Michaela Landers
North Andover,Massachusetts
Summary
Tenured sales representative with over 20 years of consistently exceeding sales goals across multiple specialties including: hospital account management, oncology,infectious disease, allergy, immunology, neurology, pulmonology, psychiatry, pediatrics,gastroenterology, long term care, ophthalmology, nephrology, cardiology, ENT(otolaryngology), primary care and hospital sales. Proven ability to increase sales of existing products while launching new lines. Familiar with identifying and addressing the needs of physicians and other health care professionals in various difficult sales environments. Excellent communication skills and experience in multiple product areas including OR , injectable as well as buy and bill working individually and within a group. Extensive experience with contracting with major Integrated Delivery Networks and Academic Institutions.
Overview
24
24
years of professional experience
Work History
Associate Director- Key Account Manager - SFT
Sandoz Inc.
04.2020 - Current
- Launch Management Team - Tyruko 2023 - present
- Recipient of Sandoz Sales Achievement Award 2021
- National Sandoz Sales Trainer
- Novartis Mentor Circle Member 2001
- Peer Leadership Advisory Team 2018-Present
- Yankee Alliance GPO Stretch Role Recipient
- Responsible for contracting and pul through for Sandoz Biosimilar Oncology as well as generic products for major IDNs in New England
- Establish relationships with key contacts at top IDN and teaching institutions in New England including Mass General Brigham, Dana Farber Cancer Institute, Beth Israel Lahey Health, Tufts, Boston Medical Center, Dartmouth Hitchcock Health and UVM
- Ranked #1 of 38 CBMs for Presidents Club T1 2021
- 203% to goal for Biosimilar Ziextenzo T1 2021
- 128% to goal for Generic product portfolio T1 2021
- Created and established signed contracts with MGH, BILH, Tufts, BMC, Boston Children's Hospital, Dartmouth Hitchcock Health, New England Life Care, Northern Lights, UVM and UMASS
Therapeutic Portfolio Manager
Sandoz Inc.
07.2018 - 04.2020
- High preforming clinical account manager experienced in all major IDNs, Cancer Hospitals and Clinics in the New England area, including Partners, DFCI, Dartmouth Hitchcock, BIDMC / Lahey and Boston Medical Center
- Successfully grew Zarxio market share to 49% surpassing all competitive product market shares
- Launched Zientenzo and acquired Letter of Commitment at BIDMC / Lahey Health which was first LOC signed nationally
- Successfully launched first in PEG market In Home Nursing Training Program
- Northeast representative on The Sandoz Change Management National FIT team
Strategic Account Manager, Biopharma
Sandoz, Inc.
07.2017 - 07.2018
- Partner with leading academic institutions such as Tufts Medical Center, BIDMC, Yale, Massachusetts General Hospital, Brigham and Women's Hospital, Dartmouth Hitchcock Medical Center, Maine Medical Center to educate the staff on Biosimilar technology and development as well as reimbursement.
- Grew Zarxio Market share to 40%
- Ranked #1 of 20 for Q4 2017
- Surpassed market share and volume of all competitors including gold standard Neupogen
- Responsible for the full conversion of the Yale Health System, Connecticut Children's, Dartmouth Hitchcock Health and Beth Israel Deaconess Medical Center
- Instrumental in the creation of Biosimilar Protocols for health Systems such as the Yale Health System
Otology Sales Specialist
Otonomy Inc.
5 2016 - 05.2017
- Launch specialist for OTIPRIO, a new technology delivering ciprofloxacin utilizing a revolutionary thermosensitive injectable gel technology.
- Responsible for the addition of OTIPRIO to the hospital formularies at Massachusetts Eye and Ear Infirmary, Partners HealthCare, South Shore Hospital, Heywood Hospital and York Hospital ME within first six months
- Buy and Bill reimbursement model
Customer Solutions Manager, Infectious Disease
The Medicines Company
10.2014 - 06.2016
- Responsible for the addition of ORBACTIV to formulary at Tufts, St. Vincent's Hospital, Lakes Regional General Hospital and Central Maine Medical Center
- Responsiblefor the addition of Minocin IV to Boston Medical Center formulary
- Ranked top 20% nationally 2015
- Achieved 110% goal attainment for MINOCIN IV for Q1 2016
- Infectious disease clinical lead for North East Region 2015
- Buy and Bill reimbursement model
Senior Biopharmaceutical Rep, Oncology
Amgen Inc.
08.2013 - 10.2014
- Achieved 104% Goal attainment for Neulasta.
- Ranked 32 of 185 nation wide.
- Instrumental in developing and implementing Amgen Customer Engagement Program Boston.
- Grew Neulasta market share 5% to date.
- Neulasta/Neupogen Clinical Brand Lead for New England.
- Received “Smarty Award” (highest test and presentation scores) in Phase I training.
