Kevin Heine
Richmond,VA
Summary
Senior Specialty District Manager Award-winning sales and marketing leader skilled in building trusting relationships with Sales Representatives, key customers, and KOL’s in diverse healthcare systems and Academic Medical Centers. Highly regarded for recruiting, coaching and leading top performing teams in multiple specialty therapeutic areas, specifically psychiatry, CNS disorders, gastroenterology, women’s health and metabolic. Passionate and motivational leader creating positive and dynamic work culture environments through 9 successful product launches.
Overview
24
24
years of professional experience
Work History
Senior Specialty District Manager
Abbvie
07.2023 - Current
- Led team of specialty account managers in Abbvie women’s health franchise
- Quickly developed culture of positivity and accountability to create sales momentum and excellent account management.
Specialty District Sales Manager
Abbvie
03.2022 - 12.2023
- Led team of specialty account managers in the women’s health franchise
- Recruited and retained top talent for Abbvie after losing several key contributors to team early in tenure
- Developed culture of positivity and accountability to create sales momentum and excellent account management.
Specialty Sales Representative
Abbvie
01.2023 - 06.2023
- Utilize business analytics skills to drive targeted activity and sales in the women’s health franchise
- Top 1/3 of sales force for Q1.
Vice President, Healthcare Sales & Marketing
Silgan Dispensing
04.2021 - 03.2022
- Led international project management team of key account managers that sold medication dispensing systems for Pharmaceutical and Consumer Healthcare use for ophthalmic, nasal & dermal applications
- Recruited and built team of top talent for Silgan expansion in North America
- Developed global healthcare strategic plan for growth and expansion in new and existing markets.
Marketing Director: Eastern USA
Optinose
01.2020 - 03.2021
- Developed relationships and worked with KOLs in ENT & Allergy space on important brand initiatives for XHANCE
- Led marketing session for external sales training and launch meeting for the XHANCE partnership
- Led partnership with the President of the ARS on establishing XHANCE in nasal polyp treatment algorithm
- Recruited and led Thought Leader Advisory Boards for insight and guidance on navigating the COVID-19 environment and to attain minimal upset to the XHANCE sales trends
- Worked with leadership team on all aspects of 2020 marketing strategy and brand planning
- Partnered with East area Territory Managers & Regional Business Managers to coordinate KOL communications and initiatives to further KOL relationships and sales trends during Covid-19 disruption.
Region Business Leader: PA, MD, DE, DC VA
Alkermes
04.2018 - 12.2019
- Led successful launch of long-acting injectable for Schizophrenia with multiple territories exceeding launch quota
- Recruited and hired top talent for sales force expansion and product launch
- Actively sold and maintained positive sales trends for TBM vacancies in PA, VA & MD
- Worked with marketing teams and sales analytics team in an advisory capacity on launch success strategies
- Chosen to represent Alkermes with international KOLs at Psych Congress and NEI conferences
- Worked with KOL advisory teams and Alkermes speaker bureau on multiple initiates for Aristada, Alks 5461 and Alks 3831.
Regional Genomic Business Manager: PA, MD, DC, VA, WV
CardioDx
06.2017 - 04.2018
- Successfully launched new gene expression diagnostic product and exceeded quota within first 3 weeks post launch
- Leading Sales Team in east area for 2nd half of 2017.
Senior District Business Manager: VA
Takeda
04.2008 - 06.2017
- Successfully launched new products in CNS/Neurology, Gastroenterology, Diabetes, Rheumatology, Hematology
- Selected as DBM Neuroscience Lead for Atlantic Coast Region and liaison to brand team
- Selected to the TAK-390/Dexilant Product Development and Launch Advisory Board
- Recognized as top achiever and selected to the Takeda Leadership Advisory Board for multiple years
- Recognized for business acumen/resource management and selected to the Local Business Ownership (LBO) Advisory Board
- Recognized for promotability and selected to TIDE career development program (Takeda Interim Development Experience) for years 2014—2016 (1 DBM per area selected).
