Richard O'Neal
Los Angeles,CA
Summary
Award winning and competitive sales professional with vast experience and success in the pharmaceutical industry. Results driven and customer focused professional with experience presenting to a diverse group of targeted physicians (Oncology, Hematology, Nuclear Medicine, Pain Management, Gastroenterology, Oncology, Neurology, Cardiology and Internal Medicine,) in hospitals, clinics and office based settings. Detail oriented professional who is effective at utilizing multiple sales models, focusing on the customer and total office. Sales professional who is adaptive to changing markets and industry demands.
Overview
26
26
years of professional experience
Work History
Strategic Account Manager - Rare Disease
Emmaus Life Sciences
12.2021 - Current
- Successfully manages multi-state territory driving business sales and revenue of specialty product for patients with rare disease
- Responsible for securing formulary access at key institutions
- Responsible for all aspects of sales, marketing development and strategic business planning and implementation for assigned territory
- Created and implements strategic targeting, business planning and territory mapping to optimize reach and frequency to key accounts
- Consistently achieve and exceed sales objectives for the territory resulting in bonus payouts every quarter since starting with company
- Developed and fostered strong business relationships with physicians, support staff, key thought leaders, hospitals, organized health systems in the territory
- Selected to work on special 5 person marketing team and helped developed 4 new marketing pieces for the sales force
- Strategically utilizes our matrix team and key resources to assist in driving sales in key accounts
- Organized and conducted several Peer-to-Peer speaker programs to drive sales, educate physicians and health care professionals and achieved a positive ROI on each one
- Participated and represented Emmaus at several national conferences coast to coast interfacing with physicians and HCPs
- New hiree mentor 2023-2024
- Bonus Qualifier Q1, Q2, Q3, Q4 2023
- Bonus Qualifier Q1, Q2, Q3 and Q4 2022
- Bonus Qualifier Q4 2022 Kick Inflation Contest
- Awarded Top Regional Strategic Account Manager Q2 2022
- Award Winner - Bonus Qualifier - Drive for 5 Contest - Q1 2022
Account Manager - Oncology/Nuclear Medicine
Curium Pharmaceuticals
07.2020 - 11.2021
- Successfully launched and promoted new innovative oncology/radiology isotope to targeted HCPs (Nuclear Medicine, Oncology, Hematology, Radiology, and Specialty Radiopharmacies)
- Managed the selling process in all assigned call points (Hospitals, Medical Imaging sites, Physicians, Nurses, Nuclear Medicine Technologist, Pharmacist, Department Managers, Procurement and Reimbursement Specialist)
- Developed and effectively executed strategic growth-centered business plan resulting in success at major targeted accounts
- Secured formulary access and usage at key teaching institutions for new agent
- Met and exceeded sales target for promoted product resulting in hitting bonus qualification payouts every trimester
- Maintained and executed territory business and objectives in-line with company goals and expectations
- Collaborated cross-functionally with sales, marketing, medical affairs, customer service, compliance and other stakeholders to ensure territory goals are met
- Utilized available resources in efficient, cost-effective manner to optimize the sales process (marketing programs, in-house matrix team and clinical support).
Pharmaceutical Sales Specialist
AMPLITY HEALTH
03.2015 - 04.2020
- Successfully launched and promote new innovative product for pain management to targeted HCPs (Pain Management, Gastroenterology, Internal Medicine and other related specialties)
- Created and successfully implemented strategic business plans and tactical strategies within assigned territory to achieve individual, territory and company goals for sales, market share, and call metrics
- Profiled and managed a list of HCP targets and provided value-added benefits to grow product sales and volume
- Successfully demonstrated ability to enter new environments and quickly produce clear cut results through targeted sales analysis, execution and meeting the customer's needs.
- Consistently met quarterly and year-end target, execution, and bonus qualifier goals.
- Effectively worked with AstraZeneca counterparts and Matrix team regarding territory coverage, account access and issues (coding, billing etc.).
- Coordinated and conducted several successful physician peer-to-peer speaker programs with territory counterparts involving KOLs in the pain management arena resulting in new sales and product growth.
