SUE A. HEFNER
Cincinnati
Summary
High performing professional with a strong track record of sales excellence and extensive experience in specialty pharmaceuticals. Trusted for delivering impactful strategies and driving strategic advancement. Highly skilled at building and sustaining trusted relationships with targeted customers, practice mangers, clinical staff and key opinion leaders. A goal-oriented self-starter and ethical leader with a commitment to establishing and maintaining product leadership in competitive markets. Demonstrates exceptional knowledge across customer engagement, product positioning, market dynamics, formulary access, specialty pharmacy operations, and managed care. Proven success in collaborating with biologic coordinators and driving patient access through effective enrollment pull-through strategies.
Overview
27
27
years of professional experience
1
1
Certification
Work History
Sr Sales Representative
Amgen
Cincinnati/Dayton
08.2021 - Current
- Joined Amgen as part of the Tezspire launch, a first-in-class biologic for severe asthma with a novel mechanism of action targeting TSLP. Calling on pulmonologists and allergists, while working closely with infusion centers to support appropriate patient access. Utilized a consultative sales approach to identify and address customer needs, drive engagement and ensure successful pull through. Demonstrated strong understanding of the evolving market landscape, including buy-and-bill models and specialty pharmacy distribution.
- 2021 Initial launch, exceeded goal 200+%
- 2022 "Making A Difference" National award given by WE2
- Amgen Asian Association, Leader for North Central territory.
Collaborated with regional teams to enhance outreach and engagement efforts. Developed strategic partnerships to expand network within North Central region.
- 2024 Served on the pilot team for Veeva enhancement project, adding Formtrak functionality for managed care formulary and medical policy templates
- Support patient access initiatives through training of clinical support staff and biologic coordinators on pull through processes and HUB services
Territory Sales Manager
Primus Pharmaceuticals
Cincinnati/Dayton/Columbus
01.2019 - 05.2021
- Responsible for communicating a clinical approach to medical nutrition, based on science, with the first and only company specializing in prescription medical nutrition. Developed professional, seamless relationships with healthcare providers, practice administrators and total office staff, supporting products designed to meet the needs of specific chronic diseases. Conducted on-site product demonstrations to highlight features, answer customer questions and redirect concerns toward positive aspects of multi-product portfolio. Generated business within a multitude of specialties, including Dermatology, Rheumatology, Pain Medicine, Women's Health and Vascular Medicine
- Overcame challenges and physician objectives to using 'functional' prescription medications
- Maximized patient access to treatment by educating clinic support staff of specialty pharmacy for product access & pull through
- Instructed and assisted providers and staff with prescription practices and form-filling for patient enrollment
Territory Sales Manager
Scilex Pharmaceuticals/Syneos Health
Cincinnati/Dayton
01.2018 - 01.2019
- Recruited for launch of ZTlido, a prescription product offering efficient delivery for postherpetic neuralgia pain.
Consulted with Pain Management, Rheumatology, and Neurology specialists to form new business partnerships.
Conducted exploratory and informative meetings highlighting value and benefits of lidocaine topical system. - 2018 Launch Excellence Recognition, Mid-West Region Award
- Strategic collaboration with cross functional partners
Pain & Addiction Territory Manager
Bio Delivery Sciences International, Inc.
Cincinnati/Dayton
01.2016 - 01.2018
- Recruited for the launch of Bunavail and relaunch of Belbuca, two diverse solutions for the treatment of debilitating pain, calling on Pain and Addiction Specialists. Used consultative sales approach to understand and meet customer needs, support patient access, navigate through payer plans and third party access programs, while overcoming objections in a highly controversial and regulatory marketplace.
- Achieved recognition as a top performer in 2016, ranking in top 15%.
Drove product launch results that exceeded expectations.
Recognized for exceptional sales growth within competitive market. - Consulted with physician practices on purchase of wholesale product for in-house pharmacy and problem solving
- Cultivated relationships with key accounts in territory and provided support to drive customer satisfaction.
Neuroscience Specialty Consultant
Merck Pharmaceuticals/InVentive Health
Dayton
01.2015 - 01.2016
- Led recruitment efforts for launch of first-in-class Belsomra, a novel insomnia treatment.
Cultivated relationships with neurologists, psychologists, and pain specialists to enhance product reach.
Maintained consistent communication with practice management and office staff to evaluate satisfaction.
Addressed complaints promptly to ensure positive experiences with new offerings. - 2015 Top 20% Performance, Launch Result
- Collaborated with cross-functional teams to successfully deliver comprehensive solutions for customers
Pain Solutions Consultant
Endo Pharmaceuticals
Cincinnati
01.2007 - 01.2015
- Consulted with Pain Management Specialists, Orthopedic Surgeons, Neurologists, Anesthesiologists & Rheumatologist to establish new business partnerships through exploratory and informative meetings focused on value and benefits of pain solutions portfolio. Committed to meeting customer needs, supporting patient access and navigating through payer plans and third party access programs, while overcoming objections in a highly controversial and regulatory marketplace.
- National Leadership Attribute Award for Collaboration 2011
- Mid-West Leadership Award 2011, 2012, 2014
- Regional Field Sales Advisory Board 2011
- Mid-West Masters Award 2008, 2009
- Regional Development Program 2008
- 2008 Top 10% Performance
- Mastered clinical product knowledge and provided in-services to support staff, maximizing patient access
Professional Healthcare Representative
Pfizer, Inc.
Cincinnati
01.1998 - 01.2007
- Mastered promotion of entire multi-product portfolio through a customer focused selling approach. Motivated Cardiologists, Endocrinologists, Urologists, Long Term Care Providers, Internists & total healthcare office personnel to maintain and increase the appropriate use of the entire portfolio. Managed territory in unison with other territory members and business resources.
- Recognized for President's Club, 2006 (Paid out for award)
- Catalyst Panel Award Recipient 2006
- District of the Year 2006
- Field Trainer, In-House Rotation 2005,2006
- Mid-West Regional Platinum Club 2004
Education
Bachelor of Science - Sales Management
Purdue University
West Lafayette, INSkills
- Patient Access Strategy
- Reimbursement Navigation
- Cross-Functional Collaboration
- Customer-Centric Communication
- Buy and Bill Process Knowledge
- Pull-Through Execution
- Long-Term Relationship Cultivation
- Strategic partnerships
References
References available upon request
Certification
PACS (in progress)
Timeline
Sr Sales Representative
Amgen
08.2021 - Current
Territory Sales Manager
Primus Pharmaceuticals
01.2019 - 05.2021
Territory Sales Manager
Scilex Pharmaceuticals/Syneos Health
01.2018 - 01.2019
Pain & Addiction Territory Manager
Bio Delivery Sciences International, Inc.
01.2016 - 01.2018
Neuroscience Specialty Consultant
Merck Pharmaceuticals/InVentive Health
01.2015 - 01.2016
Pain Solutions Consultant
Endo Pharmaceuticals
01.2007 - 01.2015
Professional Healthcare Representative
Pfizer, Inc.
01.1998 - 01.2007
Bachelor of Science - Sales Management
Purdue University
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