Summary
Overview
Work History
Education
Skills
Websites
Accomplishments
Certification
Sales Achievements
Consultant
Military Service
Pinnacle Club and Situational Leadership
Interests
Timeline
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Joseph McCoy

Joseph McCoy

Glen Allen,VA

Summary

Proven track record of effective leadership in pharmaceutical companies, from start-ups to large corporations. Skilled in recruiting, nurturing, motivating, and advancing top talent. Specialized in rare diseases and specialty pharmacy sectors. Known for strategic sales direction and high levels of success. Collaborative and innovative thinker dedicated to driving progress and achieving results.

Overview

25
25
years of professional experience
1
1
Certification

Work History

Sales Director

SK Life Science
01.2019 - Current
  • Responsible for the sales of the most important Epilepsy Market in the Mid-Atlantic; centers of excellence with high level opinion leaders for SK Life.
  • Adjusted market plans during COVID and attained Number one Xcopri sales and launch in 2020.
  • Attained aggressive goals each successive year; problem-solved on prescription issues, access and other clinician challenges; taught the team to do the same.
  • Strategic perspective with institutions, leveraged opinion leader relationships, PENN, Jefferson, J Hopkins, into high level sales.
  • Collaborated with internal partners, successfully accessed four other key institutions in the Region, turned sluggish sales into the positive.
  • Very effective in opinion leader relationship building, have not just the contacts, also their sales and advocacy.
  • Hired, trained and built high-performing team of sales representatives.
  • Important skills trained on account management, the ability to value sell with high impact.
  • Coached to success, promoted account managers to leadership positions, they now coach to excellence.

Area Sales Manager

Lundbeck
01.2015 - 08.2019
  • Sales manager for representatives in the neuroscience Mid-Atlantic market for new and existing rare disease compounds.
  • Specialty Products for Movement Disease, Neurology, and Epilepsy Specialists.
  • Hired to turnaround a low performing team into one driving revenue and results.
  • Conducted performance management where necessary, developed the talent and hired further quality account managers.
  • The team rose from last to first in less than two years.
  • For three consecutive years (2017-2019), top tanked Lundbeck team; Pinnacle Club and many other awards.
  • DC team won awards for those three years, tripled sales in the process.
  • Developed strong skills and knowledge individually and as a team in rare disease, specialty pharmacy, physician training, promotional programs and events.
  • Strong and consistent support for rare disease advocacy and events.
  • Created a culture where others in the organization desired to join, source of future leaders.

District Sales Manager

Advanced BioHealing
01.2010 - 01.2015
  • Business development, buy and bill sales of portable healing and tissue device with hospital systems in Virginia and North Carolina.
  • Closed deal that involved six hospitals with Bon Secours Health System in Virginia in less than three months tripling sales.
  • Built relationships with key Veteran's and Defense Hospitals including the Richmond, VA Medical Center to $1.5 million.
  • Became a top 10 performer in Advanced Bio-Healing.
  • Significant skill learning in negotiating contracts, prices and product payment systems.
  • Learned the intricacies of the Veteran's and Department of Defense healthcare systems.
  • Developed top level speakers at Walter Reed and other key government accounts.
  • Coached sales associates in product specifications, sales incentives, and selling techniques, significantly increasing customer satisfaction ratings.
  • Devised strategies for retaining accounts, delivering polished sales presentations and promoting brands and products.

District Sales Manager

Pfizer
01.2000 - 01.2009
  • Selected as the Team Leader for on-board training, created seamless system during Pfizer's largest-ever expansion.
  • Accomplished through buy-in from Vice President of Sales, Training, Legal and Logistics.
  • Developed coaching skills especially through 360 feedback' in 2003 won Situational Leadership Award.
  • Earned top 25% ranking in Gallup Survey for highest level Pfizer managers.
  • Particularly excelled in addressing and resolving employee performance issues in a timely manner.
  • Sought after for rural health initiatives and advocacy; achieved #1 district (of 70) ranking on two separate product launches in 2004-2005.
  • Hired future leaders all of whom earned Top 10% Awards and promotion to Leadership positions.
  • Turned experienced non-award winners into award recipients on eight separate occasions including number one sales representative of the year in 2003, 2004, 2007 and 2008.
  • Project lead for IV-PO Hospital initiative, successfully implemented by Pfizer and Boehringer sales' teams.
  • Assessed each location's individual and team performances, analyzing data trends to determine best methods to improve sales results.
  • Progressed through series of increasingly responsible positions with a world leader in Pharmaceuticals.
  • Managed customer base that included physician practices, hospitals, government institutions, and Long Term Care accounts.
  • Worked diligently with internal logistics and management teams to forge lasting relationships and assist in solving unique business problems.

Education

Bachelor of Science - Biology

Stony Brook University
Stony Brook, NY

Skills

  • Negotiation expertise
  • Market penetration
  • Performance monitoring
  • Sales expertise
  • Business development and planning
  • Key account development
  • Staff management
  • Sales strategies

Accomplishments

  • Collaborated with team of [Number] in the development of [Project name].
  • Supervised team of [Number] staff members.
  • Achieved [Result] by completing [Task] with accuracy and efficiency.

Certification

  • Certified Trainer in 25+ Leadership & Management Course, Pfizer and Lundbeck
  • Certified APP Epilepsy Course 01/01/21

Sales Achievements

  • President's Club as Manager: 2003, 2004, 2008, 2017.
  • Manager of the Year: 2003, 2004 and 2020.
  • Top Team Launch: 2004, 2005 and 2020.
  • Situational Leadership: 2003; Top 1% Manager Award.
  • High level of experience with over 20 launches.

Consultant

Consulted Neuroscience start-up companies on commercialization to market. Consulted gene therapy firms on strategy and sales force deployment to enter the rare disease markets.

Military Service

Lieutenant, Surface Warfare Officer, Department Head

Pinnacle Club and Situational Leadership

Situational Leadership

Pinnacle Club

Manager of the Year 2x

New product launch 3x

Interests

  • High-Intensity Interval Training
  • Enjoy participating in [activity] for overall physical and mental well-being

Timeline

Sales Director

SK Life Science
01.2019 - Current

Area Sales Manager

Lundbeck
01.2015 - 08.2019

District Sales Manager

Advanced BioHealing
01.2010 - 01.2015

District Sales Manager

Pfizer
01.2000 - 01.2009

Bachelor of Science - Biology

Stony Brook University

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Joseph McCoy