Regina Quercia, MBA
Melbourne,FL
Summary
Highly talented and motivated, inspirational leader with over 21 years of industry experience within multiple disease states, dedicated to positively impacting patient lives. Passionate about coaching, mentoring and developing people. Recognized as a team-builder who bolsters trust, teamwork and collaboration. Has a proven track record of taking initiative and driving business results. Ability to identify strategic business opportunities and create tailored solutions.
Overview
26
26
years of professional experience
1
1
Certification
Work History
Interim District Business Manager, Rare Disease
Bristol-Myers Squibb
12.2022 - Current
- Lead and manage highly talented sales team of 10 Territory Business Managers, both Retail and Institutional, who are responsible for driving results for ELIQUIS and CAMZYOS
- Responsible for executing on brand objectives, business analytics, effective resource utilization
- Coach and mentor for career development
- Drive business results
- #1 District Nationally for CAMZYOS in T1 2023
- #1 District Nationally for Eliquis, Retail, T2 2023 to Date
Manager of Regional Field Operations
Bristol Myers Squibb
10.2021 - Current
- Support 10 District Business Managers, Regional Business Director and over 100 Territory Business Managers
- Manage multi-million-dollar budget
- Monitor effective Regional resource utilization
- Ensure compliant Regional operations
- Account Planning for launch of ground-breaking first in class product, rare disease
- Creator and Content manager for National Cardiovascular SharePoint site
- Analyze performance and sales force execution data to identify opportunities for growth and performance improvement and present recommend response plans
- Effectively collaborate across Matrix team
- Create and disseminate weekly Regional performance recognition
- Liaison between Home Office and Regional management team to discuss and solve operational issues
- Edit and disseminate National communications
Executive Territory Business Manager
Bristol Myers Squibb
07.2013 - 10.2021
- Hospital and Retail Sales - Cardiology, Pulmonology, PCP, Oncology, Orthopedics
- Eliquis Product Launch
- Responsible for Hospital Formulary Inclusion and utilization as well as Retail sales
- Top 20% Nationally 2017
- Top 7% Nationally 2016 – Achieved Pinnacle Award
- Top 5% Nationally 2015 – Achieved Pinnacle Award
- Top 5% Nationally 2014 – Achieved Pinnacle Award
- Promoted to Executive Level Business Manager (3/18)
- Inducted into Sales Leadership Society 2016-2021
- Created revised Region Budgeting tool
- Participated in creating and executing new sales training program
- Training Class Advisor
- Appointed District Sales Trainer for 2015 and 2016
- Awarded 212 Degree Award for exceptional teamwork and building relationships, and multiple peer awards
- Developed National KOL
- Mentored peers Nationally
Acting District Business Manager
Bristol Myers Squibb
04.2018 - 03.2019
- Managed team during manager's leave of absence
- Ensured strategic sales plans were being achieved
- Monitored sales performance and identified areas for improvement
- Provided guidance, support and motivation
- Ensured team was operating within all compliance guidelines
Acting Regional Manager of Field Operations
Bristol Myers Squibb
01.2014 - 01.2015
- Supported 10 District Manager and Regional Manager (Region won Pinnacle Award during tenure)
- Served as liaison between Home Office and Regional management team in functional areas (i.e.: Marketing, Targeting and Alignment, Sales Training, Alliance Management, etc.) to discuss opportunities and/or troubleshoot regional operational issues
- Ensured efficient utilization of region allocations through use of various tools (i.e.: HCP Connect) as well as identified, allocated and tracked pull through resources (i.e.: Region Flex, Access Resources, Samples, Promotional Programs, Marketing sponsored programs, etc.)
