Hi, I’m
Lath Kirk
Maysville,KY
Summary
Highly motivated, dedicated, and strategic professional with extensive experience in account management, customer management, sales, marketing, business administration, and territory management. Equipped with outstanding interpersonal communication skills to liaise and collaborate within all levels of the organization. A dynamic leader and collaborative team member with the ability to streamline daily operations and processes through effective leadership, sound judgment, critical decision-making, and problem-solving. With a proven record of solid work ethic, accountability, professionalism, and integrity to drive organizational growth and success.
Overview
2026
years of professional experience
Work History
McNeil Pediatrics - Johnson & Johnson Companies
Senior Pharmaceutical Sales Representative
McNeil Consumer & Specialty - Johnson & Johnson Companies
Territory Sales Representative
Lath Kirk Marketing and Consulting
Bristol Myers Squibb
Neuroscience Division
01.2024 - Current
Job overview
- Launched New Product Cobenfy for Schizophrenia
- National Leadership Call Spotlight Appearance
- Persuaded Doctor in Territory to speak to Medicaid Committee during managed care ruling with Cobenfy.
- Grew top NP in territory from 3 to 33 TRX during launch. NP led the district and was top in the region.
Janssen Neuroscience - Johnson & Johnson Companies
Mood Sales Specialist
01.2022 - 01.2024
Job overview
- Educate on product features with a major emphasis on optimizing the referral process initiated by referring physicians.
- Provide comprehensive guidance and education to facilities regarding procedures to streamline daily operations and processes.
- Navigate a hybrid role, offering flexibility to engage with various stakeholders, ranging from C-suite executives to physicians.
- Ensure clear communication of patient expectations, encompassing a deep understanding of Medical and Pharmacy Benefit Design.
- Demonstrate expertise in Buy and Bill processes, navigating Payer Dynamics, Reimbursement, and Coding strategies.
Janssen Neuroscience - Johnson & Johnson Companies
Key Account Specialist
01.2018 - 01.2022
Job overview
- Utilized strategic insights within interconnected inpatient/outpatient systems to drive targeted business objectives, enhancing formulary access, demand generation, and care transition support for patients with schizophrenia and treatment-resistant depression.
- Implemented tailored strategies for educating stakeholders about on-site care options to improve patient access and experience.
- Consulted with mental health institutions, leveraging tools like Janssen Care Path and Access 411 to facilitate access and reimbursement.
- Achieved a significant milestone by securing the inclusion of the newly launched Spravato on the ProMedica Hospital Nationwide Formulary in 2019, marking the largest formulary win in Toledo and servicing seven inpatient hospitals and eight outpatient locations.
- Fostered key collaborations with SBG partner Barry Casler and Medical Science Liaison Dr. Wayne Hamm to drive success.
- Established the first Community Mental Health Clinic, Spravato Treatment Center, expanding access to mental health care.
- Demonstrated commitment to patient care by identifying and securing new business opportunities by enrolling Rescue Crisis Center as a Spravato treatment center, enabling patient care continuity during physician vacations and the COVID-19 period.
Johnson & Johnson Vision - Johnson & Johnson Companies
Territory Business Manager
01.2017 - 01.2018
Job overview
- Devised plans to attain objectives through effective sales and servicing strategies targeting multiple Eye Care Professional accounts.
- Developed product-focused presentations tailored to the local market aimed at elevating the standard of customer service.
- Pioneered two innovative pilots in the Jacksonville District: The Loomis Project, which involved placing a lens vending machine in top Jacksonville stores like Ted Brinks and LensCrafters to enhance customer accessibility and convenience, and The Hands-on Learning Project focused on improving customer experience in local Costco and private practices through hands-on learning approaches.
- Proficiently presented a comprehensive 7-step approach to Account Management during the District Breakout session at the Region meeting in Philadelphia sales meeting, demonstrating expertise and leadership in sales strategy development.
- Spearheaded remarkable growth in reusable lens sales by 42% and daily lenses by 62% in the Jacksonville District during Q1/Q2 2018.
- Collaborated closely with Key Account Reps and National Account Reps from Walmart and Target to drive business growth.
Janssen - Johnson & Johnson Companies
Key Account Specialist
01.2014 - 01.2017
Job overview
- Implemented a strategy to educate stakeholders with resources to highlight the value proposition of the CNS portfolio, addressing specific customer and patient needs while securing, safeguarding, and expanding formulary access with associated pull-through.
- Executed a State Hospital Strategy for the KY/TN District from 2014 to 2017, achieving a significant milestone by introducing the Invega Sustenna sample program to Middle TN State Hospital, gaining access for Invega Sustenna across all TN State Hospitals.
- Pioneered the first product inclusion in TN State Hospitals since 2009, distributing 600+ samples to support patient care.
