Georgie Restifo
The Entrance North Peninsula Natural Area,NSW
Summary
A motivated and experienced hospital key account manager, with an extensive history of exceeding sales targets and key business metrics in a number of therapeutic areas including the medical nutrition industry and medical devices. Passionate about creating value for health care professionals and making a positive difference to the outcomes of patients. Strong clinical background, and skilled in translating complex clinical information to healthcare professionals to aid the positioning of products. Demonstrated ability to build trusted relationships with customers through exceptional service levels and leverage these to drive business objectives.
Overview
26
26
years of professional experience
7
7
years of post-secondary education
Work History
Senior Specialist Representative - Enteral Nutrition
Fresenius Kabi Australia Pty Ltd
08.2018 - Current
- Achieved Sales to target of 123% for Enteral Nutrition in NSW Nth by year end 2022
- Achieved Sales to target of 128% for Enteral Nutrition in NSW by year end 2023
- Promoted to Senior Specialist Representative in 2023
- Accepted into the 'High Performance Program' in 2022
- Premier Award winner for clinical nutrition in 2020
- 2022 Performance review - Company Values - 110% (excelling) - Individual Business Objectives - 108% (exceeding expectations)
- 2023 Performance review - Company Values - 110% (excelling) - Individual Objectives - 108% (exceeding expectations)
- Launched the Fresubin enteral nutrition range in Australia
- This involved building relationships with key customers, introducing them to the new products, and positioning the range to support key HCP and patient needs
- Used competitor knowledge to competitively position the Fresubin range as superior in the Australian Market
- Supported the supply and demand teams with accurate customer insights to ensure adequate supply and minimizing of write-offs
- Worked closely with these teams, including customer service, to ensure deliveries were made to customers on time and in full
- Supported the enteral nutrition and wider team by providing on-boarding product training in addition to presenting on successful selling strategies in winning business in the ICU at conference
- Localized territory business plans to align with strategy, and monitored progression of key opportunities to ensure exceeding of targets
- Strategically targeted customers and accounts to maximize profits and business growth
- Additionally focusing on more profitable products in line with marketing strategy, to increase return on investment
- Collaboration with other business units such as, marketing, customer service, and other Fresenius portfolios, to ensure a seamless customer experience and maximize account growth opportunities
- I have pioneered a number of marketing projects such as the development of product guides, med pass cups, sample boxes during covid and the launch of the online HEN platform, StrengthHEN
- Managing HCP samples requests and prioritizing allocation based upon return on investment
- Maintain a high level of CRM activity and achieving of business metrics, particularly with focus on face-to-face customer engagement
- Proficiency with Salesforce CRM tools, Power BI dashboards and HighSpot marketing platform
Specialist Representative - Parenteral Nutrition
Fresenius Kabi Australia Pty Ltd
03.2017 - 07.2018
- Initiated the win of Royal North Shore inpatient and home PN and supported the new PN Sales Representative to transition this business valued at $450k annually
- Co-ordination and implementation for smooth transition of entire Westmead Hospital to the Fresenius Kabi TPN range in 2017
- This involved management of supply, in-servicing and building of transition plans for the hospital
- Managed key hospital accounts in the NSW North territory to ensure growth aligned with strategy
- Act as a resource and expert on best practice guidelines and evidence-based medicine for hospitals using TPN in NSW
- Conduct and present TPN education sessions with large groups of customers such as dietitians, nursing staff and intensivists
- Used evidence-based literature to competitively sell against competitor parenteral nutrition products, with particular focus on the unique lipid blend SMOF
- Supported the tenders and contracts team with construction of competitive arrangements with hospitals for supply of PN
- Regularly upskilled in evidence in ICU and surgery, to ensure I was providing the most up-to-date information to HCPs
- Collaborated with internal and external stakeholders to ensure a seamless service was provided, such as marketing, medical, regulatory and the compounding facility staff
- Accountable for all sales, business plans, forecasting, budgets, call reporting, and keeping a high standard of customer call notes
- Co-ordinate and ensure the smooth implementation of lunch and learns, journal clubs and external dinner meetings for customers