Senior District Sales Manager: VA
TAP Pharmaceuticals
04.2004 - 03.2008
- Managed block-buster drug through multiple phases of product life cycle
- Launched new products in CNS/sleep, Gastroenterology, Rheumatology and Endocrinology
- Created local discretionary sales incentive contests to motivate sales reps toward higher results
- Led Regional training on the topics of Targeting Methodology, Goal Setting & Bonus attainment.
Regional Business Analyst: East Area
TAP Pharmaceuticals
05.2003 - 03.2004
- Partnered with Regional Managers, Directors to identify opportunities and to set strategies for sales growth
- Consulted Regional Managers on business insights, budget allocation & field efficiencies
- Worked with ZS and Associates on numerous projects and completed ZS-created Sales Analytics course
- Worked with senior leaders on numerous special need-based analytics projects
- Collaborated cross functionally with IC, Sales Analytics, Commercial Operations & Finance on multiple initiatives
- Developed curriculum and conducted “Territory Analysis & Business Plans for Results” training at National POA that received high honors and feedback from management team
- Trained District Managers on Business Analysis and Opportunity Identification at National Manager’s Meeting.
Professional Sales Representative: Richmond, VA
TAP Pharmaceuticals
06.2000 - 05.2003
- Effectively utilized clinical expertise and territory analysis tools to guide daily business decisions
- Devised and implemented marketing & sales strategies to achieve goals which led to high sales results, award win and promotion
- Served as Marketing Intern for cross-functional teams with product Brand Team and compliance department
- Recognized as a top performer which led to selection for roles of District Marketing Specialist, District Computer Trainer, District Trainer, and Field Expert for Sales Training Classes.
Education
Master of Business Administration -
Virginia Commonwealth University
Richmond, VABachelor of Science - Biology
Virginia Commonwealth University
Richmond, VASkills
- Regional Leadership
- Talent Development
- Coaching
- Sales Leadership
- Buy-and-Bill
- Specialty Pharmacy
- Strategy Development
- Account Management
- Product Launches
- Training
- Performance Optimization
- Brand Team Marketing
- Mentoring
- Data Analytics
- Problem Solving
Accomplishments
- Cresset Leader Award winner (Ranked #1 Overall DBM Nationally)
- Cresset Gold Trip winner (Ranked Top 10% of DBMs nationally)
- Two-time Cresset Silver Award winner (Ranked top 20% of DBMs nationally)
- Excalibur One President’s Leadership Award winner (Ranked #1 Overall DM Nationally)
- Four-time Excalibur Guild Award winner (Ranked Top 10% of DMs nationally)
- Two-time recipient of “Significantly Exceeds Expectations” rating for annual performance review
- Six-time recipient of “Exceeds Expectations” rating for annual performance review
Timeline
Senior Specialty District Manager
Abbvie
07.2023 - Current
Specialty Sales Representative
Abbvie
01.2023 - 06.2023
Specialty District Sales Manager
Abbvie
03.2022 - 12.2023
Vice President, Healthcare Sales & Marketing
Silgan Dispensing
04.2021 - 03.2022
Marketing Director: Eastern USA
Optinose
01.2020 - 03.2021
Region Business Leader: PA, MD, DE, DC VA
Alkermes
04.2018 - 12.2019
Regional Genomic Business Manager: PA, MD, DC, VA, WV
CardioDx
06.2017 - 04.2018
Senior District Business Manager: VA
Takeda
04.2008 - 06.2017
Senior District Sales Manager: VA
TAP Pharmaceuticals
04.2004 - 03.2008
Regional Business Analyst: East Area
TAP Pharmaceuticals
05.2003 - 03.2004
Professional Sales Representative: Richmond, VA
TAP Pharmaceuticals
06.2000 - 05.2003
Master of Business Administration -
Virginia Commonwealth University
Bachelor of Science - Biology
Virginia Commonwealth University
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