Melanie Harms
Grand Rapids
Summary
Award-winning Sales and Training Leader with over 20 years of experience driving growth in global leaders, startups, and niche markets. Achieved hospital formulary approvals, device placements, and protocol changes through strategic leadership, persuasive communication, and competitive intelligence. Focused on business development, complex sales cycles, and effective training, delivering significant contributions to profitable growth, brand value, and market expansion.
Overview
20
20
years of professional experience
Work History
Critical Care Hospital Sales Specialist
CHIESI USA PHARMACEUTICALS
05.2018 - Current
- Promoted infusion Kengreal to interventional cardiologists in cath lab, Cleviprex infusion to critical care service line for neuro/stroke and cardiovascular surgery, and Curosurf surfactant to Neonatologists in NICU.
- Appointed to Sales and Marketing Advisory Council to assist brand team in developing marketing strategies, detail pieces for customer education and patient-focused customer outreach.
- Achieved multiple formulary wins and expansions for Cleviprex and Kengreal across sites including Borgess Beacon, U of M Sparrow, McLaren Flint/Lansing/Petoskey/Cheboygan, and Corewell Health Butterworth/Lakeland.
- Cleviprex YOY growth in 2024 and 2025 by 76% and 40% respectively due to consistent expansion of formulary wins.
- Top 20% in salesforce since 2018
- Negotiated product contracts with cross-functional team, ensuring alignment on strategic goals.
Specialty Territory Manager/Trainer
SALIX PHARMACEUTICALS, INC
06.2016 - 05.2018
- Promoted pharmaceutical products including Xifaxan for IBS-D and hepatic encephalopathy, Uceris and Apriso for ulcerative colitis, and Moviprep for colonoscopy preparation.
- Trained 200 new reps nationally as Field Sales Trainer for expansion of Xifaxan for IBS-D into primary care.
- Turned around underperforming territory, achieving top 15% ranking (from #80/95 to #12/95).
- Achieved portfolio performance exceeding national averages by reaching 107% in Q1 2018.
- Collaborated with specialty pharmacies to address coverage challenges and prevent generic switches, ensuring effective script pull-through.
- Partnered with all accounts to help them understand access and pull-through, how to work with specialty pharmacy, and educated staff of third-party verification and appropriate ICD-10 coding.
Senior Specialty Sales Representative
DAIICHI SANKYO, INC
06.2015 - 06.2016
- Movantik (launch) Specialty Sales Representative achieving 106% for portfolio calling on Primary Care, Pain Management Specialists, Surgeons and Gastroenterologists.
- Expanded customer base five-fold and boosted TMOT's 600% within first 4 months.
- Established strong partnerships with DSI, Astra Zeneca, and Momentum to ensure clear call continuum and support growth of new and existing writers.
- Developed prescribing protocols for Movantik with pain doctors to enhance market share and drive product growth, solidifying its market leader status.
Senior Clinical Sales Consultant
THERMO FISHER SCIENTIFIC
02.2009 - 04.2012
- Phadia ImmunoDiagnostics Division (ImmunoCAP launch).
- Launched ImmunoCAP specific IgE blood test to diverse healthcare professionals and institutions, enhancing diagnostic capabilities in allergy management.
- Facilitated placement of 3 ICAP 100 devices by driving sales efforts that exceeded capacity requirements for Lakeland, Borgess, and Allegan Hospitals.
- Exceeded sales targets by reaching 138% of year-to-date goals in 2012.
- One of top ten new CSC's in nation based on first 6 months of growth, achieving 156%.
- Two-time recipient of Academy of Continual Excellence (Presidents Club) Award for exceeding yearly sales goals.
- Piloted marketing and sales initiatives at national headquarters, collaborating closely with sales and marketing leadership to align strategies and drive product adoption.
Sales Representative
ELI LILLY AND COMPANY PHARMACEUTICALS
06.2006 - 02.2009
- Winner 2006 National Sales Award, which recognizes the top 10% of the sales force in the nation for overall portfolio sales performance; achieved 107% to quota (based on 518 sales representatives).
- Winner 2008 Presidents Club for overall top 5% portfolio goal attainment.
- Promoted pharmaceutical treatments for depression, pain, ADHD, and bipolar disorders, increasing awareness and accessibility among healthcare providers.
- Achieved meaningful improvement in customer satisfaction, earning rank 1/149 districts nationwide, recognized with the "Customer Value Award".
- Improved sales representative overall portfolio rank from 411/518 to 140/518 year to date following territory alignment change, contributing to enhanced team performance.
- Winner 2007 "Above and Beyond" award as selected District Motivational Champion for being highly skilled in maintaining team synergy.
Education
Master of Arts (MA) - Psychology
WESTERN MICHIGAN UNIVERSITY
Kalamazoo, MI2004
Bachelor of Science (BS) - Psychology
Western Michigan University
Kalamazoo, MI2001
Skills
- Institutional and diagnostic sales
- Biologics and specialty pharmaceuticals
- Formulary management
- Product launch strategies
- Service line protocol development
- Field sales training
- Brand marketing expertise
- Cross-functional matrix collaboration
- Call point engagement: cardiothoracic surgery, interventional cardiology, ICU, NICU, acute care, gastroenterology, pain management, allergy/immunology, psychiatry/CNS
Timeline
Critical Care Hospital Sales Specialist
CHIESI USA PHARMACEUTICALS
05.2018 - Current
Specialty Territory Manager/Trainer
SALIX PHARMACEUTICALS, INC
06.2016 - 05.2018
Senior Specialty Sales Representative
DAIICHI SANKYO, INC
06.2015 - 06.2016
Senior Clinical Sales Consultant
THERMO FISHER SCIENTIFIC
02.2009 - 04.2012
Sales Representative
ELI LILLY AND COMPANY PHARMACEUTICALS
06.2006 - 02.2009
Master of Arts (MA) - Psychology
WESTERN MICHIGAN UNIVERSITY
Bachelor of Science (BS) - Psychology
Western Michigan University