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Mahoney has been with Ortho-McNeil Pharmaceutical Women's Healthcare Division for four years.
Territory: Lehigh Valley, PA, area.
Customers: Obstetricians/gynecologists in offices and hospitals. She also works closely with residents to help them build their practices.
Awards: In 1996, Mahoney was appointed to the company's Leadership Circle, which represents the top eight reps in the company. She was also named District Representative of the Year and Regional Representative of the Year. In 1995, she won the President's Club Award for outstanding sales achievement. In 1994, she was named Rookie of the Year.
Sales springboard: Prior to joining Ortho-McNeil, Mahoney spent three years managing her own company that sold water-purification systems for commercial use.
Sales techniques: "Relationships are the most important reason for my success. I try to build relationships with physicians by helping them add value to their practices with our products or educational programs."
On mentors: "Having a mentor has also helped me achieve success by guiding my direction and focus."
On building sales momentum: "It's easy for me to get up in the morning because I sell products I believe in. It's also easy to stay motivated because I have something new to discuss with physicians: One of our products recently gained a new indication."
The top three qualities a rep needs to succeed: "Tenacity, knowledge and credibility." PR