Rachel E. Cobb
Senior Account Specialist
Charleston,WV
Summary
Dynamic, results driven professional with extensive experience in highly competitive pharmaceutical and biotechnology markets. Demonstrated success in building and strengthening customer relationships, driving sustained growth, and consistently exceeding performance goals. Proven track record across multiple product launces, supported by deep expertise in institutional/hospital. medical equipment and surgical sales.
Overview
29
29
years of professional experience
Work History
Senior Account Specialist, Institutional Sales
Abbvie Pharmaceuticals
10.2021 - Current
- Buy and bill IV anti infective sales including anti infective rare disease promoting to IV infusion biologics to Infectious disease, pulmonology, emergency dept, ICU, med surg, oncology, transplant and C-suite. Work Extensively with Members of P&T, antimicrobial stewardship, microbiology lab, infection prevention an key opinion leaders. Establish or maintain hospital formulary access. Participated in neurology institutional pilot program
- New product launch 2025
- Current total portfolio rank-1st Nationally & 1st Regionally-Summit qualifier
- Current national rank primary product-2nd Nationally
- Ranked top 25% total product portfolio 2024
- Formulary access achieved in all territory institutions with top 3 primary products
- Formulary access achieved in 4 institutions on neurology pilot
- Access & Impact award winner-2025
- Excel to excellence award winner-2024
- Mobilizer Award winner-2023
Specialty Territory Manager
Kala Pharmaceuticals
09.2020 - 10.2021
- Direct buy and bill sales to hospitals and clinics with focus on post operative recovery solution.
- New product launch 2020/2021
- Ranked to 10% out of 78
Specialty Territory Manager & Key Account Manager
Merck Sharpe & Dohme
05.2015 - 07.2020
- Direct B2B buy and bill sales of infectious disease products and vaccine biologics to hospitals, clinics, and physicians. Negotiated contract pricing, coordinated sales with buying groups and leveraged sales with distributors. Conducted CE training. Key Account/Elite Account Manager specializing in business strategy planning, development, growth and retention. Brand Team Manger. Customer centric selling focus.
- 3 New product launches-2015, 2018, 2019
- Primary product average growth yr over yr 27%
- Top 15% National Sales Force ranked out of 515-2019
- Achieved 102% goal attainment Q2 2020 quarantine exceeding COVID-19 projection of 70%
Territory Manager
Henry Schein
10.2012 - 05.2015
- Direct B2B buy and bill, consultative sales of capital equipment, digital, surgical, diagnostic, lab and pharmaceutical supplies as well as clinical software programs. Conducted business development plans, insurance consulting, billing planning, and marketing programs. Specialty in total business solutions as a certified OSHA compliance trainer, conducting coaching in ICD-9 coding with confidence, Team Harmony, Total Health, and the management of Implementing successful specialty programs.
- 50% sales growth 2012
- Colgate-Palmolive sales award winner-2013
- Kavo Kerr equipment award winner-2015
Specialty Sales Representative
Inventiv Health
05.2009 - 12.2011
Pharmaceutical Sales Representative & Hospital Sales Representative
Schering Plough Pharmaceuticals (now Merck Sharpe & Dohme)
06.2006 - 05.2009
- Responsible for infectious disease (IV and oral), anti-infectives, allergy, immunology, and asthma and respiratory products. Focus on specialists that include infectious disease, ENT’s, pulmonologists, allergists, plastic surgeons, pediatrics, dermatologists. Special emphasis on Community Hospitals and emergency medicine with IV and oral antibiotics.
- New Product Launch 2006
- Outpaced the National Average with total 4 product portfolio-2009
- Nasonex Award 2009 largest regional market share increase
- Final ranking 10 out of 104 regionally, 341 out of 1589 with Proventil, 9 regionally 139 nationally with Foradil, 25 regionally 320 Nationally with Asmanex
- Converted 5 hospital formularies in 2007 and 2008
- Sales Excellence Surge Award 2008
- Nasonex Brand Champion Award 2008
- Ranked 2nd out of 525 nationally in 2007 for Asmanex growth
- Team leader for Asmanex launch in 2006
- Nasonex Brand Champion 2007
- Exceeded Expectations performance review in 2007, 2008, 2009
Master Claim Representative & New Hire Trainer
Nationwide Insurance
07.1998 - 06.2006
- Responsible for investigating, negotiating, settling and closing bodily injury claims. New Hire trainer and mentor. Litigation specialist and mediator
Senior Claim Representative
State Farm Insurance
12.1996 - 07.1998
- Responsible for investigating, negotiating, settling and closing bodily injury claims. New Hire trainer and mentor. Litigation trainer and mediator
Education
Bachelor of Arts - Criminal Justice
Marshall University
01.1996
Skills
Complex selling cycles
Strategic territory planning
Business development expertise
Reimbursements,buy and bill,and access strategy
Comprehensive business strategy development
Specialty product launch
Training facilitation and mentoring
Collaborative relationship building
Timeline
Senior Account Specialist, Institutional Sales
Abbvie Pharmaceuticals
10.2021 - Current
Specialty Territory Manager
Kala Pharmaceuticals
09.2020 - 10.2021
Specialty Territory Manager & Key Account Manager
Merck Sharpe & Dohme
05.2015 - 07.2020
Territory Manager
Henry Schein
10.2012 - 05.2015
Specialty Sales Representative
Inventiv Health
05.2009 - 12.2011
Pharmaceutical Sales Representative & Hospital Sales Representative
Schering Plough Pharmaceuticals (now Merck Sharpe & Dohme)
06.2006 - 05.2009
Master Claim Representative & New Hire Trainer
Nationwide Insurance
07.1998 - 06.2006
Senior Claim Representative
State Farm Insurance
12.1996 - 07.1998
Bachelor of Arts - Criminal Justice
Marshall University