1. 1 | P a g e A I M
Alison Ivy McNair
1 1 1 Quill Cov e, Madison Mississippi (423) 7 7 9 -261 3
Alisonmcnair07 @y ahoo.com
EXECUTIVE SUMMARY
Established Sales Leader with extensive management and specialty client relationshipcapabilities. Experienced in
competencies that cultiv ate, champion, and lead sales team to exceed sales goals.
 Regional and Territory Management  Business development
 Influencing Managed Markets
 Contract Negotiations
 Corporate Compliance
 Exceeding sales objectives
 Team coaching and individualized
leadership
 Lead #1 Respiratory team in the nation with consistent coaching and impact.
 Selected and certified through GSK’s Emerging Leadership ProgramII, applied competencies to sales teams,
new hires, nationalprojects and boards.
 Demonstrated impact toGSKproduct portfolios through Managed Markets and Health Systems,Regional
AcuteCare hospitals/Specialty Pharmacies, Long TermCare (LTC)national accounts andgroup purchasing
organizations (GPO).
PROFESSIONALEXPERIENCE
GlaxoSmithKline - Research Triangle Park, NC 2005-2016
District Sales Manager, LA, MS, AL, TN, AR, FL panhandle 2014 – 2016
Lead a team of Executive Sales Professionals and twenty-three new hires specializing in Pulmonology,Allergy,
Pediatrics,and Primary Care. Areas of concentration include individualized competency development,strategic
planning and Project Management assignments within Marketing and Sales Training that complemented GSK’s next
generation respiratory portfolio-(Breoand Arnuity Ellipta).
Project Management:
Training:
 Appointed as Regional ComplianceLiaison responsiblefor theintegration of U.S policy and communications
remit from field based employees resulting in a decrease in nationalcompliance infractions.
 Remodeled 1 2-month new hiretraining for 23 new hires across the Centralregion,producing greater
confidencein regionalstrategies and increased connectivity through newly formed mentor/mentee program.
 Extended new hireprogram tobroaden impact around the country and heighten awareness of identified
capabilities neededfor success.
Marketing:
 Critiqued launch brand materials for nationalproject that resulted in copy approval of a new total portfolio
approach.
 Designed legally approved Business development tool that enhanced direct communication with closed door
Health Systems and providers.
 Resourced community outreach projects and health system initiatives focused on patient outcome data and
readmission rates with disease state questionnaires, protocols,and inhaler training. (AR Children’s
Hospital, OchsnerNewOrleans, Vanderbilt)
Sales Management Impact:
 Secured favorable/exclusiveformulary positions and pullthrough in tandem with multiple cross functional
teams; Ochsner, LSU Health, Baton Rouge General, Baptist Health, Universityof MS, Mobile
Infirmary
 Lead district tothe #1 rank in the nation for BreoEllipta market share. Consistently grew NBRX through
execution of Key Performance Indicators (KPI) and setting goals for leadandlag measures.
 Embedded a process for anonymous feedbackand self-awareness of individual strengths lead toan
Exceptional rating for leading people for twoconsecutive semesters.

2. 2 | P a g e A I M
(GlaxoSmithKline continued)
Senior Care Account Manager - LA, MS, AL, TN, AR 2011-2014
Maximized Respiratory and Vaccinecontracts with Group Purchasing Organizations (GPO) strategically aligned to
Long Term Care (LTC)pharmacies, Hospitaltransitional care units, Regional nursing home chains,and Medical
Directors with revenue potentialof 8 million dollars. Prioritized LTC regional chains with revenue of 2.5 million in
respiratory and Flu vaccines.
 Increased market shares and rebate potentialwith the following; Omnicare,Pharmerica,National Pharmacy
in LA and TX, Fast Pharmacy, Baton Rouge General TransitionalCare Unit, LSU Health, Methodist
Healthcare.
 Facilitated COPD disease state/Vaccine training toLong Term Care (LTC)corporatenursing staff,
respiratory therapist,pharmacy buyers andNPgroups across the region.
 Launchedtwonew Flu antigens that resulted in increased brand recognition and consistency of care within
health systems.
 Published Business Development articles in Sector newsletter,“Matrix Work” and “OneFamily’s Story.”
 Headed up Senior Care advisory boardfor Regional Vice President.
Senior Sales Representative - TN 2008-2010
Translated GSK’s Respiratory portfoliowithin local hospitalsystems and specialty clinics intosales growth.
Utilized customer engagement techniques that focus on clinical, financial,and organizationalneeds of the customer.
Sales responsibility for five products, launching three new tothe market.
 Shaped coaching skills during threeAssociate Trainerrotations withinNeuroScience. (Wellbutrin
XL, Lamictal, and IV infusion Bisphosphonate in Rheumatology)
 Accomplished performancecircle winner for top 1 0% in nation.
 Rev italized exclusive Health System wins at Erlanger,Parkridge, and MemorialHospital.
Sales Representative -TN 2005-2007
Established select Neuro-Health and Biologicbrands marketed toWomen’s Health,Psychiatrist, Primary Care,
and Rheumatology. (Wellbutrin XL, Lamictal,and IV infusion Bisphosphonate)
 Recognized with Selfless Service Awardfor kidney donation from RVP.
 AwardedRookie of the Year with #1 national rankfor Boniva IV.
 Honored recipient of the STARAward for top 10% in the region.
Education and Professional Development
Bachelor of Science,Retail Marketing
Univ ersity of Southern Mississippi
Hattiesburg, Mississippi
Emerging Leadership Development II 2013-2014
 Engaged a teamof six ELD II candidates through a 12-month multi-phase program aligned with Harvard
Business School: The Leader Within,Coaching Individuals,Business Leadership,Leading Teams,and
Capstone Evaluation.
 InterviewedRegionalVice Presidents toevaluate the look and sound of leadership based upon Essentials
Communication platform.
Women’s Leadership Initiative 2013-2114
 Enhanced communication and presence for WLIinitiatives.
 Prov ided insight and content such as member enrollment,website development,guest speakers and quarterly
newsletter development.
Current Professional Development
Six Sigma Certification (Estimated completion November 2016)
EssentialExecutive Coaching