Sales Manager

Melanie A. Saele

************@*****.*** 513-***-****

www.linkedin.com/in/melaniesaele

Summary

An energetic, highly skilled senior sales professional with experience in

pharmaceutical hospital sales, managed care and medical device industries

with some of the world's leading companies serving integrated delivery

networks and health care providers. Top performer that is goal oriented.

Delivers consistent results through the development of tactics and

strategies that integrate valued resources and cross functional team

opportunities. Consistent track record of achieving favorable drug

formulary status aligned to company goals. Effective leader with strong

communication skills, motivating teams to coordinate and execute strategic

plans to exceed business objectives with a proven record of accomplishments

in the following functional areas:

Highly effective product Proven track record for exceeding

presentation/communication skills sales goals

Identification of thought leaders in Formulary acquisition and

selected disciplines maintenance

Facilitate/coordinate project Strong relationship network

management

PROFESSIONAL EXPERIENCE

Bristol-Myers Squibb Company (BMS), Cincinnati, OH 1989 - 2013

Senior Hospital Business Manager

Developed innovative and creative solutions to maintain formulary status at

all hospital accounts. Achieved consistently high sales performance and

built strategic business relationships.

. Exceeded 100% of targeted payout by increasing market share through

formulary wins at integrated delivery system accounts and strategic pull

through tactics in the retail market.

. Selected in 2011 to be the managed care point to help drive pull through

and sales growth.

. Recognized by management for valuable contributions to the company

including strategic leadership of matrix teams, working with the Account

Executive to develop successful tactics to strengthen the managed care

business and mentoring/training of new sales professionals while

exceeding sales goals.

. Chosen to train the team members on anti-infective selling and contract

presentation resulting in the increase of Tequin sales attainment.

. Effectively presented a pharmacoeconomic analysis resulting in a contract

award from major hospital institutions including UC Health (Health

Alliance including Christ Hospital), TriHealth, and the VA Medical

Centers in Cincinnati, OH.

. Developed critical strategic objectives for institutional product pull

through that ultimately exceeded the sales goals for the district and

entire region.

. Ranked #1 for Tequin sales in the country after converting eight major

hospitals in the Cincinnati OH area.

. Successfully launched and/or converted large hospital institutions to the

BMS portfolio of pharmaceutical products including Plavix, Pravachol,

Questran, Avapro, Capoten, Monopril, Tequin, Maxipime, Azactam, Cefzil,

Duracef, Fungizone, Glucophage, Onglyza, Coumadin, Busbar, Serzone and

Stadol NS.

. Areas of expertise include: Cardiology, Endocrinology, Neurology,

Infectious Disease, Nephrology, Pulmonology, Oncology, Vascular Surgery,

Cardiothoracic Surgery, Trauma Surgery, Emergency Medicine, Lipid

Disorders, Pediatrics, Gerontology, Psychiatry and Primary Care.

Selected Recognition

. 2012 increased market share for New Rx in territory from 11.66% to 19% in

4 months.

. Lead the Region in Plavix sales at 110.8% in 2011, honorable mention by

Region Director.

. Pinnacle Award 2001, 2000 and 1994 Winner for ranking top 10% nationally

in sales.

. Ranked top 12% of sales producers in the company in 2011.

. Ranked #1 in the country for IV antibiotic sales in large IDN accounts

facilitated through formulary conversions.

. PRO BMS Award for exceeding all sales goals, valuable contributions to

the sales teams and mentoring new professionals at Bristol-Myers Squibb.

. District Leadership Award (Indianapolis) 2001 Winner for developing a

risk and benefits marketing strategy that ultimately exceeded the sales

goals for the district.

. Regional Leadership Award (Central) 2001 Winner for creating critical

strategic directives that ultimately exceeded the sales goals for the

entire region.

. Excellence Award 1999, 1998, 1997. Selected winner for achievement of

strategic leadership to meet sales goals.

. Directors Club 1992. Winner for ranking top 15% nationally in sales.

. Chosen leader to coach the sales team in product and disease state

knowledge for 2012.

. Successfully launched numerous products; Pravachol, Monopril, Avapro,

Maxapime, Tequin, Glucophage and Serzone.

Additional Relevant Experience

Ethicon, Inc

Hospital Account Representative

Experienced OR sales: Successfully launched and marketed Ethicon surgical

stapling devices leading to numerous conversions in hospitals to Ethicon

products.

Xerox Corporation

Account Manager

Direct sales of copier, typewriter and other ancillary office products to

direct accounts.

Education

Bachelor of Science, State University of New York at Buffalo

ACCREDITATIONS

American College of Cardiology Industry Training

June 2012

Technical Skills

Word, Excel, Power Point, Outlook

Graduate of the Xerox Sales Training Institute

Operating Room and Cath Lab Sales Training

Miller Heiman, Engage and MD Mindset Sales Training

Affiliations

Professionals in the Pharmaceutical and Biotech Industry

Bristol-Myers Squibb Alumni Network for past and present employees

Leadership Scholars for Summit Country Day School, Cincinnati, Ohio

Melanie A. Saele Page Two

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