ISMAEL DE LEON
Pharmaceutical Sales Leadership
Ajax,ON
Summary
Highly accomplished sales manager with 20+ years of remarkable history of exceeding performance goals within the pharmaceutical industry. Skilled in coaching and developing specialty and primary care sales teams, fostering robust relationships, and exhibiting effective leadership. Proven success in Neurosciences and Respiratory therapeutic areas, demonstrating resilience and adaptability in challenging environments. Known for unwavering integrity, commercial acumen, and a contagious enthusiasm for success, I am eager to leverage these skills to lead brand growth through strategic planning, data-driven insights, and cross-functional collaboration in the role of Regional Business Manager.
Overview
23
23
years of professional experience
5
5
Certifications
Work History
National Sales Manager
IMPRES/GSK
01.2022 - 07.2023
- Led a team of 12 reps across Canada in the implementation of GSK commercial strategies that resulted in an annual profitability increase for Trelegy Ellipta.
- Successfully promoted and launched a new triple
therapy medication for asthma in the Canadian
market, achieving a remarkable market share
increase from 0.5% to 5% within one year. This
initiative significantly contributed to the
substantial growth in revenue for Trelegy Ellipta. - Collaborated closely with cross-functional teams, including the marketing and medical teams, to ensure seamless execution of sales plans.
- Maintained 100% compliance on all commercial activities, including the identification and reporting of product adverse events, ensuring zero regulatory penalties.
- Conducted regular performance evaluations, set clear performance goals, and provided ongoing training and development opportunities to enhance the team's capabilities.
Area Sales Manager
Lundbeck Canada
11.2016 - 10.2021
- Managed and inspired a team of Specialty and Primary Care sales teams of 11 in Ontario and the Atlantic Region that helped increase two CNS brand annual revenues by 30% in 2019 and 20% in 2020.
- Guided the sales team to deliver patient-centric initiatives that helped HCPs better manage their patients using an omnichannel approach to engage with HCPs, which led to being a preferred partner in care.
- Collaborated with brand partners and other stakeholders during the "meeting of minds" session to continuously improve brand performance by providing field insights based on sales execution and better patient outcomes.
- Collaborated with patient support groups to better support HCPs in providing better care and support for patients. (PANORAMA program)
- Organized numerous team-building activities to enhance the working relationships of each team member that led to engagement and development, resulting in a 98% rating in the Employee Satisfaction Survey.(2018, 2019, 2020)
- Implemented "Own the Business Strategy," which empowers team members to critically plan their territory business from the ground up, resulting in double-digit growth in all territories across the region. (2019)
District Sales Manager
Lundbeck Canada
05.2008 - 11.2016
- Surpassed business sales targets by devising, deploying, and optimizing Ontario sales strategies for Celexa and Cipralex that yielded market leadership in the SRI market.
- Established, reviewed, and coordinated CSO contracts through Ashfield and Impres during sales team expansion to maximize SF reach among GPs, FMs, and pharmacists in Ontario.
- Tracked weekly sales to develop detailed reports for senior leadership using Qliksense.
- Drove Ontario region market share to an impressive 25% (SSRI) by spearheading innovative sales analysis. Inspired team members to cultivate their own territory sales strategies, resulting in heightened autonomy and individual success. Successfully identified key target segments across zones, particularly focusing on key targets, showcasing effective leadership, and fostering a culture of independent achievement within the team.
- Established and reviewed representative business plans that encourage team members to move from observational to insightful discussion.
- Partnered with training to enhance team members competencies in the area of call planning and capitalized on their rapport to close each call.
- Coached team members through customer knowledge effectiveness, interaction effectiveness, and selling techniques, significantly increasing customer satisfaction ratings.
CNS Sales Representative
Lundbeck Canada
11.2000 - 05.2008
- Successfully introduced two new CNS products within the Toronto territory, targeting both specialist and primary care teams.
- Received multiple District Representative of the Year awards for consistently achieving the highest territory sales growth, contributing to significant sales accomplishments for Celexa and Cipralex, market leaders in the SSRI market.
- Exceeded the designated territory sales target for
Ebixa (Memantine) through the strategic execution of sales and brand initiatives. Achieved Ebixa utilization among key targets, including neurologists, geriatricians, and super GPs, leading to a significant increase in market share. - Played a key role in collaborative efforts with cross-functional teams, contributing to the development of effective strategies that addressed HCP needs and supported brand and corporate objectives.
Education
Bachelor of Science - Medical Technology
Centro Escolar University
Skills
Strategic planning
Accomplishments
- Recognized as a Rising Star Awardee in 2019,
achieving an impressive 108% area sales
performance. Demonstrated success in driving
robust brand TSA growth and securing significant
NBRx and TRx market shares across multiple
territories in the ON and ATL regions. - Recipient: Lundbeck Gold Star Award for exceptional achievement, 2017.
- Fostered the professional development of team
members, guiding them to achieve in the annual
Lundbeck Star Club, and was instrumental in
winning ROY from the team in 2017, 2018, and
2019. - Earned Star Club Awards and Representative of
the Year in recognition of outstanding
commitment to excellence in the role of CNS
Representative - Successfully promoted and launched several new CNS brands and a new triple therapy medication for asthma in the Canadian market, resulting in a significant increase in market share and revenue.
Certification
Lundbeck MARS Programme - Global Leadership
Timeline
National Sales Manager
IMPRES/GSK
01.2022 - 07.2023
Lundbeck LUNAR Leadership Program- Leadership Program, Copenhagen, Denmark
10-2018
Area Sales Manager
Lundbeck Canada
11.2016 - 10.2021
District Sales Manager
Lundbeck Canada
05.2008 - 11.2016
CNS Sales Representative
Lundbeck Canada
11.2000 - 05.2008
Bachelor of Science - Medical Technology
Centro Escolar University
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