Associate Director, Regional Accounts
Arizona and Northern California
Senior Account Executive
2008 to 2015
Phoenix, Arizona Area
District Sales Manager
January 2000 to December 2007
Specialty Sales Manager-Dermatology
December 1996 to December 1999
Associate Director, Regional Accounts
Arizona and N. California
IQVIA for Novartis Oncology
Field Reimbursement Manager
2015 to March 2017
What company does Maria Kockinis work for?
Maria Kockinis works for Novartis Oncology
What is Maria Kockinis's role at Novartis Oncology?
Maria Kockinis is Associate Director, Regional Accounts
What industry does Maria Kockinis work in?
Maria Kockinis works in the Pharmaceuticals industry.
Associate Director, Regional Accounts @ Novartis Oncology Arizona and Northern CaliforniaSenior Account Executive @ Merck Account Lead and customer primary point of contact within Merck, a Fortune 100 global company, responsible for managing, implementing and succeeding in business to business relationships with senior leadership of the largest accounts in the Southwest. Accountable for Merck’s total portfolio revenue performance, business relationship and customer experience, creating near and long-term alignment and collaborative opportunities.• Engaged key stakeholders to implement initiatives that aligned with Merck’s strategic business priorities (Diabetes, Vaccines, Cardiovascular, Respiratory, HCV) and the organization’s clinical practice objectives growing market volume and driving over $115 million in annual revenue.• Created innovative and relevant account plans that led to diabetes franchise volume share growth significantly above region performance.• Significant collaboration with C-Suite leaders in their efforts to transform delivery of care within their organization including NCQA initiatives: Accountable Care, Patient Centered Medical Home and Medicare Part D programs.• Led large multi-functional account teams by establishing the strategic vision for achieving customer specific objectives-ensured execution of comprehensive tactics through proactive leadership and team prioritization.• Top Customer Trust and Value Award for the Southwest Region, 2010. From 2008 to 2015 (7 years) Phoenix, Arizona AreaDistrict Sales Manager @ Merck Managed sales team of 12 representatives successfully for over 10 years. Responsible for Cardiovascular, Diabetes, Neurological, Respiratory, Gastroenterology and Anti-inflammatory therapeutic areas. Consistently exceeded sales targets through effective recruitment, leadership, development, training and retention of top sales talent. Consistently demonstrated managerial, leadership and analytical competencies necessary to be highly effective and outperform required goals. Top performer regardless of internal or external challenges in the market. Exceptional awards and skills include:• Received “Director’s Award” for highest share of anti-inflammatory product.• “Top Performer Award” in 2000, “Leadership Award” in 2001 and 2005• 18 awards for Excellence over 11 years, promoted to Executive Level in 2005.• Consistently exceeded sales targets: 100-112% to plan.• Situational Leadership to improve individual results and improve retention of Top Talent.• Coaching and development of others to improve performance outcomes• Cross-Functional Teamwork-Created a culture of selling excellence to collaborate with others in improving overall organizational effectiveness.• Project Management – Placed as lead on multiple regional and national initiatives based on ability to think strategically and to successfully manage projects from inception to completion with positive outcomes. From January 2000 to December 2007 (8 years) Primary CareSpecialty Sales Manager-Dermatology @ Merck Specialty Business Manager, Dermatology, Merck & Co., Inc.Managed a specialty sales team with responsibility for 7 states. Developed the market for a novel mechanism of action therapy. Identified market leaders and cultivated new relationships to enhance market performance.• Identified high volume aesthetic dermatology and plastic surgery offices for targeting.• Consistently exceeded sales targets: 100-105% to plan.• Received special recognition for culturally diverse sales team.Other Relevant ExperienceCoordinator in Training & Development, Merck & Co., Inc.• Coordinated new hire and new developmental training for multiple field sales teams.Health Science Associate, Merck & Co., Inc.• Developed gastroenterology market for launch of the first proton pump inhibitor.Hospital Representative, Merck & Co., Inc.• Represented and contracted entire intravenous product line including anti-infectives and vaccines.• Top performer award in year two on territory From December 1996 to December 1999 (3 years 1 month) DermatologyAssociate Director, Regional Accounts @ Novartis Oncology Responsible for market access of the Novartis Oncology portfolio by executing on brand strategies with regional payers, IDNs and medical groups. Arizona and N. CaliforniaField Reimbursement Manager @ IQVIA for Novartis Oncology Working with Oncology practices to remove reimbursement barriers for patients to receive Novartis Oncology products. Differentiate patient resources to providers as a value added service. In depth knowledge of Oncology payment methods including Buy and Bill, the Oncology Care Model, Specialty Pharmacies, and HUB engagement. SouthwestSenior Manager @ Aetna Supporting a CMS grant project focused on transforming practices to be prepared for Value Based Payment models. From 2015 to March 2017 (2 years)
Extraversion (E), Intuition (N), Feeling (F), Judging (J)
5 year(s), 0 month(s)
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