Rachael N. Hoover
Orlando
Summary
Dynamic Sales Director with 14 years of experience, two years directing strategy and twelve years of award-winning performance as a sales representative. Successfully builds high-achieving teams that consistently surpass revenue targets through strategic account prioritization and effective territory management.
Overview
17
17
years of professional experience
Work History
Regional Sales Director - Southeast
Bioplus Specialty Pharmacy/Formerly Kroger Specialty Pharmacy
08.2023 - Current
- Led a high-performing sales team of 8 representatives, providing coaching and mentoring to achieve ambitious targets.
- Maintains in-depth knowledge of both the Autoimmune and Oncology sectors to effectively manage sales team
- Exceeded quarterly and annual sales goals consistently by closely monitoring team performance and adjusting strategies accordingly.
- Conducted field coaching with sales associates to support development and align performance with market demands
- Performed regular business reviews comparing territory figures by disease state and NPI against goals and previous year
- Drove sales initiatives to increase new referral sources and achieve growth in key markets
- Ensured effective account coverage through individual and team communication
- Analyzed regional performance metrics and implemented territorial modifications to improve overall results
- Supported Marketing with competitive intelligence and customer feedback for collateral development
- Implemented department policies and procedures while ensuring compliance
- Represented company at various meetings to communicate corporate messages
- Organized successful product launches, promotional events, and trade shows that generated significant brand exposure within the region.
- Forecasted annual, quarterly, and monthly sales goals.
Specialty Account Manager
Kroger Specialty Pharmacy
01.2011 - 08.2023
- Developed strong relationships with key clients, leading to increased customer satisfaction and retention.
- Grew book of business from $700K to $4M monthly, representing a 471% increase in Autoimmune and Oncology
- Named Oncology Rep of the Year for Central Florida (2022)
- Achieved Highest Revenue Generating Territory status for Oncology and Autoimmune in Central Florida (2017) and North Florida (2014)
- Earned Highest Revenue Generating Territory for Gastroenterology in Rocky Mountain Region (2012)
- Conducted field training and coaching with sales associates to support development of new hires
- Strategically managed and grew business in multiples specialties and territories including Oncology, Gastroenterology, Dermatology and Rheumatology
- Cultivated partnerships with major pharmaceutical manufacturers including Celgene, UCB, Astellas, J&J and Abbvie to access high-value practices
- Served as East Coast spokesman on innovation advisory panel, marketing forum and as operational liaison to increase efficiency
- Analyzed regional performance metrics and implemented territorial modifications to improve overall results
- Identified high-potential markets for expansion to maximize profitability
- Maintained in-depth knowledge of market demographics and managed care information
- Organized educational conference presence at AASLD, ONS, FLASCO and local seminars
Recruiter
Voyage Healthcare
04.2009 - 12.2010
- Built robust candidate pipeline utilizing strategic internal and external sourcing channels
- Qualified candidates through telephone screenings of education, skills, work history and salary requirements
- Verified candidate qualifications through comprehensive reference checks
- Negotiated contract rates, terms and housing arrangements
- Matched qualified candidates to client needs, presenting optimal talent for open positions
- Coached candidates through interview process and negotiated competitive offers and pay packages
- Developed comprehensive candidate databases and client relationships, achieving 30% increase in successful placements over two years through strategic sourcing and CRM utilization
Account Manager
Travel Healthcare – Voyage Healthcare
07.2008 - 04.2009
- Manage all advertising accounts, negotiate terms of service and rate
- Generated new sales by cold calling into prospective clients
- Remain point of contact for all clients handling all customer service issues
- Responsible for content development of email campaigns sent via Constant Contact and Myemma.com
- Assist production staff with new account documentation
- Communicate with vendor management groups and hospitals
- Oversee production staff, provide sales goal expectations, monitor calls
- Conduct performance evaluations on travelers by calling the Director of rehab.
- Screen resumes and conduct preliminary interviews
- Schedule and maintain calendar of appointments, meetings and travel itineraries and coordinate related arrangements
Education
Bachelor of Communication Studies - Healthcare Optimization
Ohio University
Athens, Ohio01.2008
Skills
- Managing quotas
- Customer relationship management
- Sales coaching
- Detail-oriented
- Team building
- Sales strategy
Timeline
Regional Sales Director - Southeast
Bioplus Specialty Pharmacy/Formerly Kroger Specialty Pharmacy
08.2023 - Current
Specialty Account Manager
Kroger Specialty Pharmacy
01.2011 - 08.2023
Recruiter
Voyage Healthcare
04.2009 - 12.2010
Account Manager
Travel Healthcare – Voyage Healthcare
07.2008 - 04.2009
Bachelor of Communication Studies - Healthcare Optimization
Ohio University
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