Lance A. Martin
Missouri City,TX.
Summary
Service-oriented Sales Manager with more than 20 years of experience developing relationships and partnerships. Strategic and analytical with motivational leadership style and expertise in building new network connections, building winning teams and expanding territories. Experienced in product launches and driving revenue and sales.
Areas of therapeutic specialty: Orthopedic Surgeons, Sports Medicine, Rheumatology, Pain Management, Spine Surgeons, Podiatrists, Urologists, General Surgeons, FP, GP, IM, OBGYN, ENT, Dentists, Neurology, Psychiatrist.
Overview
33
33
years of professional experience
Work History
District Sales Manager
Syneos Health - Idorsia Pharmaceuticals US Inc
Houston, TX
10.2022 - Current
- Coaching sales associates in product specifications, sales incentives, and selling techniques, significantly increasing team accountability for sales performance while developing a strong team culture.
- Assess each individual team performances, analyzing data trends to determine best methods to improve sales results. Grew sales in T3 2022 to new all time highs for the district.
- Team finished 122% to goal in T1 2023. #6 out of 42 districts.
- Devise strategies for growing sales in accounts, delivering polished, confident sales presentations and promoting Quviviq for insomnia in a product launch.
- Selected to be a member of a FIT team for coaching support with FCR platform and coaching model.
Specialty Account - District Sales Manager
Horizon Therapeutics
Houston, TX
07.2020 - 09.2022
- Therapeutic Areas - Orthopedic Surgeons, Sports Medicine, Pain Management and Rheumatology.
- Continued to sell Duexis, P2% and Rayos.
- Hired and trained 6 SAM's on sales strategies and processes to reduce process gaps and grow aTRx's.
- Collaborated cross-functionally with home office and regional teams to maintain consistent message and customer experience.
District Sales Manager
Horizon Therapeutics
Houston, Texas
07.2012 - 07.2020
- Houston, Beaumont, San Antonio, Austin, Corpus Christi, The Valley (South Texas) Promoting Duexis.
- Successfully launched Duexis, Vimovo, Rayos and P2% in my tenure.
- Led highly successful district that grew to 10 sales specialists in Houston.
- Developed sound selling fundamentals with sales team.
- Developed sales specialists for future promotions.
- Coached sales specialists in product knowledge, sales incentives and selling techniques, significantly increasing customer's product utilization.
- Participated with marketing on content for visual aids.
- Selected to present at several leadership meetings on leading teams and accountability.
- Helped develop FCR's with upper management.
- Mentored new DM.
- Collaborated with RAM to grow sales and identify new pharmacy candidates.
- Attended trade shows for Pain, Orthopedics and Sports Medicine
- Developed strong relationships with KOL's.
- Rookie of the year 2012 - $4K to spend on trip (Florida).
- Presidents Club 2013 ranked #2 out of 14 – Nevis Four Seasons.
- Presidents Club 2014 – ranked #2 out 21 – Kailua-Kona, Hawaii.
- Presidents Club 2015 – #1 out of 32 – Rosewood Myakoba Mexico.
- Chairman Winner 2016 – #1 out of 34 – Four Seasons Maui at Wailea.
- 2018 ranked 9th out of 26.
- 2018 EcSell Institute coaching quality score (team members scored) – 89% vs Horizon average 85%.
- 2019 ranked 7th out of 25.
- 2019 Q1 $30K earnings/no % to goals given/Ranked #1 in Region in Growth Contest.
- 2019 Q2 $30K earnings/Won Grit Contest being #1 in Region (QTR over QTR % Growth).
- 2019 Q3 $18K earnings no % to goals.
- 2020 Q1 began Rayos promotion.
- 2020 April NR promoted to RAM.
- 2020 July promoted to Specialty Account District Manager.
- 2020 Retained top 50% ranking, SAM.
- 2022 June Leadership Summit – helped lead breakout around coaching challenges in region/helped develop workshop around (PACE). Preparation/Alignment/Collaboration/Execution.
- 2022 August BW promoted to Tepezza SAM.
- 2022 September MN promoted to ASAM Krystexxa.
District Sales Manager/Senior District Sales Manager
Xanodyne Pharmaceuticals
Houston, TX
01.2002 - 06.2012
- Merged with Integrity Pharmaceuticals in 2004
- Expansion district - hired 10 sales reps in Texas, Louisiana, Oklahoma, Mississippi, Arkansas, Alabama
- Successfully launched Hycet (hydrocodone/acetaminophen elixir), Oramorph SR (oral morphine 8hr), Zipsor (oral diclofenac).
