Laura Richards
Phoenix,USA
Summary
Dynamic sales professional with a proven track record, excelling in specialty product launches and clinical education. Recognized for consistently exceeding quotas, leveraging expertise in patient access and reimbursement navigation. Adept at KOL development, fostering strong relationships to drive business growth and enhance market presence.
Overview
26
26
years of professional experience
Work History
Area Territory Manager, dGEP Division
Castle Biosciences
10.2024 - 09.2025
- Consultative sales role focused on MyPath Melanoma gene expression profile test, calling on dermatopathologists, general pathologists, and dermatologists across the West Coast.
- Achieved quarterly sales goals with diligent pursuit of new customers successfully prospecting current and new markets.
- Top performer. Exceeded quota consistently — Q4 2024 at 105%, Q1 2025 at 107%, Q2 2025 at 114%.
- Position concluded following organizational restructuring/dissolution of dGEP division.
Specialty Sales Representative
Verrica Pharmaceuticals
07.2023 - 10.2024
- Launched the first FDA approved treatment/device (Ycanth) for molluscum contagiosum to Dermatologists, Pediatricians and Women’s Health Specialists through complex buy-and-bill and specialty pharmacy model.
- Ranked #2 out of 54 reps in the country and President’s Club Contender 2024.
- Consistent Quota Achiever, Ranked in Top 10 Highest Volume of New Writers.
Senior Regional Sales Manager
DermTech, Inc
05.2020 - 06.2023
- Launched the DermTech Melanoma test educating Dermatologists and Dermatopathologists.
- Promoted to Senior Regional Sales Manager to assist with mentoring and developing new employees.
- Finished Q1 at 106% to quota, Q2 142% to quota and 120% overall for 2022.
- Finished Q3, 2021 at 108% to quota, and Q4 2021 at 140% to quota.
- Recognized as top performer to represent DermTech at Winter Clinical Dermatology in Hawaii 1/2022 and 1/2023 along with numerous local and regional dermatology conferences.
- Awarded President’s Club 2022 and Ranked #1 for new business in 2021and 2022 and #2 in volume.
Regional Territory Manager
Young Pharmaceuticals
05.2018 - 05.2020
- Independent sales rep role selling medical grade skincare to dermatologists and plastic surgeons.
- Doubled the business in the Arizona market, bringing on new accounts and growing existing business.
- Awarded Rookie of the Year 2019.
Territory Sales Manager
Miraca Life Sciences
09.2012 - 04.2017
- Consultative sales, selling specialty anatomic pathology services to Oncologists and Dermatologists.
- Tripled volume of territory, taking it from 92% of Quota in 2012 to 109% of Quota in 2016.
- Won Quarterly Sales Retention and Penetration Contest in all 4 Quarters 2015.
- Grew the book of business to 5th highest territory in the US Rankings in 2013 and 2014.
- Awarded 3rd Place in the Sales Penetration Contest Q1 & Q2 - 2013.
Specialty Development Executive
LabCorp
09.2010 - 06.2012
- Developed and implemented strategic plans to achieve company goals, selling pathology services and launching new specialty molecular testing calling on Dermatologists, Urologists, Gastroenterologists, Breast Surgical Oncologists, and Endocrinologists.
- Doubled sales with launch of new specialty testing with over 100 new tests per month in 2012.
- Finished 2010 at 115% of quota, 2011 and 2012 at 100% of quota.
- Promoted to Clinical Specialist/Specialty Sales Trainer for Dynacare Division in a player – trainer role, providing ongoing training and development of sales representatives.
Specialty Account Manager
Quest Diagnostics
09.2006 - 04.2009
- Specialty and anatomic pathology and esoteric testing sales calling on Dermatologists, Urologist, Oncologists and Gastroenterologists in physician offices and surgery centers.
- Negotiated contract terms and pricing structures with customers.
- Regional winner of UroVysion Bladder Cancer Diagnostic Sales Contest 2007.
- Consistently Ranked in the top 5 for new sales in 2007 and 2008.
- Served as district mentor to train peers on specialty molecular tests and disease states.
- Recognized leader selected to work AUA Conference 2007 and North Central AUA 2007.
Pharmaceutical Sales Representative
Pfizer, Inc
07.1999 - 03.2004
- Excelled in competitive cardiology, urology, anti-infective, and allergy markets.
- Developed relationships with key opinion leaders, calling on teaching institutions, hospitals, primary care and specialty physicians, and pharmacists.
- Awarded District Rep of the Year 2002 and 2003 and Winner of Strong Start Contest 2002.
- Ranked Number 1 in District for Lipitor and Zithromax sales in 2000 and Number 1 in District for Highest Accupril Market Share Increase in 2001.
- Selected to represent Pfizer at international (ICAAC) and local medical conferences.
Education
Bachelor's degree - Psychology and Advertising
University of Wisconsin
Madison, WISkills
- Specialty Product Launches
- Business Development and Strategic Planning
- Buy and Bill Expertise
- Specialty Pharmacy Access
- Patient Access & Reimbursement Navigation
- CRM Utilization (Veeva, Salesforce)
- Molecular Diagnostics & Genomic Testing
- Medical Device
- KOL Development & HCP Engagement
- Territory expansion
- Team collaboration and leadership
- Sales targeting
PROFESSIONAL HIGHLIGHTS
- Top-performer with President’s Club wins and Rookie of the Year honors.
- Consistently exceed quota — most recently achieving 114% to goal in Q2 2025 with Castle Biosciences.
- Skilled in penetrating “no-see” accounts, opening access to key healthcare systems.
- Educate specialists on complex disease states, increasing test adoption and treatment decisions.
- Deliver impactful presentations to multidisciplinary teams, specialists and large health systems.
- Collaborate with MSLs and field reimbursement teams to remove barriers and support patient access.
- Created and executed business plans that accelerated rank to number one for growth in 2021 and 2022 at DermTech, doubled territory at Young Pharmaceuticals and tripled pathology volume at Miraca Life Sciences.
- Deep understanding of payer landscape, buy-and-bill workflow, and reimbursement strategy for specialty therapies and precision diagnostic tests.
- Strong cross-collaboration with marketing, access teams, and KOLs to accelerate uptake.
Timeline
Area Territory Manager, dGEP Division
Castle Biosciences
10.2024 - 09.2025
Specialty Sales Representative
Verrica Pharmaceuticals
07.2023 - 10.2024
Senior Regional Sales Manager
DermTech, Inc
05.2020 - 06.2023
Regional Territory Manager
Young Pharmaceuticals
05.2018 - 05.2020
Territory Sales Manager
Miraca Life Sciences
09.2012 - 04.2017
Specialty Development Executive
LabCorp
09.2010 - 06.2012
Specialty Account Manager
Quest Diagnostics
09.2006 - 04.2009
Pharmaceutical Sales Representative
Pfizer, Inc
07.1999 - 03.2004
Bachelor's degree - Psychology and Advertising
University of Wisconsin