Matthew C. Carlton
Carmel,IN
Summary
District Manager with demonstrated experience managing company assets and developing people for future growth. Strategic planner talented in seeing multiple options for improvement, operational streamlining and potential growth.
Overview
24
24
years of professional experience
Work History
District Manager
Kowa Pharmaceuticals
05.2022 - 09.2023
- Hired, developed, supervised, managed, and coached a team of 8 specialty sales consultants promoting Seglentis, a novel Schedule IV Opioid, and Livalo, the last branded statin on the market in the US, covering Indiana, Kentucky, Ohio & Illinois
- Rebuilding, coaching and developing a team that did not have a manager for 6 months in 2022 during the launch of Seglentis, a novel Opioid combination treatment for acute pain
- I worked to make sure the right people were on the bus, and helped a few team members realize that they wanted to get off the bus
- This team transformation moved our district from 30/30 in Q1 of 2023, to 26/30 in April, and 21/30 in May of 2023 for the 4th highest growing District in the nation for that quarter
- I have built pivot tables in Excel to help my team to better understand our market and where the best opportunities are to grow their business the fastest.
District Manager
Amplity Health on behalf of Scynexis
04.2021 - 05.2022
- Hired, developed, supervised, managed, and coached a team of 9 specialty sales consultants promoting Brexafemme, a novel fungicide for women’s health from the Midwest to Philadelphia
- Recruited, hired, trained, built, and coached a professional sales team to launch Brexefemme
- Worked closely with Amplity Health while also being embedded with Scynexis, our client company for a seamless, collaborative leadership team
- Entire company was recruited, hired, and launch-ready in 10 weeks
- Earned the very first Brexefemme script in the United States out of a Urology group in Nashville
- Learned all of the Amplity Health systems while concomitantly learning the Analytics system from Scynexis
- Worked directly for 2 national diectors, one with Amplity & one with Scynexis
District Manager
Alfasigma USA
08.2017 - 01.2021
- Hired, developed, supervised, managed, and coached a team of 11 specialty sales consultants promoting 5 different brands in 4 therapeutic areas in the Midwest
- Selected to lead Managed Access Leadership Team (MALT) for East Region (regional director selection), resulting in increased reimbursement knowledge at launch and capturing first US Zelnorm prescription from team and sales consultant, winning President's Club in 2019
- Performed bi-weekly 1:1s with team members to analyze sales performance and enhance selling skills and behaviors, driving double-digit NRx sales growth week over week with Zelnorm in 2020 during COVI-19 pandemic
- Collaborated and launched virtual field coaching form, keeping field coaching virtual and effective during 2020 quarantine
- Developed and rolled-out "Sell Me" MS Teams virtual meeting with random team members, enhancing associates' virtual selling skills remotely
- Certified and trained team on QLIK analytics tool, generating additional sales growth by identifying opportunities quicker and individually, presenting status during 1:1 business discussion and analysis
- Designed Catalyst sales training situational leadership content for executive team, increasing field coaching impact with under-performing consultants.
Senior Specialty District Manager - Women's Health
Shionogi Pharmaceuticals
03.2013 - 03.2017
- Hired, developed, supervised, managed, and coached team of 11 specialty sales consultants promoting women's health brand to OBGYNs in Midwest
- Chosen to attend 2013 NAMS Meeting in Dallas, TX (regional director selection) as face of Shionogi to National Thought-Leaders, and sit on Osphena Brand Advisory Council for 2014, driving brand management and selling impact
- Championed sales, and supported market access efforts, P&T member engagement, influencing formulary and payer status, pulling through reimbursement strategies, and institutionalizing use of specialty pharmacies
- Worked with key account manager that covered 15 states in Midwest and Northeast, including DoD, Walgreens, and multiple cross-departmental leaders, delivering increased prescriptions from large accounts
- Partnered with market access team to develop and support managed care access and pull- through strategy / execution, lowering patients' barriers to access Osphena
- Selected to the CRM advisory board, attended meetings, and helped chose our CRM platform, providing significant efficiencies across selling teams
- Achieved East Region's highest market share with Osphena from launch, resulting in 2013 Launch
- Excellence Regional Award and trip.
Specialty District Manager - Pediatrics
Shionogi Pharmaceuticals
01.2010 - 03.2013
- Hired, developed, supervised, managed, and coached 9 specialty sales consultants promoting 4 pediatric brands in Midwest
- Created marketing campaign around child report card season, resulting in Kapvay March
- Madness Contest winner March 2011
- Designed and rolled-out initiative for Ulesfia with lice-combs, literature, and coupons at hundreds of schools, increasing awareness of natural therapies with school nurses and increasing sales by 11%
- Chosen (regional director selection) to be confidential IC compensation committee member, building pay-for-performance culture, significantly increasing sense of urgency with sales teams each quarter
- Chosen to lead Kapvay Training for New-hires in Alpharetta, GA training center, boosting product and competitor knowledge, significantly shortening learning-curve for new hires.
District Sales Manager
AstraZeneca Pharmaceuticals
01.2003 - 12.2010
- Coached sales associates in product specifications, sales incentives, and selling techniques, significantly increasing customer satisfaction ratings.
- Assessed each location's individual and team performances, analyzing data trends to determine best methods to improve sales results.
- Devised strategies for retaining accounts, delivering polished sales presentations and promoting brands and products.
- Worked diligently with dealers and management teams to forge lasting relationships and assist in solving unique business problems.
Regional Business Analyst
AstraZeneca Pharmaceuticals
01.2002 - 01.2003
- Collaborated with stakeholders to define project objectives and criteria.
- Performed gap analysis to identify areas of improvement.
- Interacted with internal customers to understand business needs and translate into requirements and project scope.
- Applied honed problem-solving skills to analyze and resolve issues impacting business operations and goal achievement.
Pharmaceutical Sales Specialist
AstraZeneca Pharmaceuticals
09.1999 - 01.2002
- Traveled to [Number] facilities and sold $[Amount] in products.
- Identified opportunities and developed business cases to introduce new products and features while learning marketing segmentation processes and optimizing product segmentation for positioning, product bundling and pricing.
- Generated revenue by liaising between doctors and companies to sell products.
- Documented client interactions, sales and pitches delivered in CRM system.
Education
BBA - Business Management
Eastern Michigan University
Ypsilanti, MI05.1992
Skills
- Business Administration
- Organizational Analysis
- Sales Reporting
- Strategic Planning
- Business Planning
- Staff Management
- Data Analytics
- Resource Deployment
- Policy Enforcement
- Suggestive Selling
- Group Presentations
- Performance Oversight
Experienced guitarist
I play in a live Indianapolis-based musical group.
Timeline
District Manager
Kowa Pharmaceuticals
05.2022 - 09.2023
District Manager
Amplity Health on behalf of Scynexis
04.2021 - 05.2022
District Manager
Alfasigma USA
08.2017 - 01.2021
Senior Specialty District Manager - Women's Health
Shionogi Pharmaceuticals
03.2013 - 03.2017
Specialty District Manager - Pediatrics
Shionogi Pharmaceuticals
01.2010 - 03.2013
District Sales Manager
AstraZeneca Pharmaceuticals
01.2003 - 12.2010
Regional Business Analyst
AstraZeneca Pharmaceuticals
01.2002 - 01.2003
Pharmaceutical Sales Specialist
AstraZeneca Pharmaceuticals
09.1999 - 01.2002
BBA - Business Management
Eastern Michigan University