Keith Hayes
Brentwood,Tennessee
Summary
Accomplished and Motivated Leader with 24 years pharmaceutical/health care industry sales experience. Experienced selling to Specialty Clinics, Hospitals, LTC facilities, infusion centers and IDNs. Multiple successful drug launches including new classes of medications and novel treatment options. Specialist in specialty pharmacy and all Medicare payer processes. Regional and National training experience. Have excelled both in individual and team environment.
Overview
25
25
years of professional experience
Work History
Immunology Sales Specialist
Celltrion USA
Nashville, TN
06.2023 - Current
- Exceeds Expectations rating for 2023.
- Currently top 10% performer for new, novel biologic launch.
- Selected to National Advisory Panel for new product launch.
- Successfully launched new bio-similar to adalimumab in new territory for Rheumatology and Gastroenterology.
- Exceeded KPI targets through successful implementation of pre-call planning and execution of post-call evaluation to improves sales performance.
- Showcased product features and benefits to customers and discussed scientific details to overcome objections and increase sales.
- Collaborating with cross-functional teams to deliver top line sales results.
Immunology Sales Consultant - Dermatology
SYNEOS HEALTH
Jacksonville, FL
11.2020 - 04.2023
- Sold biologic medications for Psoriasis and Psoriatic Arthritis.
- Won 2021 President's Cup for top top sales in company.
- Successfully increased sales by 38.2% in one year.
- Received 2021 District Leadership Award.
- Achieved top quarterly quota in company for 2021 at 258.27%.
- Received 2021 Q2 Rep of Quarter Award for top sales performance.
- Chosen by Senior Leadership for Orion Marketing Advisory Board.
- Successfully launched new indication for Psoriatic Arthritis, increasing market share by 3.69%.
Sales Representative - Diabetes Specialist
ASHFIELD HEALTHCARE
Jacksonville, FL
06.2019 - 11.2020
- Sold medications for Type 2 Diabetes to Endocrinology, Cardiology, and Primary Care Physicians.
- Achieved 105% of sales goals through effective time management and relationship building with key customers, resulting in increased revenue for company.
- Won Q3 Elite Beats Award for highest new product growth among 150 sales specialists.
- Recognized by sales training instructor for being quick learner and displaying exceptional product knowledge leading to Training Class MVP Award.
- New Product Launch Award Winner for Trijardy.
- Received "Leadership Award" for demonstrating outstanding leadership qualities such as initiative and motivation.
- Launched two new indications - #2 National Launch Ranking
Professional Sales Representative/Regional Trainer
SYNEOS HEALTH
Jacksonville, FL & Chapel Hill, NC
06.2014 - 06.2019
- Promoted medications for Type 2 Diabetes, Atrial Fibrillation, Deep Vein Thrombosis, Pulmonary Embolism, Coronary Artery Disease, and Peripheral Artery Disease to Endocrinology, Cardiology, Vascular, and Primary Care Physicians.
- Successfully navigated through difficult customer bases at University of North Carolina and Duke University to cultivate key opinion leaders to develop relationships and expand business opportunities.
- Maintained Top 50% ranking in nation for 2018 out of 250 sales representatives.
- Top 25% ranking in nation for 2017 out of 250 sales representatives.
- Successfully trained 11 new hires from across the nation, resulting in increased sales productivity for the company.
- Selected by Senior Leadership to Invokana National Rep Advisory Panel.
- Top 20% ranking in nation for 2015 out of 400 sales representatives.
President and Director of Coaching
SPORTS PERFORMANCE HQ
Jacksonville, FL
06.2011 - 06.2014
- Successfully launched new indoor sports and soccer facility turning profit in second month of operations.
- Built revenue to $21,000 per month .
- Established youth program for development of multiple travel teams.
- Management and Director of eight facility staff and four coaches.
- Obtained National Youth Premier coaching licenses.
Executive Sales Consultant
NOVARTIS PHARMACEUTICALS
Jacksonville, FL
09.2008 - 05.2011
- Sold oral anti-hypertensive and heart failure medications to Endocrinologists, Cardiologists, Nephrologists, Hospital Facilities, and Primary Care Physicians in North Florida market.
