​​​​Kent C​orbett

NOVO NORDISK A/S    7/2012-1/2018

Specialty District Business Manager (10/2015-1/2018)

 

New start-up division, overseeing 8 representatives in East, Middle TN and SW VA to launch and drive sales growth for Saxenda (obesity medication) by calling on IDN’s, primary care, bariatric surgeons, OB/GYN, Psychiatry and Endocrinologists. Responsible account level pull-through with hospitals / IDNs, teaching hospitals, C-suite accounts and employers. Worked closely with specialty pharmacies, legal and national / area account directors for coordination of access.

• Finished 2017 #1 in US (35 districts), 2017 Circle of Excellence winner and Apis Cup (highest award - #1 DBM in US).

• Achieved 118.1% of quota (through 2017 year to date reporting) with annual prescription volume increasing from 1,900 prescriptions in 2016 to 6,700 in 2017.

• Developed and implemented district strategy, achieving double and triple digit growth in five key accounts:

  • State of Tennessee (increased from 0 to 400+ prescriptions quarterly with 62% market share).

  • Commonwealth of Virginia (increased from 180 to 200+ prescriptions quarterly with 52% market share).

  • CVS Caremark (increased from 70 to 300+ prescriptions quarterly with 52% market share).

  • Express Scripts (increased from 15 to 60+ prescriptions quarterly with 35% market share).

  • HCA (increased from 70 to 250+ prescriptions quarterly with 75.7% market share).

  • Developed, coached, and led 6 of 7 reps in district to contention for 2017 Circle of Excellence.

• Maximized market share growth from 11% in 2016 to nearly 25% in 2017 by creating / executing strategy focused on developing the market, surgical targeting, and developing core clinical selling skills of each rep.           

• Led efforts to educate providers on obesity market by collaborating with multiple state entities, employers, and advocacy groups to implement employer health fairs / trainings and wellness clinics throughout TN & Southwest VA.

• Collaborated with national and regional Account Executives (AE) for employer coverage; worked with State Government Affairs for state-wide county coverage; developed long-term strategy and tactics for targeting efforts.

 

Diabetes District Business Manager (7/2012-10/2015)

 

Recruited, based on expertise and results in diabetes market to turn around an underperforming East TN sales force selling the diabetes portfolio (Victoza, Levemir, NovoLog).

• Rebuilt team to 8 top-quality reps and implemented strategies reestablishing growth and increased district ranking from #186 in 2013 to #81 in US (232 districts).

• Achieved double-digit year-over-year (YOY) Victoza volume growth, generating 76% increase of annual prescriptions in highly competitive market from 1,360 in 2013 to 2,400 in 2014.

• Generated Levemir market share increase from 26.3% in 2013 to as high as 35.1% in 2015.

• Maintained one of highest regional market shares for NovoLog of 57% from 2013 through 2015.

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ASTRAZENECA   4/2002-7/2012

Diabetes Specialty Sales Manager  (1/2012-7/2012)

 

Following a corporate reorganization, was reassigned to new Diabetes division to launch Onglyza and Kombiglyze in East / Middle TN with 8 reps calling on primary care physicians and endocrinologists.

• Ranked #14 in US during 2012 by developing / executing highly successful product launch with strong messaging and by holding reps accountable for goal attainment and sales call reach / frequency with target physicians.

• Exceeded Q1 and Q2 2012 sales targets, including 15% growth for new prescription volume with Onglyza.

 

District Sales Manager – Cardiovascular Care  (8/2009-12/2011)

Recruited by Regional Sales Director to drive growth for Cardiovascular portfolio in specialty & primary care market with 12 reps covering the East TN district.

• Nominated for National Leadership Excellence Award in 2011 at National Managers Meeting (1/245 DM’s)

• Generated double-digit volume growth in 2011 for entire Crestor portfolio with total market share achieving more than 20%, one of highest in US. Ranked #33 in US out of 171 District Managers.

• Recognized for success and selected to serve as Interim District Sales Manager (07/2010 - 07/2011) for Knoxville North district while simultaneously overseeing Knoxville South district with combined total of 22 reps.

• Exceeded sales goal every quarter in 2010 with double-digit growth YOY for each product. Ranked #66 in US out of 245.

• Developed 7 high potential sales reps subsequently promoted into sales management / leadership roles.

• Improved sales rep performance throughout Southeast and Nashville Regions by developing new “Impact” sales training and leadership seminars for Field Sales teams ; Implemented District Sales Manager Leadership Journal Club and Executive Training Program for tenured reps in order to foster product learning, skill & leadership development.

               

Respiratory Hospital Specialty Care Sales Manager  (3/2006-7/2009)

Held key leadership role in launching new Respiratory division in large territory with 12 reps. Key role in developing sales / marketing strategy, hiring new reps, launching products, developing customer relationships, & coordinating sales efforts with managed care teams.  Worked closely MSL & key internal stake holders developing KOL’s, IDN’s, & specialty channel sales

• Ranked #1 in US and region during 2009 for new prescription share growth with Symbicort, reaching over 30% market share. Achieved #4 overall US ranking for total portfolio sales performance.

• Ranked #5 in US during 2008, producing double-digit market share growth for all products, including Flu-Mist with ID’s.

• Ranked #1 in US for growth rate with Pulmicort Respules in 2007 and doubled volume / share for all products.

 

District Sales Manager – Primary Care  (9/2005-3/2006)

Promoted to first District Sales Manager role in gastrointestinal market with 12 representatives in East TN and earned “Exceeds Expectations” on performance evaluations in 2005 and 2006.

               

Senior Regional Business Analyst & Sales Trainer  (1/2005-9/2005)

Senior Regional Business Analyst (8/2004-12/2004)

Regional Business Analyst - CNS  (4/2003-8/2004)

Promoted through the above three roles. Drove results and improved business acumen by sharing ideas across regions / districts, developing / implementing national training curriculum for business acumen, developing & rolling out the District Business Analyst position, and mapping / developed strategies for IDN Hospital Reporting for CNS, Primary Care, and Oncology divisions.

 

CNS Hospital / Long-Term Care Representative (4/2002-4/2003) 

IDN’s, hospital ER, community mental health centers, psychiatry, Department of Defense, prisons and LTC facilities. Finished 13 of 285 for COE in 2002; promoted based on performance. Finished #1 in the region, #2 overall - December 2000 - Seroquel.

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JANSSEN PHARMACEUTICAL (7/1999-3/2002)

CNS / Hospital Specialty Representative

IDN’s, hospital ER, state hospitals, CMHC’s, psychiatry, Department of Defense, prisons. Risperdal, Concerta, and Topamax.

 

Zeneca Pharmaceuticals – Comprehensive Care Representative – PCP, Oncology

(7/1996-7/1999)
Responsible for Cardiovascular products, and outpatient offices for Tamoxifen and Zoladex