Summary
Overview
Work History
Education
Skills
Websites
Certification
Timeline
Awards
Generic

Adam Lawson

Australia

Summary

Strategic Key Account Manger with a passion for customers, collaboration and sales excellence. A proven record of identifying opportunities and implementing bespoke solutions, utilising multiple channels, including digital. Extensive experience across a broad range of portfolios, including neurology, ophthalmology, respiratory, cardiovascular, pain management, smoking cessation, mental health and erectile dysfunction. Proven skills in establishing relationships with internal and external stakeholders, to meet the needs and objectives of customers and delivering life-changing medications to patients in need. Mentor to junior representatives.

Overview

23
23
years of professional experience
1
1
Certification

Work History

Territory Business Manager

Brands Ophthalmics Plus
01.2024 - Current
  • Company Overview: Brisbane-based company specialising in providing comprehensive end-to-end services for Medical Practitioners who treat patients with specialised Medicines. BOP supply specialty medicines, compounded medications and Surgical supplies to clinics as well as offering solutions for clinics that aid patients receiving medications when required.
  • Key Account Position focussed on securing new and servicing existing Speciality Clinics. These clinics were specifically Ophthalmology and Neurology Clinics and Hospital Chemotherapy Centres.
  • Achievements
  • Successfully secured 15 new clinics in 14 months.
  • Exceeded sales targets and led the sales team in new customer acquisitions.

Neuroscience Portfolio Lead

Novartis
01.2022 - 01.2024
  • Company Overview: Multinational pharmaceutical company, based in Basel, Switzerland. It is one of the largest pharmaceutical companies in the world.
  • Optimised performance of Kesimpta, a B-Cell therapy for treatment of Multiple Sclerosis with a focus on key accounts. Led team of 3 in Qld to develop strategic, bespoke customer plans. Focus on optimising patient access to medications and developing long-term relationships with key customers, primarily, Neurologist, Neuroimmuniologists, MS Nurses and support staff. Key accounts included, private rooms, public hospitals and private hospitals.
  • Achievements
  • Achieved growth of over 140% in 12 month period by identifying key prescribers and providing bespoke account management.
  • Consistently in Top 2 in Sales across national team of 6 Representatives.

Senior Account Manager

Novartis
01.2018 - 01.2022
  • Company Overview: Multinational pharmaceutical company, based in Basel, Switzerland. It is one of the largest pharmaceutical companies in the world.
  • Optimised performance of Lucentis, the first anti-vegf inhibitor, a treatment for multiple retinal eye diseases. Launched novel anti-vegf, Beovu. Developed strategic, bespoke customer plans in collaboration with internal stakeholders across multiple teams to optimise patient access to medications and develop long-term relationships with key customers. Customers include ophthalmologist, clinical optometrists, orthoptists, ophthalmic nurses and clinical assistants across private and public sectors.
  • Achievements
  • Achieved highest national unit growth for Lucentis (25%) and highest national sales target within two years. This was accomplished by identifying key opportunities on territory and implementing bespoke tailored plans for each account.
  • Ranked third nationally for patient enrollments in the Beovu patient familiarisation program. Focus on increasing use in key early adopters and expanding breadth of use among slow adopters.
  • Developed relationships with Key customers and in turn advocacy for our products.

GP Sales Representative

Novartis
01.2017 - 01.2017
  • Company Overview: Multinational pharmaceutical company, based in Basel, Switzerland. It is one of the largest pharmaceutical companies in the world.
  • Managed portfolio of three respiratory brands in North Brisbane and Central Queensland. I was the sole Representative on territory, reporting to the Regional Sales Manager.
  • Achievements
  • Achieved 105.7% of target and top three sales rank (out of 20 territories) within nine months. This was accomplished by analysing market data, implementing a targeted strategy, focussing on top five areas within the territory and identifying key prescribing targets within these areas to delivered tailored solutions to each individual.
  • As Brand Champion, assisted with development of marketing and execution strategy through regular feedback to marketing on an ad lib basis and regular monthly meetings.

