Summary
Overview
Work History
Education
Skills
Accomplishments
Timeline
Generic

SYLVIA PANOVRAKOS

2 Inala Avenue Kyle Bay,NSW

Summary

Highly experienced Sales Associate offering 25+years of success in sales, product roadmap development, market research and data analysis. Highly skilled in identifying opportunities to maximize revenue. Utilises cross-functional collaboration to drive product success and adaptability to changing market needs. Strong understanding of strategic planning and execution to achieve business objectives consistent with the company's strategic vision. Driven and strategic with proven history of superior market penetration and product launch in various roles over my professional career.

Overview

27
27
years of professional experience

Work History

Field Sales Associate

W.L. Gore and Associates
09.2022 - Current
  • Responsible for a nationally influential territory that has many key KOLS and accounts.
  • Responsible for managing a geographically large territory with up to 35 accounts.
  • My territory sales are consistently ranked second in our team in surgical solutions.
  • Managing the largest bariatric service of Australia (St George Private Hospital)
  • Successful in managing one of the largest accounts (RPAH) at W.L. Gore and all nuances related with ensuring all processes including HCPs and administrative stakeholders are valued and maintain key relationships.
  • Responsible for managing and driving product growth and clinical support in the surgical solutions team within bariatric and general surgery and interventional surgery.
  • Achieving consistent sales growth by developing a territory plan and executing strategic action steps.
  • Defending and maintaining Seamguard usage in a declining bariatric surgical market due to significant global and local headwinds.
  • Successful launch and uptake of Viabil, Synecor IP and Pre to the Australian market
  • Identified and spearheaded the NSW Contract for introducing a new hernia to market within NSW Healthshare and work with internal stakeholders to deliver outcomes.
  • Set up consignment agreements in up to 20 Regional and Metro NSW hospitals and understand the process involved with all NSW Healthshare stakeholders
  • Successful in driving growth in all regional areas with key initiatives planned to ensure growth of the hernia market
  • Support and run clinical educational initiatives to grow the business and educational dinner meetings specific to NSW key accounts with KOLS within them.

Business Development Manager

Innovative Medcare Technology
09.2020 - 08.2022
  • Responsibility: Headed up the Neurosurgical Division portfolio and delivered innovative medical device technologies sourced globally, paired with an emphasis on strategic marketing events centred around skilled surgical workshops and professional education.
  • Accomplishments:
  • Established capital pipeline and customer base for a start up company
  • In depth knowledge of the neurosurgical portfolio and value proposition including clinical education
  • Implemented business plans and financial models for individual hospitals to convert consumable business
  • Instigated surgical skills workshops and clinical education meetings with invited KOL and associated pathologies addressing current cohort of neurosurgical registrars and HCPs.
  • Submitted NSW Health tenders for specialty areas
  • Drafting and reviewing contracts with healthcare partners

Category Specialist Leader CUSA & Account Manager

Integra
01.2009 - 01.2020
  • Category Specialist Leader for 9 Account Managers Neurosurgery
  • Account Manager Codman Specialty Surgical Neurosurgery
  • Capital Sales & Consumable Sales
  • Health and Safety Representative - Field Staff
  • Responsibility: Selling medical devices across all surgical specialties to ensure Integra product portfolio is a market leader. Effective educator and trainer with international exposure.
  • Accomplishments:
  • Supported sales representatives during client meetings by providing expert knowledge on specific features or functionalities of the given product line.
  • Boosted customer retention by providing exceptional product support and addressing user concerns.
  • Continually expanded knowledge of CUSA product line.
  • Optimized inventory management, ensuring timely availability of products for customers.
  • Researched product's technical specifications and accurately communicated information.
  • Reviewed and analyzed customer feedback, incorporating valuable suggestions into future product iterations.
  • Optimized product pricing strategies to maximize profitability while maintaining competitive edge.
  • Enhanced product usability for customers by conducting detailed market research and gathering user feedback.
  • Developed comprehensive product training materials, significantly improving team knowledge and customer support quality.
  • Coordinated beta testing phases to capture early user feedback, refining product features prior to launch of laparoscopic handpieces to market.
  • Miller Heiman Strategic Selling concept engaged with Account Managers to stimulate the pipeline and influencers of capital sales
  • Yearly Business Plans successfully won and targets achieved
  • Generated almost 23 million dollars of sales over 10 years at Integra
  • Grown the NSW South/ACT territory from 60K dollars to 3.7 million dollars
  • Capital Sold 12x CUSAs and 4x CRW Systems
  • Instrumentation sold LED Lighting Systems, Pro Xenon Surgical Headlights and Omnitract Surgical Retraction
  • Grown the Duragen business from 400K to 1 million dollars in my time on territory
  • Maintained just over 1 million dollars in Duragen sales for 3 years consistently 2015-2017
  • 2015 sales achieved 142% to budget with 1 million dollars of capital sales
  • Maintaining positive growth in a very mature territory of CUSA disposables, Duragen Consumables, Instrument sales and Capital sales.
  • Established the Integra Neuro Critical Care trial facility at St George Hospital under the direction of Intensivist Dr Andrew Cheng which resulted in 150K sale
  • Trained all 5 Neurosurgeons and team of Registrars over 3 years and set up NCC protocols with ICU staff and management
  • Conducted educational meetings for theatre and ICU nursing staff, case support and trade display presence at ICU conferences
  • Managing 9 national account managers to execute growth in capital sales
  • Highly collaborative approach to building relationships with all Integra team members and external stakeholders
  • Prepare proposals and presentations based on customers product/service requirements and contribute to tender applications/processes
  • Run sales meetings, product seminars and trade shows

