Nicole Dehaney

Nicole Dehaney

Work History

Work History
2009 - 2012

BUSINESS DEVELOPMENT MANAGER – COMMUNITY EDUCATION LIAISON

CARE ALTERNATIVES

Grew business in Western Massachusetts territory by securing new nursing home contracts and penetrating new accounts to increase admissions. Landed state’s largest 250-bed facility.Balanced sensitive fine line in selling hospice care with realities of serving as “the face” of the company with families and marketing, trade and clinical teams. Conceived and spearheaded marketing program that grabbed trade-level attention.

§Revenue swelled from $95K to >$1.5M in 2 years.

§Expanded account base by 150% within 30 days by securing first skilled nursing home contract.

§Chosen to train/manage company’s first marketing volunteer; laterally managed multidisciplinary team of 5. 

2008 - 2009

DERMATOLOGY SALES SPECIALIST

InVENTIV HEALTH/ OBAGI MEDICAL PRODUCTS

Launched company’s new prescription skin care initiative (only representative hired without prior dermatology experience). Conquered objections, drove market share and grew/retained revenues in an aggressive market with severe cost and product alternatives.

§Inaugural launch of SoluClenz ranked #3 out of 20 in nation overall.

§Salvaged $40K revenue in lost scripts by exposing and resolving major insurance issue. Achieved percentage growth rate of 87% above national 29% average—in just 3 months.

§Generated new orders and alleviated product switches by touting rebate program’s benefits to pharmacies.

2007 - 2008

SENIOR MARKETING REPRESENTATIVE

VITAS HEALTHCARE

In hybrid business development/marketing/consultative sales role, drove business while advising 4 hospitals on securing new business and bottom-line profitability using Medicare best practices. Collaborated with multidisciplinary healthcare team targeting accounts; autonomously closed to grow referrals/admissions.

§Influenced and led Hartford Hospital’s paradigm from in-house to exclusive business with Vitas. Played front-line/back-scenes role in assessing account needs, tapping key decision-makers, facilitating meetings/dialogue, creating from-scratch promotional “Visit with Vitas” program and educating on financial incentives.

-Boosted Hartford’s admissions from 0 to 119 within 8 months, generating $350K+ in annual revenue.

§Recognized by corporatefor obtaining first referrals from new community-based physicians in just 1 month.

1999 - 2006

EXECUTIVE PHARMACEUTICAL SALES REPRESENTATIVE, 2005-2006 SENIOR PHARMACEUTICAL SALES REPRESENTATIVE, 2003-2005 PHARMACEUTICAL SALES REPRESENTATIVE, 1999-2003

GLAXOSMITHKLINE

Rose through progressive path in senior and executive roles demanding metrics-driven performance and demonstrated leadership. During tenure, marketed portfolio of 11 complex products to physician specialists and hospitals throughout Southeastern Connecticut. Developed successful product promotional campaigns. 

Handpicked as member of Priority Sales Force with product performance turnaround and other key assignments. Awarded special projects in marketing analytics, technology integration and sales force development.

§Top Producer recognition for consistent market share growth, territory attainment and product launches.

-#1 of 32 in region for highest Avodart market share growth, 2006.

-#1 of 30 in region for Avodart and Levitra product launches, 2005.

-Two-time President’s Club Winner.

-#3 of 31 regional producers in 2005 (Avodart, Coreg and Levitra); and an early #8 of 30 in 2002 (Avandia, Coreg and Paxil CR).

§Tapped for teaching, leadership, technology expertise and analytic talents in overlapping roles.

-Regional Product Workshop Trainer for Levitra, Coreg and Avodart.

-Associate Regional Analyst for Northern Stars Region; advised product movement based on the numbers.

-Marketing Development Manager, Northern Stars Region; educated clients/colleagues on clinical studies.

1997 - 1999

SALES REPRESENTATIVE

DIAGEO (FORMALLY UNITED DISTILLERS & VINTNERS)

Marketed diverse brand portfolio of wine and spirits for largest global supplier of adult beverages. Achieved market penetration in competitive territory with high-impact product presentations, point-of-sale competitor analysis and product education.  Partnered with 4 distributor sales teams.

§Attained 100% placement of key brands in major retail chains—and unprecedented #1 Smirnoff end cap in nationwide retail stores, by applying Category Management tools and analyzing segment retail accounts.

§Boosted sales and profit margins by 75% with effective negotiation and price structure.

Education

Education
Feb 2010 - May 2012

M.B.A

Albertus Magnus College

GPA 3.87/4.00

Business Plan (online childcare business) earned unprecedented “A” grade (99% presentation; 96% plan). 

Sep 1993 - May 1997

Bachelor's of Science

Babson College

Assistant to Dr. Jo Ann McManamy, Organizational Behavior Professor

Awarded full-tuition scholarship (academics, participation & community service based) | Volleyball recruit

Studied abroad in London | Co-Creator/Secretary, Dance Ensemble Executive Board

Skills

Skills

Business to Business Sales

Trade Promotions & Events

Product Training & Launches

Turnaround Strategy

Customer Relationship Management

Market Penetration

Competitive Analysis

Sales & Marketing Strategies

New Business Development