- Generated timely reports on business performance, territory activities, and account management strategies, establishing a reputation as the primary resource for product information, customer insights, demographic analysis, and market trends.
- Capitalized on new business opportunities at Meharry Medical College, fostering key relationships within the medical industry and implementing a go-to model for accessing residents rotating through VAs, State Hospitals, and other critical accounts.
- Exhibited a results-focused approach with positive 52-week market growth across all key accounts in the Territory: Mental Health Coop (+27.8%), VA Murfreesboro (+32.7%), Centerstone (+38.4%), Tri Star Skyline (+171.4%), Woodridge (+72.8%), and Trustpoint (+10%).
Janssen - Johnson & Johnson Companies
Executive Area Business Specialist
01.2009 - 01.2014
Job overview
- Demonstrated proficiency in developing, implementing, and customizing customer-centric selling techniques to stimulate demand and achieve strategic objectives, notably expanding access and utilization of Janssen Life-altering Therapies (JLATs).
- Spearheaded the launch of Janssen Connect, a Care Transitions tool designed to facilitate seamless transitions for customers.
- Participated in a pilot program for Systemic Wins/Proving Grounds aimed at refining the 7-step approach in Account Management.
- Contributed to teams and boards, including the National Diversity and Inclusion Team, fostering diversity and inclusion initiatives.
- Distinguished as a top performer in collecting patient enrollment forms, highlighting effectiveness in implementing innovative solutions.
- Formulated a 7-step account strategy tailored to key accounts, fostering relationships through exceptional customer service delivery.
- Recognized for outstanding performance with prestigious awards, including the President's Award and Chairman's Club Award.
Education
Thomas More CollegeCrestview Hills, KY
Bachelor of Arts from Business Administration
Skills
- Business Consulting
- Account Management
- Total Account Planning
- Customer Management
- Access & Reimbursement
- Territory Management
- Market Conditions & Trends Analysis
- Market Dynamics
- Sales Plans
- Basic Pharmacology
- Product Promotion
- Product Sales
- Technical Knowledge
- Pharmaceutical Sales
- Business Insights
- Entrepreneurial Skills
- Product Knowledge
- Sales Process Proficiency
- Sales & Marketing
- Training & Mentoring
- Staff Development
- Time Management
- Relationship Building
- Negotiation
- Critical Thinking
- Leadership & Teamwork
- Coordination
- Continuous Improvement
- Customer Relationships
- Customer Requirement
- Marketing Plan
- Cultural Sensitivity & Awareness
- Microsoft Office Suite
- Salesforce
- Workday
- Tableau
Accomplishments
- Recipient of prestigious accolades, including the Two-time President's Circle Award Winner and Chairman's Club Award Winner, ranking within the Top 5%, highlighting consistent high performance and record-breaking achievements.
Affiliations
Board Member, United Way, 02/2024 - Present
Early Work Experience
- Senior Pharmaceutical Sales Representative, McNeil Pediatrics - Johnson & Johnson Companies
- Territory Sales Representative, McNeil Consumer & Specialty - Johnson & Johnson Companies
- Lath Kirk Marketing and Consulting
Core Expertise
- Business Consulting
- Account Management
- Total Account Planning
- Customer Management
- Access & Reimbursement
- Territory Management
- Market Conditions & Trends Analysis
- Market Dynamics
- Sales Plans
- Basic Pharmacology
- Product Promotion
- Product Sales
- Technical Knowledge
- Pharmaceutical Sales
- Business Insights
- Entrepreneurial Skills
- Product Knowledge
- Sales Process Proficiency
- Sales & Marketing
- Training & Mentoring
- Staff Development
- Time Management
- Relationship Building
- Negotiation
- Critical Thinking
- Leadership & Teamwork
- Coordination
- Continuous Improvement
- Customer Relationships
- Customer Requirement
- Marketing Plan
- Cultural Sensitivity & Awareness
Timeline
Neuroscience Division
Bristol Myers Squibb
01.2024 - Current
Mood Sales Specialist
Janssen Neuroscience - Johnson & Johnson Companies
01.2022 - 01.2024
Key Account Specialist
Janssen Neuroscience - Johnson & Johnson Companies
01.2018 - 01.2022
Territory Business Manager
Johnson & Johnson Vision - Johnson & Johnson Companies
01.2017 - 01.2018
Key Account Specialist
Janssen - Johnson & Johnson Companies
01.2014 - 01.2017
Executive Area Business Specialist
Janssen - Johnson & Johnson Companies
01.2009 - 01.2014
Thomas More College
Bachelor of Arts from Business Administration
Senior Pharmaceutical Sales Representative
McNeil Pediatrics - Johnson & Johnson Companies
Territory Sales Representative
McNeil Consumer & Specialty - Johnson & Johnson Companies
Lath Kirk Marketing and Consulting
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