Christina Marie Thomsen
Fendalton,Christchurch
Overview
31
31
years of professional experience
Work History
Strategic Key Account Manager
Roche Diagnostics NZ
02.2024 - Current
- Contract Management: Managing all sales and service contracts, including reviewing KPIs, rebates, and the mutual obligations between our customers and Roche NZ.
- Laboratory Support: Providing ongoing support to laboratory team leaders, managers, and key technical staff.
- Business Development: Identifying "channel filling" opportunities to drive growth, specifically by developing private and research study opportunities within laboratory departments.
- Relationship Management: Maintaining professional relationships between internal and external stakeholders, including Roche logistics, customer service, service engineering, and application teams.
- Compliance: Ensuring all internal training modules are completed ahead of schedule.
- Sales Analysis: Reviewing sales trends and assisting with forecasting for key customers.
- Industry Engagement: Attending all industry conferences and key quarterly business review meetings.
National Account Management – Vet Channel
Dairysmart Ltd NZ
02.2023 - 11.2024
- Coaching sales team – hybrid sales farm/vet sales team; assisting in education of interpretation of clinical studies, sales process training, utilizing CRM software – overall coaching and mentoring the 4 sales team throughout New Zealand.
- Responsible for vet relationships – building awareness and sales - further developed KOL relationships. Including developing relationships with laboratory technical team – SVS Laboratory NZ. Dairysmarts partner in laboratory additional services.
- Launch the Dairysmart products and services – Feb 2024 – to all key dairy vets throughout New Zealand – including key vet corporate groups, such as Vetlife, Vetent, Annexa and Vetora; Plus key independent sole dairy vet clinics.
- Training of clinic staff -milk culture process, interpretation, education of differentiation of critical pathogens – related to mastitis risk status on the dairy farm.
- Start-up NZ Tech company; Mastitis Pathogen Diagnostics – Ai based device
- Achievements to date October 2024: The Veterinary Centre -Oamaru, Ranfurly and Waimate – key Dairy vets (5 x NZ KOL dairy vets – highly respected, analytical and research focused vet team); have fully embraced and introduced 100% Dairysmart diagnostics in all key dairy clinics – have marketed and promoted the in clinic diagnostics services directly to clients – via newsletters and digital marketing; sales of diagnostic consumables – (culture plates) largest sales in NZ vet clinics market.
- Achieved penetration of machines being trailed in Vetlife – one of the largest vet groups.
- 100% penetration of Jupiter Ai devices in Vetsouth – Southland; all vets promoting in-clinic sampling and testing of cultures off farm.
- Marketing -assisting external creative partner – advertising agency; developed marketing collateral for NZVA – conference, Field Days industry key events; contributed to key data, content and images for detail material for sales team.
- Assisted in digital marketing content for social media.
Area Sales Manager
Virbac NZ
09.2019 - 02.2024
- Responsible for Mid Central South Island territory - Livestock focus -Dairy, Beef and Sheep.
- 66 clinics throughout area- including Vetlife, Vetent and independent owner operator clinics.
- Purchasing and distribution split; Wholesaler 51% and 49% direct purchasing and dispatch.
- Key sales achievements: 2020; Budget Growth = 8.2% Budget vs actual sales = 109%; 2021 Budget growth = 5% Budget vs actual sales = 5.4%; 2022 Nov YTD ; Budget growth 8.4% Budget vs actual sales 6.1%; Multimin – trace element supplementation premium product for beef and dairy vets; 2021 – exceeded $1 million sales – Multimin Award NZ/AU Sales Recipient; 2022 - exceeded $1 million sales - Multimin Award NZ/AU Sales Recipient – second year in row.
- Key achievements and projects: Account management- forecasting, supply, rebate achievement, technical training/tech workshops; KAM - Vetlife - communication with Vetlife HQ - marketing, campaign communications to be confirmed and shared with all Virbac ASMs managing Vetlife clinics; in-clinic training programs - with Matt Wells - Virbac Tech Services manager - achieved the highest number of in-clinic technical meetings and number of attendees across the total of Vetlife clinics.
