Kerry McCarthy
San Ramon,California
Summary
Sales Director Profile Motivated and entrepreneurial medical sales leader with proven experience utilizing different selling models and revenue streams to ensure customer and company satisfaction.
Overview
21
21
years of professional experience
Work History
Regional Manager Business Development
Labcorp (Laboratory Corporation of America)
01.2019 - Current
- As a seasoned and results-driven Regional Manager Business Development, I am entrusted with the strategic oversight of revenue generation, sales team management, and implementing innovative testing methodologies
- My multifaceted role revolves around leveraging a profound understanding of industry trends and fostering robust relationships with key accounts, particularly within the C-suite of significant clients
- Currently ranked #1 in Western Division/ 5th Nationally
- Spearheaded initiatives resulting in a 16.2% revenue growth, 13.2% over budget for 2023 (YTD NOV))
- Implemented and executed the "Summertime Blitz" initiative, achieving the division's million-dollar goal for June 2023
- Implemented the division's first hybrid sales team in 2020 - with a proven successful track record.
Prescription Drug Monitoring Account Executive
Quest Diagnostics Laboratory
01.2017 - 01.2019
- Northern California PDM expert collaborated with 35 reps and five directors across five districts
- I train, coach, and mentor the sales team and facilitate monthly district meetings
- I act as a liaison between sales, operations, and billing
- Achieved ranking of #7 out of 47 representatives in 2018
- Delivered 40% growth goal for 2018 while overseeing $12M territory
- Increased revenue $5M by introducing new prescription drug monitoring protocol for give FQHCs and VA hospitals.
Cardiovascular Champion & Physician Account Executive
Quest Diagnostics Laboratory
01.2016 - 01.2017
- Account executive for territory and served as a resource for commercial and sales representatives for Cardio IQ needs
- Educated providers and FQHC’s C-suite level on new diagnostic tools for different disease states, with focus on metabolic, oncology, infectious disease, women’s health, and prescription drug compliance
- Addressed customer needs for EMR resulting, ICD coding/billing, and other service needs
- Retained $2.9M of screening by implementing 350 account Epic conversions for Quest
- Trained and mentored new employees within the district to encourage revenue growth and promote professional development
- Implemented and led five cardio IQ blitzes for the East Bay district as the cardiovascular liaison.
Physician Account Executive
Quest Diagnostics Laboratory
01.2014 - 01.2016
- Increased revenue by 5% in a $12M territory with six large FQHCs
- Consulted and negotiated with C-suite to establish new protocols for different disease states
- Presented quarterly business reviews to C-suite to meet metric requirements for federal funding for FQHCs
- Secured exclusive $780K annual contract for FQHC in Fremont, and $57K BRCA screening opportunity at Valley Medical Oncology
- Delivered $98K in annual revenue following introduction of hepatitis C screening and care protocol for all Lifelong Health Center clinics
- Completed analysis and improvement of action plans in collaboration with Quest specialty divisions and vendors, including Thermo Fisher Scientific, Hologic, QIAGEN, and Otsuka America Pharmaceutical, Inc.
Ophthalmology Territory Manager
Bausch & Lomb Health
01.2012 - 01.2014
- Provided comprehensive education to expand the market share of Bepreve, Alrex, and Prolensa by offering detailed information to pharmacists, ophthalmologists, allergists, and optometrist physicians within the Bay Area and additionally, present educational materials for allergies, glaucoma, and cataract extraction—recipient of San Francisco District Team Leadership Award in 2014
- Launched Prolensa in 2013, which has a current market share of 10% over competition
- Developed and executed territory plan for Prolensa (119%), Bepreve (126%), and Alrex (135%).
Education
Bachelor of Science in Business Administration (Marketing) -
California State University, Hayward
Hayward, CaliforniaSkills
- District Management
- Business Development
- District Growth
- C-Suite Consulting
- Training & Leadership
- Exceeding Revenue Goals
- Negotiation
- Communication
- Account Retention
- Client Services
- Business Development and Planning
- Sales and Marketing Strategies
- Sales Expertise
- Business Planning
- Market and Competitive Analysis
Professional Associations
- Toastmasters, Hayward, California, Member & Recruitment Director
- Pi Sigma Epsilon
Career Accomplishments
- Presidents Club Winner –Alcon Laboratories Inc
- West Region Peer Award 2011 & District Team Leadership Award 2014
- Ranked #1 Division / 5th nationally -in current role.
Timeline
Regional Manager Business Development
Labcorp (Laboratory Corporation of America)
01.2019 - Current
Prescription Drug Monitoring Account Executive
Quest Diagnostics Laboratory
01.2017 - 01.2019
Cardiovascular Champion & Physician Account Executive
Quest Diagnostics Laboratory
01.2016 - 01.2017
Physician Account Executive
Quest Diagnostics Laboratory
01.2014 - 01.2016
Ophthalmology Territory Manager
Bausch & Lomb Health
01.2012 - 01.2014
Bachelor of Science in Business Administration (Marketing) -
California State University, Hayward
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