Mindy W.

Farr
Dothan, Alabama 36303
334-435-8643
mindyfarr@hotmail.com
https://www.linkedin.com/in/mindyfarr
Professional sales and marketing executive with 24 years of experience in the healthcare industry, including years
in a management/ major account capacity. Excels in relationship building and account development. Recognized
as a result-oriented, strategic planner. Proven ability to identify business opportunities and apply targeted
solutions to win new business, as well as expand and maintain existing customer base.
Executive level C-suite acumen with most recent experience in clinical trials for early phase development work.
Expertise in targeting, cultivating and managing a successful Pharmaceutical/Biotech client base in the US across
various therapeutic areas. Prior Business Development roles with well documented exceptional results in
Pharma/Biotech specialty sales, global laboratory services, home health care (infusion and disease management),
managed care contracting and major account regional positions.
Work Experience
PRA Health Sciences
Account Director
May, 2016-November, 2016
Business Development Director covering the Midwest territory as well as New York and New Jersey for Early
Development Services (Phase 1-2 work). Expertise across all therapeutic areas, with niche focus in CNS, Pain
Management, Oncology, Cardiovascular, Diabetes and Human Abuse Liability work. Adept at prospecting,
proactively identifying new business opportunities for studies, creating momentum for face to face meetings and
capability offerings, working with study teams on clinical planning, collaborating to connect best scientific and
operational differentiation points, and execution as a value-added service partner to clients. Worked closely with
global operational, scientific and BD colleagues to create customer solutions and effective business planning.
Responsible for profiling clinical study work, as well as Bioanalytical laboratory services.
*104% to quota in first full quarter ($2,054,646 in new bookings)
*Built a $24 million dollar pending book of business, including new business opportunities for the late Phase group
(Product Registration) with customers previously not working with PRA
*Drove significant account introductions and penetration into Top Pharma/Biotech contacts based on relationships
in territory resulting in new bid opportunities for both Early Phase work and Late Phase work
Quintiles
Director, Business Development- Early Clinical Development
May, 2015-May, 2016
Director of Business Development focused on identifying and cultivating new Pharmaceutical and Biotech
customers in the Early Development Phase of drug development. Facilitated unique solutions to individual
customer needs on a study by study basis, program basis, and in strategic partnerships. Work included early
engagement scientific navigation towards offering best in class therapeutic expertise and operational delivery.
*Q1 / Q2,2016- Drove winning solutions with new clients resulting in $2m of new business for ECD
*Sales effectiveness results exceeded 200% to target in customer meetings and customer calls
*Managed Large Pharma strategic accounts resulting in new bid opportunities and Preferred Partner capabilities
*Selected as a WIN (Women in Networking) Coach for Quintiles for 2 consecutive quarters mentoring to others
across business units in a leadership role

Bristol Myers Squibb, Cardiovascular Division

Senior Territory Business Manager
March, 2014- January 31, 2015
Cardiovascular specialty sales promoting Eliquis in a Lower Alabama territory. Predominantly worked with high
decile Cardiologists, Practitioners and Internal Medicine Physicians managing Anti-Coagulation in Atrial Fibrillation
and Stroke patients. Hospital, Case Management/Discharge Planning and clinic work including the launch of a
recent new FDA indication for post-operative AFIB for hip/knee replacements.
*Exceeded 100% of quota in Quarters 2 and 3, 2014 post training
*Market share growth of over 175% in less than a year in territory. Moved Eliquis from 13% (territory position
coming out of training) to current share of 36% in market.
*Recognized at Regional Sales Meeting for beating market launch products Xarelto and Pradaxa in market share
Gilead Sciences, Cardiovascular Division
Cardiovascular Therapeutic Specialist
August, 2011- March, 2014
Work with high decile Cardiologists and staff in an Alabama based territory. Targets included Physicians and
Practitioners who manage Ischemic Heart Disease from both a Medical Management and Interventional Cardiology
perspective. Predominantly specialized in Heart Cath Lab/ Hospital based environments and Cardiology clinics
driving clinical promotion and education for Ranexa.
* 2013 President's Club Winner (Top 10% Territory Specialist nationally)
* 2013- 109% to quota finishing #4 in the nation November 2013 (out of 176 reps)
* Q1 2013 "Drive For Results" winner- Top performing TS to quota in Southeast Area
* 2013 YTD #3 TS for co-pay card redemptions nationally
* 2012 YTD quota attainment 102% (#30 nationally out of 176 reps)
* 2012 "Fast Start" sales contest winner
* 2012 IHD "Strong Start" sales contest winner
* 2012 "Gilead Thanks" award for regional presentation meeting work/ teamwork
Bristol Myers Squibb, Cardiovascular/Metabolics Division
Senior Territory Business Manager
May, 2005-August, 2011
Senior Territory Business Manager for specialty accounts in the Lower Alabama/ Northern Florida territory.
Company training included intensive focus on Cardiovascular Disease, Diabetes and Hypertension product
portfolio. Portfolio included Plavix, Onglyza, Kombiglyze XR, Avalide and Avapro. Prior experience in primary care
account setting as well as geographical experience covering territory in Montgomery, Auburn, and Columbus,
Georgia accounts. Documented high performance evaluations and winner of numerous contests in addition to the
below highlights.
* 2011- Nationally ranked number 1 of 292 representatives(most recent portfolio scorecard for Q1)
* 2010 Pinnacle Award winner (top 10% of company) with recognition for top national Onglyza market share.
* Winner of the Q1, 2011 Kombiglyze XR national sales contest as market share leader
* Number 1 in the Southeast region in 2010 defending Plavix (competitor territory has -10.2% market share)
* Appointed by Senior Management as one of 12 BMS delegates to the 2010 American College of Cardiology
Meeting
* Regional Mentor Program 2009-2010
* Region Advisory Council Work Stream Team Lead 2009
* Region Advisory Council (2006- 2009)
* Selected as a BMS Track 2 Plavix Training Advisor (Plainsboro, NJ) August 2008

