Michelle Nunez, MBA
Division Sales Manager
Miami,FL
Summary
I am recognized for my influential leadership, business of oncology experience, and my strong collaborative spirit, with a quick ability to adapt and learn in a fast-paced environment. I am dedicated to excellence, development, and innovation. I am excited about pursuing a role in operations where my talent can drive impactful results by driving strategic alignment, streamlining operations, and advancing the department's objectives and vision.
Overview
26
26
years of professional experience
17
17
Years of broad oncology experience
2
2
Language
Work History
Division Sales Manager
BeOne Medicines, USA, Inc
07.2023 - Current
- Lead the Florida Division of 7 hematology account managers with territories throughout Florida, in southern Alabama, and in Puerto Rico
- Recruit and hire top talent; hired the #1 account manager of 2024, and I am consistently requested as an interview partner by peers and RSD for account manager positions, and division sales manager positions alike
- Regularly analyze data trends and apply market knowledge to implement division strategies and communicate opportunities and gaps with Southeast Leadership Team as well as use this analysis to monitor account manager’s quarterly strategic account plan alignment and pull through
- Lead by influence by guiding and inspiring others through my actions, ideas, and shared values
- Utilize field rides and virtual 1:1s as an opportunity to coach account managers on business planning, marketing message, and selling skills, as well as individual development plans and competencies
- Use multiple forms of communication outlets (bi-weekly team calls, power point, email, and text) to ensure clear direction on leadership vision, strategy, and updates, as well as gauge understanding and buy-in
- As the SELT Taskforce Champ, work closely with commercial learning and development, as well as compliance to identify learning opportunities and effective training initiatives
- Monitor resource utilization (sponsorships, speaker programs, rep-triggered emails, samples, and vouchers), compliance trainings, metric fulfillment, strategic account plan pull through and exceptional cross functional collaboration
- Coordinate, plan, and collaborate with cross functional partners on corporate site visits (University of Miami, Mayo Cancer Center, and Tampa General Hospital)
- Coach and assist account managers on pull through strategies: PBM step-edits (IDNs vs GPO accounts vs small/mid-size accounts), appeals resource aid, compliantly track pending patients, clarify and gather intel on Brukinsa access complaints, Regional Medical Science Liaison strategic utilization, successful speaker program execution, call entry and segmentation best practices, collaboration with solid tumor and target account managers, as well as effective RTE, sample, and voucher strategies
- Develop presentations for QBR, quarterly sales meetings, as well as bi-weekly team calls
- Collaborate with cross functional partners on all FLASCO state society sponsorship opportunities
- Summit Club Award recipient as #1 Division Sales Manager for exceptional sales performance in 2024
- Created a culture workshop to align our team’s beliefs and values and reimagine our culture through BeOne change and expansion; team motto 'United by Values, Driven by Passion' -Florida Division
- Women in Leadership mentee, paired with mentor, Jill Fitch, National Director of Physician Networks, GPOs & Strategic Partners
- Launched an account manager clinician taskforce, a patient first initiative, to help drive patient centric conversations and marketing strategies; collaboration with CLD, marketing, and 5 account manager clinicians from across the country; account manager disease state/nurse education in-service deck in development
- Selected for Mangrove strategy workstream LRR1-3
- Inaugural LEAD SL class nominee
- Launched quarterly enterprise calls for Moffitt Cancer Center
- Created a shared sponsorship tracker for the Florida team to assist in managing over 60 annual conference sponsorships, identify collaboration opportunities, as well as help streamline communication efforts among hematology, solid tumor, targeted account managers, division managers, and our cross functional partners
- Initiated mini QBRs for account managers to brainstorm regularly with peers and ignite out of the box thinking strategies
- Collaboration with CLD and GOBA led to a change in account manager goals to reflect account based selling strategy, and a workstream developed the new Field Coaching Report design
- MedPlus (Onco360) Specialty Pharmacy in Puerto Rico site visit with RSD
Account Manager- Hematology
BeiGene, Ltd.
