GREGORY A. LAVEIST

**** *. **** ****** **. BEL AIRE, KS 67226 316-***-**** abg055@r.postjobfree.com

TERRITORY MANAGER

Account Development & Retention / Consultative Sales / Client Relations /

B2B

Growth & Brand Strategies / Turnarounds / Product Launches / Regional

Accounts / Mentoring

I built award-winning territories and achieved year-over-year sales

increases in highly-competitive and highly-regulated environments. Ensuring

new, repeat and referral business, I increased market share for companies

like Novartis, Beecham and Xerox. My skills include:

o Consistently meeting or exceeding sales goals

o Breaking into untapped, diverse markets

o Developing and applying innovative tactics to generate and close new

business

o Collaborating across departments to establish processes to support

rapid growth

o Building trusting, long term relationships with key decision makers

I earned an MBA in Business from Webster University and a BA in

Communication Arts from Park University. Articulate and upbeat, I excel

under pressure. Additionally, I achieved President's Club three times and

Regional MVP twice, and Top Sales Volume and Growth and Excellence Awards

multiple times in my career.

SELECTED ACCOMPLISHMENTS

Fulfilled complex customer need, increasing sales. A highly influential

Epileptologist at KU Medical School requested consumer data to complete a

multifaceted grant request. Identified unconventional Novartis resources,

fulfilling need and gaining client's trust. Outperformed region in Epilepsy

products up to 3%, receiving MVP Award.

Seized Hispanic market share. Identified cultural shift within territory to

include growing Hispanic population. Worked with Novartis HQ, acquiring

Spanish product literature to bridge patient/doctor communication gap.

Drove product sales to 196% of goal in less than three months, ranking

second in the region.

Exceeded sales goal. Novartis released patch version of oral drug that was

second or third choice of most doctors. Recruited and trained specialists

to execute lecture tours, partnering with primary care reps to attract and

educate medical professionals on product. Grew share 20% in one quarter,

achieving 113% of goal.

Catapulted rural market sales. Key target Novartis customer in western

Kansas was not responding to traditional sales tactics. Partnered with

primary care reps, led design and execution of simulcast product

presentations. Turned customer into strong advocate for products,

increasing account sales 53% and overall referral business.

CAREER HISTORY

Novartis. Multi-billion dollar, global health care solutions provider.

Exec. Territory Neuroscience Specialist, 2008 to 2011. Promoted to grow

market share and sales in two-state territory. Cultivated strong

relationships with 150+ doctors, decision makers within Oklahoma and

Kansas Community Hospitals and long term care facilities. Led region in

market share growth on four products.

Senior Territory Neuroscience Specialist, 2005 to 2008. Took over larger

territory to include KU Medical School. Launched five products. Assisted

Area Manager in mentoring new hires. Functioned as regional brand

awareness point person. Won seven performance awards and twice finished

in the top 1/3 in National President's Club overall sales rankings.

Territory Neuroscience Specialist, 1999 to 2005. Promoted to the parent

company Novartis, launching three drugs in the first year. Gained market

share on all three products, achieving President's Club status. Developed

speaker series, educating doctors and exceeding regional share gains by

up to 3% on all three drugs.

Earlier: Executive Sales Consultant, Ciba-Geigy Pharmaceuticals. Territory

Manager, Beecham Products Company. Marketing Representative, Xerox.

Additional Interests: I have supported the Salvation Army, the Urban League

of Kansas, as well as coached youth basketball. As an avid sports fan and

participant, I enjoy basketball, football, golf and biking.

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