Summary
Overview
Work History
Education
Skills
Timeline
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Steven Reich

Rochester,MI

Summary

High Performing professional with 20 years of experience spanning roles such as Account Executive, Regional Sales Manager and Entrepreneur. My expertise encompasses various industries including pharmaceutical, SaaS and insurance. Career history includes leadership, business development, exceeding quota, start ups and product launches. I excel in leveraging my business acumen, strategic planning abilities, relationship-building skills, consultative selling approach and problem solving capabilities to drive revenue and achieve objectives.

Overview

20
20
years of professional experience

Work History

Agency Owner

Farm Bureau Insurance Of Michigan
11.2018 - 04.2024
  • Built a 1.5M plus book of business
  • 89% client retention vs industry standard of 80%
  • Built 200K of commercial premium within first 6 months
  • Rewarded - Commercial Insurance Pilot Program

Regional Sales Manager

IntelyCare
04.2022 - 12.2022
  • Led, managed, and coached the MI Team of Market Managers, Client Success Managers, Healthcare Liaisons and Inside Sales Representatives to sell SaaS and/or staffing to SNFs and ALFs to increase their profitability
  • 25% market increase contracting with 13 new clients
  • Average deal 200K - 1M annually
  • Average sales cycle 1 - 3 months
  • Personally closed 1.2M contract
  • C-Suite/Executive Level sales/contract negotiations
  • Developed successful sales team through KPIs, sales coaching, performance management and business planning strategies

Therapeutic Sales Specialist

Collegium Pharmaceutical
04.2016 - 03.2018
  • Presidents Club - Circle of Excellence - 2016
  • 1/10 Nationally selected for Leaders/Management program
  • Coached 2 peers on PIPs over 1 quarter - Yielded 50% growth and a national rank increase from bottom 10% to top 50% and a rank increase for territory sales growth from bottom 5 % to top 10%
  • Launched Xtampza ER to Physiatrists and Neurologists
  • Pulled through orders of Xtampza ER at the retail and specialty pharmacy level
  • Facilitated and presented Selling Skills, Objection Handling and Product Knowledge workshops at National, Regional and District meetings
  • Trained New Hires
  • CRM/Salesforce Regional Leader

Key Account Specialist

Health Dimensions Compounding Pharmacy
04.2015 - 04.2016
  • Revenue increase - 300K plus annually - Closed 23 new accounts: 11 Podiatry, 5 ENT, 4 Pain Management, 3 Orthopedic Surgery
  • Revised pull through for rejected prescriptions by building a custom Rx order form based on formulary and market dynamics

Territory Manager

Labsource
01.2014 - 12.2014
  • Revenue increase - 2.4M plus annually - Closed 14 new toxicology screening accounts: 8 Pain Clinics, 5 Family Practice and 1 High Yield Lab Development account

Senior Territory Sales Manager

Sunovion Pharmaceuticals
06.2004 - 03.2013
  • 2012 Average Quota Attainment - 95.25%
  • 2011 Average Quota Attainment - 102.60%
  • 2010 Average Quota Attainment - 105.50%
  • Latuda Average Attainment - 113.95%
  • Xopenex Hospital Unit Growth - Year 1 - 518%
  • Xopenex Medicare Unit Growth - Year 1 - 488%
  • 41 Applause Awards by peers and 15 Ovation Awards by management
  • Territory Sales Partner of the year - Twice
  • Product Launches: Latuda - Psychiatry, Xopenex HFA - Pulmonology, Brovana - Pulmonology, Lunesta - PCP, IM, Pulmonology, Omnaris - Allergists, PCP, IM, Pediatrcians

Education

Bachelor of Science - Sports Medicine And Health Science

Central Michigan University
Mount Pleasant, MI

Skills

  • Account Management
  • Consultative Selling
  • Strategic Planning
  • Business Acumen
  • Business Development
  • Product Launch
  • Specialty Pharmacy
  • Prospecting

Timeline

Regional Sales Manager

IntelyCare
04.2022 - 12.2022

Agency Owner

Farm Bureau Insurance Of Michigan
11.2018 - 04.2024

Therapeutic Sales Specialist

Collegium Pharmaceutical
04.2016 - 03.2018

Key Account Specialist

Health Dimensions Compounding Pharmacy
04.2015 - 04.2016

Territory Manager

Labsource
01.2014 - 12.2014

Senior Territory Sales Manager

Sunovion Pharmaceuticals
06.2004 - 03.2013

Bachelor of Science - Sports Medicine And Health Science

Central Michigan University

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Steven Reich