GP Sales Representative

GlaxoSmithKline
01.2017 - 01.2017
  • Company Overview: British based pharmaceutical company, GSK is the sixth largest pharmaceutical company in the world.
  • Transitioned from a contingency worker to full time employee, successfully sold four respiratory brands to GP’s in North Brisbane, Sunshine Coast and Rockhampton. Facilitated internal and third party speaker meetings.
  • Achievements
  • Recipient of two National Silver Awards, based on sales targets and personal development, exceeding measures for personal objectives and displaying recognised GSK leadership values.
  • Launched three respiratory medications in highly competitive market. Implemented multiple sales and multichannel marketing initiatives.

GP Sales Representative

Hahn Healthcare
01.2014 - 01.2017
  • Company Overview: A leading provider of recruitment services for the healthcare, pharmaceutical and medical device industries. In 2014 named in the Business Review Weekly’s fastest 100 top growing companies.
  • Successfully launched three new respiratory medications in the North Brisbane, Sunshine Coast and Regional areas, predominately selling to GP’s and Pharmacists. Facilitated internal and third party speaker meetings.
  • Achievements
  • Successfully launched three new respiratory medications in a competitive market, analysed sales data, established target list and implemented sales strategy.
  • Recipient of 2015 High Performance Club Award, presented to top 10 Sales Representatives based on sales performance and KPI’s.

Account Manager

REA Group
01.2014 - 01.2014
  • Company Overview: Australian owned digital advertising company, specialising in property. Australia’s number one residential and commercial property websites with international sites in Italy, Hong Kong and China.
  • Delivered tailored on-line marketing solutions to Real Estate Agencies. Provided personal support to agencies for running of the site and how to on sell on-line advertising to consumers.
  • Achievements
  • Achieved over 100% of sales target within first month by identifying opportunities to update current contracts and provide additional specialised advertising options for real-estate agencies.
  • Exceeded customer satisfaction survey scores and coverage requirements.

GP Sales Representative

Pfizer Australia
01.2011 - 01.2013
  • Company Overview: World leading pharmaceutical company with brands in the pharmaceutical and consumer healthcare markets. Pfizer Australia is an icon of the pharmaceutical market and has an international reputation of market leading performance on key brands.
  • Optimised brand performance across a wide range of therapeutic areas; antidepressants, neuropathic pain, osteoarthritis and smoking cessation, predominately selling to GP's and pharmacists. Implemented marketing initiatives, mentored new representatives and assisted with training.
  • Achievements
  • Achieved over 140% growth and 120% of target for Lyrica following PBS launch by implementing and executing marketing and sales strategies on a territory level.
  • Maintained highest market share and second highest percentage dollar growth of Pristiq out of 30 National teams by strategically targeting high potential GP's for prescribing antidepressants and positioning Pristiq as the product of choice.
  • Awarded one of only two state marketing awards presented in Queensland for recognition of the implementation and execution of marketing initiatives and ability to effectively interact with key internal stakeholders.
  • Mentored three new representatives and led sales training sessions, specifically on how to sell from clinical papers, open and close calls and maintain confidence in the sales environment.

GP and Specialist Sales Representative

Pfizer Australia
01.2006 - 01.2010
  • Company Overview: World leading pharmaceutical company with brands in the pharmaceutical and consumer healthcare markets. Pfizer Australia is an icon of the pharmaceutical market and has an international reputation of market leading performance on key brands.
  • Optimised brand performance, primarily in the erectile dysfunction and cardiovascular therapeutic areas. Predominately sold to GP's and cardiologist, urologists and general physicians. Organised specialist speaker engagements and facilitated internal and third party medical meetings.
  • Achievements
  • Recipient of four awards at District and National level based on sales targets, personal development, exceeding measures for personal objectives and displaying recognised Pfizer leadership value.
  • Maintained the highest market share of Lipitor nationally, delivering year on year growth despite extensive competition from a new competitor, Crestor by adapting sales approach to strategically leverage Lipitor's evidence and history to ensure it was prescribed as first option.
  • Organised over 20 large internal and thirdparty dinner and weekend meetings with attendees ranging from 20 – 40 delegates and providing opportunity to liaise with target customers and promote brands.
  • Member of a sales team that returned Viagra to 11% sales growth following three years of sales decline, due to the release of two highly competitive opposition brands. Achieved over 110% of sales target by targeting the highest 20% of class prescribers and prioritising sales and marketing resources to them.

