Top Performers Spotlight Featuring Katie Schaefer, Merz Aesthetics
Being an account manager is like having your own business. The more you put in, the more you get out. Our potential is limitless, and I have experienced first-hand earning 4 back-to-back Presidents' Circle, Region Manager of the Year, and have taught thousands of salespeople just like you. So let's get you thinking like a business owner.
In this interview series called “Top Performers Spotlight,” I talk with sales representatives who have excelled in their careers and are recognized as the top performers in the medical industry. They share their expert insights with sales professionals who want to succeed. As a part of this series, I had the pleasure of interviewing Katie Schaefer.
Katie Schaefer is an Aesthetic Expert, Beauty Influencer, and Sales & Marketing Professional spending the last 15 years in Medical Aesthetics.
Katie’s expertise includes sales and marketing of injectables, devices, skincare & nutrition. She is a multiple President’s Club winner with consistent top sales rankings. Katie has worked with premier global companies in the pharmaceutical, beauty, sports, and fitness industries. Katie currently plays a key sales role with one of the leading aesthetic and pharmaceutical brands in the world. In addition, she owns her own private aesthetic business. Katie’s high-level network of professional contacts is a testament to her status as a trusted resource and respected industry leader.
1. Tell us about your career journey and how you transitioned into medical/pharmaceutical sales?
My career started with a love for sports and fitness, and I had the opportunity to work for global iconic brands such as Reebok, Adidas, and The Sports Club Company. I was able to gain experience and strong professional skills across multiple categories including retail, sales, public relations, and marketing. I was fortunate to work in key markets such as Los Angeles, Boston, and New York. I enjoyed my sport and fitness career for many years, but always had a secret passion and goal to work in the Beauty and Aesthetics field. While excelling in a full-time position, I decided to also pursue my California Aesthetician license and transitioned into the Medical and Aesthetics industry in 2007.
Over the next few years, I built a successful aesthetic network volunteering, doing internships, and working as a Clinical Aesthetician at elite medical practices including, Dr. Frank Ryan and with many RN’s specializing in injectables and lasers. Working in practices was a very valuable entrance into Aesthetics. The Doctors, aesthetic companies, and celebrity patients asked me to be their expert in beauty interviews with local news channels such as Good Day LA, magazine articles such as Gen Lux, and beauty segments on Entertainment Tonight. This helped me ramp up my professional reputation quickly. While working in the industry, I met many outstanding Aesthetic Representatives, and I knew immediately that I wanted to do that job. I committed myself to achieve impressive sales accomplishments to get hired by a Pharmaceutical company.
In 2011, I was recruited to be a Territory Manager at NuFACE, selling a microcurrent handheld device to Med Spas, Retailers, and Resorts in the greater Los Angeles area. I quickly won two President’s Awards and ranked 200% above my peers nationally. I was promoted to Senior Territory Manager and Regional Field Trainer.
In 2014, I was recruited by MERZ Pharmaceuticals to be a Skincare Territory Manager covering the greater Los Angeles area. Neocutis skincare is an established clinical brand featured in top aesthetic practices and med-spas. I achieved my third President’s Club award during my first full year at MERZ. I increased the territory revenue by 400%. I was promoted to Senior Territory Manager and Regional Trainer.
In 2017, I received a promotion to Portfolio Territory Manager covering Los Angeles East. I sold the Ulthera Device consumables and three Injectables. This was such an exciting opportunity because I learned two segments of the business in one role.
By the Fall of 2017, MERZ increased the salesforce and I received an internal promotion to be an Injectable Territory Manager for Los Angeles Central. I was able to turn around a territory that had multiple reps in recent years and generated 1M in new revenue by re-engaging many key opinion leaders.
In 2019, I received an internal promotion to cover the Los Angeles South territory. I doubled the revenue in two years, achieved Senior Territory Manager and Regional Trainer.
Currently, I have sold the full MERZ portfolio, injectables, devices, consumables, and skincare. I’ve accomplished being ranked nationally in the top 15%, averaging 115% to goal each year, earned multiple awards over the last decade, and numerous recognitions for achieving key performance indexes.
2. What do you love about the industry within medical sales you work in?
What I love most about the Medical Aesthetics industry is that it provides clinically proven solutions for medical providers that result in safe and optimal outcomes for patients. Aesthetic treatments can be life-changing for patients making them feel more confident and beautiful inside and out. Throughout my career, I have represented companies and products that improve people’s lives through fitness, nutrition, beauty, and medical aesthetics.
