Summary
Overview
Work History
Education
Skills
Timeline
Generic

Dorian Heschel

Chicago

Summary

National award-winning professional with 24 years of experience in biotech, rare disease, and specialty sales. Demonstrated leadership in account management and reimbursement strategies, driving significant area results. Strong communicator with cross-functional skills and a solid understanding of business operations. Analytical thinker with a proven ability to leverage market insights for strategic decision-making.

Overview

30
30
years of professional experience

Work History

Senior National Hematology Education Director

Sobi/Astra Zeneca/Medimmune
07.2024 - Current
  • Contributed as a key member of the Hematology Leadership Team, driving strategic initiatives and educational outreach.
  • Led Sobi’s first Hematology Education team across the Western US, raising the share of voice for myelofibrosis and chronic ITP.
  • Provided first-line leadership to a team of 13 Hematology Education Managers, fostering professional growth and collaboration.
  • Increased Doptelet Sales in the West by 15% in 90 days showcasing exceptional performance and impact

Senior Commercial Business Director, West

Sobi/Astra Zeneca/Medimmune
04.2022 - 07.2024
  • Utilize robust analytical rigor to frame situations and incorporate new perspectives and ideas for a team of 6 RSDs and 65 CAMs.
  • Establish business objectives, assesses performance, and address skill development for direct reports to ensure appropriate product portfolio management.
  • Lead and influence a team of Institutional and Regional Sales Directors through modeling and coaching to leadership capabilities by creating a climate of trust so team members can act decisively by clarifying roles/responsibilities and establishing boundaries of decision-making.
  • Circle of Excellence 2024

Regional Sales Director

Sobi/Astra Zeneca/Medimmune
05.2011 - 04.2022
  • Only Regional Sales Director to meet or exceed goal 11/12 years in a row.
  • Valued Interim West Regional Business Director from 5/16 to 11/16.
  • 2019 Director’s Award Winner/2021 Director’s Award Winner.
  • Responsible for the strategic approach and tactical execution of business in IL, WI, MO, MN and IA overseeing 11 Clinical Account Managers.
  • Successfully led the cross-functional commercial team’s (Payer, Medical, & Sales) strategy to oppose AAP Guideline adoption in 2012, 2014.
  • Cross functional partnership with NAD, RAD and FRSM, to align and execute on patient access strategies.
  • Work with key distributors/SPP’s and Home Health agencies in IL, WI, MN, MO, IA to ensure distribution for Flumist and Synagis to drive season sales.
  • Appointed lead to various workgroups, 1AZSF, Hospital Playbook, PRG, CAM Leveling, DRG, NSM ’22, Marketing.
  • Built and developed nationally recognized sales team.
  • Flumist - Finished 112% to goal in 2016, 102% to goal 2015, 105% to goal 2014, 102% to goal 2013, 97% to goal 2012 (#5).
  • Synagis – Finished 83.8% (#2) – 2020-21, 102% - 2019/20, 101% - 2018/19, 102% - 2017/18, 106% - 2016/17, 100% - 2013/14, 89% - 2012/13, 101% - 2011/12.

Clinical Marketing Manager

Sobi/Astra Zeneca/Medimmune
10.2009 - 05.2011
  • Circle of Excellence Winner.
  • Worked with various distributors, MCO’s, and Public Aid on reimbursement and monoclonal antibody approval issues.
  • Member of the Illinois Medicaid Managed Markets planning team with RAM, MSD, and ABM.
  • Target hospitals/teaching institutions in the Chicago area.
  • ABM appointed Synagis leader for area.
  • Developed numerous KOL’s for both Flumist and Synagis within territory to champion and drive business within area.
  • Finished 122% with Synagis 09-10season – increase of 52% YOY.
  • Rank #1 in West Region at 120% to goal for 2010-2011 season.

