Sales Manager

**** ***** ******* **., **** Hollywood, CA *****

Mobile: 949-***-**** Email: ******@***.***

CRAIG KOLLENDA

EMPLOYMENT HISTORY

*/**-******* ****** ******* Pharmaceutical Inc.

Account Manager/Senior Hospital Representative

Education and promotion of tolvatpan to Nephrologists, Hepatologists,

Cardiologists and Oncologists in Los Angeles, San Bernardino,

Riverside and San Diego Counties.

. Develop and manage local and national Speakers and KOL's.

. Achieve the assigned sales objective for the territory

. Effectively manage the formulary process to ensure product

acceptance to assigned hospital accounts

. Effective implementation plan for product pull-through

. Organize in-services to communicate appropriate approved product

information to appropriate hospital personnel and cover all

shifts

. Manage the territory in an efficient and orderly manner through

effective business planning and implementation, ascribing to

principles of key account prioritization/physicians.

. Possess customer centric mindset with exceptional knowledge of

the customer, related markets and disease states, reimbursement

and DRG payments, competitive products, the broader healthcare

market place and emerging trends.

. Collaborate with managed markets team for formularies and

product availability

Accomplishments

. 2012 National "Top" Contest Winner (#1/92 for >46%

Growth in Targeted Accounts)

. Appointed to Marketing Advisory Team - 2011 and 2012

. Formulary Wins: UCSD (Therapeutic Conversion) - 6/11;

Sharp Memorial - 8/11, Hollywood Presbyterian-

12/12

. "Team Focus" Award Recipient - Multiple awards

. 2010 National Performance Award (Expansion Group -

Rank #3/42)

5/07-3/10 Enzon Pharmaceuticals, Bridgewater, NJ

Specialty Account Manager

Responsibilities include education and promotion of two

chemotherapeutic drugs to Hematologists and Oncologists at

LAC+USC, City of Hope, Harbor/UCLA, Miller's Children's and

Children's Hospital LA. Maintain sales of an antifungal in a

declining market. Manage national thought- leaders and develop

fellows

Accomplishments

. Summit Cup Winner - 2009

Held #1/36 for each quarter in 2009

Goal attainment > 100% for all three products at

each qtr.

. Sales Achievement Awards - Q1, Q2 and Q3 of 2009

. LA County Pediatric and Adult Hematology Program -

5/09

Development and formation of the "Adult and

Pediatric

Leukemia/Lymphoma Club" - Dr. Douer (USC) & Dr. Gaynon

(CHLA)

. Employee of the Month - November '08

. Entrepreneur/Fellow Development Award - June, 2008

(1st half of year)

. Entrepreneur Awards -Q3 and Q4, 2007

8/05-5/07 Astellas Pharma, Deerfield, IL

Executive Representative

Responsible for the promotion of two anti-fungals to

Infectious Disease, Solid OrganTransplant physicians and

Hem/Onc at UCLA, Cedars-Sinai, CHLA and St. Vincent's

Hospitals; successful launch of first-in-class therapy for

hyponatremia to Nephrologists, Endocrinologists and

Pulmonologists; targeting and developing relationships with

key decision makers to gain formulary approval and pull-

through; diligent territory management including business plan

development.

Accomplishments

. Summit Club (10/06) - Ranked 23/80 nationally

. Unrestricted Formulary addition of Vaprisol at

Cedars-Sinai - 3/1/07

. Mycamine conversion at Children's Hospital LA -

7/1/06

. Infectious Disease Field Product Mentor (field train

new hires)

. Developed Key Opinion Leaders in Infectious Disease

and Nephrology

4/97-8/05 Elan Biopharmaceuticals, San Diego, CA

Senior Sales Specialist, 1/04-8/05

Successfully promoted two anti-infective brands to

Hematologists/Oncologists, Pulmonologists, Surgeons, and

Infectious Disease physicians at Children's Hospital Los

Angeles, City of Hope and community hospitals in Los Angeles

and San Gabriel Valley.

Accomplishments

Ranked 17/91 nationally - 2004

Made Children's Hospital LA #1 in District

Appointed Regional Siebel Champion

Senior Professional Representative, 1/03-1/04

Promoted two anti-infective brands to the hospital while

simultaneously promoting three neurological products to over

50 targeted Neurologists, Psychiatrists, and Anesthesiologists

in the Pasadena, East LA, and San Gabriel Valley.

Accomplishments

Maxipime Formulary Conversion at Alhambra Hospital

Selected by National Sales Director as a member of the

Leadership team.

Covered an open territory for two trimesters.

Recipient of two district awards - November, 2003

Clinical Sales Consultant, 4/01-1/03

Responsible for the direct and indirect sales of Myobloc, a

liquid botulinum toxin formulation to Neurologists,

Anesthesiologists, and PM&R physicians in the Dallas area.

Extensive work in reimbursement, including securing formulary

status and working with state Medi/Medi. Gained MS with

current botulinum toxin injectors as well as developed new

injectors.

Accomplishments

442% to goal - 2002.

Promoted to Myobloc Product Marketing Team - September,

2001

Led and won the "Trailblazers Coverage Campaign"

(Texas Medicare beneficiary) including key thought

leaders, CAC meetings, physician calls and letter writing.

Doubled Sales in Q3/02 from previous quarter.

Grew customer base by greater than 300% from Q2/00 to

Q4/02

Athena Diagnositcs - Division of Elan Biopharmaceuticals

Western Regional Trainer, 10/98-4/01

Trained new hires and conducted ongoing training of

representatives in the Western Region (10 states) via training

classes, field visits, conference calls, and training

materials. Maintained the successful management and grew

sales of a territory in Orange County.

Accomplishments

Representative of the Quarter - Q4/00

118% to goal - 1999 year end

Developed training manuals and curriculum.

Promoted to Clinical Sales Consultant - 4/01

Diagnostic Account Representative, 4/97-10/98

Promoted esoteric neurological assays focused on autoimmune

peripheral neuropathies, neurogenetic disorders, and

Alzheimer's in Southern California to Neurologists, teaching

institutions, labs, and hospitals. Negotiated contracts with

MCO's HMO's, and hospitals.

Accomplishments

. Promoted to Western Regional Trainer - 11/99

. "Representative of the Year "Award (1 /42) - 1999

. Representative Award of Excellence - 11/98

. "Representative of the Quarter" Award - Q1/98 and

Q3/98

EDUCATION University of Southern California - May 1990

. B.S. Business; Emphasis in Marketing and

International Finance

. U.S.C. Dean's List - Fall Quarters of 1986 and 1987

. Scholarship's accounted for over 100% of tuition.

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