In addition, I admire my aesthetic community. It takes hard work, passion, and character to consistently excel and grow in the Aesthetics industry year over year. I have great respect for my HCPs, customers, peers, and management that make my job enjoyable every day.
3. Tell me about the three most influential people in your life and how they impacted you?
It is not possible for me to choose just three influential people. I would credit my parents for my character development. My siblings for giving me encouragement throughout the years, and my husband and son for being my motivation. I feel lucky to be able to call my entire family my best influences.
4. What has led to your success?
I can credit many of my wins to my work ethic, goals setting, and relationship building. I started working at 15 years old and never stopped. No matter what the job or situation, I took pride in doing it well. I never let a loss deter me, I learned from it and set new goals. And my success would not be possible without all the people that believed in me. These three components continue to be the foundation of my personal and professional development.
5. What is your biggest failure—and what did you learn from that experience?
I attended California State University Northridge for two years right after high school graduation but did not immediately complete my college degree. My passion for working and making money was my priority at that time, and I chose a career over college. In later years, although my career was thriving, I regretted that decision and had to really hustle and work hard to go back and complete my college education.
After two years and a $50,000 investment, I received my degree from a respected University. I went through an accelerated program taking two courses every five weeks, studying from 9 pm to 1 am many days. I achieved a 3.9 GPA with honors. I accomplished this while getting my first pharmaceutical role, winning President’s club, being a wife, and a mom to a five-year-old son.
This “biggest failure” in my life, ended up making me a much stronger person.
6. What advice would you give someone who wants to earn Presidents Circle?
I have won three President’s Awards and many other sales competitions over the last decade. I could not have done so without the support of my managers, corporate counterparts and peers. I have always prioritized being a good team player and making sure to give thanks to all the people that supported my achievements. I believe you must always be grateful to your support circle, to achieve your own success.
Winning awards takes multiple factors to achieve, both in and out of my control. My best results come from staying customer-centric and building a strategic plan based on analytics, to improve my business year over year.
7. What is your favorite leadership development book?
My Dad’s trilogy of books on USAF military combat taught me to be a leader, not a follower, to have good morals, and to remain true to myself. In my adult life, I’ve had members of the military contact me through social media, to thank me for his contributions. It is an honor to be able to say my dad’s books were my best leadership development books. (Col. Jacksel M. Broughton, Thud Ridge, Going Downtown and Rupert Red Two)
8. What is your next big goal and how are you going to reward yourself when you achieve your goal?
I am focusing on leveling up my Medical Aesthetics career. In addition, I’ve been an industry influencer my entire career, I have a strong desire to share my expertise more through social media and education to empower women of all ages. As for my reward, I bought my dream house in early 2020, so any extra money goes to being mortgage-free!
Follow Katie on - LinkedIn: Katie Schaefer, and Instagram: @SkinByKatie
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Meet Danielle Cobo
Career, Leadership and Sales Performance Coach
Danielle has gone from clothes stored in trash bags to leading a team for a Fortune 500 company with no previous management experience. She's spent 15 years in medical sales, earning four back-to-back Presidents’ Circle as an individual contributor, and led the historically poorest performing sales team to #1 in the nation within two years.
At 2 years young she was kidnapped by her mother, met her dad at 15 to then lose her mother to suicide. Through these challenges, she has learned how to transform self-doubt into resilience, drive, motivation & confidence.
Since then, she has taught thousands of people how to do the same in their career acceleration, sales performance, and company culture so they discover their vision, recognize the power within & create the life they desire.
Danielle is a sought-after speaker, published author & podcast host. As seen in...
Women’s Quarterly Magazine, Authority Magazine, Modern Aesthetics, Practical Dermatology, FOX News, ABC World News, and Morning Blend, Dress for Success, Women in Tech, and Chamber of Commerce
Get in touch with Danielle today to speak about the potential of a keynote speech, corporate workshop, or coaching options.
Dream Job with Danielle Cobo Podcast
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Tune into the "Dream Job with Danielle Cobo" podcast. Each week Danielle interviews women who have overcome adversity and leveled up their careers and life.
Learn how to transform self-doubt into courage and confidence, how to accelerate your career, and create balance in your life.
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