02.2022 - 06.2023
- Responsible for the promotion of Brukinsa (PO) for CLL/SLL, WM, MCL, MZL in Miami and Puerto Rico
- Focus: Cancer Centers, Hem/Onc HCPs, Practice Mgrs, Oral BI, Pharm Directors (in-house & SP)
- 2023 Q2 trending 103%, 40% increase PQTD at MCI (#2 account in territory), 9 new accounts YTD
- 2023 Q1 109%
- 2022 Final Rank 33/58: Q4 108%, Q3 112%, Q2 110%, Q1 123%, 6 new accounts YTD
- 2023 LEAD Program candidate nominee
- 2023 speaker engagement: Developed 2 speakers, conducted 2 conference product theaters
- 2022 Performance rating: Exceeds Expectations
- Nationally recognized in ‘22 & ‘23 for prescriber attendance at speaker programs as well as utilization of sampling program
- Product theater at 2023 COA Community Oncology Conference
- Collaborated with cross functional partner, Field Market Access Director, to execute pharmacy site visit for Leon Medical Center as a non-retail IOD account
- Task Force involvement: Incentive Compensation Core Team, SPARK (marketing), as well as assist with Spanish marketing material translation
Uro-Oncology Account Manager
Myovant Sciences
10.2020 - 01.2022
- Responsible for the promotion of Orgovyx (PO) for Advanced Prostate Cancer
- Focus: Cancer Centers, Hem/Onc HCPs, Rad Oncs, Uros, Practice Mgrs, Oral BI, Pharm Directors (in-house & SP)
- 2021 Q4 Goal Attainment 156% (Ranked 9 of 99), Q3 @ 92% (84% of territories were below 80% attainment)
- 2020 Q2 Goal Attainment 82%, 2020 Q1 paid per bottle (2nd in region)
- Successfully launched Orgovyx as 2nd in region/top 25% national ranking for goal attainment throughout 1st year of launch, as well as ranked top 10 of 99 nationally for breadth in new accounts
- Successfully launched despite having zero GPO community contracting opportunities (90% of the national business was from community GPO accounts), in a highly fragmented Medicare Advantage Plan population with Optum step-edits, and scarce foundation support firsy year of launch; achieved by initiating a flawless sample/bridge support strategy and working closely but compliantly with external case managers and benefits investigators on each prescription
- Created a win-win scenario with Orgovyx among departments, a formulary win, and added to order set at Univ of Miami by identifying a bottleneck with radiation oncology who relied on urology to infuse pts with competitor (Lupron) to medically castrate pt after surgery and prior to radiation; thus, delaying treatment. This successful strategy became widely used in academic accounts throughout our region
- Collaborated on the registration of Orgovyx for distribution in Puerto Rico
Key Account Director
Verastem Oncology
10.2019 - 10.2020
- Responsible for the promotion and contracting efforts of Copiktra (PO) for CLL/SLL and Follicular Lymphoma in South Florida and Puerto Rico
- Focus: Cancer Centers, Hem/Onc HCPs, Practice Mgrs, Oral BI, Pharm Directors (in-house and SP)
- 2020 Q3 Goal Attainment 154%, 2020 Q2 Goal @ 106%, 2020 Q1 Goal @ 213%
- Effective during the height of Covid in 2020: Averaging 4 live meetings a month since June, averaging 8 virtual meetings a month with remote access accounts and physicians since April, 1 virtual program with FCS, numerous phone calls and text messages with physicians, nurses, APP’s, MA’s, pharmacy, and office staff since mid- March, as well as mailing initiatives to target accounts
- PTCL LRR1 strategy workstream for disease state expertise, created draft PTCL patient journey presentation
Senior Immuno-Oncology Territory Business Manager
Bristol Myers Squibb
11.2015 - 10.2019
- Responsible for promotion of Immuno-Onc/Hem portfolio: Empliciti (IV) for MM, Sprycel (PO) for CML, and Opdivo (IV) for HL in South Florida
- Collaborate, plan, and execute selling strategies with matrix team
- Focus: Hem/Oncology HCPs, Practice Mgrs, Reimbursement Spc, Oral BI, Pharm Directors (in-house & SP), Infusion
- Ranked 2 out of 89 for H1 2019, Ranked 14 out of 87 for 2018, Ranked 6 out of 48 for 2017
- Successfully launched 2 products, 1 of which had a misc J-code (Empliciti), and 4 indications in highly competitive market
