Ian MacKenzie
@ianmackenzie
Pharmaceutical sales leader delivering top rankings through virtual HCP engagement, data-driven targeting, and compliant territory execution.
United StatesWhat I'm looking for
I’m a results-driven pharmaceutical sales leader with 8+ years of documented top-tier performance across specialty, CNS, CKD, neurology, and primary care segments. I’ve driven #1 national rankings, territory turnarounds, and product launches at Jazz Pharmaceuticals, AstraZeneca, Allergan, and Arbor—consistently pairing evidence-based clinical messaging with disciplined execution.
In my current role as a Virtual Territory Manager, I run 100% virtual HCP outreach using AI-enabled platforms and analytics to identify high-potential clinicians and deliver tailored, compliant messaging. I manage the full HCP relationship lifecycle, partner closely with C-Suite stakeholders and KOLs, and integrate complex hospital system workflows—thriving in remote-first models while maintaining strong KPI delivery.
Experience
Work history, roles, and key accomplishments
Virtual Territory Manager
FX2 Virtual Impact
Feb 2025 - Present (1 year 4 months)
Delivered 100% virtual HCP outreach using calls, emails, and digital touchpoints across restricted clinical environments. Leveraged AI-enabled analytics to identify high-potential HCPs, manage full relationship lifecycles, and meet KPI targets in a 1099 remote-first model.
Captured #1 market share in the Tampa District for Farxiga, outperforming the national average by 12.5%. Surpassed 103% of prescription volume goals by Q2 2024 and led New-to-Brand (NBRx) adoption across hospital systems and specialty practices.
Business Partnerships Manager
Capsule Pharmacy
Oct 2021 - Oct 2022 (1 year)
Spearheaded Florida market launch, driving 3,000% growth in 10 months through strategic account acquisition and targeted HCP outreach. Established the first Capsule Integrated Account and led C-Suite relationship management for Tampa General Hospital and the University of Tampa through contract execution and workflow onboarding.
Ranked #1 nationally for Sunosi sales volume during the U.S. product relaunch and delivered 300% of assigned quota in Q1 2021—the strongest performance nationally that quarter. Turned around an underperforming territory by securing 11 new high-volume prescribers within 90 days and building KOL relationships across sleep medicine, neurology, and psychiatry to drive formulary adoption.
Ranked in the top 5% nationally during the launch of Ubrelvy for migraine and consistently exceeded revenue targets across neurology and migraine portfolios. Strengthened territory relationships with neurologists, headache specialists, and PCPs through evidence-based physician education.
Territory Manager - Pediatric
Arbor Pharmaceuticals
Feb 2018 - May 2019 (1 year 3 months)
Achieved 142% of quota for Evekeo (ADHD), ranking #10 out of 107 national representatives, and earned #1 territory ranking in the Southeast District for Q3 2018. Reached 120% of quota for Sklice, ranking #3 nationally, while managing a multi-product pediatric portfolio across pediatricians, child psychiatrists, and specialty prescribers.
Education
Degrees, certifications, and relevant coursework
Cape Peninsula University of Technology
National Diploma (Business), Business
Earned a National Diploma in Business (US equivalency noted as BS in Business) from Cape Peninsula University of Technology.
UNISA
Diploma in Customer Relationship Management, Customer Relationship Management (CRM)
Completed a Diploma in Customer Relationship Management (CRM) at UNISA.
WS&L
Microsoft Certified Systems Engineer (MCSE), Microsoft Systems Engineering
Obtained the Microsoft Certified Systems Engineer (MCSE) certification via WS&L.
Availability
Location
United StatesAuthorized to work in
Social media
Job categories
Skills
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