Sales Manager

PAMELA WHEATLEY page *

PAMELA WHEATLEY, MBA

*** ****** **** ***** • Atlanta, GA 30075 • 770-***-**** • **********@*****.***

SALES EXECUTIVE

Respected executive with distinguished 15 year career leading sales operations for turnaround and

high growth in pharmaceutical and chemical organizations. Extensive expertise in client needs

analysis with consultative approach to pharmaceutical sales. Repeated success guiding sizeable, cross

functional teams in design, re design, and launch of leading edge solutions driving record setting

sales. Expert presenter, negotiator, and businessperson able to forge solid relationships with strategic

partners and build consensus across multiple organizational levels. Available for 50 percent travel.

Core competencies include:

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Building Alliances & Partnerships Organizational Effectiveness

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Change Management Product Launches

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Co Promotions Revenue and Profit Growth

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Executive Negotiations & Presentations Sales Team Building & Leadership

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Key Account Relationship Management Strategic Thinking & Analysis

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Market Strategies Management Talent Management and Development

• New Product Technology Launches

PROFESSIONAL EXPERIENCE

Wheatley and Associates Consulting, Atlanta, GA 2010 – Present

Dress For Success Atlanta

Operating since 1997, Dress for Success is an international not for profit organization promoting economic

independence of disadvantaged women by providing professional attire, a network of support and career

development tools to help women thrive in work and life.

• Partnered with leadership to develop and launch new Career Development Coach Program. Actively

engaged in volunteer recruitment, training and communications. Consulted on strategic planning to build

community and corporate alliances. Provided more than 770 hours of career coaching, influencing more

than 1,200 clients. One in 13 women achieved employment and successful mentorships.

American Diabetes Association

Founded in 1940, the Association funds research to prevent, cure and manage diabetes; delivers services to

hundreds of communities; provides objective and credible information; and gives voice to those denied their

rights because of diabetes.

• Consulted on advocacy issues and fund raising events for Atlanta and State of Georgia. Worked with staff

partners to identify federal and state advocacy issues in which the community can participate locally,

including legislation relative to insurance coverage, discrimination in schools, funding for research and

PAMELA WHEATLEY page 2

prevention and other issues affecting people with diabetes. Developed strategic approach for American

Diabetes Association fund raising, resulting in 18 percent increase in donations over prior year.

Phenogen Sciences

• Consulted with President and General Manager of North America on a Key Opinion and thought Leader

(KOL) strategy for new test, assessing personal genetic information, together with various lifestyle factors

known to affect risk of developing breast cancer. Strategy focused on customer development and clinical

differentiation.

AstraZeneca, Atlanta, GA 1997 – 2009

Global, innovation driven biopharmaceutical business with primary focus on discovery, development and

commercialization of prescription medicines. As a leader in gastrointestinal, cardiovascular, neuroscience,

respiratory and inflammation, oncology and infectious disease medicines, AstraZeneca generated global

revenues of $32.8 billion in 2009.

Regional Business Director/Central Nervous System (CNS) 04/1997 – 01/2000

Regional Sales Director/Respiratory 01/2000 – 12/2003

Regional Sales Director ~ Cardiovascular/Gastroenterology 01/2004 – 12/2009

• Led 130 person sales team, including 12 district sales managers. Successful product launch of novel

antipsychotic, the first entry into CNS market for company, exceeding objective by 68 percent first year and

delivering $115 million dollars in sales.

• Developed turnaround strategy to accelerate market share growth that focused on two areas of

development: “Coaching and Account Targeting”; two leadership capabilities “Drive Results and Acts

Decisively,” resulting in increased revenue of $15 million across portfolio.

• Indirect P&L responsibility through management of $4 million operational/promotional budget to within +

2 percent variance and achieving preferred formulary status for products across portfolio.

• Nationally recognized for achieving formulary approval for NEXIUM with Blue Cross/Blue Shield of

Georgia (Wellpoint). Created and implemented strategy to leverage and pull through increased usage for

NEXIUM, resulting in market growth from 10 to 25 percent within first 28 days of executing strategy.

Exceeded 40 percent market share by end of first trimester. Strategy was shared as best practice and

adopted nationwide.

• Created Heart Failure Regional Planning Team of District Sales Managers to more closely aligned sales

with marketing and other HQ functions to improve field execution of promotion plans, strategy and pull

through, resulting in region exceeding market share goal by 20 percent.

Selected accomplishments:

• Increased region’s sales from $1.9 million to $6.9 million in only 18 months taking the region from a

ranking of 36th to 9th place and to 2nd place in 24 months.

• Exceeded all quotas by a minimum of 10 percent for each year of tenure.

• Boosted sales revenue of existing customers by 70 percent in only 12 months.

• Directly responsible for the mentoring, training and coaching of multiple individuals promoted to positions

of increasing responsibility such as Regional Business Analyst, Field Sales Trainer, Managed Markets

Account Director and Regional Sales Director.

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SOLVAY, Atlanta, GA 1987 – 1997

International industrial group active in Chemistry. Offers broad range of products and solutions that

contribute to improving quality of life. HQ in Brussels, employing 17,000 people in 40 countries.

National Therapeutic Area Leader 01/1997 – 04/1997

Medical Science Liaison/Professional Services Associate 09/1994 – 12/1996

District Sales Manager 10/1992 – 08/1994

Pharmaceutical Sales Representative 07/1987 – 09/1992

HONORS & AWARDS

Summer Velocity Award (2009) for highest new patient starts on CRESTOR.

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National Market Share Leader winner (2008 and 2009) for achieving 105 percent and 112 percent of

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goal, respectively.

Circle of Excellence winner (2001, 2004, and 2009) for achieving sales in nation’s top two percent.

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President's Circle winner (2003 and 2007) for achieving sales in nation’s top three percent.

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Outstanding Leadership Award (1998, 2005 and 2008)

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EDUCATION & CREDENTIALS

MBA in Global Management – University of Phoenix, Phoenix, AZ Graduated with 3.89 GPA

B.A. in Chemistry – Miami University, Oxford, OH

Professional Development Coursework

Negotiations & Conflict Resolution • Management Decision Making • Managing Organizational Change •

Emotional Competence • Leadership Styles • Organizational Climate

ORGANIZATIONS

Board Member – American Diabetes Association 2009 Current

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Advocacy Committee Co Chair/Atlanta – American Diabetes Association 2010 Current

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Dress For Success Atlanta Volunteer Career Coach 2010 Current

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