Sales Manager

Mary S. Jennings

*** ****** ** ******, ** ***** 201-***-****

**********@*******.***

executive summary:

< Highly competitive Sales Professional with over 9 years of experience

in pharmaceutical sales, strategic planning, business development,

client relationship management, and customer service.

< Instrumental in leading sales teams in expanding client base,

increasing revenue potential, and improving client retention levels

within highly competitive markets.

< Exposure to various markets (Hospital, Specialty and Primary Care

sales) and multiple therapeutic areas; Pulmonology, Cardiology,

Gastroesophageal Reflux Disease, Arthritis, Benign Prostatic

Hyperplasia, Alzheimer's Disease, Heart Disease, Allergy, Lennox

Gastaut Syndrome, and Ulcerative Colitis

< Inspire and leads organization through transformational change.

Ability to create an environment of trust strong communication skills,

and act as a change agent.

< Accountability, proven leadership in a dynamic competitive selling

environment with a continual, organized drive for getting things done

illustrating a bias for action.

Experience:

Eisai, Inc. Woodcliff Lake, NJ

2006 to Present

Woodcliff Lake, NJ 07677

Senior Manager, Commercial Training & Development

October 1, 2008 - Present Corporate based

senior training manager with national responsibility for 6 Regional

Directors, 47 District Managers and 500+ sales representatives to provide

a complete training and development programs.

. Utilizes adult learning principles to analyze, design, develop and

execute basic and advance training for product, clinical knowledge,

selling skills, and business acumen to support initial and ongoing

training needs and to improve the standards and performance of the

sales force to ensure that the sales personnel successfully meet

their goals and the company meets their goal.

. Manages all aspects of product training including Launches,

certifications and curriculum for new and tenured pharmaceutical

sales representatives.

. Conducted Eisai's first Launch broadcast and virtual training

environment which created an increase in trainer/trainee touch

points during home study.

. Conducts needs analysis to determine training needs of sales

representatives, regional account managers, national account

managers and district managers.

. Communicates company sales goals and expectations to

representatives. Works with representatives to identify

opportunities and potential roadblocks to meet sales goals; when

necessary, partners with managers/representatives to determine

tactics to take advantage of opportunities and alleviate or

minimize roadblocks.

. Coordinates innovate initiatives that continually improve the

individual and district's performance. Identifies resources and

tools that will facilitate achieving district results and

objectives.

. Partners with marketing team to translate marketing strategies to

sales executions by aligning educational learning opportunities,

sales meetings and Launches.

. Develops pre-launch, launch and post launch training to pull

through key marketing messages to sales execution.

. Continually accesses and keeps abreast of relevant bio-pharma

business trends, products, and regulations.

. Understands and communicates competitors' strengths and weaknesses

to assist representatives with targeting sales strategy;

understands and communicates how managed care trends (capitation,

reimbursement, etc.) affects physicians and uses this information

to support the managers & representatives to plan/adjust their

district/territory strategy.

. Communicates the connection between the mission, vision and

strategic intent and links to the district manager's/representative

role.

. Anticipates change within the sales force and develops

district/representatives' ability to deliver under changing

circumstances.

. Provides direct and balanced feedback to representatives about

their performance; Assesses the individual development needs of

representatives and partners with manager's to tailor an individual

development plan.

. Manages the Field Sales Trainers and provides Train the Trainer

programs to improve their presentation skills and instructional

capabilities.

. Reports and tracks key performance indicators to determine impact

of training curriculum.; analyzes and controls expenditures to

conform to budgetary requirements.

. Routinely works with field sales representatives in their

territories to support training and skill development.

. Manages the Field Sales Trainers and provides Train the Trainer

programs to improve their presentation skills and instructional

capabilities.

. Reports and tracks key performance indicators to determine impact

of training curriculum.

. Analyzes and controls expenditures to conform to budgetary

requirements.

. Work with cross functional teams

. ability to learning and development -

. manage develop learning.

. how do we ensure that the outcomes we are delivering allow us to

put customer first;

. manage our products in a way that build trust with our business

partners who need to create and hit their goals; deliver their

projects that they have on time.

. work with cross functional teams.

. actively collaboration and can build trustful relationships for the

win - win part of it.

. Marketing strategies to sales executions.

. Successfully trained 205 new and tenured representatives out of

500; 65% of representatives in top third for sales performance.

National Field Trainer

Greenville, NC

December 17, 2007 - October 1, 2008

. Mentor newly hired and tenured representatives via field rides to

thoroughly understand product knowledge, selling skills, and the

dynamics within their territory (e.g., impact of managed care,

customers, competitors, patient demographics)

. Develop representative's knowledge of territory management to

develop a comprehensive territory plan to pull-through initiatives

to most effectively impact the business.

. Co-facilitate Phase I and Phase II Training with internal sales

trainers. Assist District Manager with preparations and

facilitation of POA and district level meetings.

Greenville, NC 27858

Medical Sales Specialist October 1, 2006 to March 27, 2008

. Contributed to Eisai's success by working with customers to

understand as well as identify their needs and support pull-through

activities as it relates to the company's strategy.

. Achieve monthly and annual sales goals by identifying key

influencers in the customer environment.

. Partner with key customers/personnel to understand practice

structure, business model, key influencers, customer needs and

business opportunities.

. Meet the needs of customers in a manner consistent with the laws,

regulations and Eisai's values and policies.

. 2008 ranked #29 out of 500 representatives.

Boehringer Ingelheim Pharmaceuticals Greenville, NC

Pharmaceutical Sales Representative II December 1, 2003 to September

30, 2006

. Contributed to Boehringer success by promoting products to targeted

customers.

. Developed a call strategy that provided the appropriate reach and

frequency to maximize sales time as well as serve a unique and

diverse customer base including physicians, formulary committee

members, hospitals, pharmacy directors, nurses and other

influential personnel.

. 2005 & 2006 ranked in top 10% of sales teams across the Southeast

Region (North Carolina, South Carolina, Virginia, Atlanta)

. Selected for Management Development Program January 2006. 4 out of

435 representatives.

Wyeth Pharmaceuticals (Part-time) Greenville, NC

Medical Sales Representative February 28, 2002 to December 1, 2003

. Contributed to the Wyeth's success by promoting the sales of

prescription and over-the-counter products to new and existing

accounts by selling new products and maintain proper inventory of

existing products

Contract Case Management Services Greenville, NC

Executive Director August 1999 to February 2002

. Consultant to Area Mental Health Programs in Eastern North Carolina

on case management services, funding, state accreditation process,

privileging and credentialing of employees and contract negations

with vendors.

. Contributed to the company's success by overseeing the strategic

direction of the physician practice which included maximizing

revenue, building practice volumes and efficiency.

Pitt County Mental Health Greenville, NC

1995 to 1999

Quality Improvement Director February 1998 to August 1999

. Contributed to the agency's success by formulating and establishing

fiscal budget, organizational policies and operating procedures.

. Directly supervised 11 employees to support the agency's medical

records and outcomes management departments.

Early Interventionist August 1995 to February 1998

. Provided comprehensive early intervention services to

infants/toddlers with special needs and their families in homes and

schools in the Pitt County area.

Greene County Schools Snow Hill, NC

Teacher August 1993 to August 1995

. Educator of children with special needs in grades Pre-kindergarten

through Third Grade. Contributed to the school's success by preparing

objective and outlines that were aligned with the NC Curriculum and

guidelines.

Education:

MBA Regis University Denver, CO

BS East Carolina University,

Greenville, NC

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