* 2008 Southeast STAR Award

* 2007 District Vision Award (POA I)
* 2007 Regional preceptorship for Avalide-Avapro selected by RBD as 1 of 3 specialty representatives
* 2006 Pinnacle Award Winner (top 10% of company)
Laboratory Corporation of America, Clinical Trial Division
Director of Sales- The Americas
May, 1999-May, 2005
Director of Sales (US, Canada, & Latin America) for 40 million-dollar division focused on laboratory testing
conducted in clinical trial submissions. Included account development responsibilities for key
preferred pharma/biotech client base in the United States. Disease & test specific experience in all drug
development areas with specific expertise in HIV, Hepatitis, & Oncology. Management of Sales, Sales Information,
Contract Management and Marketing for The Americas Phases I-IV. Primary goal to set strategy and tactics in sales
& marketing that align with LabCorp's corporate focus and increase visibility resulting in growth of profitable
segments of business. Member of Global Management Team, and selected to Chair 2004 LabCorp strategic
planning initiative in developing 5 year business plan for the division. Direct management of 8 Regional Business
Managers, 1 Sales Information Mgr, and 2 Contract Administrators. Ability to discern opportunities, then tailor
communications and presentations to executive level pharma/biotech clients to improve LabCorp's market
position.
*Recognized in 2002 and 2003 with LabCorp Achievement Award (Top 10 in company)
* Qualified in 2002 and 2003 for LabCorp Sales Journey of Excellence (Top 8% in company)
*Incremental year over year growth and 5 year successes: Increase in new business of 571% with a 266% increase
in revenue growth. Results obtained with same number of staff and no increase in expense budget over the 5year period (fiscal responsibility for 1.4m dollar budget)
* Selected as Co-Chair of the 2004 LabCorp strategic planning initiative
* Developed and trained global sales team (United States and Europe) in SPIN selling tactics.
* Developed & trained European operations employees in Communication Style Training - February, 2004
* Developed & trained LabCorp's global sales and operations team for major biotech account - July, 2004
* Exceeded 2003 EBITDA contribution by $477,000 (4.4 million dollar target)
Coram Healthcare
Regional Sales Manager, Southeast
April, 1997- May, 1999
Revenue responsibility for $24 million dollar budget in a six state regional organization. Direct management of 12
field Account Managers, as well as 2 Managed Care Contracting Consultants for home infusion services. Expertise
in creation and execution of marketing strategies targeting business growth in product segments such as Women's
Health, TPN/nutrition, antibiotics, chronic disorders, and disease management. Hired, trained and built 98% of
sales team in a two year period to produce documented results.
* Selected as presenter for two sessions at 1999 National Sales Meeting
* 1998 National Sales Meeting "100% Club"
* 1997-1998 Coram Hero nomination and recognition at national sales meeting
* Overall sales growth of 18% in 1998 over 1997
* Exceeded net revenue budget by 1 million dollars; 115% to plan for 1998
* Exceeded bottom line budget/ EBITDA contribution by $520,000

Apria Healthcare
Regional Account Manager- Southeast
September, 1995- April, 1997
Identification, negotiation and maintenance of large multi-hospital groups, integrated delivery systems, and
managed care organizations in the Southern Region.
* 1997 Runner up for Regional Manager of the year. Recognized as "star to watch". Presenter at National Sales
Meeting.
* 1996- 140% quota attainment; 2.1 million in revenue
* 1995 Regional Account Manager's Award. Presenter at National Sales Meeting
Apria Healthcare
Account Executive
October, 1992- September, 1995
Responsible to market nursing, infusion and respiratory services in the Atlanta marketplace to physicians,
hospitals, and managed care.
* 1995- 121% quota attainment in Quarter 1; 135% quota attainment in Quarter 2. Promoted to Regional Account
Manager.
* 1994- 100% quota attainment, 30% growth with 1.2 million in revenue, 12% increase in focus marketing
products. Presenter at National Sales Meeting.
*1993- 110% quota attainment, 10% increase in focus marketing products. Presenter at National Meeting.
Education
The University of Georgia
1986-1988
Selected for a Graduate Teaching Assistantship in Communications, teaching Undergraduate students
Public Speaking
The University of Georgia
1982-1986
Bachelor of Arts in Journalism
Advertising Major with Minors in Marketing and Communications