JOHN DALTON

Mahwah, NJ ***** ♦ 201-***-**** ♦ xe89tg@r.postjobfree.com

Business Development / Program Management / Product Launches / Staffing / Training / Marketing Revenue Growth / B2B / Key Accounts / Team Leadership / Budgeting / CRM / Performance Management

Proven success in revenue growth, planning, staff development, sales support and in-field training. Providing leadership and performance management, Directed sales teams in highly technical and competitive blue chip pharma markets, exceeding quotas year over year. Experienced in new product marketing and have a record of accomplishment of delivering record top line results. Managed sales budgets to $110M and staffs to 28.

My key skills include:

 Capturing new accounts and building on existing relationships

 Reorganizing sales organizations after mergers and acquisitions

 Developing accurate sales forecasts and effective sales presentations

 Recruiting, mentoring and retaining high-performance sales teams

 Directing business development and marketing initiatives to increase revenues

SELECTED ACCOMPLISHMENTS

Successfully launched specialty sales team in NYC. Pfizer Lipitor drug launch targeting most profitable prescribers. Developed and implemented plan to focus on major NYC teaching institutions and affiliated influential MDs. Developed call cycle frequency and targeting plans with reps. Created most successful launch to date of any drug and quickly took over Statin market share. Drove region to #1 in USA for market share and sales dollars.

Took District to #1 in Mid-Atlantic Region. Inherited new sales team with members from four different Pfizer divisions and learned district had never finished well on revenue metrics, sitting at #20. Develop new winning vision and set clear district performance expectations. Created vision of what success looks like. Developed call cycles and ensured proper targeting. Led turnaround that took only six months.

Increased market share for under-performing product 50%. Increased sales form $250K to $500K. Heavy competition in ED market showed Pfizer share was eroding. Analyzed root cause as Urologists as only existing market. Looked at Revatio product, which is Viagra but indicated for pulmonary hypertension. Trained district on Revatio, building off Viagra success. Achieved unique approach that had not been tried before at Pfizer and was expanded to a regional initiative.

Doubled share using co-op marketing approach. Spiriva market share was flat with pulmonologists. Directed resources to grow selected primary care physicians to increase quota. Met with Boehringer-Ingelheim district managers that were overlapping Pfizer district. Got buy-in from Boehringer-Ingelheim DM's to target same selected top 25 primary care targets. Increased Spiriva from 16% to 31% in 12 months.

Increased sales vs. competition through more effective training. Analysis of sales data showed increased trend of generics taking market share. Determined no generic substitute for Detrol-LA. Conducted case-studies with pharmacists, finding customers invariably say yes to generic version. Initiated dispense-as-written campaign. Trained sales on process and reversed TRx generic gains by 20%. Expanded to a regional initiative.

Additional Accomplishments by position and company:

Specialty District Manager, Warner-Lambert/Parke-Davis. Build new anti-infective sales team for the NY Metro area to launch a new antibiotic. I was selected for this by my director. I was given the authority to hand pick sales reps from other sales teams as well as new hires. Conducted national sales training for Omnicef for the new sales force. Developed a targeting strategy and implemented the sales plan with metrics as follow up. My sales team finished 1st in the USA for the first 2 years after the launch.

Sr. District Manager, Pfizer Inc. Had opportunity to increase Viagra Rx volume in Medicaid market. Opened formulary with no restrictions. Implemented Medicaid blitz. Targeted Medicaid prescribers with >20% Medicaid business. Developed consistent sales messaging to pull through Viagra. Increased Medicaid Total Rx volume 60%.

Sr. District Manager, Pfizer Inc. Took initiative to increase Detrol-LA and Chantix new Rx market share for OB/GYN market. Selected eight OB/GYN groups of >2 physicians not on the reps regular targeted call cycles for six months. 50% of the eight OB/GYN groups showed increased Detrol-LA and Chantix NRx's by 10%.

JOHN DALTON PAGE 2

225 Mahwah Road, Mahwah, NJ 07430 ♦ 201-***-**** ♦ xe89tg@r.postjobfree.com

SELECTED ACCOMPLISHMENTS – CONT.

Sr. District Manager, Pfizer Inc. Faced with up to 50% of my team out for 8 months, including my 2 institutional specialty reps who call on urologists and pulmonologists and major hospitals due to short term leave and frozen open position due to promotion. Pulled team together and presented them with our situation and to develop an action plan to maintain our business for 2008. District finished off #2/10 for the first semester and #5/10 for the second semester of 2008. Frequency reports showed that we maintained a 98-100% reach on our most profitable targets.

District Manager, Pfizer Inc. Managed change during two merger/acquisitions (Pfizer/Warner-Lambert and Pfizer/Upjohn) and three Pfizer sales force downsizings. Led change management training. Conducted on boarding and welcome meetings. Mentored new members. Increased frequency of informal district meetings. Reassured reps confidence and developed new team focus.

Sr. District Manager, Pfizer Inc. VA hospital accounts and offsite clinics were not prescribing new drug Chantix even though it was on the national VA formulary. Every rep visit was status quo, gaining no progress and a run around. Objective was to increase sales from 0-market share. Regional management meeting was held with all supporting cross functional groups involved with the VA account. Accepted task of NJ VA liaison to re-launch Chantix in the NJ VA's. Expanded internal VA contacts. Had VA computer ordering system changed to display Chantix vs chemical name. Changed pharmacy dispensing from pills to blister packs. Re-educated primary care physicians to order the drug without approval from pulmonary. Outcome: 31.3% market share; 156.8% outperformed region.

CAREER HISTORY

Senior District Sales Manager, Pfizer Inc. Promoted in 2007-2009 to focus on sales training, coaching and career development. Key opinion marketing leader. Managed vendors on HQ initiatives. Ensured strategic alignment for co-promotion sales teams. Managed Urology, Respiratory and Hospital sales teams.

District Sales Manager, Pfizer Inc, 2000-2007. Exceeded quotas on sales ranging from $15M to $100M. Managed cardiovascular, anti-infective, primary care and sales activities in major teaching institutions in New York City and New Jersey. Managed team of 12 and budgets to $750K.

Specialty District Sales Manager, Warner-Lambert/Parke-Davis, 1997-2000. Established new anti-infective sales team for New York Metro area. Managed 10-15 direct reports for cardiovascular, neurology, anti-infective and hospital sales teams. Provided sales training and coached reps.

Sr. Professional Institutional Rep, Warner-Lambert/Parke-Davis, 1994-1996. Drove sales to neurologists, cardiologists and primary care markets, as well as community hospitals.

Cardiovascular Specialty Rep, Warner-Lambert/Parke-Davis, 1989-1993. Directed sales, made presentations to cardiologists in private practice and hospitals.

Sales & Operations Manager, AW Electro-Optical Inc., 1983-1989. Managed six reps for tri-state area. Evaluated new product lines. Led trade shows. Drove sales and managed major accounts at IBM, ATT and Bell Labs. Ensured office operations ran smoothly, including billing and shipping.

Clinical Laboratory Manager, St. Luke's-Roosevelt Hospital, 1980-1983. Managed 28 laboratory technologists. Ensured Quality Control, Reagent inventory. Purchased capital equipment. Trained new hires and students.

EDUCATION / CERTIFICATIONS

MBA, Pace University.

BS, Medical Sciences, Wagner College.

Member of the American Society of Clinical Pathology,

Board-certified in Medical Laboratory Technology. MT (ASCP)

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