- Buy and Bill reimbursement model
Multi-Specialty Hospital Account Manager
Optimer Pharmaceuticals
08.2011 - 08.2013
- Launched Optimer Pharmaceuticals Inc. as a Specialty Biotech Company
- Launched Dificid in the Hospital, Retail and Long Term Care settings
- Responsible for the addition of Dificid to formulary at Mass General Hospital, Brigham and Women's Hospital, Dartmouth-Hitchcock, Melrose WakefieldHospital, Lawrence Memorial Hospital and Winchester Hospital
- Member of Compensation Committee
- Member of Sales Ops Advisory Team
Gastroenterology Territory Manager
Salix Pharmaceuticals
07.2008 - 08.2011
- Obtainedpreferred formulary status for Xifaxan 550mg at BIDMC
- Responsiblefor the addition of MoviPrep to the Tufts New England Medical Center and BIDMCformularies for pre-operative preparation with a full therapeutic interchange
- Achieved solepre-operative preparation status for Mt. Auburn Hospital Increased Boston Territory\'s rank from 86 out of 96 to 35 of 96 firstyear
- Increased MoviPrep market share from 6% to 12% within a year
- Instrumental in additions of MoviPrep to Harvard Pilgrim formulary andApriso to Tufts and BCBS
Professional Sales Representative
Schering-Plough
07.2007 - 07.2008
- Ranked numberone in Boston district April 2008
- Initiate and build relationships with key Allergists and Pulmonaryphysicians
- Grew Avelox market share 10% to date
- Achieved 125% goal attainment for Clarinex
- Achieved 100% Goal attainment for Nasonex
Neurolgy Specialist
Questcor Pharmaceuticals
01.2007 - 05.2007
- Responsible forpromotion of Acthar Gel and Doral
- Developedrelationships with key Neurologists and Sleep Physicians
Medical Sales Representative
Alcon Laboratories
01.2005 - 01.2007
- Initiated andbuilt strong rapport with ophthalmic surgeons in office and OR settings
- Developed keyopinion leaders at teaching institutions in Boston Responsible fordirect sales of post-operative cataract kits
- Recipient of Power Performer Award for Tobradex 2005
- Ranked number onefor Tobradex in North Region 2005
- Recipient of Power Performer Award for Patanol 2005
- Ranked number onefor Patanol in North Region 2005 Recipient of Power Performer Sales Award for Vigamox2005 Ranked numberfive out of ninety-six nationally for quarter two 2005
Glaucoma Specialty Sales Representative
Alcon Laboratories
05.2003 - 01.2005
- Instrumental inthe addition of Travatan to local hospital formularies (Boston Medical Center,Cambridge Health Alliance)
- Recipient of Power Performer Sales Award for Patanol
- IncreasedTravatan market share to highest percentage since launchIncreased andmaintain Patanol market share at 60%
- Recipient ofaccelerated training detail contest award
Territory Representative
Wyeth
09.2000 - 05.2003
- Ability to successfully lead all sales forces in the launch of Protonixand continue to rank the number oneterritory in the district
- Responsible forthe market share growth of Protonix from launch to 34%
- Sole division interritory responsible for the launch of first in class Protonix IV
- Responsible forthe addition as well as complete therapeutic interchange of Protonix to ninehospital formularies (South Shore Hospital, Quincy Medical Center, MiltonMedical Center NorthEast Specialty Hospital (Braintree, Stoughton, Natick), Caritas NorwoodHospital BraintreeHealth South (Braintree, Natick)
- Developed selling skills and knowledge in a highly specializedcardiovascular and gastroenterology focused environment
- Ability to fostermarket share growth with Altace 10 mg
- Instrumental in the addition of Altace 10 mg to local as well as nationalformularies (PCCL, TUFTS, Harvard Pilgrim)
Territory Representative
Innovex Inc. , Wyeth-Ayest
01.2000 - 09.2000
- Initiated and built strong rapport with physicians, nurses, pharmacistsand specialist in the Boston/SouthShore area
- Conducted lunch and dinner programs with physician advocates, preceptorships, as well as office specific training programs
- Ability to growEffexor XR market share 3% in a highly competitive antidepressant market
Education
Bachelor of Science - Sports Medicine with a Minor in Spanish
Merrimack College
North Andover, MaTimeline
Associate Director- Key Account Manager - SFT
Sandoz Inc.
04.2020 - Current
Therapeutic Portfolio Manager
Sandoz Inc.
07.2018 - 04.2020
Strategic Account Manager, Biopharma
Sandoz, Inc.
07.2017 - 07.2018
Customer Solutions Manager, Infectious Disease
The Medicines Company
10.2014 - 06.2016
Senior Biopharmaceutical Rep, Oncology
Amgen Inc.
08.2013 - 10.2014
Multi-Specialty Hospital Account Manager
Optimer Pharmaceuticals
08.2011 - 08.2013
Gastroenterology Territory Manager
Salix Pharmaceuticals
07.2008 - 08.2011
Professional Sales Representative
Schering-Plough
07.2007 - 07.2008
Neurolgy Specialist
Questcor Pharmaceuticals
01.2007 - 05.2007
Medical Sales Representative
Alcon Laboratories
01.2005 - 01.2007
Glaucoma Specialty Sales Representative
Alcon Laboratories
05.2003 - 01.2005
Territory Representative
Wyeth
09.2000 - 05.2003
Territory Representative
Innovex Inc. , Wyeth-Ayest
01.2000 - 09.2000
Otology Sales Specialist
Otonomy Inc.
5 2016 - 05.2017
Bachelor of Science - Sports Medicine with a Minor in Spanish
Merrimack College
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