- Created account access strategy at Miami Cancer Institute for matrix team which led to over 30 activities/touchpoints for the team in 2018, resulting in a 180% increase of Empliciti use; this strategy is still used today with the BMS Miami team
Oncology Account Manager/Regional Field Trainer
Spectrum Pharmaceuticals
12.2013 - 11.2015
- Responsible for the promotion of Folotyn (IV) & Belinostat (IV), for R/R PTCL and IV Marqibo (IV) for R/R ALL in Miami & Puerto Rico
- Responsible for the contracting, promotion, and support, of Zevalin (IV) for NHL, and Fusilev (IV) (supportive care drug) for CRC in Miami and PR (through 12/2014)
- Promoted to Field Trainer for Southeast/Mid-Atlantic Regions in October 2014
- Focus: Cancer Centers, Hem/Onc HCPs, BMT, C-Suite Exec, Nuclear Medicine, Practice Mgrs, Reimbursement Spc, Pharm Directors (in-house & SP), Infusion
- Responsible for interviewing, training, and mentoring new hires as well as conducting field rides
- Collaborated with training department in developing new hire training program
- Lead two initial training classes at corporate office
- Ranked 9 of 40 for S2 2015 and Ranked 17 of 40 for S1 2015
- Folotyn 117%, Belinostat 193%, Marqibo 97% YTD goal, ranked 9 of 40, 2014
- Belinostat and Marqibo added to formulary at U of M, Memorial, and Universitario de Puerto Rico
- Favorably launched 2 orphan drugs: Belinostat and Marqibo
- Successfully registered Belinostat and Marqibo in Puerto Rico for distribution with Cesar Castillo
- Regained lost contract for Fusilev with AMS (top account in the US), declined CAM role during expansion
- Converted 2nd largest oncology group practice in Miami, ORA as well as set up Univ of Miami, for Zevalin by targeting champion physician in oncology and in nuclear medicine, meeting with C-Suite execs, presenting contracts and reimbursement compliantly, pulling through amendment of licenses for nuclear medicine admin of radioisotope, in-servicing oncology, radiation, and nuclear medicine, with seamless follow up for pull through
Bard Peripheral Vascular/ Bard Biopsy Systems-Territory Manager
CR Bard Inc.
03.2011 - 12.2013
- Responsible for the promotion, support, as well as the development, negotiation, and execution of Bard contracts for BPV disposables, capital equipment, and consignment: core biopsy needles, biopsy markers, chest ports, brachytherapy, vacuum assisted biopsy devices et al for Miami/South Florida
- Focus: Hospital C-Suite Executives, Surgery Centers, Department heads, Purchasing, Interventional Radiology, Oncology, Radiation Oncology, Surgical Oncology, Breast Surgery, and Pathology
- Ranked 6 out of 89 for 2013 YTD growth
- 2012 NSC Ranking 16 of 51, Product Bowl Ranking 9 of 51; 2012 Rookie Ranking 3 of 23; 2012 contracted the most Finesse breast biopsy devices in the SE
- 2011, winner of 'Contura Conquest' Q3 Brachy Contest by winning the contract of the largest SAVI account in the country
Neuro-Oncology/Critical Care Account Specialist/Field Trainer
Eisai Inc.
11.2009 - 03.2011
- Responsible for the promotion and support of Gliadel (class III med device), a carmustine wafer implant for GBM brain tumors, and Lusedra, an IV sedative for procedures in South Florida
- Promoted to Field Trainer for the South East Critical Care in April 2010
- Responsible for training, and mentoring of 5 new hires, as well as conducting field rides for evaluation
- Focus: Neuro-Surgery, Onc & Rad Onc, Anesthesia, Pharmacy, Purchasing, and Pathology
- Closed out Gliadel at 200%, ranked 1 out of 30, Lusedra Q3 131.15%, ranked 3 out of 30
- Since November ‘09: 5 Gliadel naïve Neurosurgeons implanted wafers by gaining advocacy from surgeons, oncs/rad oncs, and pharmacy to make initial purchase and maintain product on shelf
- Since November ’09 broadened the use of Gliadel with 6 Neurosurgeons by gaining advocacy from surgeons and pharmacy for formulary wins, as well educating pathology on identifying stage 4 GBM
- 5 formulary wins for Lusedra by driving utilization and advocacy with anesthesiologists and pharmacies
Institutional Accounts Specialist
Pfizer Pharmaceuticals, Inc.
11.2008 - 11.2009
- Responsible for the promotion of Zyvox (IV & PO) for MRSA, and Vfend (IV) for aspergillosis; anti-infectives for immuno-compromised pts
- Jackson Memorial Hospital, UM Sylvester, Veterans Administration, and Mt
- Sinai Hospital
- Focus: Infectious Disease, Pulmonary Critical Care, Trauma Surgery, Hem/Onc, Transplant, Hospitalists, Pharmacy, and Pathology
- 102% goal attainment for both Zyvox and Vfend according to July Scorecard
- Gained advocacy from ID and hospitalist P&T members and pharmacy to include drug protocol for patient with nonsocomial MRSA pneumonia who were admitted to hospital at least 5 days prior
Primary Care Healthcare Representative
Pfizer Pharmaceuticals, Inc.
04.2004 - 10.2008
- Responsible for the promotion of the cardiovascular portfolio to Primary Care Physicians, Cardiologists, and Nephrologists in a highly fragmented payer market
- Promoted to Institutional Accounts Specialist in 11/2008
- Received Outstanding Training completion and top score for Phase VI Training
Circulation and Operating Systems Manager
Dolphin Curtis Publishing
05.2001 - 04.2004
- Led a team of 10 customer service representatives and 1 customer service supervisor
- Responsible for sales and marketing of Circulation Department, and customer databases
- Managed operating system and ran mailing lists; adhering to accuracy and strict weekly deadlines
- Researched, negotiated, and oversaw operating system upgrade from Unix-based operating system to Windows XP in 2002
- Forecasted and maintained budget for OS upgrade project and business travel expenses to launch database sales strategy
- Increased sales from 1 million to 1.65 million within 2 years by broadening customer market from local to national level
Customer Service/Sales Supervisor
Dolphin Curtis Publishing
06.1999 - 05.2001
- Responsible for training new hires and supervising department of 10 customer service representative
- Promoted to Circulation and Operating Systems Manager
- Promoted to Circulation Supervisor within first quarter for exceeding sales and demonstrating leadership capabilities
Education
MBA - Executive
Florida International University
Miami, Florida 05.2001 - 04.2019
Bachelor of Arts - Business Administration, Concentrations in Management and International Business
Florida International University
Miami, FL 05.2001 - 04.2004
Skills
Leading without authority
Affiliations
Chapman’s MBA Programs Advisory Board, 11/01/19-12/01/22, Advisory Board Member
Timeline
Division Sales Manager
BeOne Medicines, USA, Inc
07.2023 - Current
Account Manager- Hematology
BeiGene, Ltd.
02.2022 - 06.2023
Uro-Oncology Account Manager
Myovant Sciences
10.2020 - 01.2022
Key Account Director
Verastem Oncology
10.2019 - 10.2020
Senior Immuno-Oncology Territory Business Manager
Bristol Myers Squibb
11.2015 - 10.2019
Oncology Account Manager/Regional Field Trainer
Spectrum Pharmaceuticals
12.2013 - 11.2015
Bard Peripheral Vascular/ Bard Biopsy Systems-Territory Manager
CR Bard Inc.
03.2011 - 12.2013
Neuro-Oncology/Critical Care Account Specialist/Field Trainer
Eisai Inc.
11.2009 - 03.2011
Institutional Accounts Specialist
Pfizer Pharmaceuticals, Inc.
11.2008 - 11.2009
Primary Care Healthcare Representative
Pfizer Pharmaceuticals, Inc.
04.2004 - 10.2008
MBA - Executive
Florida International University
05.2001 - 04.2019
Bachelor of Arts - Business Administration, Concentrations in Management and International Business
Florida International University
05.2001 - 04.2004
Circulation and Operating Systems Manager
Dolphin Curtis Publishing
05.2001 - 04.2004
Customer Service/Sales Supervisor
Dolphin Curtis Publishing
06.1999 - 05.2001
Languages
Spanish -Fully bilingual
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