Salvatore Vecchio
West Babylon
Summary
Dynamic Area Business Specialist at Johnson and Johnson with a proven track record in reimbursement processes and customer relationship management. Achieved exceptional sales results, driving growth through strategic education and product promotion. Adept at navigating regulatory compliance, I excel in fostering partnerships that enhance market presence and operational efficiency.
Overview
27
27
years of professional experience
Work History
Area Business Specialist
Johnson and Johnson
06.2024 - Current
- Educating practices on appropriate efficiency practices to infuse the JNJ pharmaceutical product(s) to remain viable, updating practices on key private and public payer changes that impact infusion process, ensure staff in infusion clinics have been trained using JNJ products.
- Assist members of sales force including Immunology Specialists and District Managers in all aspects of product promotion, including but not limited to product access, pull-through and reimbursement.
- Serve as a resource to territory accounts and Janssen Biotech staff regarding local, regional and national payer policies; reimbursement regulations and processes (i.e., eligibility and benefit verification, pre-authorization, billing, coding, claims, and appeals/grievances); practice management; Medicare and Medicaid rules and regulations; OSHA; HIPAA; and state-specific clinical staff licensing / certification requirements for product compounding, admixture, administration and monitoring.
- Sales Results- Performance review 2024: Exceptional/Strong
Key Account Specialist
Johnson and Johnson
01.2018 - 06.2024
- Coalition lead, responsible for strategic partnering across Neuroscience Sales Specialists, Patient Access Specialist and Medical Science Liaison counterparts to support education and generating demand for Janssen Neuroscience products including SPRAVATO, INVEGA SUSTENNA, INVEGA TRINZA, and INVEGA HAFYERA.
- Provide clinical and operational education to target customers to drive growth of key accounts.
- Operational responsibilities include educating customers on access and reimbursement, product acquisition via pharmacy and buy & bill, Physician Contacting, Specialty Distributor Contracting, Billing and coding, and Product Fulfillment support.
- Institutional lead for territory, responsible for activating key IDNs and Hospitals including Northwell, Catholic Health, Nassau University Medical Center, and Stonebrook.
- Establish clinical, economic and emotional benefits of INVEGA SUSTENNA, INVEGA TRINZA, and INVEGA HAFYERA with Population Health Decision Makers within strategic accounts.
- Sales Results 2023: 133% above quota
- Sales Results 2022: 120% above quota
- Sales Results 2021: 145% above quota
- Sales Results 2020: 130% above quota
- Sales Results 2019: 200% above quota
- Sales Results 2018: 100% above quota
Divisional Sales Manager, Infection Risk Management Division
Ethicon
01.2012 - 12.2017
- Led team of 6 Sales Representatives and 4 Clinical Nurse Specialists in multiple territories to exceed sales and profit goals for Infection Risk Management products.
- Supported Director of Sales in the creation of sales forecasts, budgets, business plans and overall sales and marketing strategies.
- Strong team leader with focus on growth and development of direct reports. Led career development discussions, co-created development plans, implemented stretch assignments and successfully advanced careers of direct reports including 5 promotions.
- Managed large Integrated Delivery Systems at the corporate level throughout the Northeast. Top customers included: Infection Prevention, Infectious Diseases, Critical Care, Surgery/Operating Room, Plastics, Oncology, Orthopedics, Quality Assurance, Purchasing, Materials management, Value Analysis and C-Suite.
- Negotiated contracts with National GPOs and IDNs within the Northeast in partnership with Corporate Accounts and Strategic Customer Group.
- Sales Results 2017: Rank #2 of 5, 102% growth above baseline
- Sales Results 2016: Rank #3 of 5, 102% growth above baseline
- Sales Results 2015: Rank #2 of 6, 111% growth above baseline
- Sales Results 2014: Rank #3 of 6, 106% growth above baseline
- Sales Results 2013: Rank #2 of 6, 109% growth above baseline
- Sales Results 2012: Rank #2 of 6, 116% growth above baseline
Executive Hospital Specialty Representative
Ethicon Products
12.2005 - 12.2011
- Responsible for selling and growing market share of Biopatch products to hospitals and exceeding sales goals and objectives.
- Developed business relationships with key outside medical supply companies, custom kit assemblers and hospital distributors.
- Top customers included: Infection Control, Critical Care, Surgery/Operating Room, Plastics, Infectious Diseases, Oncology, Orthopedics, IV Therapy, Quality Assurance, Anesthesia and Purchasing.