Biotech Sales Specialist

Sobi/Astra Zeneca/Medimmune
05.2005 - 10.2009
  • Helped accounts navigate through logistics and reimbursement in order find resolution to gain access to Synagis for patients.
  • Effectively communicated national/local payer criteria and policies with all accounts to assure patient access to product.
  • Consistently analyzed data such as Mediconnect, RSVConnection, and Stars to organize and maintain efficient territory planning.
  • Finished 120% to goal with Flumist 08-09 season.
  • Rank 4 out of 277 territories overall for Flumist prebook 09-10 (188%).
  • Finished 97% to goal in a territory with 90% Public Aid when IDPA implemented dosing restrictions, by identifying logistical and reimbursement opportunities.
  • 2009 Espirit de’ Core Award.
  • 2009 West Regional Impact Award Winner for uncovering IDPA issues and working with RAM, GAM, ABM, and BSS’s to resolve the concerns.

Specialty Sales Representative

Collagenex
12.2005 - 05.2006
  • Responsible for 200 Private practice and Hospital Accounts within the Pediatric and Dermatology markets.
  • Active in product launch of first oral Rosacea product to market.
  • 99% average testing score in new hire training.

Regional Account Manager/Territory Manager

BIOMARIN/Medicis/Ascent
12.2001 - 08.2005
  • #1 Sales Representative in Midwest Region.
  • Since product launch, achieved 83% of market share against competitors and generic products.
  • Responsible for 300 Private Practice and Hospital accounts within the Pediatric, Allergy, Immunology, Oncology, Dermatology, and Pulmonary markets.
  • Successful in the promotion and stocking of over 500 pharmacies within the Chicago-Indiana Region.
  • Promoted to RAM - Work with numerous Managed Care and Public Aid organizations to add company products to individual formulary plans.

Pharmaceutical Sales Representative

Innovex, Inc.
07.1998 - 12.2001
  • Assigned to the Novartis project, primary care division.
  • Ranked #1 in Chicago district for the Antihypertensive market and received Maximum Bonus in the Northwest region.
  • Responsible for over 230 accounts specializing in internal medicine, cardiology, rheumatology, podiatry, dermatology, and family practice.
  • Extensive disease-state knowledge due to sales and promotion in the following markets: anti-hypertensive, lipid lowering, anti-inflammatory, anti-fungal, and osteoporosis treatment.
  • Appointed Product and Sales Trainer to assist new hires within territory and attended management training course.
  • Effectively analyzed territory reports and relevant sales call data; such as pre-call plan and post call analysis, to advance sales.

Client Representative/Contract Coordinator

Columbia/HCA
05.1995 - 07.1998
  • Increased client revenue by 1.5 million and Implemented Wellness programs that increased earnings by 23%.
  • Prepared and implemented large-scale contracts, building hospital volume and profits by 25%.

Education

BS - Psychology & Communications

Purdue University
West Lafayette, IN

Skills

  • Sales strategy and market analysis
  • Team leadership, management, and development
  • Access and provider reimbursement
  • Operational management
  • Access and provider reimbursement
  • Collaboration and teamwork

Timeline

Senior National Hematology Education Director

Sobi/Astra Zeneca/Medimmune
07.2024 - Current

Senior Commercial Business Director, West

Sobi/Astra Zeneca/Medimmune
04.2022 - 07.2024

Regional Sales Director

Sobi/Astra Zeneca/Medimmune
05.2011 - 04.2022

Clinical Marketing Manager

Sobi/Astra Zeneca/Medimmune
10.2009 - 05.2011

Specialty Sales Representative

Collagenex
12.2005 - 05.2006

Biotech Sales Specialist

Sobi/Astra Zeneca/Medimmune
05.2005 - 10.2009

Regional Account Manager/Territory Manager

BIOMARIN/Medicis/Ascent
12.2001 - 08.2005

Pharmaceutical Sales Representative

Innovex, Inc.
07.1998 - 12.2001

Client Representative/Contract Coordinator

Columbia/HCA
05.1995 - 07.1998

BS - Psychology & Communications

Purdue University

Similar Profiles

CREATE PROFILE
Dorian Heschel