Author | Dan Long

Dan Long has been vice president of integrated healthcare markets (managed care) for GW Heritage Products at Research Triangle Park, NC-based GlaxoSmithKline since January 2001. Prior to this, he was the group director of strategic operations for managed healthcare, responsible for directing marketing and contracting strategies for managed markets. Long joined Glaxo in 1988 as a sales representative and has also been an account manager and the director of managed care for the Pacific region. Before joining Glaxo, he was a registered nurse and the manager of a variety of emergency departments, including Children's Hospital and Kaiser Permanente. Long is also a member of the Pharmaceutical Representative editorial advisory board.

Articles

Selling to nurses

Pharmaceutical Representative

Nurses can be powerful advocates.

How to sell in the emergency department

Pharmaceutical Representative

There is no medical setting in which a doctor or nurse can have a more dramatic impact on a patient's life than in the emergency room.