- District STAT (Sales Tools Apps & Technology) Champion and district trainer
- Communicated bi-weekly via emails to district to keep informed on STAT updates and training modules.
- Continually received multiple 'On The Spot' awards for teamwork and leadership.
- Achieved 105.3% sales goal attainment to date Q1 2020
- Achieved 111% sales goal attainment Q1 2019
- Achieved 108% sales goal performance attainment year-end 2018
- Ranked Top 10% in country 2017
- Ranked #1 Pharmaceutical Sales Specialist - Los Angeles District 2017
- Ranked #7 in company 2017 with 17.54% volume growth & 119.04% to baseline goals
- Ranked #1 Pharmaceutical Sales Specialist companywide Q3 2017
- Top Pharmaceutical Sales Specialist of quarter Q3 2017, Q4 2017 (Western Region)
- Ranked #1 in District and Western Region Q1 2016 & Q2 2016
- Ranked #2 countrywide Q1 2016
- Ranked #3 countrywide Q2 2016
- Achieved Top 20% in country 2016.
Senior Marketng Manager
UNIQUE INSYNC PRODUCTIONS INC.
10.2012 - 06.2014
- Managed and represented clients in the entertainment industry
- Help negotiated contracts and client arrangements
- Coordinated meetings with industry representatives
- Researched opportunities for client development.
Senior Territory Business Manager
BRISTOL MYERS SQUIBB ONCOLOGY
12.1997 - 09.2012
- Drove business revenues through direct sales of oncology products to hospitals, community based physicians, HMO's, PPO's, and pharmacist to meet and exceed target sales
- Consistently met and exceeded territory goals during two product launches (Erbitux and Sprycel)
- Routinely organized physician peer to peer speaker grand rounds, dinner programs and symposiums.
- District computer trainer - trained district and new hires on new software and company systems.
- Company representative and interviewer at 'National Sales Network's' Annual Conference and Career Fair.
- District newsletter editor - develop format, pooled district, researched information and distributed monthly.
- 2012 (Jan 2012 - Jun 2012) Total target/payout = 112.79%
- 2011 "Best Performer Club" rank in region = 14 out of 64 (top 25%)
- 2010 "Certificate of Recognition" Sales Achievement 114.68%
- 2008 "VP Certificate of Recognition" for Core BMS Behavior - Energizes/Training Others POA II
- 2008 "Spot Award - Develops People" Oncology Track 4
- 2007 Innovative CORE Mentoring Program Certificate for for development and completion.
- 2004 & 2005 Erbitux sales performance contest winner
- 2003 "Best performer Award/Trip Winner" - Top 10% in region, 110.47% total promotable products
- 2002 "Best Performer Award/Trip Winner" - Top 10% in region. Exceeded product goals by 13.62%
- 2000 "Race for the Race Award/Trip Winner - Top 20% Sales Achievement
- 1999 "Best Performer Award/Trip Winner - Top 10% Sales Achievement in region.
Education
BACHELOR OF ARTS - BUSINESS / MUSIC MERCHANDISING
University of Miami
Miami, FLSkills
- Territory / Account Management
- Competitive / Market Analysis
- Teaching and Community Hospital Sales
- Customer Needs Assessment
- Business Development
- Negotiating / Closing Skills
- Sales Force Training
- Results Driven
Affiliations
- National Sales Network (NSN)
Timeline
Strategic Account Manager - Rare Disease
Emmaus Life Sciences
12.2021 - Current
Account Manager - Oncology/Nuclear Medicine
Curium Pharmaceuticals
07.2020 - 11.2021
Pharmaceutical Sales Specialist
AMPLITY HEALTH
03.2015 - 04.2020
Senior Marketng Manager
UNIQUE INSYNC PRODUCTIONS INC.
10.2012 - 06.2014
Senior Territory Business Manager
BRISTOL MYERS SQUIBB ONCOLOGY
12.1997 - 09.2012
BACHELOR OF ARTS - BUSINESS / MUSIC MERCHANDISING
University of Miami
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