Sara Queenan

Experience

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  Boehringer Ingelheim

  Jan 2005 - Jan 2014

  Professional Sales Representative I & II

  As a Professional Sales Representative I & II, I drove sales of a wide range of drugs related to different disease states across Central and Southern Maine territories, including Hypertension, Stroke/TIA, COPD, Diabetes, Restless Legs, and Benign Prostatic Hyperplasia. Managed the team’s call planning to balance target ratios and achieve the company’s reach and frequency goals. Planned and organized speaker programs to support the company's promotional objectives. Shared field insights on products, disease states, and competitor activities with the team to improve discussions with physicians.Highlights of accomplishments in this role include:⦁ Secured the addition of a newly launched drug to the formulary at two hospitals by building and leveraging key relationships with P&T committee members.⦁ As a territory lead for the Combivent Respimat transition, implemented a targeted strategy to showcase proper usage of the new respiratory inhaler to healthcare providers, medical staff, and pharmacists to ensure a smooth and swift transition for patients.⦁ Launched Tradjenta for diabetes and boosted market share by 50% post-launch by working with co-promote partners at other companies.⦁ Collaborated with specialty counterparts to gain a deeper understanding of disease treatment goals and used that insight to enhance primary care discussions. ⦁ Grew Spiriva sales by 61% from 2010-2013 in a very competitive respiratory market through effective sales planning, product presentations, and relationship building. Show less

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  Roche

  Jan 2014 - Jan 2019

  Account Executive - Tissue Diagnostics

  As an Account Executive, I met sales objectives for histology instrumentation and reagents in hospital-based anatomic pathology laboratories across Maine, New Hampshire, Vermont, and Northern Massachusetts. I engaged new and existing customers to drive sales growth by developing and expanding business, maintaining relationships, and troubleshooting issues. I identified and developed strategic account plans, delivered compelling product value propositions, sold Roche product differentiators, managed objections, and negotiated to close sales. I managed every aspect of delivery and installation for new instrument contracts.Highlights of accomplishments in this role include:⦁ Played an instrumental role in competitive account conversations in 2016 and 2018 by identifying and pursuing opportunities with customers unhappy using competitive histology instrumentation and replacing with Roche solutions. ⦁ Built and sustained strong relationships with the Pricing and Contracting teams to enable Roche to secure business swiftly and cost-effectively.⦁ Recognized as a subject matter expert on customer technical issues by proactively self-training with the Service Team to acquire the knowledge and skills needed to effectively troubleshoot instruments. ⦁ Worked closely with account executives across all Roche business units to establish new contacts and uncover potential opportunities for cross-functional collaboration. Show less

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  IDEXX BioAnalytics

  Jan 2019 - Jan 2021

  Account Manager - Northeast Academic/Government

  In this role, I managed sales of animal health monitoring testing, preclinical diagnostic testing, and biological materials testing across New England, Mideast, Great Lakes, Eastern Canada, and Ontario territories. I oversaw these product lines for academic, nonprofit, and government clients by understanding and strategizing around their unique needs. I generated additional revenue streams by expanding client-testing menus and services.Highlights of accomplishments in this role include:⦁ Built a support network with Internal Resources to quickly address customer inquiries, resolve issues, obtain quotes, and manage testing result concerns.⦁ Identified and secured competitive accounts by leveraging expertise to recommend appropriate testing, customized testing panels, and offered tailored pricing to each customer. ⦁ Spearheaded the conversion of a large animal health monitoring account from a competitor to IDEXX BioAnalytics in 2020 which resulted in over $100K in new revenue annually.⦁ Managed one of the larger territories in the division with 100% goal attainment for the first half of 2021 by effectively utilizing marketing leads and client outreach to prospect new clients. Also secured $100K in additional revenue through repeat business from a satisfied customer.⦁ Provided unparalleled customer access to Scientific Affairs, which most IDEXX BioAnalytics competitors don't provide, for consultations on testing services, insights, and troubleshooting, generating an additional $40K in revenue. Show less

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  Sampled

  Jan 2021 - Jan 2023

  Senior Manager, Territory Sales - NorthEast

  In this capacity, I spearheaded the sales of outsourcing services, including biological sample storage, sample management, multi-omic services, cellular services, and sample kitting, for Pharmaceutical, Biotech, and Academic clients across New England and Eastern Canada. I led the entire sales process, from initial client discussions and proposal creation to project initiation and handover to project management. Utilized HubSpot to manage new clients, track deals, and maintain accurate sales forecasts.Highlights of the value I brought to the organization:⦁ Secured new clients through marketing leads, cold outreach, networking events, and exhibiting at local vendor shows.⦁ Ensured timely completion of projects and resolution of clients' issues by working with project management team.⦁ Enhanced sales team prospecting efforts and addressed outstanding science-related questions by organizing and leading regular calls between the sales team and Scientific Affairs. ⦁ Successfully restored relationships with a challenging client by efficiently resolving all issues in collaboration with Project Management, Finance, Commercial Operations, and Legal teams. Show less

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  Biocare Medical

  Jan 2023 - Jan 2024

  Account Executive Instrumentation (Clinical + Pharma/Biotech) - Northeast

  As an Account Executive Instrumentation, I marketed and sold immunohistochemistry instrumentation for clinical and research use (IVD & RUO) to hospital-based anatomic pathology labs, academic medical centers, and pharma/biotech customers across Maine, New Hampshire, Vermont, Massachusetts, Rhode Island, and Connecticut. I managed the entire sales process, including qualification, proposal development, negotiations, and coordinating delivery and installation. I used Salesforce and Tableau to forecast, maintain funnel accuracy, and assess territory health.Highlights of the value I brought to the organization:⦁ Secured and finalized three five-year agreements worth a total of $1.5M through cold calling, networking, and in-person customer visits.⦁ Played an instrumental role in finalizing agreements for new instrumentation at various customer sites, from small labs to large academic centers and multi-site hospital systems.⦁ Enhanced customer satisfaction and retention by promptly resolving customer issues with a new product release in collaboration with Sales, R&D, Service, and Manufacturing. ⦁ Invited by Sales Leadership to present a master class on my sales process to the entire sales team and also presented a case study on the first strategic/competitive account win for the Oncore Pro IHC stainer at the company's national sales meeting.⦁ Improved sales team performance and productivity by scheduling and leading monthly calls to foster collaboration, discuss challenges, prospect new opportunities, and share selling best practices.⦁ Recognized by leadership as a role model for new employees with co-travel time in the field, including a review of the time together and providing feedback to both the employee and Sales Director. Show less

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  Guardant Health

  Jan 2024 - Jan 2024

  Account Executive Oncology Sales

  While working as an Oncology Account Executive, I promoted Guardant360® and Reveal® liquid biopsy products to oncology healthcare providers in physician practices, cancer centers, IDNs, and academic medical centers across Maine, New Hampshire, and Northern Massachusetts. I worked with Territory Account Manager to streamline sales and customer service activities.Highlights of accomplishments in this role include:⦁ Recognized opportunities for new business through Salesforce and Tableau.⦁ Identified and targeted high-opportunity oncology providers and health systems to effectively promote the benefits of Guardant products by developing an initial territory plan to prioritize short and long-term goals.⦁ Completed three weeks of training on molecular diagnostics, the oncology treatment landscape, liquid biopsy competitors, and the Guardant product portfolio. ⦁ Initiated a "top down" approach to territory management to drive new business and discover innovative ways to engage and influence oncology providers. Show less

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  Boehringer Ingelheim

  Jan 2024 - now

  Senior ILD Sales Consultant