Glendell Brown

Background

About Glendell Brown

Dynamic Healthcare Sales Executive with a 15+ year record of surpassing ambitious sales targets, recovering at-risk accounts, increasing profitability, and building key relationships while expanding territories. My Commitment to Driving Revenue Growth: • Fueled $6B+ in annual sales revenue volume while leading and empowering a top-performing team of Sales Directors and Enterprise Account Executives. • Achieved an impressive 148% SGA within the district while leading a team of 8 direct reports, 2 Directors, and 74 NSPs to build out a $15M book of business for neurology. • Surpassed national brand plan of $90M for FY2016 while enhancing NRx volume of an orphan drug (rufinamide) for rare diseases by 10 prescriptions/week. How I Build Trust-Based Partnerships & Secure Accounts: • Grew sales to 138% SGA within the first 120 days of assuming territory leadership role, reversing 5 consecutive quarter losses in a $30M market • Secured $180M in total profits to date by negotiating contracts with C-suite executives, winning back at-risk accounts, and strengthening customer retention. • Won a high-value bid for the IMS task force to design and pilot a new interface for Salesforce, driving substantial gains in sales efficiency, conversion, and profitability. Standing Up Top-Performing Sales Teams & Organizations: • Achieved an impressive 148% SGA within the district while leading a team of 8 direct reports, 2 Directors, and 74 NSPs to build out a $15M book of business for neurology. • Built out the Atlanta sales function by recruiting, training, coaching, and developing Sales Professionals, equipping each team member with sales expertise and product knowledge. • Collaborated with 4 Account Executives and internal/external stakeholders while taking charge of Commercial and Governmental account management, driving trust and retention. Wholesale Distribution and Supply Chain expertise and strategic partnerships with Group Purchasing Organizations (GPOs), Commercial Trade Organizations and Health Systems Pharmacy leaders.