MARY C. MORRISON
Waterville,OH
Summary
Accomplished Territory and Regional Business Manager focused on sales results and market leadership for a wide variety of products. Possesses multifaceted experience and success developing strategic initiatives and capturing emerging business opportunities. Results-oriented, diligent collaborator specializing in robust relationships with key partners, vendors and customers. Recognized for strong leaderships skills, exemplary teamwork, and unsurpassed customer relationships.
Overview
23
23
years of professional experience
Work History
Regional Business Manager
Sagent Pharmaceuticals
03.2018 - Current
- Currently promote a portfolio of generic injectables to hospitals in Michigan and Northwest Ohio
- Increase sales by calling on Pharmacy Directors, Pharmacy Buyers and Supply Chain Management.
- Implement contracts and pricing agreements within health systems and manage rebate tiers as incentives to maximize sales.
- Chair bi-weekly meetings with large health systems to assist with inventory levels and drug shortages.
- Work closely with wholesalers and distribution to ensure product is available to customers.
- Consistently provide intelligence to upper management to remain current on market landscape.
Implant Account Manager
Braeburn Pharmaceuticals
01.2017 - 01.2018
- New long acting injection was not FDA approved and salesforce was eliminated.
- Responsible for clinically selling Probuphine, a 6 month buprenorphine implant, to patients suffering from the chronic disease of opioid addiction.
- Company Rank #2 out of 40 Addiction Account Managers in Probuphine Kits Shipped.
- Trained 21 new physicians to become REMS certified Probuphine prescribers and implanters which ranks highest in the nation.
- Field Sales Trainer for new hires and hosted multiple field rides with Executive Leadership as a top performer.
- Selected as one of two reps in the company to work closely with marketing and present clinical messaging and objection handling to a panel of national physicians.
- Assisted in the hiring process of upcoming 82 rep expansion by interviewing numerous candidates.
- Instrumental in establishing the Buy and Bill reimbursement process for Michigan Medicaid which resulted in consistent bulk purchase orders.
Health Care Liaison
Orexo US, Inc./Inventiv Health
03.2015 - 01.2017
- Promoted Zubsolv, a maintenance treatment for opioid dependence to Board Certified physicians in Addiction Medicine, pain physicians treating addiction, internal medicine physicians, rehab centers, hospitals and county drug courts.
- Regional rank Zubsolv #4 out of 69 Health Care Liaisons in 2016.
- Served as Field Sales Trainer in 2016-17.
- Chosen as one of four Managed Care Liaisons in the field assisting the Managed Care Team.
- Responsible for 1.0% overall market share growth for Top 20 physician segmentation in Q1 2016 when the national market share was only 5%.
- Developed the top Zubsolv prescribing physician in the nation with a 32% market share.
Specialty Account Manager
Zogenix, Inc
02.2014 - 02.2015
- Hired as part of a Biotech start up company bringing a brand new product to market.
- Responsible for launching and clinically selling Zohydro ER to physicians specializing in pain management.
- Ranked #12 out of 97 Specialty Account Managers for Zohydro ER in 2014 in Educational Fulfillments.
- Responsible for implementing a pilot program in Michigan targeting Auto Insurance claims by partnering with key physicians in my territory for Q1 2015.
- Educate Attendees, Residents and Fellows in a hospital setting specializing in Pain Management.
Addiction Recovery Associate
Alkermes, Inc
07.2010 - 01.2014
- Clinically sold Vivitrol, a specialized injectable medication for opioid and alcohol addiction to physicians and specialists in the Metro Detroit area and surrounding counties.
- Ranked #1 in the area and #2 in the region for Q4 2011 sales results.
- Exceeded sales goals for seven consecutive quarters.
- Held role as Field Sales Trainer from 2012-2014.
- Coordinated pathways for treatment between inpatient hospital settings, psychiatrists, physician offices specializing in addiction, detoxification centers, partial hospitalization programs and community mental health centers.
Biotech Sales Specialist II
MedImmune, Inc
07.2005 - 07.2010
- Manage 150 pediatric accounts, hospitals and health departments in the Southeast Detroit / Ann Arbor market to promote Synagis and FluMist.
- Created pathways from hospital settings to pediatric offices to establish continuity of care.
- Ranked 17 (of 196) in Synagis sales and exceeded goals by 138% in 2010.
- Ranked 21 (of 194) in FluMist sales.
- Resolved insurance and logistical challenges and assisted offices in Buy and Bill and Specialty Pharmacy Processes.
Sales leader
Forest Laboratories, Hospital Specialty Sales
03.2000 - 07.2005
- Responsible for sales of specialty drugs Namenda, Lexapro and Campral as a Hospital Specialty Sales Manager in 11 major institutions in the Metro Detroit area.
- Attained Top 15% of hospital sales force performance annually.
- Promoted to Field Sales Trainer in 2003-05.
- Won numerous awards including Regional Rep of the Year 2003,2005 and Fast Start Performer for Lexparo and Namenda launches.
Education
Bachelor of Arts - Kinesiology
The University of Michigan
Ann Arbor, MI12.1994
Skills
Leadership, Professional Relationships, Account Development, Contract Negotiations, Sales Growth, Competitive Analysis, Team Mentoring, Strategic Networking, Training, Product Knowledge, Vending Generic Injectables
Additional Information
Member of University of Michigan Women's Softball Team 1990-94
Elected Team Captain by Peers 1993-94 Season
All Big Ten Honors 1992,93,94.
Volunteer at Mott's Children's Hospital and Chad Tough Foundation
Timeline
Regional Business Manager
Sagent Pharmaceuticals
03.2018 - Current
Implant Account Manager
Braeburn Pharmaceuticals
01.2017 - 01.2018
Health Care Liaison
Orexo US, Inc./Inventiv Health
03.2015 - 01.2017
Specialty Account Manager
Zogenix, Inc
02.2014 - 02.2015
Addiction Recovery Associate
Alkermes, Inc
07.2010 - 01.2014
Biotech Sales Specialist II
MedImmune, Inc
07.2005 - 07.2010
Sales leader
Forest Laboratories, Hospital Specialty Sales
03.2000 - 07.2005
Bachelor of Arts - Kinesiology
The University of Michigan
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