- Therapeutic Areas – OBGYN, Urology, GYN, FP, GP, IM, Pain Management, Orthopedic Surgeons, Dentists, General Surgeons, ENT
- #1 district sales manager in country 7 out of 10 years.
- Circle of Excellence winner 2008, 2009, 2010 (Presidents Club Trips)
- Maximized sales performance by cultivating performance-oriented culture with well-structured individual and team targets.
- Monitored customer prescribing trends, market conditions and competitor actions to adjust strategies and achieve sales goals.
- Assessed each individual and team performances, analyzing data trends to determine best methods to improve sales results.
Sales Representative
Integrity Pharmaceutical Corporation
Houston, Texas
08.1999 - 01.2002
- 1999 Launched Urimax (UTI symptoms)
- Therapeutic Areas - OBGYN, GYN, FP, GP. IM, Urology
- 2000 launched Stuart Natal Plus 3 (Prenatal Vitamin)
- Achieved sales goals by promoting product features and patient benefits consistently and closing.
- Retained excellent customer satisfaction through outstanding service and detailed note taking.
- Trained and mentored new sales representatives.
- 1999 Received Apex award in training.
- 2000 Attended ACOG San Francisco, CA.
- 2001 February Promoted to assistant trainer.
- 2001 attended ACOG Chicago (only rep to attend).
- 2001 #1 sales rep in company.
Sales Representative
Minolta Business Systems
Houston, Texas
01.1998 - 07.1999
- Responsible for marketing and selling copiers, fax machines and laser printers in two territories.
- Completed Minolta Business Systems Product Knowledge Class June 19, 1998.
- Increased sales by offering advice on purchases and promoting additional products.
- Cold called 5 days a week.
- Completed Minolta Business Systems Selling Strategies Class August 21, 1998.
- 98% to goal in 1998.
- Sales, of The Month February 1999.
- 6th highest month of sales in branch $53,204 February 1999.
- Outstanding Customer Satisfaction July 1999.
Bellman, Doorman, Room Service
Westin Galleria and Westin Oaks Hotels
Houston, Texas
08.1994 - 08.1996
- Earned title of C-three by cross training in three departments.
- Included extensive training in room service, bellman, and valet positions.
- Member of Westin Hotels Defect Tracking Team.
- Escorted guests into property and introduced to front desk or concierge personnel to maintain continuity of service.
- Member of Westin Hotels Quality Improvement Team.
- College work experience – Financed 100% of my education on my own.
Waiter, Front Desk, Restaurant Kitchen
University Hilton Hotel
Houston, Texas
01.1991 - 01.1996
- Gained valuable experience in managing all areas of restaurants/hotels.
- Learned important leadership skills and customer service skills waiting tables/banquets.
- Promoted positive atmosphere and went above and beyond to guarantee each customer received exceptional food and service.
- Volunteered to recruit for college in New York in November 1995.
Floor Associate
Interior Fabrics
Houston, Texas
07.1992 - 07.1994
- Gained experience in selling furniture and fabrics to interior decorators and public.
- Gained experience in developing relationships with customers.
- Greeted customers, helped locate merchandise and suggested suitable options.
- Coordinated restocking of sales floor with current merchandise and accurate signage for current promotions.
- In charge of all shipments coming in and out of location.
- Trained new employees for their position.
- College work experience – Financed 100% of my education on my own.
Education
Bachelor of Science - Hotel and Restaurant Management
The University of Houston (Conrad Hilton Hotel)
Houston, TX08.1996
Skills
- Sales Process
- Sales Statistics Analysis
- Team Recruiting and Onboarding
- Consultative Selling Techniques
- Sales Strategies
- Constructive Feedback
- Collaboration
- Customer Accounts Management
Timeline
District Sales Manager
Syneos Health - Idorsia Pharmaceuticals US Inc
10.2022 - Current
Specialty Account - District Sales Manager
Horizon Therapeutics
07.2020 - 09.2022
District Sales Manager
Horizon Therapeutics
07.2012 - 07.2020
District Sales Manager/Senior District Sales Manager
Xanodyne Pharmaceuticals
01.2002 - 06.2012
Sales Representative
Integrity Pharmaceutical Corporation
08.1999 - 01.2002
Sales Representative
Minolta Business Systems
01.1998 - 07.1999
Bellman, Doorman, Room Service
Westin Galleria and Westin Oaks Hotels
08.1994 - 08.1996
Floor Associate
Interior Fabrics
07.1992 - 07.1994
Waiter, Front Desk, Restaurant Kitchen
University Hilton Hotel
01.1991 - 01.1996
Bachelor of Science - Hotel and Restaurant Management
The University of Houston (Conrad Hilton Hotel)