Susan Murphy
National Business Director
Chatham,NJ
Summary
Collaborative, passionate healthcare leader committed to building and energizing teams to overcome significant challenges and achieve incredible results for the benefit of our patients. Specialties: Global and US commercial strategy and operations, sales leadership, product launch planning, market access, buy and bill and sales training. Therapeutic areas: Oncology (11+ years), gastroenterology, virology, rare disease, orthopaedics, women's health, urology, infertility, endocrinology and oncology diagnostics.
Overview
28
28
years of professional experience
4
4
years of post-secondary education
Work History
National Business Director, US and PR
Lilly Oncology, Syneos Health
Chatham, NJ
01.2021 - Current
- Chaired the top-to-top relationship between Lilly Oncology Marketing Directors, VP of Sales and Syneos Health for the Lilly Oncology GI Portfolio
- Drove value by serving as client lead executing and delivering on all contractual agreements, brand performance and operational effectiveness and efficiencies; implementing short and long-range plans that aligned with the Client's strategic business objectives
- Achieved $1B in net sales by spearheading the strategy and sales direction for the GI oncology portfolio comprised of Erbitux (mCRC) and Cyramza (gastric/GEJ) by supervising the national oncology sales team comprised of 4 District Sales Managers, 40 Sales Representatives, 1 Sales Training Manager and 1Tele-Engagement Nurse
- Overhauled and redesigned the performance management process, KPI's and metrics resulting in 100% sales attainment for Erbitux and 80% for Cyramza in 2021.
Field Sales Manager, NE Region
Lilly Oncology, Syneos Health
Chatham, NJ
12.2017 - 12.2020
- Built commercial launch sales team for co-promotion with Eli Lilly promoting Erbitux and Alimta in the Oncology market
- Team currently promotes Erbitux (mCRC) and Cyramza (mCRC and GEJ)
- Mentored 11 reps covering the Mid-Atlantic, Northeast, New England, PA, OH, and MI markets within the GI and NSCLC therapeutic areas and increased sales for Erbitux in 2019 by 23% resulting in $146 million in sales, and $101 million in sales for Cyramza
- Achieved $119 million in sales for Erbitux in 2018 with a 95% YE goal attainment and $173 million in sales for Alimta with a 105% YE goal attainment
- Won President's Club award as #1 District Sales Manager in 2018 for driving the most growth in two therapeutic categories: Erbitux (mCRC) and Alimta (NSCLC)
- Won President's Club award as #1 District Sales Manager in 2019 for driving the most growth in two therapeutic categories: Erbitux (mCRC) and Cyramza (mCRC and GEJ)
- Coached and developed a brand-new team with minimal Oncology experience, resulting in 2 of the 4, 2019 President Club winners, from my region
- Dispensed and managed team budget of $153k for in-service and conference spend
- Collaborated with Lilly marketing team to deliver and pull thru on marketing initiatives, peer to peer programs and provided feedback on current promotional materials.
Regional Sales Manager, NE Region
Aeterna Zentaris
Chatham, NJ
11.2014 - 11.2017
- .Built commercial sales force comprised of 5-9 reps covering the Mid-Atlantic; Northeast; New England and Central markets for Aeterna Zentaris, co-promoting with Ascend Therapeutics, Merck and Armune Bioscience to promote products within the Women's Health, Endocrinology and Urology Oncology markets
- Drove sales for co-promotion partner, EMD Serono, for an injectable growth hormone drug, Saizen in the pediatric and adult Endocrinology space
- Launched and promoted Apifiny, an auto-immune, diagnostic blood test, to detect prostate cancer, for our co-promotion partner, Armune with PCP's and Urologists by identifying regional reference labs, negotiating contracts, and partnering with regional reference labs to pull thru and support the sales for Apifiny
- Won Summit Award, in 2016, for being the #1 District Sales Manager, by driving the most sales in all three therapeutic categories for Women's Health (EstroGel); Endocrinology (Saizen) and Urology (Apifiny)
- Mentored 2 of the 3 Summit award-winning reps, from my region, for both 2015 and 2016
- Implemented sales training including the design and delivery of all sales training materials for POA's, national meetings and on-going training to help develop reps core competencies.
Director of Sales
Kadmon Pharmaceuticals
New York, NY
05.2014 - 09.2014
- Formalized the training and curriculum development for the Hepatology sales force, for a small biotechnology company based in New York, which included: existing sales force, new hires, Regional Sales Trainers, Regional Business Directors (RBD's) and Directors of National Accounts
- Evaluated, updated and rewrote the new hire training and regional sales training programs which included: creating a style guide and branding for sales training to provide a uniform and consistent look; updating non-compliant and out of date materials; developing curriculum focused on competency-based training and updating the following: all home study materials, all regional sales trainer field-based training tools and implementing RBD new hire validation tools
- Developed and implemented selling skills training modules for Hep C product recertification including Positioning Ribasphere RibaPak, Handling Objections and Anemia Dose Modification
- Developed a training guidance piece for sales force around an unbranded promotional marketing campaign for the rare disease Wilson's Disease
- Formalized a proposal for developing an emerging leaders' program for sales reps looking to be promoted into management or a home office-based position.
District Sales Manager
Ferring Pharmaceuticals
Parsippany, NJ
04.2011 - 03.2014
- Directed, coached and led 8 reps across NJ, VA, WV, PA, DE, MD, DC, NY for a Medicare B, buy and bill, injectable drug within the Urology/Oncology space around sales strategy, call planning, reach and frequency, market share productivity, execution of territory business plans and training on core competencies
- Outpaced 4 other DSMs, as a new DSM in 2011, ranking 5th out of 9 with only 3 quarters of sales rankings
- Earned #1 ranking in 2012 in 2nd year as a DSM, winning Excellence Club Award for #1 District Sales Manager
- Mentored Rookie of the Year and 2 Excellence Club winners for both 2011 and 2012
- Oversaw hiring, coordination of training, performance appraisals and performance improvement plans
- Evaluated reps core competencies by working in the field daily with all direct reports to coach and develop core competencies, assist in pull thru of planned strategies as well as to provide documented coaching and feedback
- Conducted weekly call in's & monthly conference calls, district meetings at POA's and NSM's to provide on going training, direction and support
- Monitored pull thru on all resources including sales reports, marketing tools, expense/program budgets, KOL/nursing programs and call activity to ensure that quarterly and annual sales objectives were being met
- Collaborated with senior management concerning account coverage, targeting frequency, call patterns, competitive strategies, administrative issues, and incentive compensation programs.
Manager of Sales Training
Ferring Pharmaceuticals
Parsippany, NJ
03.2010 - 03.2011
- Implemented the strategy, development and execution of all training curriculum for the following four therapeutic categories: Orthopaedics, Urology, Women's Health and Reproductive Health, which supported 366 sales representatives
- Created, dispensed and maintained annual sales training budget of $4.2m
- Coached, developed and managed four Associate Managers of Sales Training and one Sales Training Coordinator
- Overhauled and redesigned the the management, training and execution of a National Field Training program, which encompassed 30 field-based trainers across four business units, while ensuring the continuation and enhancement of field training
- Orchestrated the planning and execution of all national sales meetings, POA's and for the new product launch training for Lysteda, for the Women's Health business unit.
Associate Manager Sales Training & Development
Ferring Pharmaceuticals
Parsippany, NJ
04.2008 - 02.2010
- Designed, developed and delivered a blended learning training curriculum focused on selling skills, product knowledge and territory management for the Orthopaedics & Urology sales force which included: new hire home study, field training, 101 and 201 classes, product launches, POA's and national sales meetings.
- Collaborated cross functionally with marketing, external vendors, legal, regulatory and medical affairs to develop relevant and compliant programs that provided a thorough understanding of our products, the marketplace and the competition
- Championed the design and development of the launch training plans/programs to support the launch of two new Urology products: Firmagon: Mar 08 and Nocdurna
- Supervised indirectly 14 National Field Trainers
- Streamlined the sales training process and access to corporate resources for new hires and tenured reps by identifying the need for a Learning Management System {LMS} and then contracting with Learn.com to implement a new LMS for the company
- Secured contracts and POs for SOWs for training projects/programs
- Integrated and delivered home study and compliance training for 30 TIMM Medical reps contracted for the co-promotion of Prosed DS.
Orthopaedic Specialty Device Rep
Ferring Pharmaceuticals
Chatham, NJ
09.2005 - 03.2008
- Launched Euflexxa, a new visco-supplementation device for osteoarthritis of the knee, in the buy & bill market, in the Northern NJ/SI market
- Contracted as a specialty device rep in September '05 by PDI for Ferring and was rolled over to Ferring in Feb
- 08 due to achieving sales objectives
- Identified and executed a targeting and routing plan to maximize call cycle; maximized resources to support in-services, preceptorships and speaker programs with Orthopaedic surgeons and Rheumatologist's, to educate and drive awareness of Euflexxa; drive demand; increase market share and achieve sales goals
- Generated 1,307 boxes in sales in 2006 ranking #11 and achieving a 150% performance index
- Generated 2,105 boxes in sales in 2007 increasing sales 60% from ‘06 to '07 and ranking in top 20
- Won the Experience Euflexxa marketing program contest by enrolling the most patients in a national patient education program and was awarded $2500.
Vice President of Sales
Napoleon Perdis
New York, NY
04.2005 - 08.2005
- Reported to the President, responsible for establishing and executing the US launch overseeing the distribution and sales functions of an established, international company based in Sydney, Australia
- Developed and directed all launch activities for eight stores including: P & Ls by door for staffing, product forecasts, tester allocations, kick off rallies, staff recruitment/hiring, merchandising and sales training for employees
- Developed sales infrastructure for company that included three direct reports: West Coast; Northeast and South Coast Account Executives to manage the overall sell thru of the brand in retailer Saks 5th Avenue
- Collaborated with the owner of the company and our international marketing team to develop in store outreach programs and events in the US to generate and increase sales
- Negotiated additional net shipments with buyers to support these marketing and pr driven programs in store.
Vice President of Sales Development and Retail
MGL Associates, LLC
New York, NY
05.2001 - 03.2005
- Sourced, managed and maintained upwards to 15 various clients in the health and beauty industry, directing clients in strategic development and management resulting in account placement, distribution and sales growth
- Spearheaded clients' sales and marketing functions on an outsourced basis for the following areas: product development, product launches, packaging revisions, branding, promotional budgets, sales forecasts, in store displays, promotions, hiring and supervising personnel, negotiating orders with buyers, and creating timely management reports
- Collaborated with client Ellen Lange on the redesign and implementation of new packaging, direct marketing promotion and sampling program resulting in an 80% increase in sales in Sephora and an 125% increase in overall company sales in a year and a half from $.5m to $1.2m in sales
- The success of the program led to the hiring of a direct mail person to manage their new direct mailing program.
Director of Sales
Sue Devitt Studio
New York, NY
04.2000 - 04.2001
- Established and executed the US launch, distribution and sales functions of an entrepreneurial cosmetic company including recruiting, hiring, and training sales staff and implementing all necessary sales related policy and procedures
- Increased US distribution by opening two new accounts, directed all launch activities including kick off rallies and personal appearances resulting in a gain of an additional $2m in net revenue
- Calculated and maintained stock & sales plans to maximize opening orders to align sales targets to financial plan; negotiated additional net shipments to support successful marketing and public relations campaigns and chaired monthly buying meetings to discuss sales plans, stock levels, and staffing.
Territory Manager, Mid-Atlantic Region
Calvin Klein Cosmetics Co
Columbia, Maryland
10.1992 - 03.2000
- Negotiated the sell in and sell thru of Calvin Klein fragrances for $4.5m territory
- Supervised five Retail Sales Specialists, dispensed territory budgets, monitored expenses and tracked return on investments
- Developed and forecasted stock & sales plans by account to achieve timely receipts and net shipments for the company.
Education
Bachelor of Science - Communications/Journalism
Marquette University
Milwaukee, WI 08.1984 - 05.1988
Certificate de Francaise - French
College International De Cannes
Cannes, France 01.1987 - 06.1987
Skills
Sales Leadership
Product Launch
Market Access and Buy & Bill
Oncology Sales
Additional Information
AWARDS:
2012- Excellence Club Winner #1 District Sales Manager, Ferring Pharmaceuticals
2016- Summit Award Winner #1 District Sales Manager, Aeterna Zentaris
2018- President Club Winner #1 Field Sales Manager, Lilly Oncology
2019- President Club Winner #1 Field Sales Manager, Lilly Oncology
PROFESSIONAL DEVELOPMENT:
Bob Pike Group Train the Trainer Boot Camp
Langevin Instructional Design & Advanced Instructional Design
AMA Emotional Intelligence 2.0
Ken Blanchard Situational Leadership 2
Oz Principle Accountability Training
SPBT Member from Apr. ‘08- Feb. ‘10
CEW Member from Apr. ‘00-Apr. ‘053
Timeline
National Business Director, US and PR
Lilly Oncology, Syneos Health
01.2021 - Current
Field Sales Manager, NE Region
Lilly Oncology, Syneos Health
12.2017 - 12.2020
Regional Sales Manager, NE Region
Aeterna Zentaris
11.2014 - 11.2017
Director of Sales
Kadmon Pharmaceuticals
05.2014 - 09.2014
District Sales Manager
Ferring Pharmaceuticals
04.2011 - 03.2014
Manager of Sales Training
Ferring Pharmaceuticals
03.2010 - 03.2011
Associate Manager Sales Training & Development
Ferring Pharmaceuticals
04.2008 - 02.2010
Orthopaedic Specialty Device Rep
Ferring Pharmaceuticals
09.2005 - 03.2008
Vice President of Sales
Napoleon Perdis
04.2005 - 08.2005
Vice President of Sales Development and Retail
MGL Associates, LLC
05.2001 - 03.2005
Director of Sales
Sue Devitt Studio
04.2000 - 04.2001
Territory Manager, Mid-Atlantic Region
Calvin Klein Cosmetics Co
10.1992 - 03.2000
Certificate de Francaise - French
College International De Cannes
01.1987 - 06.1987
Bachelor of Science - Communications/Journalism
Marquette University
08.1984 - 05.1988