Her Story
About Crystal
I am a neuroscience District Sales Manager with nearly 30 years in pharmaceutical sales leadership at Johnson & Johnson. My background is in business, and I lead a team of neuroscience sales representatives. I started as a sales rep, worked in sales training both externally and as a brand trainer, then moved into leadership roles almost 9 years ago. I focus heavily on building intentional culture, empowering my team, and maintaining high energy and purpose to help turn around underperforming teams. I have helped 13 team members achieve President's Club and supported 7 promotions.
Her Interview
Ten minutes with Crystal
01What do you attribute your success to?
I attribute my success to how I was raised in a household where hard work was not optional. I have an internal drive to exceed expectations and a competitive nature from being an ex-athlete. I always knew I had to get up and put in the work without anyone telling me.
02What’s the best career advice you’ve ever received?
The best career advice I ever received is to always be learning and always be reading. Whether through podcasts, audiobooks, or physical books, continuous self-learning provides insights that help me coach and mentor my team better.
03What advice would you give to young women entering your industry?
The advice I would give is to become a great listener and lead with curiosity. People don't care how much you know until they know how much you care. Building trust through genuine listening and curiosity allows you to coach effectively and build strong relationships.
04What are the biggest challenges or opportunities in your field right now?
The greatest challenge is changing perceptions. Doctors and practitioners have built habits and perceptions over their careers. It requires repeated messaging because just because you've said it multiple times does not mean the customer heard it every time. Sales reps find repetition boring but it is essential.
05What values are most important to you in your work and personal life?
Integrity and accountability are most important to me. I give trust right off the bat, own the good the bad and the ugly, and focus on solutions rather than excuses. I never sell my people out and accept responsibility as the leader when things go wrong. Strong work ethic is non-negotiable.
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