Summary
Overview
Work History
Education
Skills
Professional Achievements
Professional Development
Awards
References
Timeline
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Bianca FELTHAM

Port Hacking,NSW

Summary

Over 12 years experience within medical sales - devices and pharmaceuticals, within adult, paediatrics and neonatal portfolios and covering public, private hospitals, GP's and HCP within Sydney and regional areas. Excellent at nurturing current business relationships and Identifying new business opportunities. High level of customer service, building trusting working relationships, educate and training medical staff, rolling out numerous trials and dedication to achieving better patient care have been the skill set to success all resulting in customer loyalty, retention and revenue.

Astute Business Owner experienced in operations management, competitive analysis and financial management of e-commerce and retail space. Demonstrated success in growth and innovation. Capitalised on new trends and technologies to boost business initiatives and increase revenue and exposure in the market.

Overview

24
24
years of professional experience

Work History

Business Owner

Hunter en Rose
11.2018 - 11.2023
  • Managing all aspects of small business: Start up, e-commerce space and retail space,
  • Social Media & Website Design & Management
  • Developed and implemented marketing strategies to generate new customers and increase sales and profit margins.
  • Trained and motivated employees to perform daily business functions.
  • Conducted target market research to discover customer needs and analyse competitor trends.
  • Managed purchasing, sales, marketing and customer account operations efficiently.
  • Put together realistic budgets based upon costs and fees for successfully operating business.
  • Grew sales and exposure within Covid closure period, thinking outside the square to reach customers.
  • Developed and implemented marketing strategies to generate new customers and increase sales and profit margins

Senior Sales Representative/Territory Manager

Fisher & Paykel Healthcare
10.2011 - 10.2018
  • Provide patient solutions to HCP at bedside for improving patient care.
  • Assist HCP in resolving issues with patients on current therapy at bedside.
  • Influencing Directors of Units to uptake therapy to improve bed block in hospitals from ED to ICU.
  • Conducted day/evening educational in-services to all medical & applied health staff.
  • Attended numerous trade shows and industry related conferences.
  • Responsible for the growth of sales in capital equipment and consumables for a respiratory portfolio in Neonatal, Paediatric and Adult Care successfully growing paediatrics sales by 34% in 1 year.
  • To manage and maintain business with existing tertiary and private hospitals & seek business potential within new units/wards.
  • Met with physicians, directors and healthcare executives to successfully sell medical devices, consumables and capital equipment.
  • Exceeded sales targets 110% to budget consistently with driven mindset focused on continuously bringing in new business and closing sales.
  • Cemented relationships with key providers through regular contact, follow up on customer requests.
  • Set ambitious sales goals to drive continuous improvement.
  • Interacted with problematic accounts, helping to build lasting rapport and boosting opportunities.
  • Resolved order issues efficiently and enhanced customer satisfaction.
  • Guided clinical application for proper placement of medical devices.
  • Followed up with clinical contacts weekly to check on needs and offer new solutions.
  • Maintained thorough and current knowledge of medical device products, competitive offerings and market developments to capitalise on growth and expansion opportunities.
  • Communicated well with highly technical staff and business-oriented managers by adapting style and wording for specific audiences, continuously building strong connections and maximising relationships.
  • Showcased products and trained healthcare professionals through hospital-wide workshops.
  • Analysis of Sales Force Data, Business Plan and altering strategies to grow revenue.
  • Excellent presentation of clinical and product information inline with company strategic direction.
  • Successful roll out of new devices, consumables and first in Australia to trial new therapy in theatres and endoscopy.

GP Pharmaceutical Representative

Sanofi-Aventis Pharmaceuticals
03.2007 - 10.2011
  • Responsible for achieving sales targets of 1st and 2nd line products, by frequent sales calls to GP’s and pharmacies building strong customer relationships, leveraging opportunities to grow business and meeting sale call targets.
  • Call rate of 110% annually to target A, B profile GP's
  • Manage patients on ABPM machines
  • Launched new cardiology drug to market
  • Demonstrate product benefits for patients to HCP
  • Represented as Sales Excellence Leader in 2011
  • Rewarded for facilitating of NSW Diabetes, Cardiology, stroke program in collaboration with NSW Stroke Services.
  • Lead team to win quarterly team award with innovative application.
  • 85% and above achievement on on product knowledge assessments.
  • Host dinner specialist meetings
  • Conduct educational lunch meetings to increase product usage on territory
  • Managed sales plan activities, promotions and product launches resulting in expanded revenues and branding.
  • Clarified customer requests, forwarded product information and answered questions to support sales operations.
  • Used SFA to maintain company database with essential account and sales information.
  • Analyse business plan, identify opportunities and apply strategies to influence and increase GP's prescribing.

Marketing Officer - Events

Device Technologies Australia
01.2006 - 03.2007
  • Coordinated schedules and timelines for medical company events.
  • Brainstormed and implemented creative event concepts and themes.
  • Managed event logistics and operations - Conferences, Trade displays, Stand builds.
  • Staff National Sales Conference planning and managing for national team.
  • Managed administrative logistics of events planning, event booking, and event promotions.
  • Acquired contracts and agreements to finalise negotiations and obtain approval signatures.
  • Inspected event facilities to confirm conformance to customer requirements.
  • Created and maintained event expenditures, budgets and timelines in job-related software.

Sales Office Manager

Device Technologies Australia
03.2004 - 01.2006
  • Booking theatre equipment – Plastic Surgery, Orthopaedics and sterilization.
  • Assist SA team by generating sale orders with existing customers to achieve monthly and quarterly sale targets, Working closely with Orthopaedic & Cosmetic Surgeons.
  • Event marketing – Product launches, Workshops, National Sales Conference, Plastics & Reconstruction (McGhan & Marena) implant booking management & dispatch of breast implants.
  • Fitting patients in hospital for post surgical compression garments.
  • Orthopaedics (Arthrex) – coordination and maintenance of ACL loan kits and Arthrex equipment, Operating theatre attendance – observation of Arthrex equipment used in surgery,
  • Supervise and train customer service representative.
  • Maintained primary relationship accountability for clients, overall servicing responsibility and client satisfaction to maximise profitability of client relationships.
  • Processed orders via telephone, email and online orders from official company website
  • Developed office policies by implementing standards and procedures to guide efficient, effective operation of office

Personal Assistant - Neonatal Intensive Care Unit

St Mary’s Hospital, London, England
07.1999 - 12.2002
  • .Support Head of departments with clinical administration
  • Administrative support for paediatricians, nenatologist and cytologists.
  • Manage their diaries, organise appointments and meetings.
  • Medical typist for medical discharge summaries/clinical notes/manage case notes.
  • Patient enquiries
  • Liaise with all medical staff.
  • Facilitate management meetings

Education

Advanced Diploma in Business -

01.2009

Cert III in Business Sales/Cert IV in Marketing -

01.2007

Skills

  • Business Development
  • Patient Focused
  • Competitive Differentiation
  • Hospital, GP and Pharmacy Sales
  • Driven, results focused
  • Sales Presentations
  • Customer Service Focus
  • Driven and Determined
  • New Business Development
  • Purchasing and Planning
  • Negotiation and Persuasion
  • Strategical and analytical

Professional Achievements

  • Business Start up - Hunter en Rose
  • Australian Sales Representative of the Year 2014 - Fisher & Paykel Healthcare
  • Successful Sales Representative various regions – Sydney CBD, North/Greater Sydney, Inner West, South Sydney & Greater Sydney
  • Key Hospital Account Numerous Product Launches – Capital, Devices, Consumables & Pharmaceuticals, Vaccines
  • Exceed Sales to Budget for Consecutive years 2014 - 2018 - Fisher & Paykel Healthcare
  • Managed 2mil + budgets
  • 35% growth in Consumables over 1 year, overall 110% to budget - 2014
  • State of the Nation NSW Team Award 2014, 2018
  • Appointed as Senior Sales Representative 2014 - Fisher & Paykel Healthcare
  • Experience in various therapeutic areas – Acute Care, Emergency, Respiratory, Cardiology, Renal, Orthopaedics, Plastics & Reconstructive
  • Assisting HCPs with patients on therapy to eradicate issues and improve quality of patient care

Professional Development

  • Clifton Strengths Assessment 2023
  • Styling & Interior Decorating 2019
  • Shopify & Wordpress Web Design 2019
  • Medicines Australia 2010
  • Listening Skills 2011
  • DiSC selling personality types 2011
  • Preparation to Presentation 2010
  • Effective Communication 2009
  • Time Management 2006
  • Medical Terminology 1999

Awards

Representative of the Year - 2014 

State of the Nation Team Award - 2014, 2018 

Completion of internal training program ‘Sales Excellence Leadership Forum’ sanofi-aventis - 2011

Sanofi Aventis for Solidarity, Performance (sales) & Creativity Sales awards - 6 consecutive weeks during product launch 

National quarterly team award 2010 (territory) for driving Co-Plavix sales 

Finalist Nationally for national ‘Outstanding Performance’ award at Device Technologies 2006 

References

Available on request

Timeline

Business Owner

Hunter en Rose
11.2018 - 11.2023

Senior Sales Representative/Territory Manager

Fisher & Paykel Healthcare
10.2011 - 10.2018

GP Pharmaceutical Representative

Sanofi-Aventis Pharmaceuticals
03.2007 - 10.2011

Marketing Officer - Events

Device Technologies Australia
01.2006 - 03.2007

Sales Office Manager

Device Technologies Australia
03.2004 - 01.2006

Personal Assistant - Neonatal Intensive Care Unit

St Mary’s Hospital, London, England
07.1999 - 12.2002

Advanced Diploma in Business -

Cert III in Business Sales/Cert IV in Marketing -

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Bianca FELTHAM