionable next steps in patient treatment plans.
Client Development Executive
GeneIQ Labs – Pharmacogenomics, Infectious Disease
12.2021 - 11.2022
- Start-up company and hired to implement best practices throughout the sales force by formulating strategic sales plans, process protocols, training on outcome interpretation, and streamlining sales operation needs for field
- Achieved/Exceeded Forecast Goals while leading multiple product launches
- Served on multiple leadership project teams to determine best practices for sales success
- Interviewed potential candidates for skillsets required to achieve objectives
- Selling role consisted of QOQ growth with both pharmacogenomic product as well as infectious disease product line
- Primary call points – Family Practice, Psychiatry, Long Term Care, Cardiology, Gastroenterology, OBGYN and Urology.
Sr. Product Specialist
Myriad Genetics – Women’s Health
08.2021 - 12.2021
Sr. Molecular Sales Consultant
Myriad Genetics - Neuroscience
12.2015 - 07.2021
- 3x President Club Winner
- Ranked #1 Sales Rep in Country – 2020
- Q2 2021 Regional Winner of Climb Back & Grow Competition
- Completed My Career Development Program- 1 MSC selected per Area by Regional Business Manager and Area Business Director
- Mentorship Program – Mentored new hires and guided them through field rides, bi-weekly calls and helped to drive their skills based on needs of territory
- Chosen to serve on the Field Advisory Committee
- Selected to Represent Genesight at the National APA Meeting
- Served on Leadership Area “Think Tank”
- Presented at multiple Area/Regional/National Sales meetings – Best Practices – Process Implementation – Depth/Breadth Territory Growth – Revenue Growth
- Strategic targeting and process-driven sales approach enabled year over year success in promoting Genesight
- Effectively grew territory revenue by driving depth with Psychiatrists, Primary Care Physicians, LTC Facilities, Pediatrics, and OBGYN offices
- Clinically differentiated Genesight from competitors through the use of speaker programs
- Engaged and worked closely with the Medical Affairs team to provide value to clinicians
- Developed an in-office process-oriented approach when on-boarding new account registrations
- In-serviced new accounts and trained on report interpretation, portal entry, billing, product use
- Successfully grew account volume by implementing Genesight earlier in treatment process and coaching clinicians to test on Patient In-take
- Developed a specific workflow for each office after understanding their process in order to create a seamless integration of Genesight in their day-to-day tasks.
Sr. Sales Representative
Ethicon, A Johnson and Johnson Co.
07.2011 - 12.2015
- 2011 - Finished H2-118% to quota
- 2012 – Finished 124% to quota
- 2013 – Finished 112% to quota
- 2014 – Finished 108% to quota
- Obtained 3 years of Forecast Achievement
- Awarded Top 10 Sales Rep to Install Highest Volume of New Product
- Promoted to Sr
- Sales Representative
- Designated “Safe Fleet Coordinator” for Region
- Aggressively developed and grew business year over year in the Advanced Energy space marketing Harmonic and Enseal product lines which are vessel sealing devices that changes the way a surgeon performs a procedure
- Defended $500,000 of Energy business at top performing account against competitive threats as well as reprocessing through clinical support and product education
- Earned competitive share driving Harmonic and Enseal through clinical evaluations which took high levels of coordination between purchasing department, materials management, nursing staff, department leads, chief of surgery, and product education
- Daily responsibilities within operating room included targeting GYN, General, Colorectal, ENT, Thoracic, Bariatric, Urological, and Cardiac Surgeons
- Clinical expert in variety of specialties and responsible for coaching surgeons intra-operatively on the use of device, performing tissue demos prior to procedures with surgeons, in-servicing staff, launching new products and presenting to Value Analysis Committee within hospital
- Conducted Resident Training Labs, Animate Labs, and coordinated Surgeon Professional Education Courses
- Constantly defended and maintained current business to competitive threats, reprocessing erosion, economic pressures, and cost containments
- Negotiated independent and GPO contract options with C-Suite, partnering with hospital to reach their financial goals all while offering clinically superior products
- Day to day team building with colleagues in order to work together to execute our business plans efficiently and manage our territory costs effectively.
Territory Manager/Distributor for Biomet Spine
Midlantic Medical Systems
02.2008 - 07.2011
- 2008 – Finished 160% to quota
- 2009 – Finished 262% to quota
- 2010 – Finished 294% to quota
- 2011 – Finished 184% to quota
- Consistently remained in the Top 5% of Sales Reps
- Aggressively developed new business and provided outstanding service to existing accounts for a distributor for orthopedic products specializing in Spine
- Targeted Orthopedic Spine and Neurosurgeons, Pain Management, Physical Therapists and Interventional Radiologists
- Marketed a full product line of spine hardware for cervical and lumbar fusions, facet fusions, osteobiologics, bracing, implantable bone stimulators, external bone stimulators, and tens-units
- Well versed and experienced in clinical settings, surgery centers and the operating room
- Ability to review and suggestions on implant placement on X-Ray, MRI and CT Scans
- Secondary to procedures, position consisted of daily interactions with patient population to fit for braces, bone stimulators and tens units
- Negotiated hospital contracts, interacted with insurance companies for approvals of soft good products
- Successfully conveyed clinical success of products to doctors during Lunch and Learns, Conferences, VIP Tours, cadaver labs and sales calls resulting in the conversion of business
- Attended Pediatric Scoliosis conference with surgeons to offer them the opportunity to present and discuss cases with other top surgeons in the country
- Effectively communicated product knowledge by discussing clinical results and economic benefits all while determining customer needs and expectations allowing me to strategically place products.
President/Owner/Licensed Title Officer
1st Performance Title Services, LLC
08.2004 - 02.2008
- Built a successful and established Real Estate Title Insurance Agency from a start-up business to an average annual closing volume of $20 million
- Hired a motivated sales force and created an internal operations staff
- Increased company's presence in the marketplace from operating in the State of New Jersey to becoming a fully licensed title company transacting business in the State of Florida
- Created alliances in the industry so that affiliated business arrangements could be formed to maintain a constant growth of volume in a volatile marketplace
- Duties included management and hiring of all employees, enforced creative sales techniques that identified niche markets allowing the company to stand out in a saturated industry
- Relationship building with Attorneys, Accountants, Bank Executives, Designated Industry Boards, Brokers, Realtors, Investors, Lenders and Consumers on a daily basis.
Education
B.A. - Biology -
Richard Stockton College of NJ
05.2002
Skills
- Field Sales Trainer
- Sales Team Management/Mentorship
- Implementing Strategic Business Plans
- Identifying Key Opportunities
- Process/Protocol Development Influencing Entire Sales Teams
- Building Out a New Territory
Timeline
Regional Sales Manager
Genomind –Pharmacogenomics
02.2023 - Current
Client Development Executive
GeneIQ Labs – Pharmacogenomics, Infectious Disease
12.2021 - 11.2022
Sr. Product Specialist
Myriad Genetics – Women’s Health
08.2021 - 12.2021
Sr. Molecular Sales Consultant
Myriad Genetics - Neuroscience
12.2015 - 07.2021
Sr. Sales Representative
Ethicon, A Johnson and Johnson Co.
07.2011 - 12.2015
Territory Manager/Distributor for Biomet Spine
Midlantic Medical Systems
02.2008 - 07.2011
President/Owner/Licensed Title Officer
1st Performance Title Services, LLC
08.2004 - 02.2008
B.A. - Biology -
Richard Stockton College of NJ
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