Diagnostic Practice Consultant- Territory Manager- Companion and Production Animal Veterinarian Sciences
IDEXX Laboratories NZ
01.2018 - 09.2019
- Responsible for selling in-house capital diagnostic analysers into Veterinarian practices and hospitals- throughout South Island – 190 vet clinics in total.
- Educated and detailed on Biochemistry, Haematology and Urinalysis – testing and health outcomes for both companion and production animals.
- Working with Vets and practice managers – key stakeholders who were responsible for financial expenditure and delivering on clinic profits – and better standards of care of pets and their fur parents.
- Role includes detailed analysis of current laboratory fiscal spend- forecasting future growth in clinic g – both expenditure and profit.
- Presenting final proposals to key decision makers – across all appropriate lines of the business/clinic.
- Working with large groups – for example; Vetlife, Vetsouth – identifying and working closely with key management.
- Ongoing education – to ensure successful on-boarding of new clients and continuous support and sharing innovation to loyal clients.
- Responsible for education and promotion of Vet Connect Plus- (software program) – integration of in-house results uploaded in app- for easy remote access for vets to view and manage clients results.
- Responsible for promoting laboratory testing business – NZVP labs- Palmerston North and Hamilton labs.
- Working closely with our NZVP pathologists and medical affairs veterinarian – for educational and promotional purposes.
- Key achievements and projects: Built strong relationships with key clients – built trust and rapport in a very fast manner; Grew NZVP 23% over the last 6 months – despite both labs based in the North Island; Territory Revenue Growth – 68% growth qtr one; 62% growth qtr. two 2019- never seen such growth within the ANZ IDEXX business; Presented at Sales meetings – in Australia – to all sales and marketing; on my key sales successes; plus presented on key areas of innovation –“ how to make the most out of new testing platforms”; Planned and managed large educational and promotional meetings- with our Pathologist presenting at 4 regional meetings – organised with key local KOL; 0ver 35 vets attending each evening meeting.
Territory Manager
Pharmaco Ltd
06.2015 - 01.2018
- Building sales of privately funded personal insulin delivery system – a needle free pen.
- Responsible for maintaining and building sales of glucose meter strips – for all patient groups –type1 and type 2.
- Selling in to secondary and primary care Vibratip – a diagnosis tool for testing peripheral neuropathy.
- Launch new product ConfiTEX - designer continence underwear – promoting to secondary and primary health care professionals – sold the product range into retail pharmacy, as well as some key health clinics selling direct to their patients.
- Medical Diagnostic Equipment
- Key achievements and projects: Worked with secondary services – Diabetes Community nurses – developing “Hypo management cards” – for district nurses in the Canterbury region; Customer meetings – working alongside another industry representative – to organise and present at Diabetes education meetings throughout the South Island; Working very closely with PHO Chronic Care Nurse Specialists – therefore I am given the opportunity to run educational meetings throughout PHO’s regions; Working with secondary services – throughout South Island; working with Paediatrics, adult diabetes, and women’s health – promoting diabetes portfolio and our women’s health range of underwear – under covering potential business opportunities throughout the hospital departments.
Territory Manager
Lilly New Zealand
01.2009 - 05.2015
- Territory Covered; Christchurch. Nelson and Blenheim.
- Products; Lilly Insulin’s – Humaloge, Mix25, Mix 50, Cialis, Forteo.
- Key customers; Endocrinologist, Diabetes Nurse Specialists, Urologists, Key General Specialists.
- Responsibilities; Grow business in all targeted disease states; Review targeting of health care professionals – to ensure appropriate customers match the potential for business growth of detailed products.
- Endocrinology Team
- Key roles; Member of the Representative Advisory Board (RAB) reporting back to Australia management on all topics related to all New Zealand based representatives. Quarterly meetings in Sydney –with additional teleconferences; Reporting back to NZ team on feedback and developments within the total ANZ sales teams –via PowerPoint presentations and team teleconferences.
- Member of the People and Culture Team – Diabetes ANZ; similar to RAB reporting; however this role was focussed on improving and developing the team moral and engagement of the ANZ Diabetes Sales Team – via teleconferences; sales meetings presentations.
Territory Manager – Zyprexa Team
Lilly Australia
Perth, Australia
01.2006 - 01.2008
- Promoting ;Zyprexa.