- Selected and completed in-house Marketing rotation.
- Worked with Purchasing/Materials Management on contracting. Both independent and group purchasing organization contracting.
- Other responsibilities included: In house Marketing rotation at home office. Training and Mentoring of Sales Representatives. Developing content for national training meetings, Conducting Field Visits with Sales representatives.
- Sales Results 2011: Rank #5 of 30
- Sales Results 2010: Rank #5 of 30
- Sales Results 2009: Rank #4 of 30
- Sales Results 2008: Rank #6 of 30
- Sales Results 2007: Rank #5 of 30
- Sales Results 2006: Rank #5 of 30
- Sales Results 2005: Rank #5 of 30
Professional Sales Representative
Ortho-McNeil/Janssen Pharmaceutical
06.2001 - 12.2005
- Responsible for sales growth with Primary Care and specialty physicians, including Gastroenterologists and Neurologists.
- Products promoted: Aciphex, Reminyl, Levaquin, Risperdal, Ultracet, Sporanox.
- Developed and implemented quarterly business plans in collaboration with District Manager and counterparts.
- Created and executed business presentations for district meetings to enhance business acumen of entire team.
- Enhanced personal career development by participating in interviews, coaching on field rides, and leading training efforts within team, including serving as business acumen coordinator for the district.
- Received District Representative of the Year Award in 2002.
Sales Manager
Corporate Security Resources
08.2000 - 05.2001
- Managed Security Guards for Private security firm.
Police Officer
New York City Police Dept.
08.1998 - 08.2000
- Transit Police Officer for the New York City Police Department.
Education
Bachelor of Arts - Criminal Justice
Long Island University, C.W. Post Campus
01.2000
Skills
- Reimbursement processes
- Product promotion
- Sales forecasting
- Market analysis
- Regulatory compliance
- Customer relationship management
Career Development And Key Accomplishments
- 2022 Represented Northeast Region Business Analytics team
- 2021 Represented Tri-State team on Neuroscience Culture Team
- 2019 Represented Tri-State Division on National Advisory Board Team
- 2019 Winner of Presidents Circle
- 2018 Represented Tri-State Division on National Advisory Board Team
- 2017 Manager Lead for Competitive team
- 2016 Led international Biopatch training class in London
- 2016 Completed the Distinguished Customer Engagement class
- 2015 Advanced two Representatives into the Sales Leadership Development Program
- 2015 Completed First Line Leader I & II class
- 2014 Winner of Top Bulk Non Sterile growth of Biopatch award
- 2014 Manager lead for Peripheral IV team
- 2013 Manager lead for competitive team
- 2012 Manager lead for compensation team
- 2011 Completed JNJ Management Development Program
- 2011 Achieve Global Class part I & II
- 2010/2011 In House marketing rotation
- 2010/2011 competitive coordinator
- 2005-2011 circle of excellence for exceeding business plan
- 2010 Business Challenge Winner
- 2010 Arterial Contest Winner
- 2009-2011 Member of compensation team
- 2009 facilitated primary sales school
- 2009 Trainer of the year
- 2008 Targeting Selecting Interviewing class
- 2008 Completed mastering consulting skills class
- 2007 Completed Managing your manager class
- 2006 Developed 4 speaker advocates
- 2005 completed Management Development Lab
- 2004 Entered Management Development Program
- 2003 Promoted to Professional Sales Representative
- 2003 FSD award winner
- 2003 Train the Trainer class
- 2002 District Representative of the year
External Experience
- Corporate Security Resources, Sales Manager, 08/00, 05/01
- New York City Police Dept., Police Officer, 08/98, 08/00
Timeline
Area Business Specialist
Johnson and Johnson
06.2024 - Current
Key Account Specialist
Johnson and Johnson
01.2018 - 06.2024
Divisional Sales Manager, Infection Risk Management Division
Ethicon
01.2012 - 12.2017
Executive Hospital Specialty Representative
Ethicon Products
12.2005 - 12.2011
Professional Sales Representative
Ortho-McNeil/Janssen Pharmaceutical
06.2001 - 12.2005
Sales Manager
Corporate Security Resources
08.2000 - 05.2001
Police Officer
New York City Police Dept.
08.1998 - 08.2000
Bachelor of Arts - Criminal Justice
Long Island University, C.W. Post Campus
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