Stephen J. Hnatek
Raleigh,NC
Summary
Accomplished leader with high integrity, interpersonal savvy, and proven sales and management success within pharmaceutical and healthcare organizations. Decisive communicator with expertise in motivating teams, surpassing sales targets, maintaining client relationships, and delivering results.
Overview
19
19
years of professional experience
1
1
Certification
Work History
General Manager
TRUA SENIOR LIVING LOCATORS OF RALEIGH
Raleigh, NC
01.2025 - Current
- Manage business serving seniors and their families by helping to navigate transitions to independent living, assisted living and memory care communities in the greater Raleigh, NC area.
- Develop relationships and negotiate contracts with local independent living, assisted living, and memory care communities for senior living placement.
- Identify clientele by calling on referral sources in hospitals, rehabilitation & skilled nursing facilities, home health care agencies, attorneys, and digital marketing.
- Provide complimentary consultations to assess each senior’s needs and help determine the best senior living options.
- Work closely with seniors to evaluate their specific physical, emotional, and financial requirements, ensuring the right fit for their lifestyle.
Director of Sales
MERCALIS
Morrisville, NC
01.2022 - 12.2024
- Led teams of 40 specialty cardiology Professional Sales Representatives and District Sales Managers promoting XARELTO programs for Johnson & Johnson contract.
- Managed 3 specialty rare disease PSRs promoting nephrology drug, THIOLA EC for Travere Therapeutics contract.
- Hired, trained, and coached sales teams which exceeded program KPI’s for call averages, customer contacts and attainments, including successful attempts to 12,000 HCP target universe with over 160% increase in universal attainment.
- Exceeded KPI’s for Nrx of 181% and Trx of 129%.
- Partnered with both J&J and Travere brand teams to execute on their respective marketing strategies and promotional deliverables.
- Prepared and presented reports for client leadership teams for weekly status meetings and QBR’s.
- Negotiated successful contract renewals.
National Sales Manager
MERCALIS
Morrisville, NC
08.2020 - 12.2021
- Led CNS/Neurology/Psychiatry specialty pharmaceutical sales team of 10 PSRs promoting Adhansia XR for Purdue Pharma contract.
- Hired and managed performance of Specialty Pharmaceutical Sales Representatives with national territories.
- Exceeded KPI’s by delivering virtual in-services leading to increased annualized Trx over 130%.
- Created and delivered weekly and cumulative analytics to client leadership.
- Coached representatives to develop virtual selling skills excellence utilizing Webex platform.
- Utilized Salesforce to track customer data and manage sales team activity.
Account Executive
MUTUAL DRUG COMPANY
Durham, NC
01.2019 - 03.2020
- Managed portfolio of over 80 independent pharmacy, Long-Term Care, and Home Health accounts, representing over $200m sales.
Sr. Account Manager
BLUE CROSS BLUE SHIELD OF NC
Durham, NC
01.2012 - 12.2018
- Sold Health, Life, and Disability multi-million-dollar product portfolio to over 130 group market accounts, generating over $35 million in premium sales.
Associate Director, Sales Training
VICTORY PHARMA
Cary, NC
08.2008 - 12.2011
- Provided leadership and direction to all aspects of the Sales Training Department.
- Trained and mentored 160 sales representatives and managers that grew Trx on average of 240%, including exceeding $100M gross sales.
District Sales Manager
VICTORY PHARMA
Cary, NC
10.2006 - 08.2008
- Created and managed the Southeast Region Sales Team of 10 Pharmaceutical Sales Representatives for start-up specialty pain management pharmaceutical company which generated 273% year over Nrx.
Education
Bachelor of Science - Economics, Business
Santa Clara University
Santa Clara, CASkills
- Leadership and Management
- Hybrid Customer Engagement
- Strategic Planning
- CRM (Salesforce) utilization
- Interpersonal and Written communication
- Account Management and Negotiation
- Training/Presentation/Facilitation delivery
- Consultative B2B sales
- Microsoft Office Suite
- Webex
- Microsoft Teams
- Zoom proficiency
- Business Development
- Product Launches
- CSO
- Virtual & Outside Sales
Qualifications Summary
Accomplished leader with high integrity, interpersonal savvy, and proven sales and management success within pharmaceutical and healthcare organizations. Decisive communicator with expertise in motivating teams, surpassing sales targets, maintaining client relationships, and delivering results., Leadership and Management, Hybrid Customer Engagement, Strategic Planning, CRM (Salesforce) utilization, Interpersonal and Written communication, Account Management and Negotiation, Training/Presentation/Facilitation delivery, Consultative B2B sales, Microsoft Office Suite, Webex, Microsoft Teams, Zoom proficiency, Business Development, Product Launches, CSO, Virtual & Outside Sales
Certification
- North Carolina Licensed Health & Life Insurance Agent
Timeline
General Manager
TRUA SENIOR LIVING LOCATORS OF RALEIGH
01.2025 - Current
Director of Sales
MERCALIS
01.2022 - 12.2024
National Sales Manager
MERCALIS
08.2020 - 12.2021
Account Executive
MUTUAL DRUG COMPANY
01.2019 - 03.2020
Sr. Account Manager
BLUE CROSS BLUE SHIELD OF NC
01.2012 - 12.2018
Associate Director, Sales Training
VICTORY PHARMA
08.2008 - 12.2011
District Sales Manager
VICTORY PHARMA
10.2006 - 08.2008
Bachelor of Science - Economics, Business
Santa Clara University
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