SERENA PELLEGRINO
Novato,CA
Summary
Experienced Medical Account Executive with 15 years in healthcare sales, specializing in high-value accounts such as hospital systems and provider networks. Strong background in laboratory diagnostics and capital equipment, dedicated to improving patient outcomes. Skilled in fostering physician relationships and enhancing prescription rates through strategic presentations. Notable successes include driving account revenue growth and enhancing engagement through focused initiatives.
Overview
10
10
years of professional experience
Work History
Physician Account Executive
Quest Diagnostics
05.2024 - Current
- Expanded territory worth $3.3 million, boosting revenue by 18% in six months.
- Recaptured over $500,000 in lost business through targeted outreach efforts.
- Achieved budget surplus of 25% in previously underperforming territory.
- Established strong relationships with key physician practices, ensuring over 90% account retention in Q1.
- Developed consultative partnerships to align lab services with clinical and financial objectives.
- Cultivated strategic relationships with government and commercial payor entities.
Hospital Account Manager, Transplant Diagnostics
Eurofins/Viracor
Bay Area, CA
05.2022 - 05.2024
- Educated academic and hospital system specialists on transplant diagnostics and biomarkers.
- Managed relationships with high-value medical institutions across oncology and transplant sectors.
- Achieved 123% of sales target in August 2023, closing year at 112%.
- Received SPIFF award for exceeding KPI targets in 2022.
- Identified growth opportunities through data analysis and performance reporting.
- Led contract negotiations to enhance client loyalty through strategic value delivery.
- Launched innovative specialty diagnostics products, expanding market presence.
Territory Manager
Apex Infusion
10.2021 - 04.2022
- Designed customized business development strategies that increased client revenue and market presence.
- Expanded territory coverage by 100% through engagement with high-potential accounts.
- Established strategic partnerships with providers, hospital pharmacies, and C-suite executives.
- Developed CRM system that enhanced pipeline visibility and improved conversion rates.
- Educated medical staff on benefits and clinical applications of infusion therapy products.
- Executed strategic business plans to drive significant growth in market share.
Clinical Liaison
Coram/CVS
10.2017 - 10.2021
- Achieved recognition as #1 New Hire for business acumen and sales training performance.
- Ranked #4 nationally among 350+ peers during COVID-19 pandemic.
- Managed sales across all SF hospital systems to ensure effective home IV infusion post-acute care.
- Led discussions on Value-Based Purchasing aimed at reducing readmission rates.
- Selected as UCSF brand ambassador for antimicrobial stewardship initiative.
- Secured Preferred Provider status at UCSF and earned SPIFF award for TPN sales.
Clinical Trainer
Venus Concept
09.2015 - 03.2017
- Oversaw national certification and product launch training for advanced medical devices.
- Developed evidence-based curricula that enhanced clinical outcomes and ensured regulatory compliance.
- Received recognition from KOL physicians for excellence in training and certification execution.
- Managed IRB study sites to facilitate FDA approval processes.
Education
BA - Psychology
Long Island University
Southampton, NYSkills
- Networking and negotiation
- Persuasion and influence
- Strategic problem-solving
- Salesforce expertise
- Forecasting and pipeline management
- C-suite presentations
- Industry knowledge and insights
- Client relationship management
Timeline
Physician Account Executive
Quest Diagnostics
05.2024 - Current
Hospital Account Manager, Transplant Diagnostics
Eurofins/Viracor
05.2022 - 05.2024
Territory Manager
Apex Infusion
10.2021 - 04.2022
Clinical Liaison
Coram/CVS
10.2017 - 10.2021
Clinical Trainer
Venus Concept
09.2015 - 03.2017
BA - Psychology
Long Island University
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