Summary
Overview
Work History
Education
Skills
Accomplishments
Timeline
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Scott Highland

Jacksonville,FL

Summary

Accomplished Pharmaceutical/Medical Sales specialist with 25 years of experience facilitating and sustaining customer relationships. Use of clinical background to develop a targeted approach to meet needs of each client and attending to requests. Known for superior consultation skills and service to consistently exceed sales goals.

Overview

32
32
years of professional experience

Work History

Regional Major Account Executive-Hospitals

Exela Pharma Sciences
10.2016 - Current
  • Grew new customer relationships and revenue through sales of FDA Approved Manufactured Sterile Injectables products att hospital pharmacy level and OR's
  • Promoted from Key Account Manger to Major Account Executive in the 3rd year of employment.
  • IDN Contracting for all products in region.
  • Monitored client satisfaction and prioritized issue resolution for superior customer experiences.
  • Achieved sales goals and service targets by cultivating and securing new customer relationships.
  • Determined revenue growth opportunities and enhanced service levels by closely monitoring developments in assigned accounts.
  • Exceeded sales quotas and increased profitability through effective sales strategy and business planning.
  • Set meetings and managed obligations to achieve established goals and commitments.
  • Managed accounts to retain existing relationships and grow share of business.
  • Communicated product quality and market comparisons by creating sales presentations.

Area Sales Leader

Holiday Retirement
01.2013 - 10.2016
  • Executed proven strategies to hit sales quota and help company achieve goals.
  • Built lasting relationships with clients through outstanding customer service interactions.
  • Reported sales activity, generated sales quotations, and proposals and maintained customer contact database to achieve sales objectives and quota.
  • Established strong relationships with major accounts and key decision-makers to increase sales in designated territory.
  • Led sales region to increase sales and boost team morale.
  • Hired, mentored and motivated sales professionals to service customer accounts and target metrics.

Regional Hospital Sales Account Manger

Ameridose
11.2009 - 12.2012
  • Built and strengthened long-lasting client relationships based on accurate price quotes and customer-centric terms.
  • Evaluated client needs and developed tailored solutions to increase positive customer ratings.
  • Educated clients on new products or services to increase customer engagement with brand.
  • Facilitated client satisfaction and renewed customer relations to drive growth.
  • Oversaw new business development to generate sales leads, negotiate client pricing and forecast revenue.
  • Identified key entry points to enhance market penetration and maximize returns.
  • Built relationships with customers and community to promote long term business growth.

Senior Pharmaceutical Sales Representative

Johnson & Johnson, Ortho-McNeil Pharmaceuticals
03.2002 - 04.2009
  • Contacted customers and prospects to generate new business to achieve company growth goals.
  • Used consultative sales approach to understand and meet customer needs.
  • Managed sales plan activities, promotions and product launches resulting in expanded revenues and branding.
  • Maintained sales tracking reports to support operational enhancements and implement corrective actions.
  • Worked to develop network by identifying and pursuing new leads, attending industry events, and building rapport with clients.
  • Demonstrated products and specific features at customer locations and special events.
  • Monitored weekly sales to write reports for senior leadership and streamline operational processes.
  • Branded products through effective salesmanship and maintained long-term relationships with clients.

Central Florida Region Respiratory Manager

American Pharmaceutical Services
01.1999 - 03.2002
  • Established and maintained effective communication with staff, physicians and community organizations to promote high quality patient care.
  • Recruited, hired and trained all staff, providing direct supervision, ongoing staff development and continuing education to employees.
  • Communicated with patients, ensuring that medical information was kept private.
  • Liaised with other healthcare professionals to develop comprehensive patient care plans and provide highest quality of care.
  • Conducted routine facility inspections, identifying areas needing improvement and eliminating hazards posed to staff and residents for continued compliance with associated regulations.
  • Implemented successful healthcare program through professionalism, quality of care, medical teaching and patient satisfaction.
  • Designed and introduced leadership development, coaching and team management model, resulting in promotion of employees into increased levels of responsibility.
  • Spearheaded and implemented new projects to expand scope of engagement.

Registered Respiratory Therapist Team Lead

Orlando Regional Medical Center
01.1992 - 12.1999
  • Managed and operated mechanical ventilators to deliver airway management.
  • Collaborated with physicians and other healthcare professionals to develop and implement patient treatment plans.
  • Administered oxygen therapy, aerosol therapy and inhalation therapy to improve patients' breathing and lung function.
  • Educated patients and families on proper use of respiratory equipment and techniques for managing respiratory disorders to improve patient outcomes.

Education

Bachelor of Science - Cardiopulmonary Sciences

University of Central Florida
Orlando, FL
05.1993

Skills

  • Partnership Development
  • Account Management
  • Customer Engagement
  • Sales Forecasting
  • Sales Contracts and Agreements
  • Contract Negotiation
  • Brand Development
  • Contract Management

Accomplishments


  • Representative of the year and quarter several times at Johnson & Johnson: Ortho-McNeil Pharmaceuticals
  • Sales Representative of the Year 2019 at Exela Pharma Sciences
  • IDN Contracting specialist for Exela Pharma Sciences.

Timeline

Regional Major Account Executive-Hospitals

Exela Pharma Sciences
10.2016 - Current

Area Sales Leader

Holiday Retirement
01.2013 - 10.2016

Regional Hospital Sales Account Manger

Ameridose
11.2009 - 12.2012

Senior Pharmaceutical Sales Representative

Johnson & Johnson, Ortho-McNeil Pharmaceuticals
03.2002 - 04.2009

Central Florida Region Respiratory Manager

American Pharmaceutical Services
01.1999 - 03.2002

Registered Respiratory Therapist Team Lead

Orlando Regional Medical Center
01.1992 - 12.1999

Bachelor of Science - Cardiopulmonary Sciences

University of Central Florida

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