Melissa Liotti
Lakewood,CO
Summary
An award-winning sales professional who is a consistent top performer with excellent communication skills and a high level of customer commitment. Multi-skilled with the ability to think critically and pragmatically to build, manage, and grow sales territories.
Overview
13
13
years of professional experience
1
1
Certification
Work History
Regional Manager - Rare Disease
Invitae
04.2022 - Current
- Responsible for consulting and managing sales and services of genetic testing across multiple clinical specialties and health systems in CO, WY, MT, and ID with primary focus in Rare Disease.
- Boosting territory sales by implementing targeted marketing strategies and fostering strong client relationships.
- Increasing customer satisfaction with timely resolution of escalated issues and proactive communication on product updates.
- Expanding territory coverage by identifying new business opportunities and implementing effective sales strategies.
- Implementing creative solutions for addressing customer concerns, ultimately increasing overall satisfaction ratings.
- 2023 Circle of Excellence Winner
- 2023 1st Place Sales Performer - West Region
- Nominated and served on multiple regional committees with Leadership (e.g. Salesforce, Performance Reviews, etc.)
Gastroenterology Sales Specialist/Screening Advocate and Regional Account Manager – Colorectal Cancer Screening
Exact Sciences
01.2021 - 04.2022
- Promoted to leadership team January 2022
- Engaged with clinical stakeholders to support the colorectal cancer continuum
- Created brand awareness and support
- Coordinated with health systems to optimize ordering and resulting with increased communication for all parties involved with colorectal cancer screening
- Supported all team members to address disease state and advanced clinical conversations
- Built advocacy and support for solutions to enhance clinical decision making and screening outcomes.
Senior Professional Medical Representative and Regional Account Manager – Colorectal Cancer Screening
Exact Sciences
01.2018 - 01.2021
- Proactively identified and built relationships with key decision leaders working in family medicine, internal medicine, women's health, and other physicians monitoring preventative cancer screening
- Created business plans for territory/assigned customer targets to meet and exceed sales goals
- 2019 – First member in region to execute the “Live Speaker Program”
- 2019 – Finished in top 30% of salesforce for entire year
- 2020 – Q1 finished in top 10%
- 2020 – Mentored Colorado Springs New Representative
- 2020 – Q2 “Century Club” Winner (one of the first to achieve 100% of expected weekly quota during pandemic)
- 2020 – Winner of “3 Point Contest”
- 2020 – Finished top 21% of salesforce for entire year
- 2020 – Served as the area's “Director's Council Champion”
- 2021 – Appointed by leadership to serve as Regional Account Manager
- 2021 – Promoted to Senior Professional Medical Representative
- Responsible for growing orders, shipments, and returns of Cologuard, a non-invasive colorectal cancer screen
- Worked directly with health systems by partnering to create workflows for individual practices, as well as quality management teams.
Territory Manager – Advanced Genetic Diagnostics
Lineagen
01.2017 - 01.2018
- Managed and developed relationships with pediatricians, pediatric neurologists, pediatric psychiatrists, and other pediatric specialists to attain and maintain target accounts
- Developed strategic territory business plans for Colorado, meeting and exceeding sales goals
- 2017 – September Sales Person of the Month
- 2017 – Rookie of Year Award Winner 2017
- 2017 – Grew territory 381% in 2017
- 2018 - January Sales Person of the Month
- Responsible for growing market share of 5 genetic tests including chromosomal microarrays, Fragile X testing, pharmacogenetic testing, whole exome sequencing, and mitochondrial DNA testing
- Established relationships with others in the community that serve children with Autism, developmental delays, intellectual disabilities, and other neurodevelopmental conditions to help provide education on genetic testing.
Business Development – Prenatal Genetics
Sequenom, Inc.
01.2015 - 01.2017
- Managed and developed relationships with physicians and clinical laboratories to attain and maintain target accounts
- Developed strategic territory business plans in largest Colorado volume territory while consistently meeting and exceeding sales goals
- 2015 – > 92% of goal attainment
- 2016 Q1 – 134% goal attainment
- 2016 Q1 – #2 out of 76 for stack rankings
- 2016 Q2 – #3 BDA for President's Club standings
- 2016 – Winner of Cost Calculator Contest
- 2016 Q3 – 140% goal attainment
- Responsible for growing market share of 6 prenatal genetic tests
- Provided marketing feedback to identify top resources that resulted in product adoption
- Served as a liaison with Field Operations and facilitated a high level of customer service
- Facilitated educational in-service with key clients, staff, and health systems.
Outreach Consultant & Early Childhood Clinical Specialist Manager
Firefly Autism
01.2011 - 01.2015
- Utilized evidence-based research to sell most effective interventions and ensure parent/teacher/school cooperation and commitment
- Developed and submitted detailed budget reports and maintained service plans for billable hours
- Supervised, trained, and oversaw the implementation of treatment plans and data collection for entire early childhood program
- Designed, documented, and implemented behavior interventions and treatment plans
- Conducted behavior analysis training across a wide range of individuals that serve children with autism to include parents, teachers, therapist, and students.
Education
M.A. - Applied Behavior Analysis
University of Houston
Clear Lake05.2006
B.S. - Psychology
University of Florida
Gainesville, FL12.1999
Skills
- Striving Toward Business & Product Growth
- Product Launches
- Executing Top Selling & Marketing Strategies
- Creating Effective Routing Plans
- Partnering with health systems
- Office Penetration
- Building Relationships
- Strategic Territory Growth
- Customer Service
- Fact Finding & Prospecting
- Problem Solving
- Cold Calling
- Leadership
- Utilizing Salesforce for Pipeline
Account Management Highlights
- 2016-2017, Worked closely with health systems including Denver Health and UC Health to educate on non-invasive prenatal testing
- 2019, Partnered with New West Physicians, a child account for Optum Care, to incorporate shared decision-making at point of care
- 2020, Expanded partnership with New West Physicians by collaborating with their quality management teams and increasing Cologuard orders averaging 100 per month (Q1 & Q2 of 2020) to 400 per month (Q3 & Q4 of 2020)
- 2021, Partnered with Optum Springs, a child account for Optum Care in Colorado Springs, to incorporate shared decision making by working with Chief Medical Office, Senior Manager of Risk Management, and Quality Director.
- 2022-2023, Partnered with Children's Hospital Colorado, UCHealth, Logan Health, Denver Health, and National Jewish Health to create workflow processes, solidify Laboratory Service Agreements, and provide business reviews.
Accomplishments
- Graduated Cum Laude
- University of Florida President's Honor Roll & Dean's List
Certification
Board Certified Behavior Analyst 2011-2020
Timeline
Regional Manager - Rare Disease
Invitae
04.2022 - Current
Gastroenterology Sales Specialist/Screening Advocate and Regional Account Manager – Colorectal Cancer Screening
Exact Sciences
01.2021 - 04.2022
Senior Professional Medical Representative and Regional Account Manager – Colorectal Cancer Screening
Exact Sciences
01.2018 - 01.2021
Territory Manager – Advanced Genetic Diagnostics
Lineagen
01.2017 - 01.2018
Business Development – Prenatal Genetics
Sequenom, Inc.
01.2015 - 01.2017
Outreach Consultant & Early Childhood Clinical Specialist Manager
Firefly Autism
01.2011 - 01.2015
M.A. - Applied Behavior Analysis
University of Houston
B.S. - Psychology
University of Florida