Shannon E. Houston
Fishers,IN
Summary
Dynamic Key Account Pharmaceutical Manager specializing in rare diseases, with a proven track record in FDA-mandated REMS safety enrollment programs. Extensive experience in product launches and comprehensive knowledge of specialty pharmacy and buy-and-bill processes. Recognized with multiple awards for excellence, consistently achieving top 5% sales performance. Committed to driving growth and enhancing patient access through strategic partnerships and innovative solutions.
Sales professional with history of successfully growing territory sales and enhancing customer satisfaction. Known for strategic planning, relationship management, and consistently achieving sales goals. Focused on collaborative team efforts and delivering exceptional results while adapting to changing market dynamics. Possesses strong negotiation skills and proactive, results-driven attitude.
Results-driven sales professional with strong background in territory management and client relationship building. Skilled in sales strategy, negotiation, and market analysis. Known for fostering team collaboration and adapting to changing market needs. Focused on driving revenue growth and delivering measurable outcomes.
Overview
2023
2023
years of professional experience
1
1
Certification
Work History
Territory Sales Representative
Phathom Pharmaceuticals
2023 - 2025
- Product launch: First in class medication – Voquenza indicated for non-erosive/erosive GERD and H-pylori infection to Gastroenterologists, General Surgeons, Internal Medicine and Family Medicine. Counsel healthcare professionals on Specialty pharmacy utilization and best practices. Organize and complete monthly speaker programs with national and local KOL’s.
- Achievements include: Highest growth index, both TRX’s and NRX’s – 2Q2024, 3Q2024: 106% increase over 2Q2024, 4Q24 – third in Region, consistent recognition from Area Director for weekly increases, six weeks high, and record New Rx’s, Total Rx’s, and new prescribers. Identified local KOL and facilitated her recruitment on the National Speaker Board.
Key Account Manager
UCB (Zogenix)
01.2021 - 01.2023
- Review clinical information with pediatric neurologists, epileptologists, adult neurologists, and entire staff about Fintepla’s indication for seizures associated with Dravet Syndrome in patients two years of age and older. Review purpose of and enroll prescribers into the REMS Safety Program. Collaborate with Specialty Pharmacy Field Specialist to facilitate new patient referrals in rare disease. Introduced expanded indication product launch for the treatment of seizures associated with Lennox-Gastaut Syndrome during first quarter of 2022. Generated new patient referral with new prescribers within the first 90 days. Partner with local Advocacy Foundation to support educational programs and activities. Conduct monthly collaboration meetings with assigned MSL
CNS Specialty Sales Representative
Adlon Therapeutics (Syneos Healthcare)
01.2019 - 01.2021
- Educate Psychiatrists, Neurologists, Pediatricians, Primary Care and pharmacies on product launch of Adhansia XR for treatment options for ADHD and related disorders. Achievements include: Second highest number of new prescribers (Region 4Q20), third highest market share growth in region (1Q21), highest market share increase in Region (76.52%), selected as District Brand Sales and Marketing Team Representative.
Territory Manager – Women’s Health
Valeant Pharmaceuticals (IQVIA)
01.2017 - 01.2018
- Product re-launched – ADDYI - first in class, targeting Gynecologists/Primary Care/Internists/Family Practice and Psychiatrists in assigned territory. Regenerated interest and continue educating health care professionals regarding the product’s indication, mechanism of action, contraindications, warnings, and side effect profile according to the FDA approved criteria. Created awareness with health care professionals about the condition prevalence, incidence, and specific patient population appropriate for use of medication. Analyzed sales data to track utilization and new business development/opportunity. Achievements included: Established the highest producing new account in the Region, top 10 – National ranking, developed new business within targeted accounts, creating ten new prescribers, achieve and exceeded relevant quarterly prescription baseline requirements by 25% and 33% respectively, prepared and implemented business plan within assigned territory using SWOT approach
Sales Associate – Bobbi Brown
Nordstrom
01.2015 - 01.2017
- Retail sales for Bobbi Brown makeup counter.
Contract Healthcare Recruiter
Robinson Consulting Services
01.2010 - 01.2017
- Assisted owner with sourcing pharmaceutical sales reps, medical coding specialist and director of nursing positions. Identified qualified candidates and submitted to owner for additional contact and interviewing.
