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Senior Sales And Management Executive Resume
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| Desired Industry: Biotech |
SpiderID: 3641 |
| Desired Job Location: Vancouver, Washington |
Date Posted: 9/15/2005 |
| Type of Position: Full-Time Permanent |
Availability Date: 09/01/2005 |
| Desired Wage: 130000 |
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U.S. Work Authorization: Yes |
| Job Level: Management (Manager, Director) |
Willing to Travel: Yes, 25-50% |
| Highest Degree Attained: Masters |
Willing to Relocate: Yes |
Objective:
Pharmaceutical * Biotechnology * Medical Devices
Innovative and highly focused sales executive with over 14 years of
experience driving profitable growth and achieving multiple selling
awards for two leading pharmaceutical companies. Proven track record
in redeeming market share declines ranging from 65% to 90%.
Resourceful in developing strategic development and sales management
tactics for various business entities. Well recognized for
outstanding sales team development, employee selection, and sales
training skills.
Successfully launched six new products as pharmaceutical sales
manager. Exceptional abilities in sales management and mentoring as
measured by performance and promotions of seven out of nine employees
and three rookie-of-the-year awards within three-year timeframe.
Experience:
VELOCITY SPORTS PERFORMANCE, Portland, OR 2004-2005
Owner and Director
Oversaw daily business operations for company selling coaching and
training programs designed to teach athletics to young athletes.
Managed four full-time and eight part-time employees. Directed all
sales, marketing, accounting and finances, administration, and human
resources management.
Key Achievements:
* Achieved breakeven point in sales revenue after five months of
business grand opening, seven months prior to franchise standard.
Simultaneously doubled program pricing and increased income by 70% to
90% while maintaining same number of unit sales and incurring zero
loss in customer count. Shifted marketing resources through creation
of customer referral program, thus saving 20% in expenses and
increasing customer traffic by 50%.
* Expanded service offerings and grew product offering from solely
group training sessions by adding nutritional component and one-on-
one training sessions. Implemented financial incentive program and
weekly training program designed to motivate coaching staff for new
role in selling process. Initiative resulted in coaches selling 80%
of programs and showing monthly overall sales increases of 20% (40 to
50).
MERCK & COMPANY, Vancouver, WA 2001-2004
Hospital Business Director-Western Region Sales
Supervised, trained, and developed team of seven hospital
representatives covering broad range of products for endocrinology,
pulmonology, cardiology, and rheumatology physicians. Directly
accountable for institutional account planning and contractual
strategies and management initiatives.
Key Achievements:
* Created, developed, and executed business planning process
resulting in achieving recognition as #1 District for Regional Sales.
Evaluated existing customer base as part of sales team development
efforts, refocused resource allocation in each product line, and
derived business from accounts generating highest return on
investment. Finished year at 114% overall quota with 26% growth;
achieved #1 in cholesterol and osteoporosis sales and #2 in
arthritis and allergy sales. Company adopted overall strategy and it
is still being utilized today.
* Led recovery efforts when company lost 30% market share in one
quarter (80% to below 50%) for key brand statin product at major
veterans hospital, generating $800,000 in annual revenue. Designed
and promoted series of educational programs targeted to pharmacy
market. Key player in building customer trust, maintaining sole
access to facility, and negotiating protocol for use of drug in
support with physicians. Approach is now utilized as custom "best
practice" to target appropriate resources in customer group.
* Instrumental in reversing 20% drop in market share (90% to 70%)
on $1 million in sales from previous quarter for key military account
with statin product. Presented decision makers with data supporting
clinical superiority of product and reinforced contractual and
clinical advantages associated with use of product to pharmacists and
physicians, including substantial volume discounts. Successfully
addressed competitor superiority claim and ensured ongoing
communication to reduce possibility of competitor reentry. Strategy
is now "best practice" to identify key decision makers and has become
part of monthly sales presentation.
PFIZER PHARMACEUTICALS, San Diego and Long Beach, CA 1990-2001
District Sales Manager, 1994-2001
Managed, supervised, and trained group of 9 to 11 sales
representatives covering family practice, internal medicine, and
several specialty offices in San Diego, Palm Springs, and Las Vegas.
Ensured execution of sales strategies and techniques for product
portfolio worth over $50 million. Coordinated internal and external
business efforts for co-promotion partners.
Key Achievements:
* Instrumental in developing local account team strategy to ensure
implementation of product line with particular physician groups.
Implementation of strategy resulted in approximately 25 formulary
successes at seven different physician groups with local manager team
being selected for National Team of the Year Award.
* Achieved status of Manager of the Year and District of the Year
while managing a district in one of the most highly penetrated
managed care markets in the country. Over 20% of the lives in the
district were covered by Kaiser, an organization with whom Pfizer had
no formulary or physical access, further adding to the significance
of this achievement.
* Created conflict resolution and team building template to
assimilate sales representatives from new division into team due to
merger with Parke Davis. Implementation of approach resulted in
collaboration of business plan across both new companies and numerous
formulary successes for new joint product, including Lipitor.
Institutional Hospital Representative, 1992-1994
Oversaw selling activities and drove sales volume for large medical
institution product lines encompassing Long Beach, CA territory. This
territory included five key institutions and roughly $5 million in
sales volume. Key player in gaining formulary access for products and
driving sales for formulary products. Executed numerous professional
education programs designed to enhance physician access and support
sales efforts.
Key Achievement:
* Consistently performed in top 20% of all hospital
representatives. Developed protocol to accelerate acquisition of
practical selling skills to enhance classroom knowledge acquired by
new sales representatives. Initiated role-play training followed by
two full days with representative calling on selected training
customers. Protocol resulted in representatives' competence and
effectiveness with customer base early in career and became local
"best practice" still used with many managerial colleagues.
Previous experience as Professional Healthcare Representative,
PFIZER PHARMACEUTICALS, Long Beach, CA (1990-1992) and Sales
Representative, PITNEY BOWES CORP., Stamford, CT (1983-1984).
MILITARY BACKGROUND
UNITED STATES AIR FORCE, Los Angeles, CA (1985-1990)
Captain and Procurement Officer
Purchased satellites and materials for Space Systems Division.
Negotiated complex contracts for unmanned vehicles and managed source
selection for new systems.
Education:
M.B.A.-PEPPERDINE UNIVERSITY, Malibu, CA (1988)
B.A.-Marketing, UNIVERSITY OF OREGON, Eugene, OR (1982)
Skills:
Core competencies include:
* Strategic Business Planning
* Project Management & Forecasting
* Recruiting, Coaching & Training
* Contract Administration & Negotiations
* Management Development Programs
* Account Relationship Management
* Business Reengineering & Cost Controls
* Sales Staff Development & Motivation
* P&L Accountability & Budgeting
* Process Redesign & Change Management
Candidate Contact Information:
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