LISA DE LAURENTIS-ROGERS
TAMPA BAY AREA,,FLORIDA
Summary
Executive pharmaceutical sales and marketing professional with proven specialty experience across nephrology, hospital systems, women’s health, neurology and oncology. Recognized for transforming underperforming and highly competitive territories into nationally ranked businesses, driving market share growth, and earning repeated national sales recognition. Demonstrated success with product launches, market access, reimbursement and pull-through, key account development, and consultative selling. Strong clinical foundation with the ability to translate complex clinical information into meaningful customer-focused conversations, build trusted relationships and drive measurable growth.
Overview
26
26
years of professional experience
Work History
EXECUTIVE SALES MANAGER | SENIOR SALES MANAGER | REGIONAL SALES MANAGER | ASSOCIATE SALES MANAGER
FRESENIUS MEDICAL CARE
01.2019 - Current
- 2026: Ranked #2 nationally in both Q1 (151.8%) and Q2 (138.46%) for goal attainment.
- Achieved #1 national ranking for Q4 2025 territory growth and sales, and surpassed 2025 goal attainment with Q1 (158.9%), Q2 (162.8%), Q3 (155.7%), and Q4 (157.98%).
- Finished 2025 ranked #4 nationally overall and earned Circle of Excellence, equivalent to President's Club.
- Transformed a challenged territory from 80th of 99 nationally into a top-performing business by identifying and addressing barriers, developing key accounts, and driving market access. Expanded Velphoro TRx market share from 5.4% to 10.9% within the first nine months and earned runner-up Rookie of the Year recognition. Continued growing TRx market share above the national average, delivering 21.6% year-over-year market share growth in Q4 2024.
- Successfully navigated the 2025 shift from traditional managed care to the TDAPA buy-and-bill model, working with physicians and clinic teams while adapting account strategies to clinic purchasing, reimbursement, and product utilization.
- Ranked among the company’s top sales managers year over year, earning Circle of Excellence in 2020 and 2025, the Inaugural Breakthrough Catalyst Award, 3x Above and Beyond Award, and Culture of Caring - Volunteer Excellence.
- Managed a multi-product nephrology portfolio, driving Velphoro growth while supporting the Korsuva launch and co-promoting Farxiga and Lokelma to nephrologists and advanced practice providers; achieved #1 nationally in patient-to-clinic ratio and #3 nationally in NRx for Korsuva and exceeded Q2 2024 sales goals for Farxiga (109.46%) and Lokelma (101.48%), with the co-promotion continuing through contract completion.
- Selected for strategic brand planning, Marketing Advisory Board, Velphoro Access Solutions Advisory Board, and Managed Markets Mentee Program for field expertise, commercial insight, and strategic input.
- Invited by leadership to share national best practices at POA meetings and on company-wide Sparks podcast, highlighting customer engagement strategies and patient education resource rollout.
- Developed innovative engagement strategies to drive growth within a leading dialysis organization despite restricted vendor access, becoming a peer resource for customer engagement and pull-through strategies.
HOSPITAL SALES SPECIALIST
CADENCE PHARMACEUTICALS
01.2010 - 01.2011
- Recruited by a former manager to join Cadence Pharmaceuticals as a member of the Ofirmev launch team, supporting the commercial launch of a first-of-its-kind intravenous acetaminophen product.
- Secured post-launch Ofirmev formulary approval at four target hospitals in Florida by engaging pharmacy leadership, P&T Committees, and Medical Executive Committees: Bayfront Medical Center, Florida Hospital North Pinellas (now AdventHealth North Pinellas), Bay Pines VA, and All Children's Hospital (now Johns Hopkins All Children's Hospital).
- Facilitated clinical adoption of Ofirmev by engaging surgeons, anesthesiologists, RNs, pharmacists, and OR/surgical teams, delivering education and ongoing support after formulary approval.
- Selected to collaborate with the Regional Director, Director of Sales, Executive Vice President of Sales, and Medical Director on key commercial, clinical, and strategic initiatives supporting the Ofirmev launch.
COMMUNITY ONCOLOGY ACCOUNT SPECIALIST | HOSPITAL SALES REPRESENTATIVE | MEDICAL SALES SPECIALIST
EISAI INC.
