ROSANNA P.

LOVE, RN
3013 Oaken Walk Place, Richmond, VA 23233 rleff864@westpost.net 804-921-1104
PHARMACEUTICAL SALES:
SENIOR CLINICAL SPECIALIST/SENIOR SALES REPRESENTATIVE
Biotechnology * Medical Devices * Medical Sales Hospital Representative
Dynamic medical sales professional who has continuously overachieved sales goals
year over year for 10+ years. Effective communicator who identifies, develops,
and maintains long-term, profitable, and productive relationships with physician
s and staff. Analytic RN, respected as a trusted resource to senior specialists
and staff. Forward thinking product expert, able to lead paradigm shifts to cutt
ing-edge medications. Skilled in data- and literature-based sales, reimbursement
, benefit investigations, payer reimbursement policies, and regulatory complianc
e.

Account Acquisition, Management, and Retention * Managed Care Reimbursement * SW

OT Analysis * Disease Pathology * Technical Product Knowledge * Staff Training a
nd Management * Strategic Sales Plans * Product Launches * Critical Care Equipme
nt * Clinical Ladder Promotions * Critical Care Educator * Presentations * Terri
tory Development and Management
PROFESSIONAL EXPERIENCE
HEARTLAND HOSPICE, Richmond, VA 2010
Provides specialized care to address the physical, emotional, and spiritual need
s of patients and loved ones facing the challenges of an advanced illness
Account Liaison, Richmond, VA
Spearheaded development of previously untapped territory. Educated physicians (c
ardiologists / pulmonologists / oncologists), nurses, medical assistants, patien
ts, and families. Overcame significant obstacles, including physician resistanc
e, layperson misconceptions, and lack of knowledge of Medicare / Medicaid reimbu
rsement structure. Served as primary resource for both medical providers and pat
ients on complete process.
* Achieved 100% placement for every referral, dramatically overachieving 50% off
ice average.
GENENTECH, USA, South San Francisco, CA 1998-2009
Biotech leader with $2B in revenues
Senior Clinical Specialist, Central Northeastern Virginia 2004-2009
Promoted for major contributions to both division and region.
Spearheaded sales of Xolair, a humanized antibody drug approved for patients wit
h moderate-to-severe or severe allergic asthma caused by hypersensitivity reacti
ons to environmental substances. Successfully educated physicians and clinical s
taff on medication benefits. Led patient approval process with physicians and ma
naged care providers. Spearheaded science- and medicine-based sales throughout d
ivision, and trained clinical specialists in consultative sales techniques. Sold
effectively to 15-23 hospitals and 34 physician offices. Managed budget of $130
K.
Educated and trained nursing staff, pharmacists, and physicians in 34 physician
offices and 20+ hospitals. Developed, grew, and managed territory for maximum re
venues. Obtained formulary status for products sold in hospitals. Identified ne
twork providers, provider restrictions, co-pays, and documentation requirements
for prior authorization/medical review process and re-certification periods. Led
paradigm shift from previous standards of care, including non-targeted therapie
s for symptom treatment, to cutting edge, targeted monoclonal antibodies treatin
g root causes.
Year over Year Achievements:
* 2009: Year over year growth 10.4%, Percent to plan 107.9%
* 2008: 101.7% to plan, Region of the year
* 2007: 21% growth quarter over quarter, 99.4% to plan, Region of the year
* 2006: Depth and Breath Contest winner, 102.8% to plan
* 2005: Division Admiral Club, 113.01% to plan
* 2004: Promoted to Senior Clinical Specialist
* 2003: Launched Xolair for allergic asthma, Region of the year
o Division All Star Award for demonstrating leadership and team player abilities
.
o 105.2% to plan.
ROSANNA P. LOVE, RN
3013 Oaken Walk Place, Richmond, VA 23233 rleff864@westpost.net 804-921-1104
Highlighted Accomplishments
* Established 15 hospital outpatient departments to provide access to Xolair, re
sulting in year to date sales growth of 472.5% at UVA, 44.07% at VCU, 115% for H
enrico Doctors, and 59.76% for Johnston-Willis.
* Developed Xolair clinic in physician's offices to counter rising cost of hospi
tal administration, with resulting patient fall-off from drug. Clinic eliminated
registration and administrative fees, for higher patient retention and complian
ce.
* Gained approval for medications from key MCOs including Anthem, BCBS-Wellpoint
, Aetna, Cigna, Coventry-Southern Health, Sentara-Optima, and United Health Care
. Educated physician champions to alter criteria for both Anthem and Coventry-So
uthern Health.
Clinical Specialist, Central Northeastern Virginia 1998-2003
Recruited based on detailed product expertise, and strong relationships with car
diologists and teaching hospitals as former nurse manager of cardiac care unit.

Called on cardiologists, neurologists, nephrologists, ER physicians, DOs, and ho

spital cardiac units. Spearheaded growth throughout Mid-Atlantic Territory. Deve
loped programs to educate physicians and staff on product benefits. Created hear
t attack registry to build clear benchmarks with American Heart Association care
standards, and to lead constant improvement of care quality.
* Developed policies and procedures for administration of TPA for peripheral clo
ts-including dosage, administration and rate, resulting sales of 148% of plan
* 2002: Extended TNK to interventional radiologists.
* 2001: Successfully launched extension of TPA for central lines and catheters.
* 2000: Successfully launched TNKase, a one-time single bolus drug for Heart Att
acks
* 1999: Grew market for TPA to include interventional radiologists and nephrolog
ists.
* Awarded Cardiovascular Excellence award
* 1998: Recruited as Clinical Specialist to sell Activase (TPA) for Strokes and
Heart Attacks to Cardiologists, Emergency physicians, and Neurologists.
HOSPITAL CORPORATION OF AMERICA, Richmond, VA 1988-1998
Cardiac Care Nurse at both Henrico Doctors' and Chippenham Hospitals
Marketing Program Development Manager:
Nurse-Manager-CCU
Staff Nurse CCU
Provided patient care for cardiac intensive care unit patients with ventilators,
dialysis, CAVH, CVVH, IABP's, monitoring equipment, vasopressors, and all medic
ations for cardiac medical /interventions. Directed care for the critically ill.
 Trained and educated personnel on all equipment.
* Evaluated, scheduled, trained, and educated 38 professionals.
* Interfaced with multi-disciplinary teams to maintain a smooth running CCU and
quality improvement.
* Resolved all staff, patient, family and physician complaints.

PROFESSIONAL ASSOCIATIONS
Co-Chair, Logistics, American Heart Walk 1993-2006,
Board Member American Heart Association 1996-2006,
American Heart Association "You're the Cure Member 2006-Current
Virginia Asthma Coalition Member 2003-Present
EDUCATION
RN, St Vincent's College
Bachelors of Business Administration, Strayer University Anticipated 2010