Private Practising Dietitian & Business Owner
Wyong Family Practice, Kariong Medical Centre, The Entrance Medical Centre
10.2013 - 03.2017
- Managed the operations of the business, including generation of referrals from HCPs
- Designed quality personalised eating plans for clients with a variety of nutrition related conditions
- Supported behaviour change and change management with a variety of clients
- Developed and maintained a network of referring specialists leading to a robust and consistent referral base
Senior Sales Representative - Dermatology/ Aesthetics Portfolio
INOVA Pharmaceuticals
11.2012 - 06.2013
- Exceeded targets for Aldara (107%) and Efudix (122%)
- Product launch of Sculptra into Medical aesthetics clinics in NSW North clinics
- Liaised with Aesthetic nurses, Cosmetic surgeons, practice owners
Nutrition Specialist Representative
Fresenius Kabi Australia Pty Ltd
07.2011 - 11.2012
- Attained 7 additional accounts during my time back at Fresenius Kabi
- Dubbo, Westmead ICU, Lake Macquarie Private, Newcastle Private, Norwest Private, Brisbane Waters Private Hospital, North Gosford Private Hospital
- At the end of Q4, 2011 had achieved 105% to target for compounding accounts
Senior Sales Representative - Dermatology
INOVA Pharmaceuticals
03.2009 - 07.2011
- 2010 Durotram National Sales Representative of the year achieving 126% to target
- Territory market share at year end was 14.6% vs
- 6.7% National average
- Duromine sales results for March 2011 at 116% to target
- Aldara sales results for March 2011 at 117% to target
Specialist Representative - Parenteral Nutrition
Fresenius Kabi Australia Pty Ltd
05.2006 - 06.2008
- National Premier Sales Award
- Launched new products and services in NSW and gained 14 new target hospitals
- Sales at 135% to budget at the end of Q1 2008 (National 110%)
Clinical Dietitian
Central Coast Local Health District
07.2003 - 02.2004
- Managed patients on surgical and palliative care wards
- Worked as a multidisciplinary team to support patients with their medical nutrition care
Specialist Representative
PHARMACIA AUSTRALIA
01.2001 - 03.2003
Specialist Representative
MERCK SHARP AND DOHME
03.1999 - 12.2000
Education
Bachelor Health Science - Nutrition and Dietetics
01.1998 - 12.1998
APMA -
01.2000 - 12.2000
Professional Selling Skills Workshop -
01.2009 - 12.2009
APMA refresher course - edition 16 -
01.2011 - 12.2011
Graduate Certificate of Diabetes Management -
01.2017 - 12.2017
Strategic Customer Relations focusing on Negotiation for Change and Results -
01.2017 - 12.2017
APMA refresher course - edition 18 -
01.2018 - 12.2018
IMPACT Selling Skills -
01.2021 - 12.2021
AuSPEN Advanced Nutrition Course -
07-2022
Skills
hospital key account management
medical nutrition industry
NSW tender landscape
medical devices evaluation and implementation
inservicing medical personnel
accessing difficult customers
emotional intelligence
written communication skills
translating complex information
collaborative problem solving
data-informed decision making
continuous improvement
customer relationships
Affiliations
Dietitians Association of Australia
Personal Information
Date of Birth: 12/23/75
Other Information
Referees can be provided upon request.
Timeline
Brooks Group - IMPACT Selling Skills,
01.2021 - 12.2021
Senior Specialist Representative - Enteral Nutrition - Fresenius Kabi Australia Pty Ltd
08.2018 - Current
Tasmania University - APMA refresher course - edition 18,
01.2018 - 12.2018
Specialist Representative - Parenteral Nutrition - Fresenius Kabi Australia Pty Ltd
03.2017 - 07.2018
Deakin University - Graduate Certificate of Diabetes Management,
01.2017 - 12.2017
Peter Anthony - Strategic Customer Relations focusing on Negotiation for Change and Results,
01.2017 - 12.2017
Private Practising Dietitian & Business Owner - Wyong Family Practice, Kariong Medical Centre, The Entrance Medical Centre
10.2013 - 03.2017
Senior Sales Representative - Dermatology/ Aesthetics Portfolio - INOVA Pharmaceuticals
11.2012 - 06.2013
Nutrition Specialist Representative - Fresenius Kabi Australia Pty Ltd
07.2011 - 11.2012
APMA - APMA refresher course - edition 16,
01.2011 - 12.2011
Senior Sales Representative - Dermatology - INOVA Pharmaceuticals
03.2009 - 07.2011
Professional Selling Skills Workshop - Professional Selling Skills Workshop,
01.2009 - 12.2009
Specialist Representative - Parenteral Nutrition - Fresenius Kabi Australia Pty Ltd
05.2006 - 06.2008
Clinical Dietitian - Central Coast Local Health District
07.2003 - 02.2004
Specialist Representative - PHARMACIA AUSTRALIA
01.2001 - 03.2003
Deakin University - APMA,
01.2000 - 12.2000
Specialist Representative - MERCK SHARP AND DOHME
03.1999 - 12.2000
Newcastle University - Bachelor Health Science, Nutrition and Dietetics
01.1998 - 12.1998
AuSPEN - AuSPEN Advanced Nutrition Course,
MTAA Introduction To Operating Theatre Protocols - ,