Biotech Sales Manager Resume

Desired Industry: Management	SpiderID: 5865
Desired Job Location: Cincinnati, Ohio	Date Posted: 3/9/2006
Type of Position: Full-Time Permanent	Availability Date: 04/30/2006
Desired Wage: 90000
	U.S. Work Authorization: Yes
Job Level: Experienced with over 2 years experience	Willing to Travel: Yes, 25-50%
Highest Degree Attained: Bachelors	Willing to Relocate: Yes

Objective:
Comprehensive Expertise in Enterprise Marketing Blended with
Consultative, Relationship and Financial Selling

Lead by example, analytical and "forward thinking" business
development professional with career highlighted by a decade of
market development, promotions, and account management achievements
in pharmaceutical and beverage sales positions; career also includes
5 years of operations management experience overseeing 20 staff in
fast-paced environment accommodating up to 200 guests simultaneously.

Experience:
MERCK PHARMACEUTICALS ... Cincinnati, Ohio
January 2001 to Present

Top international pharmaceutical organizations involved in research,
development and promotion of pharmaceutical products; total revenues
exceed $40 billion annually.

Pharmaceutical Sales Representative ... US Human Health

Organize and implement entire lifecycle of promotions, programs and
campaigns selling therapeutic products to Health Care Providers,
including primary care physician offices and pharmacists, throughout
Cincinnati and Dayton market place; territory, largest in
marketplace, includes 400 physicians prescribing more than $8 million
in product annually. Products promoted include currently,
Cozaar/Hyzaar (hypertension) and Zocor (cholesterol), and previously,
Maxalt (migraines), Vioxx (osteoarthritis) and Prinivil
(hypertension).

Role focuses on increasing volume of physician prescriptions via
business development, account management, competitive analysis, and
product launches (ultimately accountable for distribution and
accountability of samples); build and solidify relationships with
staff and key decision makers to provide insight into managed care
issues, product and patient education, and formulary changes.
Coordinate all facets of dinner events, intranet video forums and
credited medical programs to provide market with current
medical/industry information. Also liaise between physicians and
corporate to resolve issues stemming from patient enrollment into
sponsored programs.

Demonstrated leadership, self-motivation and ability to
strategically plan as conduit to facilitation of performance
achievements. Business development performance includes:

* Throughout tenure combined, PPO (Percent to Planned Objective)
results include 99.1% for Zocor (4.7% market share growth), 94.5% for
Cozaar/Hyzaar (6.2% market share growth), 99.3% for Vioxx (6.5%
market share growth), and 125% for Maxalt (2.3% market share growth).

* Recognition and awards include: Promotion to Professional
Representative II in May 2004; Award of Excellence in November 2004
for demonstration of effective selling skills; Award of Excellence in
October 2004 for participation in workshop at 2nd semester mid-cycle
meeting; Team Player Award during 1st semester meeting in February
2003; Sales Excellence award for 2002 for contribution in making
Columbus district #1 in region.

* Demonstrating flexibility, sold to wide array of providers
ranging from primary care physicians in privately-owned practices to
large physician groups including Greater Cincinnati Associated
Physicians (GCAP), Greater Health Alliance (GHA), Christ Hospital
medical offices, and University of Cincinnati and Miami University
medical departments.

* Improved sales and market penetration performance via proficient
analysis of diverse data and application of specific data to
healthcare providers to facilitate customer-oriented goals and
visions; also developed routing lists enabling further business
gained with key health care providers.

* Attend continuous training and selling skills workshops;
regularly tested on corporate policies and procedures.

* Frequently responsible for SAVE contract enabling hospital to
receive Zocor at contracted price; spearheaded negotiations within
pharmacies throughout territory.

* Currently primary liaison for relationship between sponsored
cardiovascular specialist and primary care facet of territory.

* Previously served as point representative for Merck Medicus, web
based informational site providing solutions to physician needs and
medical education; also served as district computer champion.

* Appointed as Exemplar to new hires out of training, most recently
in May of 2005.

HEIDELBERG DISTRIBUTING (ANHEUSER-BUSH) ... Dayton/Cincinnati, Ohio
August 1996 to January 2001

Largest distributor of alcoholic beverages in State of Ohio;
operations supported by 500 employees in 5 major Ohio metropolitan
areas. Company held contract to distribute Anheuser Bush in addition
to several contracts with wine and beverage manufacturers.

Sales Supervisor ... Dayton, Ohio (July 2000 to January 2001)

Spearheaded new account sales/marketing and account management
activities promoting full line of Anheuser Busch products throughout
Dayton, Ohio market; served as primary contact for production
promotions as well as conflict resolution. Developed and placed co-op
advertising programs with radio stations to introduce new products.

Customers comprised wide array of small/large accounts and high-
profile accounts including national chains (Kroger and BW-3), local
chains (Fricker's), and minor league baseball park housing Dayton
Dragons (also responsible for sponsorship negotiations as well as
product and sign placement); responsible for combined volume of 120
accounts.

* Brought in to support transition of peddle-sale market system to
pre-sell system and train/develop new hires; strategy elevated level
of competitiveness throughout market place. Operated amidst quota
accounting for percentage increase over prior year's monthly sales.

