MEGAN E.

BYRD
12041 Broadwood Drive * Knoxville, TN 37934
(865) 406-4751 * mb109a9b2@westpost.net

Business Development
Seeking a Sales-Account Manager position
Dynamic, highly motivated and results-driven sales and marketing professional of
fering a strong background of sales, sales management, account management and cu
stomer service, with a proven performance record of generating significant reven
ue and market share increases in several healthcare markets, seeks opportunity t
o develop new business with an organization offering opportunities for professio
nal growth.

Specialized Skill Set:

* Influential Selling Skills
* Business Plan Development * Analyzing Market and Industry Trends
* Needs Based Selling Approach
* Account and Resource Management * Mastery of Complex Products and Servic
es
* Marketing Material Development * Educating, Training and Mentoring Staff

PROFESSIONAL EXPERIENCE
PFIZER, Knoxville, TN October 2005 - April 2009
Professional Healthcare Representative
Established a proven record of career growth and achievements in areas including
territory performance improvement, top sales rankings and awards, prescription
volume and market share growth, managed care support, and district leadership.
Introduced new products, maintained and expanded existing business, educated med
ical professionals on clinical applications and met quarterly and annual perform
ance goals.
* Territory Performance: Increased market share for products in rural areas wi
thout State or major insurer coverage. Developed sound and trusting business re
lationships by providing clinical superiority of products, appropriate sample su
pport and follow-up. Increased territory ranking from lowest in the area #189 fo
r overall % to quota to #3 at 166% to quota.
* Top Sales Rankings and Awards: Utilized market knowledge to launch of Chanti
x, a smoking cessation product. Utilized clinical data and patient benefit vs. c
ost factor for largely cash products, including Viagra. Finished in the top 15%
of U.S. in the Chantix "Quest to Quit" sales contest ending in December 2006 fo
r achieving 367% of quota for the May 2006 product launch. Utilized clinical dat
a from over 400 clinical trials to increase Lipitor sales, winning the Lipitor 7
.3 sales contest and the Lipitor Accelerate to 2.8 contests.
* Prescription Volume and Market Share Growth: Utilized needs based selling ap
proach in order to provide specific clinical data to healthcare professionals al
lowing them to make informed decisions. Generated an 18% increase in new Spiriv
a prescriptions. Maintained 39.6% market share for Detrol LA in face of two bran
ded competitors, covered by Medicaid. Generated 30.6% increase in new Viagra pr
escriptions, resulting in 55% market share (largely cash product). Maintained m
arket share for Lipitor at 17% when the national average had decreased 12% to 18
%.
* Managed Care Support: Chosen to by District Manager to conduct district trai
ning programs on Medicare Part D,
Medicare Advantage Plans, Dual Eligibility and Pay for Performance initiatives i
n healthcare. Utilized knowledge of Medicare/Medicaid to capitalize on underser
ved populations.
* District Leadership: Chosen by Regional and District Managers to serve on Al
abama/Tennessee Leadership
Team, responsible for reporting changes to formularies, questions posed by
physicians and intelligence from the field.

MEGAN E. BYRD
Page 2

CARITEN SENIOR HEALTH (Now Humana), Knoxville, TN, Septe

mber 1999 - October 2005
Sales & Marketing Manager
Promoted and increased sales of Cariten Senior Health a Medicare Advantage Healt
h Plan, by leading sales efforts and coordinating marketing campaigns that "sold
" individual/corporate clients on coverage benefits, increasing total membership
from 2,500 to over 25,000 from 1999 to 2005, generating over $25 million in ann
ual Medicare premium. Responsible for developing annual business plans, conduct
ing market and industry analysis, operating under the regulations of the Centers
for Medicare and Medicaid Services, community relations, and employer group sal
es and service.
* Annual Business Plans: Developed annual business plans to achieve enrollment
goals utilizing available resources and allocated budgets, including advertisin
g needs and forecasted ROI (return on investment). Enrollment goals set based o
n historical data current market conditions, and uncovered untapped markets.
* Sales Representative Management: Responsible for recruiting, hiring, trainin
g, coaching, and developing inside/outside sales representatives, designing sale
s presentations, and monitoring sales presentation to ensure compliance with the
rules and regulations established by the Centers for Medicare and Medicaid Serv
ices. In addition, handling employee relations issues with human resources, inc
luding disciplinary actions and conducting annual and quarterly employee evaluat
ions.
* Departmental Policies and Procedures: Developed necessary departmental polic
ies and procedures within own department to ensure smooth operations. Coordinat
ed with other departments including claims, customer service and appeals on inte
rdepartmental policies to meet both regulatory and organizational needs.
* Market Analysis: Analyzed competitor benefit design, service area expansions
, and marketing materials to aide in competitive edge. Additionally, analyzed un
derserved populations in order to capitalize on opportunities.
* Community Relations: Accountable for product positioning, brand-building, ph
ysician presentations, and community relationships. Established a strong networ
k of contacts with the entire Covenant Health System (senior administration - in
cluding CEO, hospitals, member organizations, and affiliates). In addition, for
ged strong relationships within the broker community focusing on group and indiv
idual sales. Member of National Association of Insurance and Financial Advisors
(NAIFA) participated with Healthcare 21 Coalition.
* Employer Sales and Service: Generated 800% increase in employer-sponsored en
rollment and 450% increase in total membership sales with the company's two larg
est accounts. Personally serviced two largest accounts, Knox County Government
Retirees and Rohm & Haas. Coordinated and handled all current employer renewals
and prospective employer Requests for Proposals with the various entities invol
ved including, claims, member services, appeals and pharmacy.
BLUECROSS BLUESHIELD OF TENNESSEE, Knoxville, TN, July 1997 - September 1999
Sales Representative
Secured new business by calling on key decision makers, promoting company value,
and selling potential clients on the benefits of individual health care coverag
e and Medicare-related policies. Involved in initial start-up of first Medicare
+ Choice Plan in East Tennessee.
* Group Presentations: Conducted over 20 monthly group informational semin
ars. Result: led to significant sales increases by generating approximately 200
new qualified leads per month.
* Sales Approach: Used needs-based selling approach during presentations.
Result: secured new accounts and increased my closing ratio by improving ability
to overcome objections.
* Customer Service: Served as a source of information support and problem
solving to existing plan members. Result: generated substantial increases in ref
erral leads.
COMPANION HEALTHCARE (subsidiary of BCBS of South Carolina), Columbia, SC, June
1996 - April 1997
Sales Representative
Developed valuable sales experience and healthcare industry knowledge by interac
ting with health plan subscribers, group administrators, and healthcare provider
s to promote medical insurance plans and consistently achieve/exceed enrollment
goals.
EDUCATION
Bachelor of Business Administration, UNIVERSITY OF NORTH FLORIDA, Jacksonvill
e, FL