- Managed coordination and implementation of Region meetings and teleconferences
- Analyzed performance and productivity data with a focus on identifying opportunities for growth and performance improvement; developed and recommended response plans
- Analyzed Payer Channel performance metrics against regional/ district/ territory plan goals, (Cardiology and Endocrinology focused selling)
Diversity and Inclusion Initiatives
Bristol Myers Squibb
02.2020 - Current
- Editor of Global B-NOW (Bristol Myers Network of Women) Newsletter
- Launched US Field Chapter of B-NOW and appointed Communications Lead, led diverse team
- Became certified Verified Inclusion Partner by Neuro Science Institute
- Created and Presented National Inclusion Initiatives to top level management
- Southeast Region Diversity and Inclusion Lead
Cardiovascular Specialty Representative
AbbVie, formally Abbott Laboratories
05.2006 - 07.2013
- Top 5% of Sales Force for Q1, 2013
- Top 11% of Sales Force for 2012
- Awarded 2012 Vision Award, peer nominated, for demonstrating clinical knowledge, winning sprit, and business ownership
- Appointed by Area Manager to National Sales Advisory Board- “It’s About Time”
- Appointed member of East Area ACE initiative to develop and execute area level teleconferences, training representatives on successful strategies to grow Niaspan 2012
- PACE Award, peer nominated for Abbott Value of Enduring
- Consistently exceeding 100% of quota by focusing on targeting, messaging and resources
- Selected as MVP by Peers for Outstanding Leadership, Innovation, Collaboration and Teamwork 2010
- Achieved ‘All Star’ – Top 6% of Sales Representatives 2008
- Achieved #1 Market Share in Nation for New Product Launch 2008
- Achieved ‘All Star’ – Top 5% of Sales Representatives
Pharmaceutical Specialty Representative
Abbott Laboratories
11.2003 - 05.2006
- Walk-In Clinics, Primary Care Physicians, Emergency Rooms, Urology, Cardiology, Endocrinology, and Rheumatology)
- Top 20% Nationally
- Managed team driven co-promotion of Arthritis and Antihypertensive products as well as solo promotion of Antibiotic, BPH, Thyroid, and Lipid medications
- Formulated effective presentations including customer education and in-services and developed tailored messaging to target needs of varying physician specialties
- Identified new opportunities to develop new customers and increase sales
Copier Sales Representative
Toshiba Business Solutions, IKON
01.2001 - 01.2003
Management Trainee and Loss Control Administrator
Enterprise Rent-A-Car
01.1998 - 01.2000
Education
MBA -
Stetson University
Deland, FL05.2008
BBA - Marketing
Stetson University
Deland, FL05.1998
Skills
- Leadership and Team Building
- Strategic Business Planning
- Budget Management
- Goal Development and Execution
- Customer Focused Selling
- Rapport Building
- Communication and Interpersonal Skills
- Mentoring and Coaching
- Data Analysis
Accomplishments
- #1 District Nationally for CAMZYOS in T1 2023
- #1 District Nationally for Eliquis, Retail, T2 2023 to Date
- #2 Region Nationally 2022
- Top 20% Nationally 2017
- Top 7% Nationally 2016 – Winner's Circle
- Top 5% Nationally 2015 – Winner's Circle
- Top 5% Nationally 2014 – Winner's Circle
- 212 Degree Award for exceptional teamwork and building relationships
- Top 11% Nationally 2012
- Vision Award for demonstrating clinical knowledge, winning sprit, and business ownership 2012
- PACE Award, peer nominated for the Abbott Value of Enduring
- MVP Award for Outstanding Leadership, Innovation, Collaboration and Teamwork 2010
- Top 6% Nationally 2008 - All Star
- #1 Market Share Nationally for New Product Launch 2008
- Top 5% Nationally 2007 - All Star
Certification
Verified Inclusion Partner (NeuroLeadership Institution) Certified (2020,2021)
ACC (American College of Cardiology) Certified (2012, 2013,2022)
BCCL (National Lipid Association) Certified (2011)
Joslin Diabetes Center (2007)
Timeline
Interim District Business Manager, Rare Disease
Bristol-Myers Squibb
12.2022 - Current
Manager of Regional Field Operations
Bristol Myers Squibb
10.2021 - Current
Diversity and Inclusion Initiatives
Bristol Myers Squibb
02.2020 - Current
Acting District Business Manager
Bristol Myers Squibb
04.2018 - 03.2019
Acting Regional Manager of Field Operations
Bristol Myers Squibb
01.2014 - 01.2015
Executive Territory Business Manager
Bristol Myers Squibb
07.2013 - 10.2021
Cardiovascular Specialty Representative
AbbVie, formally Abbott Laboratories
05.2006 - 07.2013
Pharmaceutical Specialty Representative
Abbott Laboratories
11.2003 - 05.2006
Copier Sales Representative
Toshiba Business Solutions, IKON
01.2001 - 01.2003
Management Trainee and Loss Control Administrator
Enterprise Rent-A-Car
01.1998 - 01.2000
MBA -
Stetson University
BBA - Marketing
Stetson University