Erica Coughenour

Pioneer
DISC Type : ids

Senior Director of Sales Training and Leadership Development at Viatris

Raleigh, North Carolina, United States

Overview

Erica Coughenour is the Senior Director of Sales Training and Leadership Development at Viatris, specializing in the pharmaceutical industry. A Penn State University alumna, she is a results-driven leader with a proven record in strategic planning, curriculum design, and executing successful product launches. Colleagues describe her as "ridiculously smart and efficient."

She has received multiple awards for her performance, including the Presidents Club Award in 2018 and recognition for ranking in the top 5% for portfolio performance in a prior role.

Personality Overview

Driven But Considerate

Decisive But Friendly

Dynamic But Sincere

They combine a unique set of diverse traits where they are fast and friendly but can slow down to be thorough when needed  If they are convinced, they can become very strong champions for your product They have the unique ability to win both love and respect from their team (or outsiders)

Topics They Care About

Sales Enablement
She has extensive experience designing sales training curricula, managing training departments, and ensuring teams are equipped for successful product launches and market changes.
Leadership Development
Her current senior role and background as a training manager highlight a strong focus on cultivating leadership skills and mentoring talent within sales organizations.
Pharmaceutical Launches
Her background includes successfully executing product launches and leading teams through the process, demonstrating clinical expertise with a patient-centric approach.

Media Appearances

Viatris launches global manager bootcamp. Featured in Talogy

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Erica Coughenour – Senior Director Of Sales Training And Leadership Development at Viatris. Featured in The Org

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Discover Viatris: Women in Science. Featured in 3BL Media

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Work History

7-2023
Senior Director of Sales Training and Leadership Development at Viatris
6-2021 - 7-2023
Senior Program Manager / Chief of Staff at Align Technology
3-2020 - 6-2021
Associate Director of Training at Urovant Sciences, Inc.
12-2019 - 3-2020
Senior Training Manager at RedHill Biopharma Ltd.
4-2017 - 11-2019
Senior Manager, Sales Training at Circassia Pharmaceuticals

Education

1999 - 2004
Bachelors of Science from Penn State University

More Information

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Exp : 9 Location : Raleigh, North Carolina, United States Job Level : Senior Designation : Senior Director of Sales Training and Leadership Development at Viatris
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Insights For Selling To Erica

During A Call Or A Meeting

DO's

  • Build a trustworthy relationship while keeping the product center-stage
  • Mostly stick to your standard pitch and qualifying script, but add some stories or anecdotes to it
  • During followups, use calls or text if needed, they should be fine

DONT's

  • Don’t be very informal during the early interactions even if they are being so themselves
  • Don't lean very heavily into providing too much information, sharing whitepapers etc.
  • Don’t hesitate from asking questions or pushing them, but take a formal approach

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Erica is

  • Nothing less than a strong combination of proof of results, relationship and high levels of professionalism is effective with them.
  • Will you ever get a clear answer from Erica

  • They can say no while staying friendly, but can also be pursuaded to reconsider

Insights For Deal Planning

    How fast (or slow) will Erica move?

  • They are generally fast movers and can take quick decisions
  • Can Erica take some risk or not?

  • They have high risk-appetite but can get ahead of themselves once in a while. Observe carefully

You And Erica

Personality Compatibility


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