NANCY L.

BELZER
C: 330-760-2101 NANCY.BELZER2@GMAIL.COM
www.linkedin.com/in/nancybelzer/
NATIONAL ACCOUNT MANAGER
Pharmaceutical ~Biotech & Pharmaceutical ~Managed Care
Highly motivated National Account Manager with a customer-driven approach to sales, profit and market-share growth.
Exceptional account management skills and 20 plus years experience in the healthcare market (Oncology GPOs, Hospital
GPOs / Hospitals, Specialty Pharmacy). Has a commitment to quality customer service that builds trust and captures new
business while maximizing corporate goals. Offers Strong interpersonal communication skills and operates with a high
level of honesty, integrity, and professionalism. Therapeutic background: Oncology, Hematology, Urology, Neuro/CNS,
Cardiology, Infectious Disease, Dermatology, Respiratory, Anesthesia, Bone Marrow transplant
Key strengths include:
IDN Key Account Management
GPO Contracts & Negotiations
Product Launch &
Promotion
Consultative Sales & Relationship
Building
Strategic Sales Planning Niche Markets Team Leader & Staff Recruitment
Injectable Market Managed care Sales training

Versatile executive with an in-depth understanding of business challenges, a talent for working with people, and
the determination and patience to solve many types of business challenges.

RELATED EXPERIENCE
SIGMA TAU PHARMACEUTICALS / ENZON PHARMACEUTICALS 3/2004 - 3/2014
National Account Manager, US Oncology & Bone Marrow Transplant Corporate-wide restructuring
Develops key accounts and builds National Account team/department. Manages Accounts through executive selling and
organizational networking while developing contacts. Facilitates a widespread network of relationships within the GPOs
and IDNs through strategic and tactical interactions with key decision makers.
Highly advanced understanding of U.S. Managed Markets to include Medicare and reimbursement channels
Manages and facilitate contracts and all communication between accounts, sales marketing finance/legal departments.
Aligns/delivers all resources and expertise towards business objectives to advance sales.
Ability to access and collaborate strongly with various functional areas and matrix layers to motivate group action and
desired results. Leads the account team management process for all assigned accounts.
GPO coverage : Novation, Premier, HPG,Medassets, CHPS, Amerinet
Oncology Specialty GPO Coverage: Vital Source, Onmark, and McKesson Specialty health
o Served as a business development liaison for the Oncology and Hospital teams, identifying and assessing
opportunities for new business and future development increased sales with Carnitor by 41%
o Secured contract with HPG that increased sales by 38%
o Medassets developed a new tier structure that increased sales by 26%
o Private label program increased sales by 9%

Merck and Company
Regional Account Executive Arthritis & Infectious Disease 1/2003 3/2004
Senior executive managed the promotion of injectable pharmaceuticals to key Integrated Health Systems throughout
Northeast Ohio. Developed KOLs and speakers within designated areas of Ohio and interfaced with account teams within
assigned territory. Also designed pull through programs and managed there implementations.
Secured contract for the Cleveland Clinic Health System representing over $3 million in annual revenues
Added additional annual revenues by restoring formerly troubled relationships with key clients.
Organized innovative medical education programs for key decision makers and P&T members throughout region.
Key IDN accounts: Cleveland Clinic Health System
Pharmacia Corporation-Infectious Disease
Institutional Sales Specialist 6/2000 3/2003
Senior level sales executive responsible for account management of major Integrated Health Systems throughout Northeast
Ohio. Thorough understanding of Managed Markets to include reimbursement.. Responsibilities included: contract
negotiation, speaker development, site selection for clinical trials and account management for the account team that
included 9 primary care reps and 7 specialty reps.


Key accounts included Cleveland Clinic Health System, University Hospitals of Cleveland (UHHS), Summa Health
System, Akron General Health System and Select Specialty systems.
Developed numerous medical education programs, consultants programs and speaker training educational seminars
throughout the country.
Key accomplishments include launching 2 new products and ranking number 1 in sales nationally.
Developed innovative pull through programs that included all areas of reimbursement.

Schering-Plough
Sales Representative 2/1990 6/2000
Promotion of pharmaceuticals to the hospital and physician market. Extensive knowledge in the Cardiovascular,
Dermatology, Allergy Respiratory and Managed Markets. Regional expert in the areas of Disease management and
managed care. Reviewed and led negotiations of new and renewal hospital contracts.
Authored the current managed care manual and trained the field force on the rollout of its use.
Researched managed care formularies and instituted various resources to quickly influence the Managed Markets
Leader in the sales of RFI programs throughout the country
Top 5% of sales nationally.

Professional Detailing Incorporated (PDI) 2/1989 2/1990
Sales of Dermatology products to Primary care, Internal Medicine and Dermatology Specialties.
Promoted to National Sales Trainer in 7 months
Increased market share by over 300%
ADDITIONAL EXPERIENCE
University Hospitals of Cleveland and Mary Mount Hospitals
Pediatric ICU nurse/Adult respiratory Step-down 1978-1988
Pediatric Nursing care, Patient Education
Member of the P&T Committee and product review committee. Trained new staff nurses


CLINICAL AREAS OF EXPERTISE
EDUCATION & TRAINING
Jane Adams School of Nursing

Pinsonault Institute for Managed Care
Sales Management training
Managed care solo, team and the art of negotiation
Management training Harvard Business School
Preceptorships in various Healthcare systems

AWARDS & ACCOMPLISHMENTS
Rep of the Year in 1997 & 1995.
1999 Achievement Awards
Most Impactful Program of 1999
Team of the Year 1999
Vision Award 1999 (Managed Care)
Unsung Hero Award, nominated by peers for Managed Care 2000
Pace Setter Award and MVP 1999
Nationally recognized for leading the country in Web Site sales 2000
National recognition for being the RFI champion 2001
2001 & 2002 Most Valuable Team and MVP
Platinum Club 2004 and Team of the year 2003
2008/2009 National Leadership Award
2012 NAM of the Year