Motor Vehicle Sales Representative

DC Motors
01.2003 - 01.2006
  • Company Overview: Multi-franchise, dealership with over 200 staff and seven franchises, servicing the Rockhampton region for over 50 years.
  • Reporting to two Sales Managers, sold new Honda and Hyundai motor vehicles. Responsibilities included ensuring after-market care and finance were offered to clients and interacting with workshop and detailing staff to ensure vehicles were delivered to clients in pristine order.
  • Achievements
  • Increased volume of Honda sales in conjunction with Honda Sales Manager.
  • Implemented a joint sales approach, turning around a failing Honda franchise. In six months achieved factory set sales targets month on month.
  • Awarded state award for highest Honda Customer Satisfaction Rating which is based on customer satisfaction surveys returned by clients who purchased new Honda vehicles.

Research Assistant

Central Queensland University
01.2003 - 01.2004
  • Company Overview: Rockhampton based tertiary education institution with Australia’s second largest student cohort. Recognised for producing quality gradates with the highest post graduate employment earnings in Australia.
  • Conducted clinical trials as a Research Assistant. Trials centered on Anterior Cruciate Ligament (ACL) reconstruction and involved working closely with orthopedic surgeons, physiotherapists and patients.
  • Achievements
  • Coordinated medical personnel including, orthopedic surgeons, nurses, physiotherapists, pathology staff, medical researcher and imaging staff to be present at appropriate times to carry out necessary investigations.
  • Minimised patient attrition throughout testing period of up to one year by focussing on developing relationships with trial participants and carers.

Education

Bachelor - Biomedical Science

Central Queensland University
01.2003

Medicines Australia Update - undefined

The University of Tasmania
01.2020

Medicines Australia Continuing Eduction Program - undefined

The University of Queensland
01.2008

Skills

  • Key account management
  • Team collaboration
  • Adaptability and flexibility
  • Complex Problem-solving
  • Strategic planning
  • Negotiation and conflict resolution

Certification

Medicines Australisa CDP

Timeline

Territory Business Manager

Brands Ophthalmics Plus
01.2024 - Current

Neuroscience Portfolio Lead

Novartis
01.2022 - 01.2024

Senior Account Manager

Novartis
01.2018 - 01.2022

GP Sales Representative

Novartis
01.2017 - 01.2017

GP Sales Representative

GlaxoSmithKline
01.2017 - 01.2017

GP Sales Representative

Hahn Healthcare
01.2014 - 01.2017

Account Manager

REA Group
01.2014 - 01.2014

GP Sales Representative

Pfizer Australia
01.2011 - 01.2013

GP and Specialist Sales Representative

Pfizer Australia
01.2006 - 01.2010

Motor Vehicle Sales Representative

DC Motors
01.2003 - 01.2006

Research Assistant

Central Queensland University
01.2003 - 01.2004

Medicines Australia Update - undefined

The University of Tasmania

Medicines Australia Continuing Eduction Program - undefined

The University of Queensland

Bachelor - Biomedical Science

Central Queensland University

Awards

GlaxoSmithKline, Silver Sales Award (2016) Silver Sales Award (2017)., National awards presented to the top 10% of Sales Representatives, based on sales performance and personal objectives., Pfizer Australia, Representative of the Year 1st place (2008). Representative of the Year 2nd Place (2009)., National awards presented to top performing Sales Representatives, based on sales targets and performance objectives., District Champion (2008) District Champion (2009)., A state award presented to an individual for excellence in sales activity and performance and for consistent demonstration of leadership behaviours and Pfizer values.

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