Amber Hext

Achievements:

• Currently 2nd in President's Club Rankings
• 44.3% growth vs ANZ 34.9%
• 107% to AOP
• Managing Directors Award (for 2022)

Responsibilities:

• Promotes and sells product portfolio and solutions directly to current and new customers while building strong network of relationships with critical decision makers in assigned accounts and in the market
• Supports sales activities of territory/account managers in complex selling situations while developing and leading the execution of both short- and long-term territory/account plans
• Developed and implemented processes and strategies to achieve operational goals
• Prepared operational budget and directed proper utilization of company resources to meet objectives
• Established team priorities, maintained schedules and monitored performance
• Evaluated employee performance and conveyed constructive feedback to improve skills
• Used industry expertise, customer service skills and analytical nature to resolve customer concerns and promote loyalty
• Defined clear targets and objectives and communicated to other team members
• Established performance goals for employees and provided feedback on methods for reaching those milestones
• Stakeholder engagement with senior-level personnel working in marketing and sales capacities, across functional and other business units.

Achievements:

• Launch S3U in private Market
• Launch Low Risk Campaign
• Creation of National Primary Care Field Recall Team for Market Development
• National Radio Campaign
• Introduction of Call Flows

Responsibilities:

• Strategic business planning and implementation - expense budget management and subsequently formulate, implement, evaluate and refine business strategies in line with annual sales and marketing plan. Oversee the annual strategic planning process and AOP plans in collaboration with the ANZ THV Leadership and functional teams.
• Forecasting – prepare rolling marketing, product and expense forecasts and reconciling on monthly and quarterly basis.

• Strategic Market Development and Therapy Awareness
• Disease & Therapy Awareness Programs – Oversee the ANZ Disease & Therapy awareness programs to drive awareness of Aortic Stenosis across the entire patient journey and promote TAVI as a viable therapeutic option for patients with severe symptomatic aortic stenosis via a heart team.• Digital Management –Oversee and co-ordinate all Digital marketing activities, including campaign development that drives behavioural change with key target audiences, website development, maintenance and ongoing analytics reporting, and development of digital strategies and media traffic driving activities to ensure digital program success and high rates of return on digital marketing investment.
  • Corporate brand management – in consultation with local and global ANZ THV partners assist in the development and implementation a local brand plan to position Edwards as clear market leaders in THV therapy in ANZ with local stakeholders including health care providers, government agencies and payers.
  • Product Portfolio management – in consultation with local and global ANZ THV partners develop and manage the ANZ THV existing and future Portfolio strategies to ensure that THV products have a clear path to commercialisation and are marketed in a professional and competitive manner in ANZ.
  • Business and market intelligence – collect, monitor and share information regarding new opportunities, products, procedural numbers, market dynamics, key market stakeholders and competitive activities within the THV market in collaboration with Australian National Sales Manager and NZ Country Manager reporting to ANZ and JAPAC THV LT on a monthly and quarterly basis.
  • Ensure that all marketing activities comply with government regulations/ Acts, legal demands and safety and ethical standards.
  External/ Internal Relationships
  • Develop relationships with key opinion leaders to promote Edward’s leading position in the market and broaden and enhance the current list of KOL’s within the region.
  • Coordinate presentation/publication of key findings at relevant forums / media. This includes the development of current and emerging KOL’s for major meetings, podium presentations and digital media content for distribution on a regular basis.
  • Effectively interact with local and regional departments including, Marketing Communication, Logistics, Regulatory Affairs / Quality Assurances, Manufacturing and Customer Service. Other duties assigned by Leadership.
  Reporting
  • Communicate strategic programs and impact of these during sales meetings and operational meetings on a monthly and quarterly basis as required.
  Tenders & Pricing:
  • In Collaboration with ANZ THV Leadership, assist with the development and implementation of the pricing strategy which meets or exceeds profit margin targets. This includes overseeing and facilitating with regional and national tender processes as required.
  Developed and implemented marketing strategies to use for launches, rebranding campaigns and promotions
• Used data analytics to track lead generation campaigns and improve quality
• Managed workflow between staff, coordinating documents, planning, and creative material distribution
• Managed marketing budget and associated P&L to develop and execute marketing strategies, budgets and sales plans for business segments
• Executed comprehensive marketing plans that consistently achieved targets for increased revenue
• Devised content strategy to effectively engage target audiences
• Established, initiated and optimized business development strategies based on company targets, product specifications, market data, and budget factors
• Managed budget allocation and resource utilization to maximize marketing ROI
• Analyzed and reported on KPIs to validate and demonstrate success of marketing campaigns
• Developed creative presentations, trend reports, kitted assets, and product data sheets

