Seth M. Painter

*** ******* **** 484-***-****

Horsham, PA 19044 abl4mu@r.postjobfree.com

Summary

Senior-level B2B Sales & Account Management Professional with diverse

healthcare industry background that includes interactive medical education,

pharmaceutical,pharmaceutical and medical device sectors. Uses

consultative sales skills to build strategic relationships with C-suite

executives, KOLs, healthcare professionals, and administration at health

systems, hospitals, and physician practices. Adeptly penetrates new

territories / segments and turns around underperforming ones. Extensive

product launch experience and broad therapeutic expertise.

. Therapeutic Expertise: Cardiology, Pulmonology, OB/GYN, Critical Care,

Emergency Department, Cath Lab

. Emerging Technologies: Internet Marketing, Social Media, Mobile Phone

Applications, Online Learning

. Institutional Proficiencies: GPO Contracting, Quality Improvement,

Medical Protocols, Managed Care

. Sales Talents: Strategic & Tactical Market Planning, High-Caliber

Presentations

Professional Experience

Quantia Communications, Waltham, MA 2010

Business Development manager, Health Systems and InstitutionsBusiness

Development Manager, Health Systems and Institutions (Mid-Atlantic)

Based on extensive network of healthcare contacts, recruited to launch

experimental Business Development division in 10-state territory for $20M

startup provider of interactive physician education (that is accessible

either online or via various mobile devices).

. Developed training, process, and sales materials for new division.

Expanded target segments to include state medical societies and allied

health professionals.

. Created executive-level partnerships with hospitals & medical

organizations for delivery of rich media content to providers. Projected

to achieve 200% of goal. Executed contract for largest hospital system

in company history (Main Line Health) as well as Aria, Abington, and

Delaware Nursing Society.

Schering Plough (now Merck), Kenilworth, NJ 2003 - 2010

Medical Center Specialist - Hospital Division (Philadelphia)

Developed consultative partnerships with KOLs and hospital personnel on

behalf of $12.5B research-based pharma company. Arranged in-hospital

education for physicians and staff. Executed GPO contracts.

. Improved historically under-performing market into a Top 10 territory by

marketing Integrilin Injectable (anti-platelet) in cardiac

catheterization laboratories, ED's, and CCU's.

. As a top performer, consistently met or exceeded sales targets: 100 -

142% of Plan in 2004 - 2009 for array of products marketed (Integrilin ,

Vytorin , Zetia , Asmanex , Nuvaring ). Selected as District

Representative of the Year (in 2009 & 2004) and achieved top 10 or top 25

ranking in multiple years.

. Coordinated, designed, and implemented guideline-based protocols to

advance evidenced-based quality measures. Developed and managed quality-

improvement initiatives to track and assess patient care

First Horizon Pharmaceuticals (now Sciele Pharma, Inc.), Atlanta, GA

2000 - 2003

Specialty Cardiology Sales Representative - Greater Philadelphia Area

Developed expansion territory for company specializing in sales, marketing,

and development of mature prescription brands in niche markets.

Successfully promoted to IM, PCPs, and cardiologists by quickly mastering

knowledge of highly-competitive cardiovascular / anti-hypertensive, angina

therapy, and gastroenterology markets.

. Won 2001 & 2002 Gold Pyramid Award for >120% portfolio attainment as well

as #1 nationwide for composite and Tanafed forecast attainment in 2001.

. Increased market share for multiple products, including Nitrolingual

Pumpspray (148%), Robinul Forte (346%), and Tanafed (1,000%, from 0.2%

to 2.2%).

. Quickly achieved >12% share for new product launches (within six months

for PreNate GT and four months for Tanafed DM ); sustained Sular share

despite declining market; and grew share 20% for Furadantin .

Group Advantage Insurance, Langhorne, PA 1999 - 2000

Branch Office Manager

Supervised initial launch of branch office for innovative, internet-driven

consumer insurance company. Oversaw workflow, marketing and sales,

payroll, hiring, and daily finance management. Cultivated productive

relationships with retail contractor and clientele facilitating sales of

insurance products.

. Met or exceeded sales quota of 50 new policies / month. Generated 35-45%

referral rate for insurance sales.

. Developed new client base for insurance company through local marketing

and promotion campaigns.

Early Career

Taught Secondary English, History, and Reading at Tamanend Middle School

(Warrington, PA) and in New Beginnings Program for Perkiomen Valley

School District (Trappe, PA).

Education

BA, English & History (cum laude), Shippensburg University - Shippensburg,

PA

. Dean's List (multiple occasions); President's Honor Roll (multiple

occasions)

Professional Development

. Seven Step Sales Process

. Needs-Based Selling

Awards

. Proventil HFA "Fast Start" Contest (2007)

. District Representative of the Year (2004, 2009)

. Top Ten Finish (2004 - 2006)

. Spotlight on Performance Award (12 consecutive months - 2004)

. Market Share Award (2003)

. "Jumpstart" Award (2002)

. Gold Pyramid Award (2001, 2002)

Key Words:

Patient safety

HQO

Risk management

Managed Care

IDN

Integrated Delivery Network

Case Management

CMS

Core Measures

JCHO TJC

Joint Commission

DRG

GPO

Contract

VP-level

Stakeholders

Transition of care

Managed markets

Pull-through

Federal

Biologic

DOD

In-service

Protocols

Buy and Bill

Department of Defense

Physician Liaison

VA VVA V ISN

CMO

Nursing

CNO

In-service

Protocols

Buy and Bill

Biologic

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