William Lightner
Fort Worth,Texas
Summary
Sales, marketing, development and operations executive with leadership skills and strong customer service orientation. Highly adaptable, flexible professional who embraces collaboration but also enjoys working independently. Effective problem solver adept at developing strategies to achieve organizational objectives. Self-motivated Medical Sales Representative with history in account and territory management. Poised professional with background developing loyal, professional relationships with clients. Known for excellence in product knowledge, sales pipeline expansion and customer retention.
Overview
25
25
years of professional experience
Work History
Senior Cardiovascular Sales Specialist
Novartis Pharmaceuticals
01.2005 - 01.2023
- Managed Sales and Territory of North Texas’ Cardiologists and Long Term Care, including 2 new product launches
- 2011 National Sales Excellence Award finishing ranked 10th in the Nation
- 2010 West Region Most Valuable Player
- 2009, 2010, 2011 Stock Option Award Winner finishing ranked Top 17%
- Graduate of Novartis Leadership Development Program, deemed Role Ready
- Named Interim Regional Sales Manager
- Other Specialties covered includes Primary Care, Neurology, Nephrology, and Psychiatry
- Successfully launched two novel Heart Failure medications
- Invited to Lead West Region as sales trainer for Long Term Care.
Senior Neuroscience Area Manager – LTC
AVANIR
Fort Worth, Tx
01.2020 - 01.2023
- Led and advanced long-term care demand for NUEDEXTA utilization through education of product / disease state, identification and pull-through with strategically aligned long-term care facilities, pyschiatry, neurology and key pharmacies within region
- 2021 West Region Most Valuable Player and finishing 9th in the Nation
- Finshed Top 20% in Nation 2020-2023
- Directed Regional Team POA meeting of 20-25 Area Managers, educating and guiding direction of sales organization through extensive preparation and laser-focused leadership
- Obtained 6th highest territory sales volume in nation for entire tenure at Avanir, including high volume growth recognition, through strategic planning and key relationship development during current and past roles in territory
- Pioneered CoverMyMeds integration and led all national sales reps in prior authorizations submitted and approved PAs, generating 15% increase in approved prior authorizations and ultimately leading to company’s decision to double down and develop all-out plan for entire nation to model regional success.
Neuroscience Sales Specialist
Syneos/Merck
Fort Worth, Tx
01.2015 - 01.2017
- Managed successful National Launch of Novel Insomnia Medication, Belsomra
- 2017 Top 10 in Nation
- Targeted customers include Psychiatrists, Neurologists, Rheumatologists, and OB/GYN
- New Hire Mentor
- Selected as member of Leadership Advisory Counsel
- 2017 West Region Field Sales Trainer.
Senior Sales Consultant, IBM Global Services
IBM
Dallas/Fort Worth, Tx
01.1998 - 01.2005
- Consultative Sales Specialist with responsibilities in all industries with primary focus on Fortune 500 Companies
- 1999, 2002 IBM President’s Club Award Winner
- 1999, 2000, 2001, 2002 Stock Option Award Winner
- Achieved 100%+ Sales Attainment 5 years with quotas often over $30 Million Annually
- Pacific Northwest Regional Sales Leader
- Named as Global Services Executive Advisory Council
- New Hire Mentor to 10+ sales reps
- Graduate of IBM’s Leadership Development Program.
Education
Bachelor of Business Administration -
University of Texas at Austin
Skills
- Key Account Development
- Contract Negotiation
- Team Development
- Strategic Planning
- Sales & Business Development
- Key Customer Relationships
- Presentations
- Territory Management
- Multiple Industry Experience
- Exceeding Sales Targets
- Technical Understanding
- Product Expertise
- Data-Driven Decision-Making
- Sales Presentations
- Performance Tracking
- Customer Engagement
Timeline
Senior Neuroscience Area Manager – LTC
AVANIR
01.2020 - 01.2023
Neuroscience Sales Specialist
Syneos/Merck
01.2015 - 01.2017
Senior Cardiovascular Sales Specialist
Novartis Pharmaceuticals
01.2005 - 01.2023
Senior Sales Consultant, IBM Global Services
IBM
01.1998 - 01.2005
Bachelor of Business Administration -
University of Texas at Austin