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Merck & Co - Executive Institutional Representative Resume Example

Leah Long
Professional Summary

 14 years of consistent annual above plan performance focusing on account and territory management. Selling specialist in the cardiovascular (14 yrs), diabetes (8 yrs), pulmonary (5 yrs), and vaccine (1 yr) markets. Recognized with both individual and team leadership awards including a 2 time Vice Presidents Club award (top 10%), 2 Time Director Award (top 20%), 2 peer recognition awards and 2 top team awards

  • Adaptable selling style
  • Product Launch execution
  • Advocacy development
  • Therapeutic knowledge
  • Relationship building
  • Compliance expert
  • DOD medical center expert
  • Business acumen
  • Business planning and execution
  • Local market expert
  • Team Focused
  • Peer Trainer
  • Goal-oriented
  • Visionary
  • lead
  • lead
  • lead
  • lead
  • lead
  • lead
Merck & Co., Inc. Dayton , OH
  • Current ranking #6 out of 40 representatives based on total dollar sales compared to objectives given - working closely with target physicians and changing behaviors
  • Created unique localized strategy for Januvia and in-patient utilization -using Certified Diabetes Educators influence on Hospitalist prescribing actions
  • Implemented a personalized sales strategy for Vaccine utility in the Kettering network - using employee pharmacy as target point
  • Earned signed in-patient contract for Januvia as preferred agent for the entire Premier Network (largest network in the Dayton market)
  • Increased account load to include the Cincinnati Market based on high level performance
  • Peer trainer- responsible for working with new representatives
  • Januvia team point representative - updated team on any new marketing or sales strategy changes directed from Headquarters
  • Culture and Leadership Team representative for the district-worked with Management to establish core values 

CUSTOMER TEAM MANGER -DOD 01/2010 to 12/2014
Merck & Co., Inc. Dayton , OH
  • Vice Presidents Club winner (Top 10% based on sales) in 2014 due to a unique strategy for diabetes extending beyond the headquarter strategy
  • Earned rare title (1 of only 4 nationally)of Team Manger for Wright Patterson Air Fore Base by recognizing total business contributions for the military segment and overall DOD account knowledge
  • Earned buy-in from Primary Care Director, Managers and Representatives for strategic account plan -held meetins with each group and presented financial case
  • Created marketing strategy and direct messaging for Primary Care Team supporting military efforts
  • Designed measurement tool with Primary Care point representatives to hold accountability
  • Held monthly teleconferences and quarterly meetings to review account plan with Directors, Managers and point Primary Care Representatives to make adjustments as required by the changing marketplace
  • Results of account plan for overall performance of targeted products 

2014 ( Januvia, Zetia, Dulera) 136% to plan

2013 ( Januvia, Zetia, Dulera) 117% to plan

2012 (Januvia, Zetia, Dulera) 105% to plan

2011 (Singulair, Januvia, Zetia ) 107% to plan

  • Earned the sole agent contract for asthma in-patient business with a focused emphasis on value proposition for the entire Kettering Network (8 hospitals)
  • Worked with Asthma clinic to add Dulera to formulary and list as second DOD site to request addition - established advocacy with the Chief of Allergy
  • Selected to represent Merck at The American Cardiology Conference in Chicago 2012 because of strong cardiovascular performance and personable selling style

Merck & Co., Inc. Dayton , OH
  • Vice-Presidents Club winner (Top 10% based on sales) in 2009 due to growth with diabetes franchise an strong lipid sales
  • Director Awards  (Top 20% based on sales)  in 2005 and 2007
  • Top District Award (Top performing district out of 22) in 2010
  • Focused on key Integrated Delivery Networks, Military and VA hospitals in the Dayton  area for utilization of key products and formulary approvals  
  • Worked to have Januvia added to Wright Patterson Air Force Base formulary - developed advocates via The Endocrinology clinic 
  • Largest dollar utilization of Merck's key diabetes agent in the Air Force  by 2009 (not the largest base)
  • Partnered with Specialty representative to foster relationships of  providers and provide greater access points
  • Selected to represent Merck at the PharmacoEconimic Center (PEC) conference in San Diego 2009 due to strong performance at Wright Patterson Air Force Base
  • Largest dollar sales in the region for 2007, 2008, 2009 for lipid products 
Merck & Co., Inc. Cincinnati, OH
  • Top Team Award 2000 and 2002 (Top performing team out of 46 and 35 teams)
  • Worked with district mates to build relationships and drive sales with Primary Care physicians and Specialists to drive business results in the lipid, pain management, hypertension,osteoporosis, migraine and heart burn markets
  • Heavy focus on Vioxx launch leading to historical performance for the Merck Franchise
MBA: Marketing May 2004 Miami University - Oxford , OH
Bachelor of Arts: Psychology May 2000 Miami University - Oxford, OH
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Resume Details

This is a real resume for a EXECUTIVE INSTITUTIONAL REPRESENTATIVE in Liberty Twp, Ohio with experience working for such companies as Merck & Co, Inc. This is one of the hundreds of EXECUTIVE INSTITUTIONAL REPRESENTATIVE resumes available on our site for free. Use these resumes as templates to get help creating the best EXECUTIVE INSTITUTIONAL REPRESENTATIVE resume.

Previous Companies:

  • Merck & Co
  • Inc

Previous Job Positions:



  • Miami University

Level of Education:

  • MBA
  • Bachelor of Arts

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