Summary
Overview
Work History
Education
Skills
Timeline
Generic

MATTHEW C. GARRATT

Weston

Summary

Dynamic and results-driven Senior Specialty Representative with a proven track record in account management and a strong focus on customer-centric strategies. Recognized for fostering collaborative teamwork and consistently delivering impactful results through effective territory management and relationship building with physicians and department staff. Expertise in identifying white space opportunities to enhance product pull-through, coupled with a commitment to driving product conversion and developing new accounts. A dedicated professional known for accountability and a strategic approach to achieving business objectives in competitive environments.

Overview

28
28
years of professional experience

Work History

Senior Specialty Representative

Abbvie
04.2022 - Current
  • Deliver sales performance, brand KPIs, financial targets, marketing objectives, etc. and meet or exceed on those objectives.
  • Proactively and continuously serve customer needs, customer expectations and challenges to build trusted customer relationships and to achieve win-win agreements between AbbVie and customers.
  • Continuously build understanding of customer needs and expectations, territory market landscape, competitors, market segments/dynamics, accounts, disease, product, clinical and sales expertise and share this market intelligence information with in-field team, brand team and sales manager to achieve alignment, to anticipate environmental changes and challenges and to optimize brand strategy and its execution.
  • Create pre-call plan objectives and execute post-call evaluation to continuously improved sales performance.
  • Effectively handle objections, misunderstandings, concerns and consistently gain logical and reasonable calls to action to close on every sales call.

Account Manager

Abbvie
04.2013 - 04.2022
  • Responsible for the sales, promotion and education of Lupron Depot-Ped to Pediatric Endocrinologists, Pediatricians, Registered Nurses and other members of the Care Management Team.
  • Ongoing collaboration with several pediatric organizations to create disease awareness and schedule speaker programs around central precocious puberty.
  • Current Area District Sales Trainer.
  • Account management, sales, and service of Ultane to Anesthesiologists, Anesthesia techs, Pharmacy, Directors and Purchasing Managers.
  • Managed and serviced Ultane anesthesia vaporizers to several NYC IDN’s.
  • Successfully worked with department managers and directors to offer business solutions for sustained product growth.
  • Partnered with all levels of hospital upper management to recapture lost accounts, negotiate contracts, and expand customer base.
  • Current member of several ongoing special internal committees including Light House Committee, DVK/ISA pilot team and Special Reports team.

Senior Specialty Sales Professional

Pfizer
02.2011 - 12.2012
  • Responsible for growth and sales of CNS and Women’s Health products with psychiatrists, OBGYN’s and high value primary care targets.
  • Utilized market knowledge in a constantly evolving payer/reimbursement landscape to maintain and grow business.
  • Built productive customer relationships with KOL’s and developed speakers for promoted products.
  • Effectively managed territory through extensive use of managed care reports, tracking data, and pharmacy updates.

Account Executive

Sanofi-Aventis
12.2009 - 12.2010
  • Coordinated sales and promotional efforts between Brooklyn and Staten Island teams to maximize ROI.

Senior Specialty Sales Professional

Sanofi-Aventis
04.2005 - 12.2009
  • Responsible for conversion of Ambien-to-Ambien CR.
  • Successfully launched and maintained steady growth of Ambien CR Trx and market share.
  • Successfully launched Aplenzin: ranked in the top 5% 2009.
  • Established and maintained effective working relationships with physicians, internal/external key decision makers, and support staff.
  • Planned, implemented and delivered effective sales and product presentations to customers.
  • Probed to understand customer needs, handle objections and gain commitment.
  • Effectively managed time to ensure maximum coverage of all accounts within territory in order to achieve optimum level of exposure and results.
  • Maximized ROI with top potential accounts and allocate resources appropriately to other customers.
  • Continually developed and acted on plans that identified areas of growth opportunities.
  • Collaborated with cross-functional teams to develop strategies to increase market share and product volume.
  • Responsible for updating managed care formulary tracker and educating Area.
  • Achieved over 215% Aplenzin goal Q1 Q2 Q3 and over 150% Q4 2009.
  • Achieved 105% Ambien CR goal Q1 Q2 Q3 and Q4.
  • 2007 and 2008 Regional award winner.
  • Achieved 2006 end year Ambien CR conversion rate of 50.5% vs.
  • Achieved 2006 end year Ambien CR market share of 30% vs.