- Key Customers; Private and public Psychiatrists; mental health nurses, and hospital pharmacists.
- Responsibilities; detail Zyprexa in disease states; Bipolar and schizophrenia; Work with GP sales teams - identifying KOL to present at local GP meetings.
- Achievements; recognised for strong Zyprexa (oral) growth; in a market where strong competition existed with depot formulations for Schizophrenia; Recognised for achieving excellent numbers of key customers attending national and international symposiums; Recognised regarding the number of GP education meetings held; plus the recognition for the excellent team work required to plan and implement these educational programmes.
National Sales Manager
James Dunlop Textiles
Auckland, New Zealand
05.2004 - 01.2006
- Managed a team of 9 sale representative throughout New Zealand.
- Key customers; also build relationships with key Interior Designers within Auckland.
- Responsibilities; Introduce Sales budget plans, (there was such plans in place); developing Performance Mgmt; Coordinating the Advertising Schedule and budget.
- Successes/ Achievements; Grew the sales from Interior Designers – where majority of business had been gained from retail and commercial customers; Very successful product launches of international brands – Christian Fischbacher; evening presentations and launches held throughout NZ; inviting key customers, coordinating total event.
Territory Sales Manager (50% of total role) & Sales Manager - CNC National Team (50% of total role)
Lilly New Zealand
Auckland, New Zealand
04.2002 - 04.2004
- Territory Manager: Promoted from the role of Product Specialist due to recognition of exemplary sale performance, team leadership and outstanding territory management.
- Territory; South Auckland.
- Products; Zyprexa.
- Key customers; Psychiatrists and Hospital Pharmacists; community and hospital.
- Responsibilities; promote Zyprexa; Achievements; continued strong Zyprexa growth; recognised for consistent sales; despite strong growth since launch in 1997; Development of KOL; Lilly Australia recognised my contribution for providing international calibre speakers – from my customer base in Auckland.
Product Specialist Associate
Eli Lilly New Zealand
Auckland, New Zealand
04.1997 - 04.2002
- Territory covered – Auckland, BOP and Waikato and Northland.
- Products – Zyprexa and Prozac 20.
- Key customers; Psychiatrist – Community and Hospital.
- Promoted from Sales Representative after consistently performing in all Key Result Areas; Responsibilities; Achieving sales budgets; Efficiently managing OPEX spend, providing optimum Return on Investment (ROI); Achieving a higher level of disease state and product knowledge; Territory management, namely meeting expectations as set out in the sales career pathway; Building and maintaining relationships with key customers.
Sales Representative
Eli Lilly New Zealand
Auckland, New Zealand
01.1995 - 01.1997
- Territory covered; South Auckland.
- Products- Prozac 20, Ceclor and Axid.
- Key customers; General Practitioners and Practice nurses.
- Responsibilities; Achieving sales budgets; Efficiently managing OPEX spend, providing optimum Return on Investment (ROI); Territory management, namely meeting expectations as set out in the Performance Management document; Building and maintaining rapport with key customers – General Practitioners and Specialists.
Timeline
Strategic Key Account Manager
Roche Diagnostics NZ
02.2024 - Current
National Account Management – Vet Channel
Dairysmart Ltd NZ
02.2023 - 11.2024
Area Sales Manager
Virbac NZ
09.2019 - 02.2024
Diagnostic Practice Consultant- Territory Manager- Companion and Production Animal Veterinarian Sciences
IDEXX Laboratories NZ
01.2018 - 09.2019
Territory Manager
Pharmaco Ltd
06.2015 - 01.2018
Territory Manager
Lilly New Zealand
01.2009 - 05.2015
Territory Manager – Zyprexa Team
Lilly Australia
01.2006 - 01.2008
National Sales Manager
James Dunlop Textiles
05.2004 - 01.2006
Territory Sales Manager (50% of total role) & Sales Manager - CNC National Team (50% of total role)
Lilly New Zealand
04.2002 - 04.2004
Product Specialist Associate
Eli Lilly New Zealand
04.1997 - 04.2002
Sales Representative
Eli Lilly New Zealand
01.1995 - 01.1997