01.2003 - 01.2010
- Identified and developed a $16.4 million low molecular weight heparin opportunity with VHA Southeast, ultimately earning the Warrior Award for the impact on territory, district, regional and national Fragmin sales.
- Achieved strong national hospital sales results with Fragmin, ranking 12/113 nationally in 2007 (146% goal attainment) and 7/113 nationally in 2008 (196% goal attainment) earning the Nightingale Award, Eisai’s equivalent to President's Club.
- Collaborated with physicians, pharmacy leadership, P&T Committees, and Medical Executive Committees to present clinical and pharmacoeconomic data and the Fragmin value proposition, facilitating formulary access, contracting, and hospital conversions, followed by clinical education and nursing staff pull-through to enhance Fragmin adoption.
- Achieved significant territory growth as a Medical Sales Specialist, elevating an inherited national territory rank from 381/398 to 40/398 while promoting Aricept and Aciphex.
- Earned successive promotions from Medical Sales Specialist to Hospital Sales Representative to Community Oncology Account Specialist, advancing into increasingly specialized roles across primary care, hospital, and oncology markets.
- Consistently recognized for sales excellence, earning the Nightingale Award, Warrior Award, Pinnacle Award, 2x Regional Human Health Care Award, and 4x District Human Health Care Award; selected to represent the hospital division at executive committee meetings, national conventions, clinical symposiums, and mentored new hires.
- Managed community oncology accounts, representing Dacogen and Aloxi CINV and engaging oncologists and multidisciplinary care teams on clinical treatment and supportive considerations.
SALES SPECIALIST | CLINICALTRAINER
ORGANON PHARMACEUTICALS
01.2001 - 01.2003
- Consistently ranked in the Top 5% nationally, demonstrating sustained sales performance within the Women's Healthcare Division.
- Drove Mircette market-share growth to #1 in the region and #11/247 nationally.
- Successfully launched NuvaRing, achieving a #2 regional ranking and #8/247 nationally.
- Earned the "Above the Line" Award and "Best Overall Presentation" Award.
- Cultivated strong relationships with OB/GYNs, APRNs, certified nurse midwives, and retail pharmacies to grow market share and support customer engagement; managed the Bayfront Medical Center OB/GYM Residency Program.
- Promoted to Clinical Trainer based on sales performance, product knowledge, and presentation skills.
Education
BACHELOR OF ARTS - BUSINESS MANAGEMENT
ECKERD COLLEGE
01-2000
Skills
- Specialty Pharmaceutical Sales
- Commercial Strategy
- Sales & Marketing Collaboration
- Product launches
- Clinical & Consultative Selling
- Market Access, Reimbursement & Pull-Through
- Formulary Strategy
- Patient Access & Support Programs
- Key Account Development
- Territory Management
- HCP & Stakeholder Engagement
- Relationship Management
- Cross-Functional Collaboration
- CRM & Sales Analytics
Personal Information
Title: EXECUTIVE PHARMACEUTICAL SALES & MARKETING PROFESSIONAL
SELECTED HIGHLIGHTS
2x Circle of Excellence, Nightingale Award, Inaugural Breakthrough Catalyst Award, 3x Above & Beyond Award, Warrior Award, Pinnacle Award, 2x Regional Human Health Care Award, 4x District Human Health Care Award, Clinical Trainer, District Mentor, Perfect Score - Clinical Showcase, Best Overall Presentation Award, Culture of Caring - Volunteer Excellence
Timeline
EXECUTIVE SALES MANAGER | SENIOR SALES MANAGER | REGIONAL SALES MANAGER | ASSOCIATE SALES MANAGER
FRESENIUS MEDICAL CARE
01.2019 - Current
HOSPITAL SALES SPECIALIST
CADENCE PHARMACEUTICALS
01.2010 - 01.2011
COMMUNITY ONCOLOGY ACCOUNT SPECIALIST | HOSPITAL SALES REPRESENTATIVE | MEDICAL SALES SPECIALIST
EISAI INC.
01.2003 - 01.2010
SALES SPECIALIST | CLINICALTRAINER
ORGANON PHARMACEUTICALS
01.2001 - 01.2003
BACHELOR OF ARTS - BUSINESS MANAGEMENT
ECKERD COLLEGE