Senior Sales Professional

Sanofi-Synthelabo
04.2000 - 04.2005
  • Responsible for successful launch of Plavix within geography.
  • Worked with promotional partners to sell Avapro/Avalide to targeted physicians.
  • Successfully completed additional training courses: Making Quality Contact, Train the Trainer, Asking the Right Questions, Integrity Selling.
  • Successfully launched Uroxatral in a saturated market space.
  • Coordinated with cross-functional teams to promote primary products and maximize territory potential.
  • Developed territory plan to establish permanent routing.
  • Established relationships with pharmacists to uncover any formulary issues and trends within the community.
  • Identified KOL’s within territory and conducted peer reviews.
  • Constructed territory business plan and creative sales strategies to increase market share and reach difficult to see physicians.
  • Collaborated with Regional Manager in developing “Office Ownership Etiquette.”
  • Divisional trainer 2002 - 2004.
  • First place in Northeast Region “Thirst for Success” contest, phase I and II, 2004.
  • Winners Circle: Regional award trip 2002 and 2003.

Senior Registered Dietitian

Metropolitan Jewish Geriatric Nursing Home
11.1999 - 04.2000
  • Performed initial patient dietary screening, follow-up and long-term care.
  • Reviewed and adjusted patient diets daily.
  • Educated family members and caregivers on special dietary requirements of patients.
  • Presented necessary dietary changes to physicians.

Registered Dietitian

Registered Dietitian, St. Mary’s Hospital
04.1998 - 11.1999
  • Responsible for screening and evaluating the dietary needs of step down CCU patients.
  • Created custom diets and meal planning for patients with multiple systemic failures.
  • Provided patient discharge orders and education.

ARAMARK AP IV
09.1997 - 04.1998
  • Performed initial patient screenings to calculate dietary requirements.
  • Worked collaboratively with the Care Management Team to provide seamless flow of medical care.
  • Calculated tube feedings to create customized dietary plans.

Mt. Sinai Hospital
09.1997 - 12.1997
  • Managed and scheduled team daily rotation to ensure proper coverage within the department.
  • Negotiated and tracked price, quantity and timing of weekly food deliveries with various suppliers.
  • Planned and implemented weekly cafeteria menus for visitor and staff cafeteria.

Education

B.A. - Multidisciplinary Studies

SUNY STONY BROOK
Stony Brook, NY
05.1994

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BROOKLYN COLLEGE
Brooklyn, NY
06.1996

Skills

  • Sales Leadership & Coaching
  • Strategic Territory Management
  • Performance Management
  • Key Account & Relationship Management
  • Clinical & Product Knowledge
  • Forecasting & Budget Management
  • Cross-Functional Collaboration
  • Communication & Executive Presence
  • Technology & Data Analytics
  • Resilience & Emotional Intelligence

Timeline

Senior Specialty Representative

Abbvie
04.2022 - Current

Account Manager

Abbvie
04.2013 - 04.2022

Senior Specialty Sales Professional

Pfizer
02.2011 - 12.2012

Account Executive

Sanofi-Aventis
12.2009 - 12.2010

Senior Specialty Sales Professional

Sanofi-Aventis
04.2005 - 12.2009

Senior Sales Professional

Sanofi-Synthelabo
04.2000 - 04.2005

Senior Registered Dietitian

Metropolitan Jewish Geriatric Nursing Home
11.1999 - 04.2000

Registered Dietitian

Registered Dietitian, St. Mary’s Hospital
04.1998 - 11.1999

ARAMARK AP IV
09.1997 - 04.1998

Mt. Sinai Hospital
09.1997 - 12.1997

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BROOKLYN COLLEGE

B.A. - Multidisciplinary Studies

SUNY STONY BROOK

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