• Assume ownership and accountability of the district respiratory portfolio to achieve business objectives
• Coach & manage the district respiratory primary care team (12 representatives) to achieve and exceed critical business performance objectives using the efficiency, effectiveness and quality framework
• First Line Sales Manager Trelegy Brand Accelerator, cross functional role liaising with Sales, Marketing, Learning and Development and Senior Management for the flawless launch of Trelegy Ellipta (PBS 1st of June, 2018), Breo Brand Accelerator (2019) and Emotive Selling Champion (2019)
• Coach representatives to highly competent levels in GSK’s selling model (Patient Focused Selling)
• Develop a district business plan aligned to brand strategy and tactical objectives which sets direction for the team and has clear key measures & milestones
• Drive accountability in team for development of robust territory business plans aligned to district plan
• Hold self and team accountable for execution of tactics to support brand strategies and have a system of measures in place to track progress of team against tactical milestones
• Build and maintain mutually effective relationships within the Sales Leadership Team and actively role model and advocate partnership approach across the national Respiratory team
• Work with peers as part of the national Sales Leadership Team to share best practices
• Manage operational budgets to plan
• Ensure all selling activities are consistent with Medicines Australia Code of Practice and all relevant GSK Business Practices codes, Compliance codes and Anti-Bribery principles
• Support development of GP representatives through the GSKA Excellence Map Framework and have differentiated development plans for team members
• Embed the GSKA Corporate Strategy & ‘must wins’ relevant to the Primary Care Sales Directorate
• Lead by example, role modeling the desired high performance, GSK leadership and behavioral attitudes of the team
• Recruit, develop and retain key sales talent
• Through Talent Review Process identify key talent and develop a succession plan
• Identify and develop personal growth opportunities for sales team through the PDP process.

• Sales and marketing responsibility for ANZ and SEA, direct reports and distributors
• Development of pricing framework for Clements and Ardo
• Negotiation with manufacturers regarding pricing and product
• Development of value propositions for hospitals, corporate hospital groups, distributors and clinicians
• Development of business sales and marketing plans, including regional and or customer specific sale plans
• Sales and Marketing Product launch of Ardo range – hospital and retail
• Clinical, sales and CRM training
• Build relationships with professional organisations, such as the Australian Breastfeeding Association to facilitate the endorsement of the Ardo range
• Analysed potential of Clements portfolio and engineered distributing the brand in-house (versus sole distributor)
• Manage team of sales, clinical and social media representatives.
• Created, managed, and executed business plan and communicated company vision and objectives to motivate teams
• Processed vital documentation, completed forms and obtained appropriate insurance verification and authorization for services
• Provided feedback on effectiveness of strategies, selling programs and initiatives and identified areas requiring improvement
• Supported business management projects by monitoring and tracking risks, issues and action items
• Executed business plans to further strengthen and maximize territory sales and profits
• Oversaw and improved deliveries through proactive coordination of daily operations
• Improved business profits through innovative cost containment and revenue generation techniques
• Developed initial sales roadmaps and market strategies to promote successful product launches
• Managed purchasing, sales, marketing and customer account operations efficiently
• Reported issues to higher management with great detail
• Identified and qualified customer needs and negotiated and closed profitable projects with high success rate
• Updated and resolved incidents and managed accessorial charges objectively while maximizing profit
• Launched staff engagement, gender diversity and cultural programs in addition to robust reporting tool that increased operational quality

• Responsibilities as per Senior Territory Manager, with key account focus on RPA, Strathfield, Macquarie Uni Hospital, RNS and NSP (50% of role)
• Product Management (Marketing) role for 50% of role, with responsibility for the entire SHD portfolio
• Training of representatives and surgeons/perfusionists on SHD products
• Development of marketing and strategic plans for SHD portfolio
• Market segmentation and action plan development
• Development of marketing materials
• Organisation and Implementation of Trade Conference Participation (ANZCTS, RACS, ANZCP).
• Achieved sales goals and service targets by cultivating and securing new customer relationships
• Analyzed sales data to identify areas for territory improvement and implemented strategies to maximize sales growth
• Researched competitor activity and used findings to develop sales growth strategies
• Established successful account relationships by building rapport and maintaining consistent communication
• Developed sales strategy based on research of consumer buying trends and market conditions
• Managed over [Number] accounts within [Location] territory
• Conducted regular market analysis to identify new opportunities for territory sales growth
• Developed and monitored sales representative goals and performance to drive territory goals
• Planned and conducted weekly sales meetings to keep sales representatives up-to-date on new products and strategies
• Built relationships with customers and community to establish long-term business growth
• Exceeded sales quotas and increased profitability through effective sales strategy and business planning
• Managed accounts to retain existing relationships and grow share of business
• Compiled and analyzed data to determine approaches to improve sales and performance
• Demonstrated products to show potential customers benefits and advantages and encourage purchases
• Organized promotional events and interacted with community to increase sales volume
• Achieved established KPI for company, regional team and individual performance through teamwork and focus on customers
• Maintained financial controls, planned business operations and control expenses while identifying and pursuing opportunities to grow business operations and boost profits
• Aligned company goals with customer outcomes and increased satisfaction by automating contact management systems
• Developed compelling presentation decks to gain approval for ideas and communicate results

