Sonia M. Newman
Pharma Sales Leadership
Scottsdale,AZ
Summary
Clinical and business leader with 25 years of experience in team leadership and talent development. Expertise in integrating clinical knowledge to enhance sales and patient services, leading to top-tier performance in multiple leadership roles.
Overview
33
33
years of professional experience
1
1
Certification
Work History
National Director, Patient Support Case Management
Novartis Pharmaceuticals
Scottsdale, AZ
12.2022 - 12.2024
- Spearheaded hiring and launch of Kiskali and Scemblix Patient Support Center leadership teams in AZ and NJ, achieving notable recognition for exceptional oncology patient support.
- Recruited and mentored over 50 leadership team members, including Associate Directors, Managers, and Supervisors.
- Collaborated with Kiskali and Scemblix Oncology Disease State Team to create innovative Patient Navigator tools.
- Delivered Service Level Agreement performance of 99% through targeted coaching, key performance metrics, and leveraging the Performance Management Team.
- Developed plan and implemented a new call center in Tempe, AZ, to support up to 200 employees.
- Successfully executed call center launch in 2023. Recognized by U.S. Leadership for a highly effective launch, integrating patient support and reimbursement management.
National Director, Patient Services
Novartis Pharmaceuticals
Scottsdale, AZ
01.2022 - 12.2022
- Led Patient Services operations nationally for Cosentyx prior to reorganization decisions in 2022.
- Coached and mentored national management team while fulfilling added responsibilities for the West region.
- Resolved regional management alignment issues to facilitate team growth and skill development.
- Led training of Cosentyx reimbursement managers hired to work with patient liaisons, targeting over 100 key offices and accounts.
- Recognized by U.S. leadership for leading reimbursement managers and patient liaisons through an alignment of customer knowledge and market payer information for 20+ national accounts.
- Directed transition from Cisco and Verint to Genesys, addressing system issues and training needs.
Regional Leader, Patient Services
Novartis Pharmaceuticals
Chicago, IL
08.2017 - 12.2021
- Led Patient Services teams across Central and West Regions, driving operational efficiency.
- Hired, developed, and coached 20 Patient Service Liaisons (PSLs) to elevate patient interactions.
- Collaborated with peer regional leaders to implement best practices for Patient Service Liaison (PSL) teams.
- Coordinated commercial sales and field reimbursement leaders to optimize regional services.
- Rebuilt and trained multiple PSL teams post-downsizing to enhance service delivery.
- Established strong interdepartmental relationships to facilitate seamless operations.
- Evaluated employee performance through consistent observation and constructive feedback.
Regional Business Leader, Specialty Products
Novartis Pharmaceuticals
Chicago, IL
02.2007 - 08.2017
- Spearheaded launches of multiple products in cardiovascular, neuroscience, and primary care offices in IL, WI, MN, and IA. (Entresto, Fanapt, Diovan, Valturna, Textruna, and Exforge).
- Hired and developed multiple sales teams of 12 to 14 representatives for new product launches and multiple sales team reorganizations.
- Enhanced sales pull-through in hospital and pharmacy benefit accounts using account tools, enhancing team effectiveness.
- Multiple examples of moving sales teams from bottom rankings to top leadership (24/26 to 6/26 within one year, 8/12 to 2/12 in six months, growth of +6.9%, the highest in the country).
- Drove managed care, hospital formulary access, and reimbursement to enhance area sales performance.
District Sales Manager, Primary Care
Eli Lilly & Co.
Chicago, IL
10.2002 - 11.2006
- Managed Chicago district, then expanded oversight to Milwaukee and Kansas teams.
- Led teams of up to 14 primary care representatives promoting neuroscience products.
- Chicago District ranked 18th in 2002, improved to 17th in 2004, and 18th in 2005.
- Transformed Kansas City District from 12th to 2nd among 30 districts in six months.
- Post-reorganization, improved Chicago District ranking from 78th to 10th among 149 districts within a year.
- Launched three significant products: Strattera, Symbyax, and Cymbalta, enhancing market presence.
Diabetes Sales Trainer
Eli Lilly & Co.
Indianapolis, IN
01.2001 - 09.2002
- Selected as top performer to lead training initiatives for sales representatives.
- Developed and facilitated 12 comprehensive sales training classes, each lasting four weeks with 30 participants.
- Created innovative training materials for Humalog and Cialis alongside core curriculum for 'Selling Through Partnering' pilot program.
- Recognized as 'Top Trainer' in 2001 by peers among 25 trainers.
Diabetes Sales Representative
Eli Lilly & Co.
Indianapolis, IN
01.1998 - 01.2001
- Launched Humalog Pen, achieving 30% market share within six months.
- Led successful launches of Humalog Mixtures and Actos in diabetes segment.
- Ranked second among 510 representatives earning President’s Council recognition, Top 1%.
- Achieved 80% market share for Actos through effective sales execution strategies.
Certified Diabetes Educator
IU Health University Hospital
Indianapolis, IN
06.1992 - 12.1997
- Collaborated with specialized team at Indiana Diabetes Center alongside globally recognized endocrinologist focused on research and treatment of diabetes and lipid disorders.
Education
MS - Food & Nutrition
Indiana State University
Terre Haute, INBachelor of Science - Bachelor of Science in Nursing
Marian College
Indianapolis, INSkills
- Clinical Patient Services
- Pharmaceutical Sales Leadership
- Territory and Account Management
- Pharmaceutical Product Launch
- Team Leadership and Development
- Sales Training and Development
- Managed Care
- Reimbursement
- Coaching and Mentoring
- Customer Relationship Management
- Hiring and Retention
- Call Center Management
- External Vendor Management
- Oncology
- Immunology
- Neuroscience
- Diabetes
- Cardiovascular
- Nursing
- Certified Diabetes Educator
Affiliations
- Former Board Member, American Diabetes Association, Indiana Affiliate
- Former Board Member, Central Indiana Dietetics Association (CIDDA)
- Former Board Member, Indiana Dietetics Association (IDA)
Certification
- State of Arizona, Nursing
- State of Indiana, Nursing
- Certified Diabetes Educator
- Registered Dietitian
Languages
Spanish
Proficient (C2)
C2
English
Proficient (C2)
C2
References
References available upon request.
Work Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Timeline
National Director, Patient Support Case Management
Novartis Pharmaceuticals
12.2022 - 12.2024
National Director, Patient Services
Novartis Pharmaceuticals
01.2022 - 12.2022
Regional Leader, Patient Services
Novartis Pharmaceuticals
08.2017 - 12.2021
Regional Business Leader, Specialty Products
Novartis Pharmaceuticals
02.2007 - 08.2017
District Sales Manager, Primary Care
Eli Lilly & Co.
10.2002 - 11.2006
Diabetes Sales Trainer
Eli Lilly & Co.
01.2001 - 09.2002
Diabetes Sales Representative
Eli Lilly & Co.
01.1998 - 01.2001
Certified Diabetes Educator
IU Health University Hospital
06.1992 - 12.1997
MS - Food & Nutrition
Indiana State University
Bachelor of Science - Bachelor of Science in Nursing
Marian College
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