Sales Manager

THOMAS J. CAREY Page *

THOMAS J. CAREY

* * * * * Y L A N W AY E N C I N I TA S C A 9 2 0 2 4

760-***-**** ( 7 6 0 ) 4 0 2 - 2 2 1 3 [ C E L L ] t h o m a s c a r e y @ r o a d r u n n e r. c o m

BIOTECHNOLOGY / DIAGNOSTIC / PHARMACEUTICAL SALES

EXECUTIVE

Senior Sales Management Executive with expertise in the Pharmaceutical/Biotech/Diagnostics

Industries who focuses on results and development of people. Stellar track record in leading and

motivating sales forces to exceed sales objectives in a strategic fashion. Effective leader, who

develops sales teams, collaborates across all functions and drives for results.

SUMMARY SKILLS

OF

Strategic Leadership Performance Management

Sales Force Effectiveness Development Managed Markets Experience

Professional Development KOL Development

Building Commercial Teams Perpetual History of Success and Ethics

Communication/Platform skills

Incentive Compensation Development

EXPERIENCE

CYPRESS BIOSCIENCE INC., San Diego, CA 10/2008-

Senior Regional Sales Director-West (promoted 01/2010)

Regional Sales Director-West

• Creation and build out of a new start-up specialty sales organization consisting of 6 Specialty District

Managers and 48 Technical sales specialists representing approx. 50% of the organizations sales and

revenue.

• Established all aspects of the new sales force, including FCR’s, Assessment Centers, Structure and

Alignments, Training, IC, Targeting, Promotional pathways, Management Development, etc

• New Product Launch of Savella, Cypress’s first therapeutic agent for the treatment of fibromyalgia in

Pain Management and Rheumatology. Exceeded initial launch projections by 10X.

• Successfully implemented a new sales model based on a blended diagnostic/therapeutic product mix.

• Launched unique diagnostic testing to Rheumatologist for diagnosis, treatment and monitoring of

RA-Avise MCV and Avise PG.

• Managed a unique co-promotion agreement with Forest Laboratories that was based on PDEs.

• Responsible for evaluating late stage (Phase III and Currently Available) potential Business

Development opportunities by conducting due diligence with co-promotion partners to evaluate sales

force and products.

• Conducted in depth analysis of earlier stage (Phase II and III) Business Development opportunities

• Aggressively managed retention and turnover through performance management

TOLMAR, INC., Fort Collins, CO 03/2008-

10/2008

Regional Business Manager

• Creation and build out of sales organization consisting of 12 Specialty Sales Representatives.

THOMAS J. CAREY Page 2

• Geography covered half of the country from California to Illinois.

• Launched Atridox a unique periodontal product-Tolmar’s first branded promotional product.

• Executed buy and build strategy with new customers and representatives which resulted in exceeding

growth projections each quarter.

ALPHARMA PHARMACEUTICALS, INC., Piscataway, NJ 03/2004-03/2008

Regional Business Director-West

• Recruited, hired and trained 6 District Manager’s, 61 Pain Management Specialty Sales

Representatives, 7 Hospital/LTC reps and 1 RAM in the area of pain management.

• Executed two National expansions 2005 and 2006.

• Responsibilities included: Structure and Alignment, development of FCR’s, IC plans, career

development logs, PMP tools, field BD-industry partnering, KOL development and Regional P/L.

• Created a field partnership with Ameritox for screening patients in the area of pain management.

• “Circle of Excellence” region for 2005, 2006, 2007 ranking #1 of 3 RSD’s; drove the highest market

share nationally.

• Supported 16 internal promotions from the region (DSM, FTM, RAM, and PM).

• Hand selected by VP of Sales as field liaison for all field marketing initiatives with Kadian .

• Took leading role in DSM and Representative Career Development plan

ANDRX LABORATORIES, INC., Weston, FL 10/2001-03/2004

Regional Sales Director-West

• Development and commercialization of West Region which consisted of 7 District Sales Manager’s

and 70 field representatives.

• Took leading role developing IC plans, P/L budget, KOL training and sales training.

• Effectively launched Anexsia, a pain management product and Altocor a cholesterol lowering agent.

• Actively coached, trained and mentored new District Manager’s, which resulted in two manager

promotions.

KOS PHARMACEUTICALS, INC., Miami, FL 02/1998-10/2001

District Sales Manager, Southwest

• Established District consisting of 11 Cardiovascular Sales Specialists.

• Strategically drove sales through the retail and institutional channels.

• Presented and received formulary approval with Niaspan at; CHG, IEHP, Sharp,

Presbyterian (NM), Sierra Health (NV), IHC (UT), Mercy Care (AZ), PacifiCare (AZ, NV, CA) and

numerous VA/DOD accounts.

• Ranked in the top 3 districts for absolute growth and percentage change during last six

months.

• Consistently ranked in the top 5 in overall district manager performance .

• Hand selected by Training Director to assist in Phase I, II training classes for new hires .

FOREST PHARMACEUTICALS, INC., New York, NY

04/1990-02/1998

Specialty/Hospital Divisional Sales Manager (promoted10/1995)

Divisional Sales Manager (promoted 04/1994)

Specialty Sales Representative (promoted 02/1992)

Professional Sales Representative

THOMAS J. CAREY Page 3

• Personal development and growth over eight years in roles of increasing responsibility at every level.

AWA R D S A N D R E C O G N I T I O N

• 1991 West Region “Rookie of the year” Forest Pharmaceuticals

• 1992 West Region “Representative of the year’ Forest Pharmaceuticals

• 1992 President’s Club Forest Pharmaceuticals

• 1994 President’s Club Forest Pharmaceuticals

• 1994 #1 Rank in overall Product Growth Forest Pharmaceuticals

• 2001 National Winner of “SAVE” Contest Andrx Laboratories

• 2005 Circle of Excellence Winner, #1 Region Alpharma Pharmaceuticals

• 2006 Circle of Excellence Winner, #1 Region Alpharma Pharmaceuticals

• 2007 Circle of Excellence Winner, #1 Region Alpharma Pharmaceuticals

• 2008 #1 Ranked Sales Region Tolmar

• 2010 #1 Growth Region Avise PG Cypress Biosciences

EDUCATION PROFESSIONAL DEVELOPMENT

AND

Bachelor of Science, CAL POLY-SAN LUIS OBISPO, San Luis Obispo, CA

Athletic Scholarship, Team Captain-Football, Athlete of the year 1987

Executive Training and Development

Pharma Force 2006; Presenter Maximum Impact

4S-Coaching 4 Success/Accountability Sales Management Training

Model Train the Trainers-Leader

ROMAR Management Training Sales Training

DDI Targeted Selection Interview Training QBQ-Brennan Workshop

Situational Leadership I, II Integrity Selling Training

Situational Leadership I, II Trainer Integrity Sales Management Training

Lominger’s Interviewing Model

THERAPEUTIC EXPERTISE

• Orthopedic Surgery, Allergy and Immunology, Pulmonary, Endocrinology. Rheumatoid

Arthritis, Pain Management, Anesthesiology, Cardiovascular, Nephrology, Oncology,

Urology, Primary Care, Neonatal ICU’s, CCU’s and Woman’s Health. Diagnostic Testing

and Personalized Medicine.

THOMAS J. CAREY Page 4

*Professional references available upon request.

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