• Territory Manager in the Structural Heart Division
• Promote, trial and sell a large cardiac surgical portfolio that includes Tissue and Mechanical Valves, Surgical treatments for Atrial Fibrillation, Off Bypass Products, Perfusion, Cannula and Blood Management (Capital and consumables)
• Responsibilities include training and clinical support (internal and external) in valves, annuloplasty, AF ablation and blood management (Cell salvaging, ACT diagnostic devices and Perfusion equipment)
• Negotiations with Clinicians, NUM’s CEO’s and other non clinical administrators for placement and use of products
• I am also involved in training and mentoring new representatives
• Achievements include 40% growth over 3 years (vs market growth of 10%), successful implementation of Capital Sales initiatives, Woman in Leadership forum, successful retention of Perfusion Tenders, development of new product proctors, leadership in running education initiatives for nurses, perfusionists
• Negotiated prices, terms of sales and service agreements
• Managed a portfolio of 8 accounts totaling $4 million in sales annually
• Tender applications - public and private
• Sales Management of NSW SHD representatives for last 6 months of role.

• Promote and support 'Pill Cam' systems and consumables for Capsule Endoscopy to Gastroenterologists and GI surgeons.

• Promote, trial and sell a range of diagnostic and Mapping Capital Equipment for use in Cardiac Electrophysiology
• Job entails developing and maintaining advocacy for products and working with Key Opinion Leaders to develop centers of excellence
• 2010 Territory Manager of the Year
• Surpassed annual quota by 40%, with 77% growth
• Managed a portfolio of 6 accounts totaling $3 million annually in sales
• Negotiated prices, terms of sales and service agreements
• Created new revenue streams by cultivating successful partnerships with Westmead Public and Private, and Liverpool Hospital, worth more than $1 million revenue in 12 months
• Quoted prices, credit terms and other bid specifications
• Maximized revenues in several programs by implementing creative sales training techniques
• Tender applications to public hospitals.

• Senior Professional Representative in the Cardiovascular Specialist/Hospital Division
• Promote Ezetrol (Ezetimibe) and Vytorin (Simvastatin/Ezetimibe) to Cardiologists, Endocrinologist, Nephrologists, General Physicians, Neurologists and Geriatricians in the Western/South Western area of NSW
• Work with KOL's to advocate products to GP and specialist colleagues
• Achievements: Over the Top Award (equivalent to rep of the year) for 2005 2007 promoted to Senior Professional Representative 3 Achieving Excellence Awards Involved in inducting and training new representatives
• Mentor to new representatives
• Involved in developing field and training materials and various other pilot teams.

• Promote Eprex (Epoetin Alpha) for Renal Anaemia to Nephrologists, Nursing staff and hospital pharmacists
• Promote Prograf (tacrolimus FK506) for immunosuppression to renal physicians, nursing staff and hospital pharmacists
• Present Renal Anaemia Modules (RSA accredited renal anaemia program for nurses and pharmacists).

• Promote Pariet (Rabeprazole), a PPI for reflux and ulcers, and Risperdal (Risperidone) for schizophrenia to General Practitioners
• Promote and obtain orders for Janssen-Cilag's portfolio of OTC products
• Work to a market share/growth target for all products, exceeded AOP and growth expectations
• Recruited and aided in the operations of various company meetings including Live Endoscopy Workshops.

• Promoted Pravachol (for hyperlipidemia), Avapro (hypertension), and Iscover to General Practitioners
• Worked to growth and market share targets
• Partnered with pharmacists on territory to ascertain generic substitution threat and high potential GP's
• Achieved budget on all products.

• Servicing approx
• 150 accounts with over 200 ethical generic lines in the North-Western Areas of Sydney and the Hunter Region
• Pharmacy Staff Education for the dispersing of generics
• Advising and Educating Pharmacy owners and managers on the profitability of generics within their business through the analysis of dispensary reports and profit presentations
• Devised incentives for pharmacy owners and staff for growth in the area of script volume of generics
• Increasing consumer awareness of generics through targeting nursing homes, Doctors and Community Groups
• Negotiating unique strategies for high potential groups and pharmacies
• Exceeded budget and growth expectations.