Hospital Sales Representative Immunology

Schering Plough
05.2005 - 01.2009
  • Responsibilities: Managing NSW, ACT and Tasmanian Specialists to grow the Infliximab business in 3 speciality areas- Gastroenterology, Rheumatology and Dermatology. Managing ambulatory care centres and support staff, chief of pharmacy and hospital pharmacists in the administration and education of the IV administered treatment as 3rd line treatment.
  • Accomplishments:
  • Awarded membership to the Achievers Club 2006/7 Prize-Travel to Beijing/India
  • Achieved consistent 115-119% to target in sales with 142% to target contribution to sales in 2006
  • Selected for Management Excellence Program-Global Learning and Development Team Schering Plough
  • Launched Infliximab as 3rd line treatment with great success in Gastroenterology for Crohn's Disease and later Ulcerative Colitis
  • Followed initial launch with successful secondary launch in new indications in Rheumatology for Ankylosing Spondylitis and Dermatology for Rheumatoid Arthritis
  • Managed ambulatory care centres in all institutions to ensure successful implementation of drug and supported nursing staff in education

Specialist Sales Representative

Ferring Pharmaceuticals
06.2004 - 05.2005
  • Responsibility: Managing the NSW territory to grow the pharmaceutical business by calling on Gastroenterologists and Paediatricians. Supporting allied health professionals and centres in driving sales revenue via networking with partners to enhance awareness and treatment options.
  • Launch of Pentasa Enema for treatment of Ulcerative Colitis and Proctitis
  • Launch of Minirin Nasal Spray for the treatment of primary nocturnal enuresis
  • Targeted approach for Paediatric referral from GPS and allied health centres

GP Sales Representative

Glaxo Smith Kline
11.1999 - 06.2004
  • Responsibilities: Managing the inner west territory and implementing the company's sales strategy. Responsible for the co promotion of all product portfolios in GSK primary care division.
  • Accomplishments:
  • 2003 Strive Plus Member Winner- Top 10% Sales Performer & attained a New Zealand reward trip.
  • Therapy Champion for Seretide & Zyban
  • 2003 and 2004- Achieved sales above national average 2 years running
  • 2003- Achieved ‘Everyone Committed, Everyone Contributing' excellence award for ‘over and above' performance helping achieve GSK business targets
  • Achieved and superseded sales targets for designated product portfolio- Seretide, Flixotide, Zyban, Pritor, Aropax, Kapanol, Imigran, Naramig.
  • Carried out efficient planning for sales activity on territory with very diverse product portfolio

CV Track Co-Ordinator

Amrad Pharmaceuticals
07.1999 - 11.1999
  • Responsibilities: Implementation of Amrad's sales strategy through sales calls on General Practitioners covering 3 NSW geographical territories.
  • Achieved sales targets, sales growth and market share objectives for designated portfolio- Lipex (Simvastatin) and Prinivil (Lisinopril)
  • Carried out efficient territory and sales planning to reach company targets
  • Implemented CV Tracker in key surgeries and signed up doctors to enrol patients in referral compliance program

Product Specialist

Clifford Hallam Pharmaceuticals
01.1998 - 11.1999
  • Managing hospital accounts
  • Product specialist and managed the Synvisc account exclusively for Bayer pharmaceuticals.

Education

Bachelor of Science - Anatomy And Biochemistry

University of Sydney
01.1997

Associate Diploma in Music, Violin - Music

Deakin University
Melbourne, VIC
01-1995

Associate of Arts And Sciences - Diploma of Teaching And Musical Compositions

University of South Florida
01-1995

Skills

  • Teamwork and collaboration
  • Dependable and responsible
  • Organizational skills
  • Relationship building
  • Product knowledge
  • Market analysis
  • Sales team support
  • Event coordination
  • Marketing communications
  • Multitasking Abilities
  • Brand positioning
  • Product positioning

Accomplishments

    -Achieved Best New Sales Associate awarded in September 2023 W.L. Gore

    -Achieved highest growth $1.1M in sales to target in 2015 at Integra Neurosciences

    -Achieved Top Sales Performer Achievers Club January 2006 Schering Plough Pharmaceuticals

    -Achieved Top Sales Performer Strive Plus Club January 2003 GSK Pharmaceuticals

Timeline

Field Sales Associate

W.L. Gore and Associates
09.2022 - Current

Business Development Manager

Innovative Medcare Technology
09.2020 - 08.2022

Category Specialist Leader CUSA & Account Manager

Integra
01.2009 - 01.2020

Hospital Sales Representative Immunology

Schering Plough
05.2005 - 01.2009

Specialist Sales Representative

Ferring Pharmaceuticals
06.2004 - 05.2005

GP Sales Representative

Glaxo Smith Kline
11.1999 - 06.2004

CV Track Co-Ordinator

Amrad Pharmaceuticals
07.1999 - 11.1999

Product Specialist

Clifford Hallam Pharmaceuticals
01.1998 - 11.1999

Bachelor of Science - Anatomy And Biochemistry

University of Sydney

Associate Diploma in Music, Violin - Music

Deakin University

Associate of Arts And Sciences - Diploma of Teaching And Musical Compositions

University of South Florida

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SYLVIA PANOVRAKOS