- Achieved top sales performance ranking out of 279 representatives for 2010 in Southeast operating unit.
- Exceeded quotas in 2009 by an average of 59% leading to increased company revenue.
- Pioneered business plan to create new micro-territories in Southeast Operating unit to improve and increase call reach and frequency models.
- Selected by Senior Leadership to Tekturna Regional Advisory Committee.
- Chosen by Pod Managers to be Pod Leader for Jacksonville Market.
Regional Field Trainer/Cardiovascular Sales Specialist
ASTRA ZENECA PHARMACEUTICALS
Daytona Beach, FL
08.2003 - 09.2008
- Sold oral statin, beta-blocker, ARB, and Proton-Pump Inhibitor to Hospitals, Hospitalists, General Surgeons, Endocrinologists, Cardiologists, Gastroenterologists, Nephrologists, and Primary Care Physicians in Daytona Beach, Ormond Beach, Port Orange, and Palatka Markets.
- Achieved regional ranking of 13 out of 63 representatives for 2007.
- "Exceeded" Sales Performance rating for 2006; regionally ranked 7 out of 55 representatives.
- Exceeded quarterly quotas in 2004 and 2005 leading to promotion to Regional Field Trainer.
- Top 3% National Sales Award. Received highest sales award for 2005 - the "Exceptional Award" for top performers.
- "Excellent" sales rating for top 15% sales performance in 2004.
- Exceptional Leadership Award for Regional Field Trainers.
- Selected by district sales manager to be 2004-2006 District Training Champion.
Hospital Sales Representative
PHARMACIA CORPORATION
Gainesville, FL & Nashville, TN
06.2000 - 08.2003
- Sold oral anti-inflammatories, oral triptan for migraine, and overactive bladder product to Hospitals, Pharmacy Directors, Orthopedics, Pain Management, Rheumatologists, Urologists, General Surgeons, Psychiatry and Primary Care Physicians.
- Promoted to Hospital Sales Representative after 18 months in Primary Care.
- Increased market share ranking to 8/40 from 29/40 in first two quarters.
- Gathered data from key opinion leaders and customers to create new territory needs assessment fro new territory business plan, which lead to more targeted approach to selling.
- Developed and implemented successful advocacy strategy which led to the development of relationships with key academic thought leaders, resulting in increased sales for the company.
Account Manager II
LUCENT TECHNOLOGIES
Orlando, FL
08.1999 - 06.2000
- Sold direct business-to-business capital equipment systems to sole proprietors and small corporations.
- Accomplished $250,000 sales in six months.
- Promoted to Account Manager II.
- Appointed New Hire Mentor for Orlando Market.
- 15-25 cold sales calls per day.
Education
B.S. - Business Administration, Marketing
University of Central Florida
Orlando, FL07.1999
Skills
- Relationship Building
- Team Collaboration
- Sales expertise
- Sales Training
- Performance Tracking
- Relationship selling
- Account Management
- Objection handling
- Closing Techniques
- Influencing skills
- Sales strategy development
- Consultative Selling
- Territory Management
- Strategic analysis
- Territory Growth
References
References available upon request
Timeline
Immunology Sales Specialist
Celltrion USA
06.2023 - Current
Immunology Sales Consultant - Dermatology
SYNEOS HEALTH
11.2020 - 04.2023
Sales Representative - Diabetes Specialist
ASHFIELD HEALTHCARE
06.2019 - 11.2020
Professional Sales Representative/Regional Trainer
SYNEOS HEALTH
06.2014 - 06.2019
President and Director of Coaching
SPORTS PERFORMANCE HQ
06.2011 - 06.2014
Executive Sales Consultant
NOVARTIS PHARMACEUTICALS
09.2008 - 05.2011
Regional Field Trainer/Cardiovascular Sales Specialist
ASTRA ZENECA PHARMACEUTICALS
08.2003 - 09.2008
Hospital Sales Representative
PHARMACIA CORPORATION
06.2000 - 08.2003
Account Manager II
LUCENT TECHNOLOGIES
08.1999 - 06.2000
B.S. - Business Administration, Marketing
University of Central Florida