Summary
Overview
Work History
Education
Skills
Timeline
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Katey White

Medina,OH

Summary

As a high-energy, forward-thinking Account Manager with 25 years of experience in pharmaceuticals, successfully launched 7 new products, I understand the importance of: empathy and urgency of taking a provider from being educated to being an advocate individual accountability and results, while positively impacting the team’s results the privilege to provide innovative hematologic therapies to patients in need Hardworking employee enthusiastic about learning [Type] field inside and out. Pursues opportunities to learn new skills and contribute to group success. Offers strong administrative, relationship-building and problem-solving abilities. Seasoned Sales Representative with exceptional success in business-to-business and business-to-consumer sales within multiple industries. Proven track record in exceeding sales goals, growing business and expanding territories. Accomplished in overseeing day-to-day business operations and fostering relationships with customers and clients for sustained business growth.

Overview

30
30
years of professional experience

Work History

Vaccines Account Manager

Novavax
01.2023 - Current
  • Account Management / New Business Development - Led and executed product education and transitioned the US Market from the pandemic to commercialization of the Novavax COVID-19 vaccine
  • Built strategic plans with matrix partners to increase awareness of new vaccine in IDN / Public / Retail Pharmacy accounts
  • Presented purchasing contracts to customers to provide full pharmacoeconomic consideration
  • Identified Vaccine Champions to adopt early protocols for COVID-19 vaccine utilization throughout all customer segments in the Northern Half of Ohio
  • Successfully launched Novavax COVID Vaccine and initiated pull-through efforts to increase overall immunization rates
  • Accomplishments
  • Spearheaded IDN strategy, gained key appointments within Cleveland Clinic, University Hospitals, and The Ohio State University, including HealthCare Systems Director
  • Novavax COVID-19 Vaccine Adopted on formulary for all IDNs in my geography
  • Conducted PIE (Pre-Approval Information Exchange) Presentations with ID Clinical PharmD from CCF, UH, OSU
  • Secured Novavax Vaccine Purchase at key IDNs (OhioHealth, MetroHealth System, Aultman Health System)
  • Coordinated meetings between Antimicrobial Stewardship Teams and Outpatient pharmacies at purchasing IDNs to discuss protocol to provide Novavax Vaccine via outpatient pharmacy
  • Pivoted late in the season to pull doses through Public Health Settings, participated in a National Webinar with the key account to provide education and pull through doses in the key customer segment

Hematology Sickle Cell Network Manager

Novartis Pharmaceuticals
01.2019 - 01.2023
  • Account Management / Joined Network Management Team (34 nationwide) to prepare the marketplace for first-in-class monoclonal antibody infusion for patients afflicted with Sickle Cell Disease
  • Collaborated cross-functionally to develop strategic business plans including disease awareness, product launch, and patient protocols for new treatment paradigms in Academic Cancer Institutions throughout Ohio, Pennsylvania, and Upstate New York
  • Accomplishments
  • Pinnacle award 1 of 3 NMs during the first year of launch for formulary successes
  • Gained business from 15 unique high/medium accounts / 188 patients on therapy

Senior Hematology Sales Specialist

01.2013
  • Hematology sales within academic institutions and community oncology groups throughout SE Michigan, NW Ohio, and Cleveland / Akron markets
  • Product knowledge and business expertise for Sickle Cell Disease / MDS / CML / ITP
  • Accomplishments
  • Member of Sickle Cell Strategy Team
  • Successful Launch of Jadenu, 37% conversion in first 5 months, goal 20%, ranked 13 of 58
  • Implemented conversion strategies in key accounts, despite managed care issues during the product launch
  • Pulled through Ohio Managed Medicaid Scripts, overcame formulary restrictions
  • Developed Key Opinion Leader
  • Conducted 3 successful Educational programs per month post-launch
  • Maintained open communication with the brand during launch, resulting in patient success shared globally, and 2015 MVP National Award Winner based on team contribution and sales attainment

Regional Field Trainer

Novartis Pharmaceuticals
09.2008 - 12.2018
  • Recognized on national call for developing/executing first all virtual training
  • Led HUDL Initiatives – including Network Director, MSL, HSAM, ADRA, ADAR, Patient Care Coordinator, Marketing Partner for Cleveland Clinic Taussig Cancer Center, University Hospitals Seidman Cancer Center, UPMC Hillman Cancer Center, Ohio State University James Cancer Center
  • Developed and facilitated PEER EXCHANGE Programs (8 NMs trained – only NM facilitated 4 programs)
  • Developed Account Check-ins and shared on National Team Call
  • Proactively added white space territory (Upstate New York) to call plan
  • Completed the Thayer Leadership Training at West Point
  • 2019 Cornerstone Award performance-based promotion minimum 10 years with company
  • 2022 Vial Growth 60% YOY, top 10 in vial growth for IC3

Professional Biological Products Specialist

Sanofi Pasteur
04.2000 - 09.2008
  • Sales and contract negotiations of immunizations across 4 product franchises to hospital systems, public health departments, and physicians in Northwest Ohio
  • Points of Contact: Hospital Administrators, Infectious Disease Specialists, Obstetricians, Nurse Managers, and Pharmacy P&T
  • Public Health Directors, Public nurses, school nurses and pediatricians
  • Accomplishments
  • Consistently at or above sales and marketing objectives
  • New hire training/mentoring

Peak
01.2001 - 01.2007

Professional Healthcare Representative

Pfizer, INC
11.1998 - 04.2000
  • Sales of antibiotic, diabetic, & erectile dysfunction therapies to Internal Medicine, FPs, Urologists, Endocrinologists, Community Hospitals, and Pharmacists in Northwest Ohio / Southeast Michigan
  • Accomplishments
  • Consistently exceeded sales goals and expectations
  • Promoted to Professional Healthcare Representative

The Ohio State University
01.1994 - 01.1998
  • B.S., Biology with a concentration in Microbiology

Education

Bachelor of Science - Biology

The Ohio State University
Columbus, OH
06.1998

Skills

  • Client Relations
  • Needs Assessment
  • Inquiry Handling
  • Relationship Selling
  • Sales Expertise
  • Team Collaboration
  • Account Management
  • Product knowledge
  • Territory management
  • Sales strategy development
  • Sales training
  • Customer relationship management

Timeline

Vaccines Account Manager

Novavax
01.2023 - Current

Hematology Sickle Cell Network Manager

Novartis Pharmaceuticals
01.2019 - 01.2023

Senior Hematology Sales Specialist

01.2013

Regional Field Trainer

Novartis Pharmaceuticals
09.2008 - 12.2018

Peak
01.2001 - 01.2007

Professional Biological Products Specialist

Sanofi Pasteur
04.2000 - 09.2008

Professional Healthcare Representative

Pfizer, INC
11.1998 - 04.2000

The Ohio State University
01.1994 - 01.1998

Bachelor of Science - Biology

The Ohio State University
Katey White