* Organized large street festival during Halloween weekend
celebration; coordinated participation of 8 large accounts, lined up
radio sponsorship, and negotiated exclusive vendor status with tavern
associations.

Sales Representative Cincinnati, Ohio (August 1996 to July 2000)

Administered product sales and marketing targeting on and off
premise accounts throughout Cincinnati, Ohio territory (2nd largest
territory in company); ultimately responsible for $2.4 million annual
profit and loss results via increased product awareness and
strategies to limit competitor impact throughout market place. As
primary point of contact, coordinated all facets of sale including
new business development, co-op advertising and rebate programs,
merchandising, promotions, event planning and organization, display
sets, new introductions/launches, retention marketing and prompt
resolution of account and product issues.

* While in position, consistently achieved monthly quota and ranked
within Top 3 out of 25 in territory growth; awarded Sales
Representative of the Month in March of 1999, December of 1998, and
March of 1998.

Previously served as General Manager of J.C.'s Campus Tavern in
Cincinnati, Ohio (1990 to 1996); generated up to 25% of annual
revenue via development and implementation of special event
promotions; exceeded 100% of sales goals for all special product
promotions. Created and implemented most successful single day
promotion in company history.

Education:
University Of Cincinnati ... Cincinnati, Ohio
Bachelor of Arts in Psychology, 1993

Skills:
* P&L Responsibility
* Customer Service
* Employee Relations
* Data Management
* Sales Presentations
* Product Launches
* Product Introduction
* Retention Marketing
* Co-Op Advertising
* Rebate Programs
* Market Analysis/Research
* Merchandising/Promotional
* Public Relations/Media Relations
* Staff Supervision and Training
* Strategic Planning/Initiatives
* Budgeting & Expense Reports
* Proposal Development/Presentation
* Key Account Management
* Event Planning/Coordination
* New Market Identification
* Productivity Improvement
* Territory Management
* Performance Evaluations
* Program Development
* Relationship Management
* Inventory Control
* Competitive Analysis
* Contract Negotiation
* Selling Creative/Strategic
* Project Management

Additional Information:
EDWARD J. MOTTA

2741 Hyde Park Avenue
Cincinnati, Ohio 45209
Phone: 513-520-7123
E-mail: edwardmotta@current.net

Dear Selection Committee:

Broad-based talents in product presentation, relationship building
and market development are rooted in my success and will facilitate
the goals and visions you wish to achieve. With anticipation of
securing a position in Sales and/or Sales Management with your
organization, I submit the attached r�sum� for your review.

My qualifications represent a relevant list of achievements that
predict positive contributions. Most notable among my strengths
include opportunity identification, market analysis, communication
strategies, message development and delivery, and strategic business
planning.

Directly impacting company reputation the challenges I have met were
received with sincere dedication and commitment to excellence. My
roles have been diverse and have included, currently, Pharmaceutical
Sales Representative with Merck Pharmaceuticals (top international
pharmaceutical organizations involved in research, development and
promotion of pharmaceutical products; total revenues exceed $40
billion annually.), and previously, Sales Supervisor and Sales
Representative with Heidelberg Distributing (largest distributor of
alcoholic beverages in State of Ohio; operations supported by 500
employees in 5 major Ohio metropolitan areas.).

Through conceptualizing and implementing all critical initiatives I
have effectively facilitated comprehensive business growth by meeting
and exceeding objectives. While serving in my current position, I
offer the following achievements as indicators of future performance
in areas critical to net profit growth, market expansion, and sales
strategy development:

* Throughout tenure combined, PPO (Percent to Planned Objective)
results include 99.1% for Zocor (4.7% market share growth), 94.5% for
Cozaar/Hyzaar (6.2% market share growth), 99.3% for Vioxx (6.5%
market share growth), and 125% for Maxalt (2.3% market share growth).
Pharmaceutical Sales Representative ... Merck Pharmaceuticals

* Recognition and awards include: Promotion to Professional
Representative II in May 2004; Award of Excellence in November 2004
for demonstration of effective selling skills; Award of Excellence in
October 2004 for participation in workshop at 2nd semester mid-cycle
meeting; Team Player Award during 1st semester meeting in February
2003; Sales Excellence award for 2002 for contribution in making
Columbus district #1 in region. Pharmaceutical Sales Representative
... Merck Pharmaceuticals

* While in position, consistently achieved monthly quota and ranked
within Top 3 out of 25 in territory growth; awarded Sales
Representative of the Month in March of 1999, December of 1998, and
March of 1998. Representative ... Heidelberg Distributing

My early career included tenure as General Manager of J.C.'s Campus
Tavern where I facilitated historical sales increases and exceeded
100% of my expectations for product promotions; a demonstration of
diversity, professionalism, personal excellence and the probability
of success I will have with your organization.

If you are searching for an innovative leader who will generate
growth and profit, please contact me to arrange an interview. I am
eager to learn more about the challenges facing your organization and
to discuss how I can make a difference.

Sincerely,

Edward J. Motta

Candidate Contact Information:

Name: Edward Motta
Street:	Phone: 513-520-7123
City: Cincinnati	Fax: -
State: Ohio
Zip: 45209
Web Site: