NICOLE WILKES
Salem
Summary
Accomplished pharmaceutical sales leader with over 20 years of experience, including over 10 years in respiratory-focused pharmaceutical and medical device sales. Proven success in driving commercial outcomes through strategic partnerships and collaboration with cross-functional teams. Currently serves as National Sales Trainer, enhancing talent development and coaching teams to translate strategy into measurable results.
Overview
24
24
years of professional experience
Work History
Executive Biologic Sales Representative
AstraZeneca Biologics
Roanoke
11.2024 - Current
- Identified business opportunities and presented value propositions that aligned with stakeholder needs, driving business development.
- Engaged key stakeholders in complex clinical settings to facilitate collaboration and enhance product adoption.
- Increased sales attainment from 83% to 110% in 7 months.
- Recognized for outstanding sales performance with gold award in July 2024.
- Appointed digital engagement team lead for the Mid-Atlantic Region.
- Chosen for prestigious National Sales Trainer Rotation program starting November 2025.
- Led 5 training classes, achieving 100% of territory goals while enhancing team knowledge and performance.
Senior Neuroscience Specialist
Janssen Pharmaceuticals
Roanoke
07.2022 - 11.2024
- Conducted neurological assessments to support clinical research initiatives.
- Analyzed patient data to identify trends and inform treatment strategies.
- Collaborated with cross-functional teams to develop neuroscience-related educational materials.
- Executed specialty sales strategies in complex reimbursement environments by navigating complex reimbursement environments in managed care.
- Cultivated relationships with state hospitals, community service boards, and pharmacies to enhance customer loyalty.
Respiratory Business Specialist
Boehringer Ingelheim Pharmaceuticals
Roanoke
06.2019 - 07.2022
- Established EMR change with Carilion, collaborating with HSBS & KAM, to transition HH to Respimat within Epic system, moving Respimat to preferred status and driving increased regional sales.
- Created opportunity for engagement with Carilion pharmacy team alongside HSBS & KAM within 2 months of starting RBS role, facilitating product presentation at P & T committee meeting.
- Implemented hybrid strategy to cover a large territory, achieving a ranking of 64 out of 247.
- Optimized hybrid learning tool, Attensi, as one of two representatives selected by the Director of Leadership Development.
- Selected by Regional Business Director for Regional Business Director Council to lead regional key priorities.
- Developed and led cultural workshop to identify 4 key capabilities: CEM, DISC, EQ, and Strengths Finders, enhancing engagement with internal and external customers.
- Received Q2 National Agility Award winner for virtual programs for virtual programs, Respiratory Division.
- Received 2021 Team Leadership Award; Received 2022 Player Coach Award
Territory Sales Representative
Bioventus Global
Roanoke
12.2016 - 06.2019
- Secured multi-clinic health system win for buy and bill injections with largest Virginia Orthopedic clinic, impacting 3 territories.
- Completed total office call providing guidance on navigating specialty pharmacy and buy and bill procedures, generating additional sales of $128,760 annually.
- Launched Durolane, first stabilized single injection for osteoarthritis, successfully navigating formulary with multiple hospital systems.
- Exceeded sales goals for 2 consecutive years.
Regional Account Executive
TransFirst America
Roanoke
10.2014 - 12.2016
- Exceeded sales goals consistently, ranking in top 3 of district for performance.
- Engaged with 150 accounts via phone, email, and in-person meetings to assess needs and strengthen client relationships.
- Identified sales growth opportunities through networking and relationship building with potential advertisers, leading to increased client engagement.
Director of Development
American Heart Association
Roanoke
01.2013 - 03.2014
- Increased financial giving by 200% and doubled size of event in over one year.
- Hosted most highly attended "Heart Ball" Gala in Roanoke, VA in its 38-year history.
- Launched new event and movement called "Go Red for Women" including planning and implementation of luncheon and educational opportunities around heart health in women.
- Secured new funding for organization throughout fiscal year.
- Coordinated executive leadership team of volunteers to meet and exceed event objectives.
- Led a team of seven volunteers to coordinate event logistics.
- Established strong partnerships with cardiologists to enhance community outreach.
- Created detailed customer experience to improve consumer relations and streamline customer outreach initiatives.
Director of Employer Relations
Miller Motte Technical College
Roanoke
11.2011 - 12.2012
- Managed a team of 4.
- Networked with local healthcare companies to create practicums for upcoming graduates.
Outside Sales Representative
Tom James Company
Roanoke
09.2006 - 10.2011
- Developed strong client relationships through regular follow-ups and personalized service.
- Gathered data on competitors' products, prices, and sales techniques.
- Met regularly with team members to discuss progress towards goals.
Financial Sales Representative
Wachovia Bank
Roanoke
04.2002 - 09.2006
- Educated clients on investment products and services offered by the bank.
- Demonstrated expertise in capital growth, return on investments and acquisitions and effectively guided company decisions.
Education
Bachelor of Arts - Marketing
Mary Baldwin College
Staunton, VA01-2016
Skills
- Pharmaceutical sales techniques
- Pharmaceutical specialty knowledge
- Product launch strategies
- Client account management
- Provider relations
- Market research analysis
- Sales strategy formulation
- Execution planning
- Strategy implementation
- Healthcare compliance knowledge
- Leadership in teams
- Collaborative teamwork dynamics
- Team collaboration skills
- Sales training initiatives
- Problem-solving abilities
- Motivated and persistent mindset
Accomplishments
- Leadership and Development Program, 2021, BI
- Regional Business Council, 2021, BI
- National Leadership Award, 2021, BI
- Player/Coach Award, 2022, BI
- FIT Lead, 2025, AZ
- Top Performer Award, Q3, 2024, AZ
Timeline
Executive Biologic Sales Representative
AstraZeneca Biologics
11.2024 - Current
Senior Neuroscience Specialist
Janssen Pharmaceuticals
07.2022 - 11.2024
Respiratory Business Specialist
Boehringer Ingelheim Pharmaceuticals
06.2019 - 07.2022
Territory Sales Representative
Bioventus Global
12.2016 - 06.2019
Regional Account Executive
TransFirst America
10.2014 - 12.2016
Director of Development
American Heart Association
01.2013 - 03.2014
Director of Employer Relations
Miller Motte Technical College
11.2011 - 12.2012
Outside Sales Representative
Tom James Company
09.2006 - 10.2011
Financial Sales Representative
Wachovia Bank
04.2002 - 09.2006
Bachelor of Arts - Marketing
Mary Baldwin College