- Successfully sourced candidates that were hired by healthcare company in NJ
- Participated in 5-7 candidate searches where 5 of the candidates were hired by the company
Medical Sales Specialist
Eisai, Inc.
01.2006 - 01.2010
- Transitioned the sales of Zonegran from a branded product to the generic marketplace for the Neurology business. Directed the sales operations and services of Aricept and Aciphex to Neurologists, Geriatricians, Gastroenterologists and Internal Medicine physicians throughout the state of Indiana. Performed daily pharmacy calls educating the technicians and pharmacists on alternative payment options. Achievements included: Prepared benefit analysis for utilizing Aricept and Aciphex and increased sales though educating physicians and their staff about the safety, indications, and efficacy of the drug, organized successful Speaker programs for Aricept and Aciphex, provided caregivers of newly diagnosed Alzheimer’s disease patients with support group information, referrals to Indiana University Neurology Clinic, patient education materials, and other program resources, achieved and exceeded company sales goals for both products throughout employment with Eisai – 110% sales goal, Number one in region for Aricept market share change/number one out of 215 for Aciphex goal attainment
Physician Sales Representative
Tripath Imaging
01.2004 - 01.2006
- Provided education, sales and service of the Surepath Pap Test (indicated for the detection of Cervical Cancer and low/high risk HPV subtypes) to Gynecologists, Internists, and Family Practice Physicians. Achievements included: Converted Liquid Based Cytology from Thinprep to Surepath within OB/GYN practices utilizing Lab Corp, achieved and exceeded goal requirements in the face of zero placement of Surepath’s processing equipment within local laboratories, 30% CONVERSION from competitor utilization in Physician offices that were serviced by Ft. Wayne Medical Lab
Urology/Gynecology Sales Specialist
TAP Pharmaceuticals
01.1998 - 01.2004
- One of the Top 10 accounts for the company (Urology of Indiana) and single handedly raised the market share from 65% to 87.5% for one of the third largest accounts nationwide. Successfully exceeded national average in co-promotional product – Androgel. Achievements included: Repeatedly ranked highest percent to goal for Gynecology – Region, recognized for achieving highest percent to goal increase – Region, winner of the Fabulous Five Product Manager Regional Contest, first place winner in District Gynecology Contest, ranked #11 in the nation for Lupron Depot during the first year of qualification, number one Electronic Details winner – district, winner of the En Fuego in San Diego marketing contest for volume increase over 2002 – Attended Super bowl XXXVII, District Marketing Specialist – organized bi-weekly conference calls to review best practices. District Trainer – coach, test, and oversee the development of new hires in the district prior to attending Initial Sales Training, achieved above the national, regional, and district averages for Urology 4-month conversion and market share, inducted in the Excalibur Club for two consecutive years, inducted in the Excalibur One club – Number One Sales Representative – National Award
Education
Bachelor of Arts Degree - Psychology
Columbia College
Ceiba, PRSkills
- Product/Industry Experience:
- Gastroenterology, Neurology, OB/GYN, Oncology, Pediatric, Psychiatry, Urology, Hospital/Health Systems/Teaching Institutions, Injectable, Medical Device, Diagnostic Testing
- Skills:
- Healthcare reimbursement expertise
- Knowledgeable in injectable medication promotion and support
- Product knowledge
- Market research
- Competitor analysis
- Business solutions
- Technical aptitude
Certification
- Prior Authorization Certified Specialist Program Certification by ACMA
Timeline
Key Account Manager
UCB (Zogenix)
01.2021 - 01.2023
CNS Specialty Sales Representative
Adlon Therapeutics (Syneos Healthcare)
01.2019 - 01.2021
Territory Manager – Women’s Health
Valeant Pharmaceuticals (IQVIA)
01.2017 - 01.2018
Sales Associate – Bobbi Brown
Nordstrom
01.2015 - 01.2017
Contract Healthcare Recruiter
Robinson Consulting Services
01.2010 - 01.2017
Medical Sales Specialist
Eisai, Inc.
01.2006 - 01.2010
Physician Sales Representative
Tripath Imaging
01.2004 - 01.2006
Urology/Gynecology Sales Specialist
TAP Pharmaceuticals
01.1998 - 01.2004
Territory Sales Representative
Phathom Pharmaceuticals
2023 - 2025
Bachelor of Arts Degree - Psychology
Columbia College
Two time President’s Club Recipient
Highest Percent to Goal, Highest Market Share Growth